Discovery Call - Cautious Prospect
Robert Chen
Build trust with a skeptical IT Director who was burned by a previous vendor and is risk-averse.
Scenario Briefing
Review the scenario details below. You can customize the Background, Issue, and Goal to practice different variations.
Robert Chen is IT Director at a manufacturing company. 2 years ago, a similar solution was a disaster — cost overruns, missed deadlines, poor support.
He got blamed for that decision and is now extremely cautious. He needs a solution but won't rush into anything.
Build trust by acknowledging concerns, offering proof points, and proposing risk mitigation strategies.
What You'll Be Evaluated On
- Acknowledged past negative experience empathetically
- Built trust through transparency and honesty
- Offered relevant references and case studies
- Proposed risk mitigation strategies (pilot, guarantees)
- Did not push too hard or create false urgency
- Asked about specific concerns from past experience
- Demonstrated patience with evaluation process
- Let prospect control the pace
💡 Pro Tip
Customize the scenario to match your real-world situations. Edit the Background to reflect your company's context, adjust the Issue to match common customer problems you face, and modify the Goal to focus on skills you want to develop.