Good, better, best. Click each one to learn more under each drill. Practice until it feels normal.
Best
Better
Good
Drill 1: The Price-Only Opener
Customer: “What is your lowest price on the [Model].”
Best
Better
Good
Drill 2: The Defensive Browser
Customer: “Just looking.”
Best
Better
Good
Drill 3: The Silent Pair
Two people: One talks, the other is quiet with crossed arms.
Best
Better
Good
Better
Involve both with neutral questions like, “How do you two split driving now?”
Better
“Once we confirm the exact vehicle, I can print you a firm out-the-door price.”
Good
“Most people start that way.”
Better
“Looking is step one. Have any models caught your eye so far?”
Good
Make eye contact with both, not just the talker.
Best
"Understood. I’ll be a resource, not a shadow. Quick question so I point you in the right direction. What are you driving now, and what would you change on the next one?”
Good
“I’ll make sure you see a real out-the-door figure, not just a guess.”
Best
Invite the quiet one with a low-pressure choice: “What matters most to you on the next car, ride comfort or tech ease of use?” Then pause and let them answer.
Best
“Absolutely, I’ll give you the clean out-the-door in writing. First, let’s confirm the right fit so the number actually matters. Which features are most important to you?”
Scenario Drills Chapter 6
Jasmine Roberts
Created on October 3, 2025
Start designing with a free template
Discover more than 1500 professional designs like these:
View
Akihabara Connectors Infographic
View
Essential Infographic
View
Practical Infographic
View
Akihabara Infographic
View
Vision Board
View
The Power of Roadmap
View
Artificial Intelligence in Corporate Environments
Explore all templates
Transcript
Scenario Drills
Good, better, best. Click each one to learn more under each drill. Practice until it feels normal.
Best
Better
Good
Drill 1: The Price-Only Opener
Customer: “What is your lowest price on the [Model].”
Best
Better
Good
Drill 2: The Defensive Browser
Customer: “Just looking.”
Best
Better
Good
Drill 3: The Silent Pair
Two people: One talks, the other is quiet with crossed arms.
Best
Better
Good
Better
Involve both with neutral questions like, “How do you two split driving now?”
Better
“Once we confirm the exact vehicle, I can print you a firm out-the-door price.”
Good
“Most people start that way.”
Better
“Looking is step one. Have any models caught your eye so far?”
Good
Make eye contact with both, not just the talker.
Best
"Understood. I’ll be a resource, not a shadow. Quick question so I point you in the right direction. What are you driving now, and what would you change on the next one?”
Good
“I’ll make sure you see a real out-the-door figure, not just a guess.”
Best
Invite the quiet one with a low-pressure choice: “What matters most to you on the next car, ride comfort or tech ease of use?” Then pause and let them answer.
Best
“Absolutely, I’ll give you the clean out-the-door in writing. First, let’s confirm the right fit so the number actually matters. Which features are most important to you?”