Sales roleplay scenarios you can practice out loud
26 ready-made scenarios, from cold calls and discovery to negotiation, angry customers and a salary offer. Each one gives you the buyer, their hidden concern, the opening line, the curveballs and a scorecard, so you can run it with an AI buyer or a colleague.
Every person, company and product in these scenarios is fictional.
Browse scenarios
Showing 26 of 26 scenarios
- DiscoveryB2B SaaSDifficulty: Medium
Discovery call with a guarded VP of operations
Priya, VP of operations at a 400-person regional logistics companyGoal: Uncover two problems with measurable impact and book a follow-up meeting that includes her boss, the COO.Open scenario - Cold callIT servicesDifficulty: Hard
Cold call to a busy IT director
Marcus, IT director at a 150-person accounting firmGoal: Earn 30 seconds, surface one gap in his current setup and book a 15-minute call.Open scenario - Cold callManufacturingDifficulty: Medium
Get past the gatekeeper to the CFO
Dana, executive assistant to the CFO at a mid-sized manufacturerGoal: Get a callback slot with the CFO, or a referral to the right person, without misleading Dana.Open scenario - NegotiationB2B servicesDifficulty: Hard
Procurement negotiation with a cheaper quote
Tom, procurement manager at a regional healthcare groupGoal: Protect your price by trading concessions such as term length, scope or payment terms, and reach agreement without a straight discount.Open scenario - Customer serviceB2B SaaSDifficulty: Medium
Angry customer who was double-charged
Lena, owner of a small design studio and a customer for three yearsGoal: De-escalate, resolve the billing error with a clear timeline and keep Lena as a customer.Open scenario - ClosingB2B SaaSDifficulty: Hard
The deal that stalls at "run it by my boss"
Alex, head of customer support at a 250-person software companyGoal: Get a meeting with the economic buyer, the COO, and agree on a dated mutual action plan for the decision.Open scenario - Demo or presentationReal estateDifficulty: Hard
Listing presentation to sellers comparing agents
Maria and Dave, homeowners selling a four-bedroom family houseGoal: Win the listing agreement, or a firm, dated next step, without cutting your commission to match.Open scenario - NegotiationAutomotiveDifficulty: Medium
Car sale with trade-in value pushback
Chris, walk-in customer trading in a six-year-old SUVGoal: Move the conversation from the trade-in number to the total cost or monthly payment, and get a manager turnover (TO) or a dated appointment.Open scenario - DiscoveryInsuranceDifficulty: Medium
Life insurance needs analysis with a new parent
Jess, 32-year-old new parent who requested an online quoteGoal: Complete a needs analysis, recommend an appropriate level of cover and handle 'I need to think about it' with a clear next step.Open scenario - Demo or presentationPharmaDifficulty: Hard
Pharma detail with a physician between patients
Dr. Patel, family physician at a busy group practiceGoal: Deliver one clear, on-label message, ask one question about her patients and earn a follow-up appointment.Open scenario - NegotiationMedical devicesDifficulty: Hard
Medical device pitch to a value analysis committee
Karen, value analysis committee chair at a regional hospitalGoal: Justify the higher price with fictional outcome and workflow evidence, and win approval for a time-limited trial.Open scenario - DiscoveryFinancial servicesDifficulty: Medium
Financial advisor call with a DIY investor
Robert, 54-year-old engineer who manages his own investmentsGoal: Book a no-obligation review meeting by showing curiosity about his goals, not by criticizing his investing.Open scenario - Cold callSolarDifficulty: Medium
Solar door knock with a wary homeowner
Linda, homeowner in a suburban neighborhoodGoal: Earn her trust and set an appointment for a time when both Linda and her husband can be there.Open scenario - DiscoveryRetailDifficulty: Easy
Retail floor: the "just looking" shopper
Ben, shopper browsing laptops in an electronics storeGoal: Open a conversation, find the need, recommend one laptop and offer one add-on that genuinely fits.Open scenario - ClosingTelecomDifficulty: Easy
Inbound call center sale: broadband plans
Grace, inbound caller comparing home broadband plansGoal: Qualify her needs, recommend the right plan and close the sale or schedule a specific callback.Open scenario - CareerCareersDifficulty: Medium
Salary negotiation with a recruiter
Hannah, in-house recruiter at a software companyGoal: Negotiate a better package through base, variable pay or start terms, while keeping goodwill with the recruiter.Open scenario - Account managementB2B SaaSDifficulty: Hard
Renewal at risk after the champion left
Leah, head of customer support at a 300-person online retailerGoal: Find out why usage dropped, agree on a dated re-onboarding plan and learn what Leah needs to justify the renewal to her CFO.Open scenario - Account managementTelecomDifficulty: Medium
Upsell to a happy customer who has outgrown her plan
