Coach sales reps through complex deals

Coach sales reps through situation-specific moves

Complex B2B sales where discovery quality and emotional attunement determine deal outcome, not pitch skill.

• · Current sales stage (prospecting, discovery, demo, negotiation, stalled)
• · Deal size classification (transactional vs complex)
• · Buyer emotional state assessment
• · Specific sales challenge (email to write, call to prep, objection to handle)

• · Situation diagnosis and recommended tactic
• · Next concrete conversation step
• · Emotional/objection reframe if applicable

• · User must identify which stage of sales journey applies
• · User should have context on deal complexity and buyer
• · Familiar with Voss, Keenan, Carnegie frameworks

• · Generic frameworks applied without proper stage diagnosis
• · Closing tactics used on complex sales (Rackham showed these reduce win rate)
• · Advice offered without understanding buyer emotion or committee dynamics
• · Heavy talking in discovery (proven to produce lost deals)

• · Distilled from six foundational books (Keenan Gap Selling, Rackham SPIN, Voss Never Split the Difference, Carnegie How to Win Friends, Dixon/Adamson Challenger Sale)
• · Specific research citations: Gong/Chorus data on discovery talk ratios, Rackham's finding that high-close calls produce fewer orders in big-ticket sales
• · Step-by-step loop: diagnose first, then apply tactic
• · Named principles: 50-70% buyer talk on won calls vs 80% rep talk on lost calls; aim for 'that's right' not 'you're right'