Practice scenario
Defending value before procurement
A fictional practice call (industry: Logistics). You speak with this type of customer: Risk-averse procurement buyer. Your goal: Explain the business value.
Scenario at a glance
- Industry
- Logistics
- Customer
- Risk-averse procurement buyer
- Goal
- Explain the business value
- Difficulty
- Expert
Who you are talking to
Risk-averse procurement buyer. Difficulty Expert: A demanding customer with strong objections.
Your goal
Explain the business value. Connect the offer to a specific operational or business outcome for the customer.
Typical objections
Expect moments like these. The AI customer phrases them in its own words and reacts to your answers.
- Risk:
What if it doesn't work out for us?
Example excerpt
Illustrative
- You
- Thank you for looking at the offer. What was your first impression?
- AI customer
- What if it doesn't work out for us?
- You
- That's a fair worry. Let's go through what happens in that case and what it would mean for you.
- AI customer
- Yes, I want to know that first.
- You
- Shall I send a one-page comparison and we go through it together on Tuesday?
Illustrative excerpt written from the scenario description, not a recording or transcript. In the real practice call the AI customer reacts to what you actually say, so every call goes differently.
What the report gives feedback on
After the call you get training feedback on moments like these. It is practice feedback for you, not an assessment of you as an employee.
- Finding the real reason behind the objection before answering
- Value linked to what the customer actually said
- A fair answer without pressure
Guardrails in this scenario:
- fair commercial terms
- transparent total costs
Practise this scenario
Start with the Free plan and try this situation out loud. The report shows one thing to improve after the call.
Frequently asked questions
What do I practise in “Defending value before procurement”?
Connect the offer to a specific operational or business outcome for the customer. The AI customer plays this role: Risk-averse procurement buyer. Difficulty: Expert.
Is the dialogue on this page a real call?
No. It is a short illustrative excerpt. In the practice call the AI customer, clearly labelled as AI, reacts to what you actually say, so the conversation is different every time.
Can I practise this scenario for free?
Yes. The Free plan includes 3 voice calls a month of up to 5 minutes each, with a basic report (score and one tip) after every call. The scenario can be practised in every language of this website.