HistoryHard
Dana Brooks
Director of CX · HopscotchScenarioCompetitive displacement
The prospect already runs a competitor. The rep has to surface real dissatisfaction with the incumbent without trash-talking it, and beat status-quo bias to justify a switch.
Performance
51/100
DevelopingAssessment7:00
Attacked the incumbent, lost the room
A textbook displacement miss. Alex attacked Vapi instead of surfacing real cracks, and Dana dug in defending it. No dissatisfaction came out, no next step got earned, and the one real issue she had went unasked.
Strengths
- Knows the product's real edge on voice
- Stayed polite under pushback
Focus areas
- Never trash-talk the incumbent
- Uncover dissatisfaction before pitching against it
- Tie value to the buyer's customers, not the rival