Revenue & Commercial
The Undercut
Kavita has an MVNO quote 30% below yours. She needs the saving and remembers the night card payments died in 300 stores.
WHAT’S HARD
The brief is short. The conversation isn’t.
Kavita has an MVNO quote 30% below yours. She needs the saving.
She also remembers the night card payments died in 300 stores.
HOW A SESSION WORKS
Four steps. About twenty minutes.
- 1°
Read the brief
The context, your role, and who you’re about to meet. No framework recap.
- 2°
Have the conversation
The other person pushes back, holds things back, and reacts to how you actually behave.
- 3°
Get the coaching debrief
What you did, what it cost you, and the specific move to change next time.
- 4°
Keep the evidence
Transcripts and cohort patterns your programme can actually show a sponsor.
BEFORE YOU START
Two things people ask.
Who am I in this conversation?
You're the Enterprise Account Manager on her renewal. Kavita Krishnan heads procurement for the retail chain. You get the full brief after you sign in.
Do I need telecom experience to practise this?
No. The brief has the competitor quote and the outage history. You're practising retention when price is real and so is the scar tissue.
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