Rehearsal beats review
A debrief tells you what happened. A rehearsal tells you what you will actually do when the pressure arrives. The difference shows up in the first thirty seconds of a real conversation, where most of the direction is set.
Short notes
on practice.
Working thoughts from the people building REPS. Written to be argued with.
The objection is not the problem
“That’s too expensive” is rarely a price conversation. It is usually a value conversation that never happened. Practising the objection means practising the question behind it.
A score is not feedback
A number tells you where you landed, not why. The useful part is one behaviour to keep and one to try differently next time. Keep the loop small enough to run before your next real conversation.
These are the team’s working notes. They are not advice, and they will change as we learn more.