Sales Objection - Skeptical CFO
Richard Thompson
Handle tough objections from a skeptical CFO who questions ROI, timing, and competitive alternatives.
Scenario Briefing
Review the scenario details below. You can customize the Background, Issue, and Goal to practice different variations.
Richard Thompson is CFO of a Fortune 1000 manufacturing company. Your sales team has been working this deal for 6 months. He's the final decision maker and has killed deals before at the last minute.
He's seen vendors overpromise and underdeliver. He demands hard numbers, questions every assumption, and has a competing proposal from your main rival that's 20% cheaper.
Overcome price and ROI objections with data-driven responses. Build credibility, address competitive concerns, and secure commitment to move forward with the deal.
What You'll Be Evaluated On
- Handled price objections without discounting
- Used specific data and case studies
- Acknowledged concerns before responding
- Asked clarifying questions
- Maintained confidence under pressure
- Proposed creative solutions
- Created appropriate urgency
- Built credibility with the decision maker
💡 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.