Roleplay library
Roleplay - developing
Discovery call with unclear pain
The call could drift into a pitch unless the rep slows down and diagnoses.
Buyer and objective
Buyer: Buyer is curious but has not named the cost of the problem.
Rep objective: Surface current pain, trigger event, decision criteria, and urgency.
Open discovery after the buyer says, 'We are just looking around.'
Rubric and coaching
Diagnostic depthDecision criteriaUrgencyBuyer alignment
Likely objections
Just researchingNot ready yetUnclear ROI
Strong response
What made this worth looking at now, even if you are not ready to decide yet?
Weak response
Let me show you all the features first.