Playbook
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Halden's playbook

This is what Paige teaches and listens for. Change it here and every rep gets the update.

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Step 3 of 6

Size the cost

Goal

Get the buyer to put a number on late deliveries before you talk price.

What good sounds like

Lines Paige suggests to reps, live and in practice.

  • “When a delivery runs late, what does that cost the stores?”
  • “Three late deliveries last month. What did each one cost you?”

What Paige listens for

When it hears this on a call, it tells the rep what to do next.

  • Buyer mentions a late deliveryAsk what it cost
  • Buyer names a costSay it back in their words

Suggestions from real calls

Sample data

Paige found these in this week's calls. Reps see nothing until you publish.

  • Size the costAdd a new example line

    ‘A weekend of sales’ came up in 3 winning calls this week.

    “So a late truck costs about a weekend of sales. How often does that happen?”
  • Size the costAdd something to listen for

    Sam and Tom answer price before they size the cost.

    Buyer asks about pricePause. Size the cost first