The VP Who Gives You Nothing
R
Rob Callister
VP of Operations · Meridian Freight · fictional
"Fine." — his longest answer of the call, probably.
What you're walking into
- One-word answers, long silences, no visible reaction to anything
- Took the meeting for reasons he has not shared and will not
- Open questions bounce off. Specific, informed ones stick.
The rulesDiscovery Call · no required framework · indifferent — pinned to this link, so every score is the same fight.
Take the call
A real voice call. Four minutes. Free — we don't even ask for a card.
How do you run discovery with a prospect who gives one-word answers?
Swap generic open questions for specific, informed ones that prove you did homework, tolerate the silences instead of filling them, and let curiosity flip the table — when the prospect starts asking you questions, you are winning.
Who is the VP Who Gives You Nothing?
A fictional AI discovery boss modeled on the stone-wall operations veteran: minimal answers, zero reaction, silent tests. He exists to break the habit of babbling into silence.