Role-play scenarios
Scenarios you can run in your next session. Each one has a situation, a private brief for the other person and a short scoring guide. Judge the answers by your own method.
Sales
Cold calling and appointment setting
- The brush-off in the first seconds
- Happy with the current supplier
Discovery calls
- Discovery with a guarded buyer
- Discovery with a buyer who talks but says little
Objections and buyer hesitation
- The buyer says the price is too high
- The buyer says "we need to think about it"
Presenting value and securing commitment
- Presenting to a buyer who stops listening
- Presenting to a warm buyer who will not commit
Commercial negotiation
- A buyer who demands 20 per cent off
- An extra request at signing
Management
Giving difficult feedback
- Feedback for a strong performer who gets defensive
- Feedback for someone who agrees with everything
Underperformance conversations
- Three months of missed targets
- An employee who blames everything else
Manager-as-coach conversations
- Coaching someone who wants the answer
- Coaching an expert who is stuck
Workplace conflict
- A colleague keeps editing your part of a shared document
- A team member says she will not work with a colleague again