AIBLE - POC

Report

05 Mar 2026, 13:27

Fair

What is great

You started this session with an impressive display of rapport-building that many seasoned reps fail to master. By leveraging your personal background—telling Kostas, "I've been working in a similar shop like for many years with my uncle"—you instantly humanized yourself and gained his trust. He saw you not as a corporate outsider, but as a professional who understands the daily grind of the retail floor. Furthermore, your ability to pinpoint the specific business pain, identifying the Winston stockout with the query, "I assume that you ran out of Winston, am I correct?", proved you were paying attention. This concrete observation briefly earned you the authority needed to drive a real business solution.

What to improve

However, your professional persona collapsed the moment you reacted emotionally to the inventory gap, calling it a "sad situation." This felt patronizing to Kostas, shifting the dynamic from a partnership to a critique. The most critical failure was your abrupt termination of the meeting. Telling a client, "I don't have time to finish this conversation. Can we please stop this now?", is a fatal breach of professional etiquette. It triggered a "red line" for Kostas, making him feel disrespected in his own business. To succeed, you must replace emotional outbursts with business-centric language and never walk away from a client mid-negotiation without a concrete reason and a scheduled follow-up. You essentially burned the bridge you worked so hard to build.

Key situation 1

Context: Initial Greeting and Rapport Building

Actions: You introduced yourself clearly as Marianna from JTI and immediately built a bridge of shared experience by mentioning, 'I've been working in a similar shop like for many years with my uncle.'

Impact: This was highly effective. Kostas's trust increased to 0.43 and his anticipation rose to 0.85. He viewed you as someone who understands the 'other side of the counter,' which made him willing to grant you his time.

Key situation 2

Context: Storage Room Inspection and Problem Identification

Actions: Upon seeing the empty shelves, you used a closed-ended question, 'I assume that you ran out of Winston, am I correct?' and then reacted emotionally with 'My God, this is a sad situation.'

Impact: Kostas's anger rose to 0.39. Your emotional reaction felt patronizing rather than professional. His embodied reaction showed him slumping his shoulders and sighing, as he felt you were 'just checking boxes' or 'feeling sorry' instead of offering a business solution.

Key situation 3

Context: Closing and Departure

Actions: You abruptly terminated the meeting, stating, 'I need to go. I don't have time to finish this conversation. Can we please stop this now?'

Impact: This triggered Kostas's 'red line' regarding rudeness. His anger spiked to 0.64 and his disgust rose to 0.27. He felt insulted and disrespected in his own place of business, leading to a complete failure of the negotiation and a permanent loss of rapport.

💡 How to improve?

Commit to the interaction you started; never tell a client you 'don't have time' for them once you have already asked for their time, as it is perceived as a major professional insult.
Replace closed-ended questions like 'Am I correct?' with open-ended business questions such as, 'How does the shortage of Winston affect your daily traffic?' to uncover the true cost of the problem.
Maintain a professional distance from the problem by avoiding emotional phrases like 'this is a sad situation'; instead, use business-centric language like, 'I see a significant opportunity here to recover lost revenue by stabilizing your stock.'
If you must leave unexpectedly, provide a concrete reason and a specific follow-up time, for example: 'Mr. Kostas, I've just received an urgent update regarding your delivery; let me check this and I will return in 10 minutes to give you the solution.'

7 Cs Communication: Evaluation & Insights

Clear

How easy and straightforward it was to understand your message.

6 /10

Good

Concise

How brief, focused, and to the point your communication was.

5 /10

Good

Concrete

The level of specificity, facts, and clarity in your statements.

7 /10

Very good

Correct

The accuracy and appropriateness of your tone and facts.

4 /10

Fair

Coherent

How logically connected and smooth your conversation flowed.

5 /10

Good

Complete

Whether you provided all necessary information for a decision.

3 /10

Fair

Courteous

How polite, respectful, empathetic, and professional you were.

