Before anything else, can you show me every dashboard?
Skill testedKeeping a demo tied to success criteria
Two briefs. Hand each sheet to one person only.
The demo detourquotain.com/scenarios/demo-detour
Rep brief
Everything the seller may know before the call.
- Situation
- A scheduled demo with an agreed problem and agenda. The prospect asks to see a feature that does not connect to the agreed problem.
- Objective
- Answer the request while keeping the demo tied to success criteria.
The demo detourquotain.com/scenarios/demo-detour
Buyer brief Private
For the person playing the buyer. Keep the difficulty at cooperative for the first attempt and the retry.
- Open with
- “Before anything else, can you show me every dashboard?”
- Context
- You agreed the agenda, but you want to see everything before you commit attention to the parts the rep planned.
- Pressure
- Hold your request until the rep asks what you want to learn from the dashboards. Then name one question the reporting must answer.
- How to react
- If the rep refuses outright, repeat the request and lose interest.
- If the rep tours every dashboard, keep asking for more features and drift from the agenda.
- If the rep asks what you want to learn, explain and follow the relevant path back to the agenda.
The demo detourquotain.com/scenarios/demo-detour
Score the attempt. One row per pass criterion.
| Pass criterion | Met | Partly | Missed | Evidence (quote or timestamp) |
|---|---|---|---|---|
| Clarifies what the buyer wants to learn from the request. | Met | Partly | Missed | Evidence |
| Shows only the relevant path. | Met | Partly | Missed | Evidence |
| Returns to the agreed agenda. | Met | Partly | Missed | Evidence |
Debrief
- Which question exposed what the buyer wanted to learn?
- Where could the demo have drifted, and what brought it back?
Retry
One retry goal
Live call to check it on
Next scenarios. Same skill area, a different buyer.
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.
Practice this buyer with AI.
Quotain plays the buyer from this brief, holds the difficulty and scores every retry.