Sales
Discovery calls that push back
Reps practise against a buyer with a budget they will not volunteer, a competitor already in the building, and a real reason for hesitating that only surfaces under good questioning.
A scenario in this field
- Participant
- Sales representative
- Character
- Prospect
- The case
- An operations lead evaluating three vendors, with an unspoken constraint that the decision has to clear procurement before quarter end.
- Evidence
- Requirement documents, competitor quotes and current invoices come out when the prospect is asked for them.
Material teams upload
- Product documentation
- Battlecards
- Pricing rules
- Qualification frameworks
What sessions are marked on
- Discovery
- Objection handling
- Product knowledge
- Communication
- Next step secured
These criteria are a starting point. Rubrics are defined per organization, so yours replace them entirely.