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Practice Call
02:34

“A competitor quoted us 30% less — why should we go with you?”

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Call Transcript(37 messages)
Prospect

Hello.

You

Hello. Am I speaking with Sandra?

Prospect

Yeah. This is Sandra. Who's calling?

You

Hi, Sandra. It's Chris calling from Nextera Solutions. How are you today?

Prospect

Hi. Yeah. I'm alright. Thanks. Just a bit busy. What did you want to run through today?

You

Thanks for making time, Sandra. I just wanted to touch base ahead of your renewal that's coming up in a few weeks.

Prospect

Right, the renewal. We've actually been looking at a couple of other options. Price is a big factor for us right now.

You

I totally understand. Can you tell me a bit more about what's driving that? Is it the overall budget or something specific about the current plan?

SuccessfulApr 5, 20264m 32sCall #7
Skills Demonstrated7 / 16
Communication
48%Talk Ratio
Ideal: 30-45%
13Needs WorkFiller Words
Rep 48%
Prospect 52%
Performance Profile44%
SNFADO
SSPIN
NNEPQ
FFAB
AAssum. Close
DDiscovery
OObj. Handling
Metrics Details
SPIN2 / 4
NEPQ2 / 2
FAB0 / 2
Assum. Close1 / 2
Discovery1 / 3
Obj. Handling1 / 3
Assessment
Coaching Summary
The rep did well to keep the conversation polite and professional, and they did eventually uncover that downtime and equipment reliability were bigger concerns than just price. However, the discovery was slow and surface-level, with the rep missing opportunities to dig deeper into the specifics of the breakdowns, current service intervals, or the customer's cost pressures. The rep did not clearly articulate Nextera's value beyond supply reliability, nor did they offer a concrete next step or value proposition that Sandra could take to procurement. The call ended with a vague agreement to send something through, but without a strong commitment or a clear next action.

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