Virtual Sales Practice

Your Sales Practice Session Breakdown

• Objection Handling (7-in-1)

  SCENARIO 1 — OBJECTION HANDLING (7-IN-1)

  Format

  • 7 isolated attempts

  • 25-minute session

  • Reset after each attempt

  • “Fortunately / Unfortunately” warm-up

   

  ATTEMPT CHALLENGES

  1. Time

  • Buyer is rushed / distracted

  2. Incumbent

  • Existing supplier already in place

  3. Risk

  • Audit, performance, line, or compliance concern

  3. StatusQuo

  • No interest in making changes

  4. Failure

  • Prior supplier switch caused disruption

  5. Technical

  • Specs, tolerances, materials questioned

  6. Withdrawal

  • Review internally / delay / disengage

• Qualification & Needs Analysis (5-in-1)

  SCENARIO 2 — QUALIFICATION / NEEDS ANALYSIS (5 ATTEMPTS)

  Format

  • Longer exchanges

  • Partial disclosure

  • Guarded buyer behavior

  ATTEMPT CHALLENGES

  1. Vagueness

  • Buyer gives surface-level answers

  2. Conflict

  • Competing priorities (cost, quality, sustainability)

  3. Constraint
  

  • Hidden operational or commercial limitation

  4. Precision
  

  • Technical explanation required

  5. Alignment

  • Multiple stakeholders implied

• Proposal To Close (5-in-1)

  Format

  • Progressive resistance

  • Trial close, isolated close, tie-downs applied

  ATTEMPT CHALLENGES

  1. Pricing

  • Unit cost, premiums, targets challenged

  2. Competition 

  • Direct comparison to locked competitor

  3. Validation

  • Late-stage technical or performance question

  4. Timing

  • Lead time, tooling, supply assurance

  5. No Decision

  • Neutral response or silence after proposal