Revenue & Commercial
The Falcon Ultimatum
Fifty trucks on the table. Titan is already in the yard. Win the deal without buying it on price alone.
WHAT’S HARD
The brief is short. The conversation isn’t.
Fifty trucks. Titan's already in the yard.
He didn't call to hear your discount sheet.
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 Area Sales Manager for the commercial vehicle manufacturer. Vikram Singh runs fleet technical at Falcon Freight Lines, and he's weighing Titan. You get the full brief after you sign in.
Do I need automotive sales experience to practise this?
No. The brief has the fleet numbers and the competitor quote. You're practising holding value when price is the easy exit.
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