Ruth, practice manager at a group of three veterinary clinicsGoal: Uncover the call-handling problem in her own words, connect one upgrade to it and agree on a next step, such as a short review with the clinic owner.Open scenario - Account managementLogisticsDifficulty: Hard
Price increase conversation with a long-time customer
Owen, operations director at a mid-sized home goods brandGoal: Explain the increase clearly, own the service problems and keep the renewal at the new rates, or with a concession you trade for something in return.Open scenario - Demo or presentationB2B SaaSDifficulty: Hard
Multi-stakeholder demo with a champion and a skeptical controller
Sofia and Raj, the head of operations and the finance controller at a 200-person engineering firmGoal: Tailor one demo to both buyers, surface and answer Raj's integration concern, and agree on a next step that both of them commit to.Open scenario - DiscoveryE-commerceDifficulty: Easy
Inbound demo request from a founder in a hurry
Mia, founder of an online skincare brand with a small teamGoal: Qualify the lead in the first few minutes, covering what prompted the request, how she tracks stock today, her timeline and who else decides, then book a tailored demo or run a short one.Open scenario - Warm or referral callConstructionDifficulty: Easy
Referral call to a peer of a happy customer
Marco, operations director at a regional construction companyGoal: Use the referral in your first sentence, find one scheduling problem worth solving and book a meeting that includes one of his site supervisors.Open scenario - Account managementProfessional servicesDifficulty: Medium
Expansion into a new department at an existing customer
Nadia, HR director at a 600-person engineering consultancyGoal: Learn HR's own problems with offer letters and contracts, address her concerns about privacy and timing, and agree on a small, dated next step such as a scoped discovery session with her team.Open scenario - ClosingTransportationDifficulty: Hard
Final call in a competitive bake-off
Keisha, head of fleet operations at a regional delivery companyGoal: Learn how the committee will score the decision, address the price and feature gaps without criticizing the competitor, and give Keisha evidence she can use on Friday.Open scenario - ClosingHospitalityDifficulty: Medium
Post-demo follow-up with a buyer who went quiet
Carmen, operations director at a restaurant group with 12 locationsGoal: Find out what changed since the demo, make it easy for Carmen to tell you the truth, and leave with a dated plan to restart or an agreed close-out.Open scenario - Demo or presentationManufacturingDifficulty: Hard
Business case review with a skeptical CFO
Victor, CFO of a family-owned food manufacturerGoal: Defend the business case honestly, adjust any assumption he challenges, and leave with an approval, a smaller first phase or a specific list of what he needs to decide.Open scenario
How to run a roleplay scenario
The same four steps work whether your buyer is an AI or a colleague.
Read the brief
Learn the buyer's role, context and personality. If someone else is playing the buyer, only they read the hidden concern.
Set your goal
Decide what a good outcome looks like before you start, using the success criteria. Write down your first line.
Run it out loud
Talk it through with an AI buyer or a colleague, in real time. Expect the curveballs, and keep going when they land.
Score it and run it again
Check the call against the scorecard, pick the weakest row and run the scenario again with that one thing in mind.
Want the words first? Start with the cold call scripts, the objection library or the sales glossary.
Questions about roleplay scenarios
What is a sales roleplay scenario?
A short brief for a practice call: who the buyer is, what they want and are hiding, what you are trying to achieve, and how the call will be judged. A good scenario is specific enough that two people running it would face the same challenge.
How do I practice these scenarios with AI?
Sign up for Vonvo and run a practice call out loud with an AI buyer that raises objections, and you get the call scored when you hang up. To rebuild a scenario exactly, with its persona, goal and objections, use the scenario builder on the Starter plan and up. The free trial includes 250 credits, about 25 minutes of practice.
Can I run these scenarios with a colleague instead?
Yes. One person plays the buyer using the persona and hidden concern, the other plays the rep, and a third person, or the pair afterwards, scores the call with the scorecard. Swap roles and run it again.
Are the people and companies real?
No. Every persona, company and product on these pages is fictional and made up for training. The pharma, medical device, insurance and financial advice scenarios are not professional advice.
Can I create my own scenarios?
Yes. In Vonvo, the scenario builder lets you set up your own personas, objections and goals on the Starter plan and up. These pages are a good template for what to include.
Rehearse the hard conversations today
Practice calls like these against an AI buyer before they happen, then get every call scored. 250 free credits, no card.