Coaching reps with the method

For managers running the one-to-one. Listen for the second question in your reps' calls, coach one move at a time, and rehearse the next call before it happens.

Part of the Carrow programme. In this sample academy, only the first course, Discovery: the second question, is open.

Lessons

• Listen for the second question. What to mark when you review a call: the first answer, and what the rep did next.

• One move per one-to-one. Pick a single move to work on, and leave the others alone until it holds.

• Rehearse the next call. Play the buyer for ten minutes before a call that matters. How to push back usefully.

• Feedback in the method's words. Name what you heard in the same terms the rep was taught: Stay, Narrow, Play back.

• Track the habit, not the script. What to look for across a month of calls, and what to ignore.