You’re about to step into a conversation with Michael, an HR Director responsible for employee experience and total rewards.

Michael has been using AwardCo as his recognition platform for more than five years and insists he’s satisfied with it. He’s busy, skeptical of vendors, and quick to dismiss sales calls.

Your challenge is to break through the resistance without sounding pushy. You’ll need to uncover unspoken pain points around employee engagement, belonging, and recognition frequency, while demonstrating empathy for her time and perspective.

The goal? Earn enough trust and curiosity to get Michael to agree to a discovery call — or at least open the door to future engagement.