Buyers and scenarios
A buyer is who you're calling. A scenario is the specific call you're practicing.
SalesCoach separates two things that are easy to conflate: the buyer (a persona) and the scenario (a specific call you can run with them).
Buyers
A buyer is a generated or custom persona: a name, age, market, and a personality trait, Skeptical, Price-sensitive, Impatient, Analytical, Friendly or Guarded. Onboarding generates a starting cast tailored to your business. You can add more any time.
Scenarios
A scenario belongs to a buyer and defines the actual call: an opening question, a short brief, a stage (inbound or outbound), a type (closing or booking), a difficulty, a language, and the list of objectives the call is testing. A buyer can carry more than one scenario, in which case you pick which one to run before you call.
Scenarios flagged as recommended surface first in the Scenarios tab, a reasonable place to start if you're not sure what to practice next.
Difficulty
| Difficulty | Hint |
|---|---|
| Easy | 75% close rate |
| Medium | 50% close rate |
| Hard | 25% close rate |
These are flavor for how resistant the buyer will be, a way to ramp deliberately rather than getting whatever difficulty happens to come up. Start Easy to build the habit, move to Hard once the moves are automatic.
Objectives
Objectives are the checkpoints a scenario is scored against, shown to you before the call starts. They're also what shows up as hit or missed tasks on the finished scorecard.