🔍 Discovery
Discovery Call Role Play Example
Good discovery is about the second and third question, not the first. The rep here keeps asking "why" until the real business problem appears.
Script (2 speakers)
Rep: You mentioned you're looking at new scheduling software. What's prompting that now?
Priya: Our current tool is clunky.
Rep: Clunky how? Where does it slow you down the most?
Priya: Rescheduling. When a patient cancels, filling the slot takes forever.
Rep: What happens to those slots today?
Priya: Most of them stay empty. <sigh> Probably twenty a week.
Rep: And what's an empty slot worth to the clinic?
Priya: About ninety dollars each.
Rep: So roughly eighteen hundred dollars a week walking out the door.
Priya: When you say it like that... that's the real problem, isn't it.
Rep: It sounds like it. Should we look at how the waitlist feature fills those slots automatically?
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What Makes This Work
- ✓Asks "why now" first
- ✓Digs from symptom (clunky) to problem (empty slots)
- ✓Quantifies the pain with the buyer's own numbers
- ✓Lets the buyer say the problem out loud
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.
📞
Prospecting
Cold Call Role Play: "Just Send Me an Email"
An SDR turns the classic brush-off into a booked meeting.
🥊
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.
🔁
Retention
Retention Role Play: Saving a Cancellation
A customer calls to cancel; the account manager finds the real reason.
Make Your Own Version
Change the names, the product or the situation. The AI rewrites it and voices every speaker.
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