4 /10

Fair

Analysis:
You were clear about your intent to help at the start, but your later phrasing became ambiguous, specifically when you said you wanted to see 'if the picture in the storage room is relevant' and then broke character by saying 'finish here'.

Impact on the character:
This created confusion for Mr. Kostas, who transitioned from being cautiously open to being bewildered by your lack of professional focus.

How to improve:
Maintain a consistent professional persona and use specific business terminology. Instead of asking if a 'picture' is relevant, say: 'I want to verify if your current shelf stock matches our distribution records to identify gaps.'

Analysis:
Your self-introduction was wordy, particularly the sentence: 'I've been working in a similar shop like for many years with my uncle, so I might be useful for you.'

Impact on the character:
This wordiness made the shop owner feel like you were taking up too much of his 'busy' day with personal anecdotes rather than business value.

How to improve:
Tighten your value proposition to get to the point faster. Try: 'Having managed my uncle’s shop for years, I understand your inventory challenges and want to ensure you never lose a sale due to stockouts.'

Analysis:
You made a very specific and correct observation when you noted, 'I assume that you ran out of Winston, am I correct?'

Impact on the character:
This specific fact briefly gained you trust because it proved you were actually looking at his shelves and understood his business needs.

How to improve:
Build on these concrete observations by offering immediate, data-driven solutions. Instead of just noting the shortage, say: 'You are out of Winston; I can check our local warehouse inventory right now to see if we can get a delivery to you by tomorrow.'

Analysis:
You fluctuated between 'Kostas,' 'Costas,' and 'Costa,' and your tone shifted from professional to overly emotional when you said, 'My God, this is a sad situation.'

Impact on the character:
Misspelling or mispronouncing a client's name signals a lack of attention to detail, while the emotional outburst 'sad situation' undermined your authority as a business consultant.

How to improve:
Commit to the correct spelling of the client's name and maintain a solution-oriented tone. Change 'This is a sad situation' to 'This is a clear opportunity for us to recover lost revenue by fixing your supply chain.'

Analysis:
The conversation followed a logical path from introduction to inventory check until you abruptly asked to 'stop this now' without a logical transition.

Impact on the character:
The sudden break in logic shattered the rapport you had built, leaving the persona frustrated and the negotiation completely dead.

How to improve:
Always bridge your exit with a logical 'next step' that relates to the previous topic. Even if you must leave, say: 'Mr. Kostas, I've seen the Winston shortage; let me go back to my car to grab the order forms so we can fix this immediately.'

Analysis:
You failed to provide the necessary information for a business decision, ending the interaction by saying, 'I don't have time to finish this conversation.'

Impact on the character:
The interaction was a total loss because no order was placed and no follow-up was scheduled, leaving the merchant with a negative impression of JTI.

How to improve:
Never leave a customer mid-problem. If you must leave, provide a completion summary: 'I see the Winston gap; I will send you a restock proposal via email in ten minutes and call you this afternoon to confirm.'

Analysis:
While you started with a polite 'Hello, Mr. Kostas,' you ended very rudely by dragging him into the storage room and then saying, 'Can we please stop this now? Bye.'

Impact on the character:
The shop owner felt used and disrespected, leading to his sharp rebuke: 'Don't bother coming back.'

How to improve:
Respect the client's time by finishing what you started. If an emergency arises, be empathetic: 'Mr. Kostas, I deeply value your time and apologize for the interruption, but I must attend to an urgent matter; I will be back at 9 AM tomorrow to finalize this.'

Stage-by-Stage Review

Intro

Hello, Mr. Kostas. My name is Marianna and I am from JTI. How was your day?

Another new face from JTI, huh? My day's been busy enough, but I'm managing.

*Kostas turns from wiping down the counter, a faint smile touching his lips as he registers the greeting.*

Yes, Mr. Costas, I'm actually new. I am a sales representative and I'm here to introduce myself to get to know you better. I've been working in a similar shop like for many years with my uncle, so I might be useful for you. What I want is to figure out if you have any problems or wishes or needs with GTI and maybe I can help you to run your business better. Do you have five minutes?

