For B2B AEs & agency BD reps · Discovery objection handling
You know the deck. Rehearse what happens when they say “just send me a proposal.”
Twenty-eight minutes of solid discovery. Then the VP smiles and asks for a PDF. You still don’t know what you’ll say before you agree and hang up.
Tuesday’s call is with a mid-market ops team — they validated the pain, asked smart questions about implementation, and said your case study was “exactly what we need.” You’ve got the deck template open. What you can’t picture is the last 90 seconds when the VP says “This looks great — just send me a proposal and we’ll review internally,” and you feel the urge to say “absolutely, I’ll get that over today” even though you know cold proposals close at 2–5%. Kommi puts you in that moment first — with a prospect who deploys the brush-off the way real buyers do — so Tuesday isn’t your first attempt at bridging to a walkthrough.
Product knowledge isn’t the hard part.
Every sales enablement deck teaches the same framework: acknowledge, clarify, redirect. You have the framework. What you don’t have is muscle memory for when the prospect says “just send me something” and you have to decide in real time whether to qualify, bridge to a calendar hold, or cave and spend two hours on a deck that gets ghosted.
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What’s at stake
One ghosted $85k ACV deal is a quarter of your number. Three “send me a proposal” exits a month that you honor without booking a walkthrough compounds into a pipeline review where your manager asks why next steps aren’t on the calendar.
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Why you procrastinate
You keep refining the deck but skip rehearsing the moment the prospect pushes back on qualifying questions and you feel the urge to send the PDF anyway because saying no feels rude.
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What scripts can’t do
Objection-handling blogs give you verbatim lines. Reading them on a live call kills rapport. They can’t simulate the prospect getting impatient when you ask what they specifically need to review.
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What Gong can’t do
Call recording tells you what went wrong after Tuesday’s call. You need three reps before the discovery — Monday night, Tuesday morning, the hallway before you dial in — not a post-mortem in pipeline review on Friday.
Sample roleplay · 3 minutes
“Just send me a proposal.”
You’re Jordan. Discovery call, minute 27. They’ve validated the pain. Now it’s the brush-off moment.
You (Jordan)
“Based on what you shared about the manual handoffs eating 12 hours a week, I think we can cut that in half within 90 days. I’d love to put together a scoped proposal with timeline and investment. Does that sound like a useful next step?”
Prospect (VP Ops)
“Yeah, this looks interesting. Just send me a proposal and we’ll review it internally. I’ve got to jump to another call.”
Your move
- → Acknowledge without agreeing to a blind send
- → Ask one qualifying question: what specifically do they need to review?
- → Bridge to a 15-minute walkthrough before you hit send on anything
Each choice changes how the VP responds. They may push back on booking time (“I don’t need another meeting, just email it”). The call gets uncomfortable. You practice holding the bridge line without sounding desperate — or catching yourself when you’re about to say “absolutely, talk soon” and hang up.
Then the coach reads you back to yourself.
Not a call score from Gong. Not a list of objection scripts from your last enablement session. One observation about what you did, one adjustment for next time, one sentence you can carry into Tuesday’s discovery.
Sample coach debrief
“You opened the close with a clear next step tied to their pain — not a generic ‘let me send info.’ When the VP asked for a proposal, you said ‘absolutely, I’ll get that over today’ and ended the call. That handed them an exit without surfacing whether they’re a real buyer or price-shopping.
Try next time: Pause after the proposal request. Ask one question: ‘Happy to put something together — what specifically do you need to review so I don’t send a generic deck?’ Let them answer before you commit to sending anything.
Carry into Tuesday: ‘I’ll have it to you by EOD Wednesday. Let’s hold 15 minutes Thursday to walk through it together — does 2pm work?’”
Questions before your next discovery call
- Is this for SaaS AEs or agency BD reps?
- Both. This page is tuned for the discovery-call brush-off — the last 90 seconds when a engaged prospect asks for a proposal instead of booking next steps. SDRs handing off to AEs, agency new-business reps, and consultants on scoping calls all hit the same “just send me something” trap.
- I already use Gong. Why practice separately?
- Gong shows you what went wrong after the call. Kommi is where you rehearse the bridge line before you dial in — when the prospect pushes back on qualifying questions and you feel the urge to cave. Fix the agree-and-send reflex in three minutes, not in a Friday pipeline review.
- What about real RFPs with procurement?
- Kommi isn’t for formal RFP portals with no-contact windows. You practice the mid-market discovery brush-off — when the economic buyer themselves says “send me a proposal” and you need to qualify before you spend two hours on a deck.
- Is $11.99/mo worth it for one saved deal?
- One $85k ACV deal saved from a ghosted proposal pays for 590 months of Kommi. A sales coach runs $200–500/hr and can’t simulate live pushback before Tuesday. You also get unlimited sessions across every scenario we ship: pricing objections, champion-loss calls, hard talks outside the pipeline.
$11.99 a month.
A coach with a calendar runs two hundred dollars an hour. Kommi runs roughly forty cents a day — and is awake when you can't sleep, which is when most of these conversations are actually being rehearsed anyway.
We don't have a free tier, a team plan, or a premium upsell. One price, no pricing page riddle. If we add tiers later, we'll do it because users asked — not because a growth deck did.
About forty cents a day.
- Two free sessions before billing starts
- Then $11.99 a month — about forty cents a day
- Unlimited sessions — any conversation you can describe
- A coaching read after every session, and your progress over time
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One conversation you’d have talked yourself out of is worth years of this. Or just sleep better on Wednesday. Either way.
Run your first rehearsal — free →US only at launch. We'll get to the rest of the world.
The conversation is on Thursday. Begin tonight.
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