A global consulting firm was losing potential clients during final pitch meetings despite having superior services. Analysis revealed the decisive factor: when prospects asked unexpected questions about implementation details or ROI projections, the firm’s representatives provided rambling, unfocused responses that undermined their credibility at the critical closing stage.
Traditional sales training had equipped the team with scripts and objection handling techniques, but these rigid approaches fell apart when faced with the complex, spontaneous questions characteristic of high-value negotiations. The firm’s win rate had dropped to 23% for contracts exceeding $1 million.
The TROTS simulator provided realistic practice with industry-specific scenarios, while the AI analysis identified specific communication patterns undermining trust. After implementing TROTS methodology, representatives demonstrated remarkable agility in addressing complex questions using the “Value” and “Layer” plans to structure their thinking in real-time.