SALES-MANAGEMENT5 MIN READ
Sort Coaching Comments Into SBI
Identify which part of SBI is missing from common sales coaching comments.
Sort each comment by the missing SBI element. Missing Situation Missing Behavior Missing Impact You overwhelmed the buyer with implementation detail. In the last five minutes of the call, the buyer stopped asking questions. When you showed the roadmap slide, you clicked through three upcoming features. The call got away from you during pricing. When the COO asked about risk, you answered for four minutes without checking whether you addressed the concern. Your recap email was confusing.
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