During a difficult call

- We've all been there, it's a sales coaching nightmare.…You're in a sales call, with your rep,…and the call is going south.…You can feel it, but what's worse,…your rep does not have a clue.…You find yourself wondering, should I apologize,…should I intervene.…It's tempting, especially if it's a big deal.…You want to jump in and save the call,…but that's not the best first action.…Here's what you should do first.…You want to give your rep a chance to collect their thoughts.…

So rather than jumping in to try and save the call,…intervene in a way that gives your sales person a breather.…Let's look at a typical scenario.…Elizabeth, the sales rep, is rambling on and on…about endless features.…The customer is starting to check out.…How can I, as her sales coach, interject and save this?…- So that part of this is going to really effect you.…So I want to get into the second product…and there's 15 new features, so I think what'll be important…is we go one by one, just so you get all the details.…

- Wow, 15, huh.…That's quite a lot.…