Role-Play Scenario Library

DISCOVERY SCENARIOS

Discovery Role-Play Cards

SCENARIO 1: THE GUARDED PROSPECT

BUYER PROFILE:
Name: Sarah Chen
Title: VP Operations
Company: Mid-market SaaS
Style: Skeptical, short answers

SCENARIO:
Sarah agreed to a call but is
clearly skeptical. She gives
short answers and seems impatient.

BUYER INSTRUCTIONS:
- Start with "I only have 15 minutes"
- Answer questions minimally
- Show more interest if rep asks
  good follow-up questions

COACHING FOCUS:
☐ Opening rapport
☐ Handling resistance
☐ Probing questions
☐ Earning more time

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SCENARIO 2: THE CHATTY PROSPECT

BUYER PROFILE:
Name: Mike Thompson
Title: Sales Manager
Company: Enterprise company
Style: Talkative, goes on tangents

SCENARIO:
Mike loves to talk and goes off on
tangents about unrelated topics.
He's friendly but hard to qualify.

BUYER INSTRUCTIONS:
- Tell long stories
- Bring up unrelated topics
- Give relevant info if redirected

COACHING FOCUS:
☐ Redirecting politely
☐ Active listening
☐ Time management
☐ Getting to qualification

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OBJECTION SCENARIOS

Objection Role-Play Cards

SCENARIO 3: PRICE OBJECTION

SITUATION:
You've completed a demo and sent
pricing. The prospect says it's
too expensive.

BUYER INSTRUCTIONS:
- "This is way over budget"
- "Competitor X is 40% cheaper"
- If value shown, offer to revisit

COACHING FOCUS:
☐ Acknowledge concern
☐ Explore budget reality
☐ Articulate value
☐ Offer alternatives

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SCENARIO 4: TIMING OBJECTION

SITUATION:
Deal has been progressing but now
the prospect says timing isn't right.

BUYER INSTRUCTIONS:
- "We're not ready right now"
- "Maybe next quarter"
- Have a real reason if probed

COACHING FOCUS:
☐ Uncover real reason
☐ Create urgency (ethical)
☐ Establish follow-up
☐ Keep deal alive

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NEGOTIATION SCENARIOS

Negotiation Role-Play Cards

SCENARIO 5: DISCOUNT REQUEST

SITUATION:
At final contract stage, procurement
asks for 25% discount.

BUYER INSTRUCTIONS:
- "We need 25% off to close"
- "Our CFO won't approve otherwise"
- Can accept 10-15% with trade

COACHING FOCUS:
☐ Hold initial position
☐ Understand why
☐ Trade for value
☐ Protect deal economics

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SCENARIO 6: COMPETITIVE FINAL

SITUATION:
You're in finals against main
competitor. Prospect is comparing.

BUYER INSTRUCTIONS:
- "Competitor has better [feature]"
- "Their price is lower"
- Open to being convinced

COACHING FOCUS:
☐ Competitive positioning
☐ Landmines to set
☐ Value differentiation
☐ Risk mitigation

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EXECUTIVE SCENARIOS

Executive Conversation Cards

SCENARIO 7: C-LEVEL MEETING

SITUATION:
You have 20 minutes with the CEO.
Your champion set up the meeting.

BUYER INSTRUCTIONS:
- Busy, direct, strategic
- "What's the bottom line?"
- Respond to business impact

COACHING FOCUS:
☐ Executive presence
☐ Business-level discussion
☐ Concise communication
☐ Strategic value prop

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SCENARIO 8: MULTI-STAKEHOLDER

SITUATION:
You're presenting to a group with
competing priorities.

BUYER INSTRUCTIONS:
- CFO: Cost-focused
- VP Ops: Efficiency-focused
- IT: Security-focused

COACHING FOCUS:
☐ Addressing all personas
☐ Managing dynamics
☐ Finding common ground
☐ Multi-threading

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