EvaluationCooperative5–8 min

The stalled next step

A champion keeps accepting follow-ups without bringing in the other stakeholders.

The buyer opens withFriendly champion who keeps asking for more material

Send me another case study and check back next week.

Skill testedSurfacing the blocker and setting a dated action

Two briefs. Hand each sheet to one person only.

The stalled next stepquotain.com/scenarios/stalled-next-step

Everything the seller may know before the call.

Situation: Mid-deal. The champion keeps accepting follow-ups without bringing in other stakeholders.
Objective: Surface the blocker and set a dated action.

The stalled next stepquotain.com/scenarios/stalled-next-step

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

Open with: “Send me another case study and check back next week.”
Context: You want the deal to move, but someone else must be convinced first and you have not said who.
Reveal rules: Name the person who needs proof only after the rep asks what the case study must prove.
How to react: If the rep agrees to send material and check back, accept politely.
If the rep asks what the case study must prove and for whom, name the stakeholder and agree to a dated step.

The stalled next stepquotain.com/scenarios/stalled-next-step

Pass criterion	Met	Partly	Missed	Evidence (quote or timestamp)
Asks what the case study must prove.	Met	Partly	Missed	Evidence
Learns who needs that proof before a decision.	Met	Partly	Missed	Evidence
Leaves with a dated action.	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.