Hear no a hundred times before it costs a deal.
Rehearse price, timing, competitor and status-quo objections with a buyer who does not accept the first answer. AEs, SDRs and their managers.
The problem
- The objection page in the playbook is a map. The objection on the call is a conversation with a person who is losing patience.
- Reps default to the one rebuttal they know. Buyers hear it as a script.
- Role-play with a colleague is polite. Real buyers are not.
What rehearsal looks like
Step 01
Load your objections
The real ones from call notes, deal reviews and lost-deal analysis, with the answers your best reps give.
Step 02
Meet a buyer who pushes back
Maya-class buyers escalate. Answer the price objection and she asks about the contract term. Answer that and she brings up your competitor.
Step 03
Get scored on the exchange
Not on whether you said the words, but on whether you acknowledged, asked, reframed and moved.
Step 04
Repeat until it is muscle
The same objection with a different buyer, temperature and industry until the pause after no feels normal.
A scenario on the floor
Scenario
Too Expensive, Again
- Buyer
- Procurement manager with a competitor quote in hand and a deadline on Friday.
- Goal
- Hold price and win on value, or trade something that costs you less than a discount.
- Twist
- He shares the competitor's number and goes quiet.
Rubric
- Acknowledges without conceding
- Uncovers what the number is really about
- Reframes to total cost and risk
- Offers a trade, not a discount
What managers see afterwards
- Objection pass rate by type
- Discount frequency in practice
- Recovery rate after interruption
- Time to next step after an objection
Numbers with sources
87%
Of training forgotten within a month unless used
ATD, citing Gartner
10+ days
First-year salespeople in formal training
ATD State of Sales Training 2023
Questions
- Can the buyer use our real competitors' names?
- Yes. Scenarios can name the competitors your reps actually face and the claims they actually make, taken from your material.
- Is the scoring subjective?
- Scores are produced against a rubric you approve, with evidence quoted from the transcript. Managers can override a judgement and the override is recorded.
Related use cases
Or see how Kulissa works and talk to us.
Run this scenario on your playbook.
Twenty minutes. Your documents, a live buyer, the debrief your managers would read on Monday.