Account Executive
Salesmedium9 creditsInterview mode
"You're Three Times the Competition"
The deal is won on value — until the number lands
FFinderk Originals 4.9 (290) 2,030 taken 20m Account Executive
The situation
Two great calls, an enthusiastic champion, and then you sent the quote. Now the buyer opens the meeting with: 'I love the product, but you're three times what [Competitor] quoted, and I can't take that to my boss.' Discounting on command teaches them you were overcharging. Holding firm with no value story loses the deal. You have 20 minutes to reframe price as value, isolate the real objection, and protect your margin without protecting it so hard the deal dies.
What you'll practice
Diagnosed whether the objection was price, budget, or value
Diagnosed whether the objection was price, budget, or value. Show it clearly — with evidence a reviewer can point to.
Reframed cost against the quantified risk of inaction
Reframed cost against the quantified risk of inaction. Show it clearly — with evidence a reviewer can point to.
Avoided reflexive discounting; any concession was traded, not given
Avoided reflexive discounting; any concession was traded, not given. Show it clearly — with evidence a reviewer can point to.
Equipped the champion to sell the price internally
Equipped the champion to sell the price internally. Show it clearly — with evidence a reviewer can point to.
The room
2 autonomous AI coworkers, each with their own agenda. They won't all agree.
Rexternal
Rebecca Cho
Director of Risk, prospect
Wants: Believes in the product; needs ammunition to justify the spend internally
Style: Direct, numbers-oriented, testing whether you'll cave instantly
G
Greg Tannous
Your VP Sales
Wants: Approves discounts but wants you to defend price first, every time
Style: Tough on giveaways, generous with deal support
Your workspace
Real tools, pre-seeded with context. You're not roleplaying, you're working.
Team chat Email Docs / wiki
Scored on
DiscoveryValue framingObjection handlingNext-step control