# Buying Committee Roleplay: One Rep, Three Stakeholders

> A sales roleplay with a whole buying committee: the champion, a skeptical CFO and an IT lead with security concerns. Hear how a rep handles three stakeholders at once.

Canonical: https://zenmic.com/for/sales-teams/buying-committee/
Last updated: 2026-09-29

🏛️ Enterprise

Enterprise deals are won or lost with the committee, not the champion. Here the rep keeps the champion engaged, answers the CFO with numbers and turns IT's security worry into a next step.

## Script (4 speakers)

Rep: Thanks for bringing the team, Priya. Before I show anything, what does each of you need to see today? Champion: I've seen the demo. I need them to see why I'm excited. CFO: [dryly] And I need to know why this costs forty thousand a year. IT Lead: Where is the data stored? That's my only question. Rep: Great. Let's take cost first, Mark. Priya told me your team spends about twelve hours a week on manual reports. Is that right? CFO: Roughly. Across four analysts. Rep: At your loaded rate that's about sixty thousand a year of analyst time. We usually cut it by two thirds. CFO: <short pause> Usually. Rep: Fair. So let's prove it on your data in a two-week pilot before you sign anything. IT Lead: A pilot with OUR data is exactly what worries me. Rep: Then you should see our security review first. EU hosting, SSO and we can send the SOC 2 report today. Would a call with our security lead on Thursday work? IT Lead: <sigh> If the report checks out... Thursday works. Champion: [quietly] That's the most either of them has said in a vendor call all year.

Want your own version? The AI writes a fresh script and casts a voice for every speaker. [Make a New One Like This →](https://zenmic.com/studio/?template=roleplay-training&topic=A+sales+call+with+a+buying+committee%3A+a+champion%2C+a+skeptical+CFO+and+an+IT+lead+worried+about+security)

## What Makes This Work

- ✓Asks each stakeholder what they need before demoing
- ✓Answers the CFO in the CFO's own numbers
- ✓Lowers risk with a pilot instead of pushing for signature
- ✓Turns the security concern into a concrete next step

## More Examples

[💰 Objection handling Price Objection Role Play: "It's Too Expensive" The buyer likes the proposal but says it costs 40% more than the current provider.](https://zenmic.com/for/sales-teams/price-objection/) [📞 Prospecting Cold Call Role Play: "Just Send Me an Email" An SDR turns the classic brush-off into a booked meeting.](https://zenmic.com/for/sales-teams/cold-call/) [🔍 Discovery Discovery Call Role Play Example The rep uncovers the real reason a buyer is shopping for new software.](https://zenmic.com/for/sales-teams/discovery-call/) [🥊 Objection handling Competitor Objection Role Play: "We Already Use Another Tool" The buyer is happy with a competitor. The rep finds the gap without attacking it.](https://zenmic.com/for/sales-teams/competitor-objection/) [🔁 Retention Retention Role Play: Saving a Cancellation A customer calls to cancel; the account manager finds the real reason.](https://zenmic.com/for/sales-teams/renewal-cancellation/)

[← All AI Sales Roleplay for Your Team](https://zenmic.com/for/sales-teams/)

## Make Your Own Version

Change the names, the product or the situation. The AI rewrites it and voices every speaker.

[Make One Like This →](https://zenmic.com/studio/?template=roleplay-training&topic=A+sales+call+with+a+buying+committee%3A+a+champion%2C+a+skeptical+CFO+and+an+IT+lead+worried+about+security)