Steady Hands LLCField Playbook
Role-Play Pack
The training room, made real. Three complete scenarios from Chapter 10 — each with role cards for the players (the client-actor holds information the rep doesn't see — that's where the learning lives), evaluation targets, and the interactive Observer Scorecard. Nobody's first LACE happens on a live prospect.
Difficulty: Foundational · Skills tested: gatekeeper navigation, integrated frameworks, tailored stakeholder value, the single close.
| Move | Success Looks Like |
|---|---|
| Win Dana | Transparent about purpose · references Nina's form · asks about rhythm — Dana becomes a scheduler, not a wall |
| Run discovery in 10 min | CGP opened fast · one quantifiable goal (DARE-D) · numbers come from NINA, not the rep |
| Map the Authority | "Who else decides?" surfaces before the price — Marcus enters the plan as a strategy, not a surprise |
| Tailor + close once | Next-Step Close (preview) — asked ONCE, then silence |
If the rep is transparent + respectful → you soften: "She's with a client. She's super busy." If they ask about rhythm well → you offer: "She's got about ten minutes at 3."
If the rep pushes or is vague → you cool: "She's really slammed today. I can take a message." (The deal dies here — and that's a valid outcome the debrief will learn from.)
Your tell: you respond to rhythm-respect, not to persistence. "Morning or afternoon" type questions win you over instantly.
Your character: open but rushed — 10 minutes hard limit. You answer questions honestly IF they're good questions. You volunteer NOTHING unless asked — the rep must earn every data point.
Your objection: when price comes up: "Marcus watches the money — I'd need to show him." (Authority test — watch what the rep does with it.)
Your tell: if the rep pitches before minute 4, you get antsy: "Are we getting to prices? I've got a client in ten."
Watch specifically for: (1) Was Dana handled with rhythm-respect or pushed? (2) Did Nina's numbers come from HER — or did the rep supply them? (3) Was Marcus/Authority surfaced before price? (4) Was the close asked once — and did the rep then STOP TALKING?
Score on the Scorecard tab. The stakeholder handling (Dana + Marcus) is worth close attention in the debrief.
Difficulty: Intermediate · Skills tested: the kept promise, re-discovery on new reality, fresh TCI, re-closing on HIS calendar logic.
| Move | Success Looks Like |
|---|---|
| Honor the promise first | Opens with the promise + asks about HIS season — human first, business second |
| Re-discover, don't re-pitch | "What's changed since June?" — treats the old Gap as stale data needing re-verification |
| Re-weigh with fresh TCI | Finds the NEW urgency — ideally HIS winter-thin-bookings logic, not the rep's pressure |
| Re-close or re-promise | Close once on the new math — OR set the next window with the same discipline (spring planning) |
Your character: warm but guarded — you don't remember the rep's name until they say the promise line. The line lands: "…Right, November. I appreciate you actually called."
If re-discovered properly (what changed?): you reveal the crew loss and the turned-down contracts. The new Gap writes itself: winter contracts you CAN take now, no site to win them.
Your objection: "Winter's half gone by the time a site's even up, isn't it?" — timing fear. (Watch for the preview-process answer: built fast, live in days.)
If the rep re-pitches June's numbers without asking what changed → you go flat: "Like I said in June…" — the deal stalls politely.
Watch specifically for: (1) Did the opener land the promise FIRST — before any pitch? (2) Did the rep ASK what changed — or assume June's reality? (3) Did the new urgency come from TOM's words (winter gap) or the rep's spin? (4) If "not yet" — was the next window scheduled with the same discipline?
Difficulty: Advanced — earn it · Skills tested: LACE order under hostility, verifiable-facts discipline, the slow close, emotional regulation (Ch 9 reset routine — mid-scene!).
| Move | Success Looks Like |
|---|---|
| Absorb the opening shot | Validates the experience without defending the industry — "I'd be done with this whole industry too" — then PAUSES |
| Clarify the wound | "What stung most — the money or how you were treated after?" → abandonment, not price |
| Verifiable facts ONLY | Published prices · preview process · real phone number they can call NOW — zero unverified claims |
| The slow close | "No pressure tonight — check the site, call the number" → the confident withdrawal IS the credibility |
Your character: opens hostile: "You people already took two grand off me once. Why would I talk to you?"
The disarm sequence (in order): (1) Validation lands → you soften 10%: "Hmph. At least you're honest." (2) The wound question lands → you reveal the REAL story (abandonment, not money): "After. Vanished. Nobody picked up." (3) Verifiable facts → you test one: "(702) 372-6399? I'm calling it right now." — stay in character: you "call" it. (4) The slow close → "…Send me the site. But I'm watching you."
If rushed or pressured → you shut the door: "Two grand says otherwise. Goodbye." (Valid outcome — the debrief learns from it.)
Your tell: you HATE the phrase "we're different." If they say it, you get colder, not warmer.
Watch specifically for: (1) Did the rep defend the industry — even once? (instant red flag) (2) Was there a real pause after validation — or did they fill it with pitch? (3) Every fact stated: verifiable? (4) The close: slow, confident, no pressure — or did urgency leak back in? (5) Post-call conduct: did the rep's voice carry the scene into rudeness on the "next dial"? (Ask them to demonstrate the reset routine aloud — Ch 9)
100 points across seven dimensions — the same discipline as qualification, turned inward. Select a score per dimension; the total and band calculate live.
| Band | Score | What Happens Next |
|---|---|---|
| Steady Hands LLC-Ready | 80–100 | Graduate this scenario — move to the next difficulty |
| Strong | 70–79 | One targeted drill on the weakest dimension, then re-run |
| Developing | 60–69 | Two focused reps on the weak dimensions before advancing |
| More Reps | Below 60 | Full re-run with coaching — the score measures the rep of THIS scene, not the person |
Where the actual learning happens. The rep speaks first — self-assessment before external feedback builds the Ch 9 muscle. Fill this after every scene.
Managers invent new scenarios continuously — same format, fresh situations: the competitor-undercut call, the seasonal rush interruption, the "my partner saw a bad review" call. The format is the asset; the situations rotate.