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GameSalesOnboarding & training

Sales role play scenarios

45 minutes 15 slides, 6 livepro Runs with Pro

Twenty role-play scenarios with six buyer personas. Reps run a three-minute call and peers score it on their phones.

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Free to open and edit. Running it live needs Pro, free for 14 days on every new account.

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Sales role play

Twenty scenarios. Six buyers. Three minutes each.

Title

In short

Sales role play is practice where one rep sells and another plays the buyer, followed by feedback. This pack gives you six buyer personas and twenty scenarios across discovery, objections, negotiation and renewals. After each three-minute run, peers score discovery, handling and next steps anonymously on their phones.
Time
45 minutes
Scenarios
20, with 6 personas
Scoring
3 scales and a note per run
Plan
Pro

Updated October 4, 2026

The questions

  1. 1Sales role play
  2. 2How a round works
  3. 3Buyer personas
  4. 4Discovery scenarios
  5. 5Objection scenarios
  6. 6Negotiation and closing scenarios
  7. 7Account and renewal scenarios
  8. 8Which scenario set should we practise first?Discovery · Objections · Negotiation and closing · Account and renewal live
  9. 9Rate what you just saw
  10. 10Discovery: did they ask good questions and listen? live
  11. 11Handling: did they handle the objection or pushback well? live
  12. 12Next step: did they secure a clear next step? live
  13. 13One thing they did well, and one thing to try next time live
  14. 14The best line you heard today live
  15. 15Practice here, win out there

How to run it

  1. 1Pair reps up: one plays the rep, one the buyer. The buyer picks a persona and a scenario from the slides.
  2. 2Run each role-play for three minutes, in front of the room or in breakout pairs.
  3. 3After each run, the room scores it on the three scales and adds one note in the open question.
  4. 4Give two minutes of feedback: one thing that worked, one thing to try. Then swap roles.
  5. 5Pick scenarios that match the deals your team is working on this month.

Questions people ask

How do you run a sales role play?
Pair reps, give the buyer a persona and a scenario, run it for three minutes, score it, then give one thing that worked and one thing to try. Swap roles and repeat.
What are good sales role play scenarios?
Real moments reps face: cold calls, buyers who can't name a problem, price objections, deals that went quiet, discount requests, renewals with low usage and referral asks.
How do you make role play less awkward?
Keep runs short, score anonymously, and start with the manager playing the rep. Kind, specific feedback makes people want another turn.

Run it with your group

pro
  • Everyone answers on their phone, no app or sign-up
  • Results, decisions and actions in the summary
Use this template

Free to open and edit. Running it live needs Pro, free for 14 days on every new account.

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