Well, at least you know what it’s like on this side of the counter if you worked with your uncle; that’s better than most who come through that door. If you’ve got five minutes, I suppose I can hear what you have to say.

*Kostas leans back slightly, a flicker of genuine curiosity crossing his face as he considers the new information. He tilts his head, a faint smile playing on his lips.*

Thank you so much, Mr. Kostas. So I would love to go together with you to the storage room, if you don't mind, of course, to double check. Do we have everything we need or is there anything out of stock? Can we do this right now?

Fine, let’s see if your time with your uncle actually taught you how to count stock or if it was just for show. Follow me back here, it's a bit of a squeeze but we can get a clear look at what's actually sitting on the shelves.

*Kostas nods, a flicker of anticipation in his eyes, and turns towards the back of the shop.*

The user introduced themselves, stated their position, and mentioned the JTI company.

Introduce yourself

State your position

Say you are from JTI

Explain the purpose and the plan for the meeting

Explain the purpose of the meeting

Explain the benefit for Kostas

Mention the approximate duration of the meeting

Explain what Kostas gets out of this meeting

Ask for permission to inspect the storage room

The user politely asked for permission to conduct an inspection in the shop

What is great: You did a fantastic job establishing common ground by mentioning your family background in retail, which built immediate credibility and trust with Kostas.

What to improve: While your introduction was warm, you could have been more specific about the duration and the exact value he would receive from the meeting.

How to improve: Try saying something like, 'This will only take five minutes, and the goal is to ensure you have the right stock to maximize your daily sales.'

Storage Room Inspection

Mr. Costas, can I ask you a couple of questions? I want to understand if the picture in the storage room is relevant.

Go ahead then, ask. The shelves don't lie, so let's see if you're actually looking at what's here or just checking boxes on a list.

*Kostas gestures with a hand toward the shelves, a slight frown creasing his brow.*

Okay, so I assume that you ran out of Winston, am I correct?

Well, you’ve got eyes, haven't you? The shelf is as bare as a bone and it's been that way for a week, so you tell me if I'm "correct."

*Kostas turns his head slightly, his eyes scanning the rows of cigarette cartons, a faint frown creasing his brow.*

My God, this is a sad situation, Mr. Kostas. Okay, finish here because I can continue forever with him.

It’s not just a "situation," it’s lost money every day that shelf stays empty. If you’re going to continue with this, tell me how you’re actually going to get the product in here instead of just feeling sorry about it.

*Kostas lets out a short, sharp sigh and turns back to the shelves, his shoulders slumping slightly.*

Mr. Costa, I'm sorry, I need to go. I don't have time to finish this conversation. Can we please stop this now? Thank you. Bye.

Unbelievable. You come in here, drag me into my own storage room, and then just walk out when the conversation gets real? Don't bother coming back if this is how you handle business.

*Kostas closes his eyes for a moment, a slight frown creasing his brow, and turns back to the shelves.*

Permission to ask questions

The user asked for permission to ask business questions

Ask business questions

Asks 1–2 logical open-ended questions

Summarize Kostas’s problems

Correctly summarized Kostas’s business problems based on the dialogue

What is great: You correctly identified the out-of-stock issue with Winston and sought permission to ask diagnostic questions before making assumptions.

What to improve: Your tone became overly emotional when describing the stock shortage, and your abrupt exit from the simulation was highly unprofessional and damaging to the relationship.

How to improve: Keep your reactions professional by focusing on a solution for the empty shelves, and always finish the business conversation properly rather than walking away.

Propose Solutions

The importance of inventory

Gave a logical argument why it’s important to maintain sufficient stock levels

A clear solution describing benefits and mechanics

Described the benefits of solving the problem

Explained the mechanics of the solution

Explained the benefit of the proposed solution

Communication analysis isn’t available for this stage.

Close the Deal

Call to action

A relevant call to action (for example, placing an order)

Communication analysis isn’t available for this stage.