Presentation and Practicing Objections Scenario:

Two weeks ago, you had a needs discovery call with a Mr. Brent Baker. He is the new VP of operations
at Saya Co, a company focused on mass produced electric widgets. During your initial need’s discovery
call with Brent you learned a lot about his current situation and how and when he came to be the VP of
operations at Saya Co. Specifically, you found out that:
-Brent has primarily a business background. He was promoted to VP of operations because of his
excellent record with business and administrative things like budgets and negotiating contracts.
-Brent is required to make a lot of purchasing decisions about things like office technology (think CRM
and other enterprise-wide applications and technology), office equipment and technology (think servers,
cybersecurity tools, and other advanced, sophisticated hardware used in large enterprise settings.
-Given Brent’s administrative and business background he lacks understanding of technology trends, IT
infrastructure, or anything to do with the modern IT related decisions he’s being asked to make.
-He is new in the VP role with very little leadership experience.