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.
- You
- Area Sales Manager
- Across the table
- Vikram Singh, Fleet Technical Director, Falcon Freight Lines
He speaks first.
I'm a busy man. I have fifty trucks to buy. I haven't forgotten 2019. Your trucks died on my routes, and your dealer left us out to dry. Convince me why I shouldn't throw you out and sign with Titan.
The brief comes after you sign in.
The situation
Eight trucks that have not moved in three years.
They sit in the far corner of Falcon Freight's yard, dust on the decals. Drivers training new hires still call that fence the Graveyard. You did not sell those trucks.
Falcon needs fifty new prime movers for a national contract. Titan is already quoting, and Vikram Singh is the one holding their number. Your sales director wants the volume by Friday. She also has a floor. The dealer who has to put the trucks on the road will not give up the service work that keeps his bay alive.
You walk in as the Area Sales Manager. The corridor is the account.
- A cheaper competitor is already in the yard.
- Your own side wants the deal, and will not let you buy it.
- The man across the table remembers a failure you inherited.
The session
About twenty minutes.
You sign in with your email, read the brief, and have the conversation. A short reflection comes first. Then the coaching debrief, on what you did. The transcript stays with the session. You do not see a score.
- Email sign-in
- Coaching debrief
- Up to 20 turns
Before you start
What 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.
What do I leave with?
A transcript of what you actually said, and a coaching debrief on what it cost you. You answer a short reflection before that debrief appears. You do not see a score.
Can a team run the same scenario?
Yes. Each person gets their own conversation. A pilot is how a cohort starts: same brief, separate transcripts, one place for the programme lead to read them.