HistoryHard
Priya Nair
Head of Support · Northwind LogisticsScenarioCold outbound discovery
A first cold call to a prospect who didn't ask to be contacted. The rep needs to earn the right to a real conversation in the first 30 seconds.
Performance
72/100
StrongPractice8:30
Earned a cold open, then leaned on coaching
A composed cold call into a hostile open. Alex bought himself thirty seconds with a sharp hook and ran genuinely layered discovery. But he stalled twice, on the team-replacement objection and again at the close, and needed three coaching nudges to get unstuck. The discovery is there; the back half of the call is where the work is.
Coached 3×, graded only on what you did on your own
Discovery and the early hook were all his own. Coaching had to step in three times: twice to unstick the team-replacement reframe and once more to tighten a closing ask he was about to leave vague.
Strengths
- Earned the interruption fast with a volume-and-latency hook tuned to freight
- Quantified the pain instead of settling for a vague answer
- Reframed the 'replace my team' fear into deflection, not headcount
Focus areas
- Stalled on the headcount-fear answer; rehearse that reframe so it comes out instantly
- The close still wobbles. He found the right next step, but only after a fumble and a nudge
- Could have anchored a cost story against a number she gave before jumping to next steps