From a call moment
to a coaching move.
Illustrative example · fictional dialogue, not a customer result
Put a number on the problem.
The rep asks for frequency and value, giving the buyer room to explain the impact in their own words.
“When you say follow-up is slipping, how many opportunities did you miss last month?”
Buyer: “About twelve. Each is worth around $3,000.”
Build on those numbers: ask the buyer how they estimated the missed opportunities and which could realistically be recovered before treating the total as revenue at risk.
See a suggested follow-up
Try asking: “Of those twelve opportunities, how many do you think you could realistically have won with timely follow-up?”