EvaluationHard5–8 min

The competitor comparison

A sales leader prefers another vendor after a strong demo and says it looks more mature.

The buyer opens withSales leader leaning toward another vendor

The other product looks more mature.

Skill testedFinding the buying criteria behind a preference

Two briefs. Hand each sheet to one person only.

The competitor comparisonquotain.com/scenarios/competitor-comparison

Everything the seller may know before the call.

Situation: Late in an evaluation. The buyer saw a strong demo from another vendor and prefers it.
Objective: Learn which buying criteria drove the preference.

The competitor comparisonquotain.com/scenarios/competitor-comparison

For the person playing the buyer. Keep the difficulty at hard for the first attempt and the retry.

Open with: “The other product looks more mature.”
Context: You liked the other demo. "More mature" is a feeling you have not translated into criteria yet.
Pressure: Name the tests that will decide the purchase only if the rep asks what mature means for this purchase.
How to react: If the rep argues features or criticizes the other vendor, hold your preference.
If the rep asks what "mature" means here, describe the tests you care about and agree to a fair comparison.

The competitor comparisonquotain.com/scenarios/competitor-comparison

Pass criterion	Met	Partly	Missed	Evidence (quote or timestamp)
Asks what "mature" means in this purchase.	Met	Partly	Missed	Evidence
Confirms the deciding tests.	Met	Partly	Missed	Evidence
Agrees on a fair comparison.	Met	Partly	Missed	Evidence

One retry goal

Live call to check it on

From the guide Sales Roleplay: How to Run It, With 12 Scenarios and a Scorecard, which covers how to run, score and retry these scenarios.

Quotain plays the buyer from this brief, holds the difficulty and scores every retry.