Cold call roleplay: a busy IT director who already has a provider
Marcus picks up mid-task and already pays a managed service provider. You have about 30 seconds to give him a reason to keep listening, find one gap and book a 15-minute call.
The buyer
Marcus
IT director at a 150-person accounting firm
- The situation
- You sell managed IT and security services and are calling Marcus cold from a list of local professional services firms. It is a weekday morning in the run-up to tax season.
- Personality
- Direct, slightly impatient and technically sharp. Respects specifics and hangs up on vague pitches.
Hidden concern (for whoever plays the buyer)
His current provider's response times slipped badly during last tax season, and the partners blamed him. He hasn't started looking for a replacement because switching feels risky.
Fictional training scenario. Names, companies and products are invented for practice.
Your goal
Earn 30 seconds, surface one gap in his current setup and book a 15-minute call.
Success looks like
- You said who you are and why you called in under 20 seconds
- You asked about his current provider instead of criticizing it
- You found one specific gap, such as response times during busy periods
- You booked a 15-minute call with a date and time
The opening line
"IT, Marcus speaking."
Marcus, IT director at a 150-person accounting firm
How a strong start sounds
An illustrative script for the first exchange. Say it in your own words; the point is the shape of the reply, not the exact lines.
- Marcus
IT, Marcus speaking.
- You
Hi Marcus, it's Jordan from a managed IT provider here in town. I know I've caught you in the middle of something. Can I have 30 seconds to say why I called, and you can tell me if it's worth another minute?
- Marcus
We already have an MSP. Go on, quickly.
- You
That makes sense, most firms your size do. I'm calling accounting firms ahead of tax season. When things got busy last year, how did your provider hold up on response times?
- Marcus
Not great, if I'm honest.
Curveballs to expect
Marcus won't make it easy. Be ready for these.
- "We already have an MSP. We're fine."
- "What's this regarding? I'm in the middle of something."
- "Just send me an email."
- "How did you get my number?"
- Once he is interested, he tests you: "What would you do differently in the first month?"
Scorecard
What a reviewer, or your own replay, should listen for. The criteria lean on NEPQ.
| Criterion | What good looks like |
|---|---|
| Opener | Introduces self and company, acknowledges the interruption and gives a specific reason for calling in under 20 seconds. |
| Handling 'we already have someone' | Accepts it calmly and asks what he would improve about the current service, instead of pitching against the competitor. |
| Finding the gap | Uses a question about busy periods or response times so Marcus describes the problem himself. |
| Credibility | Answers his technical test with a specific, honest plan and doesn't overpromise. |
| Booking the meeting | Proposes a short, specific meeting with two time options and confirms the invite details before ending the call. |
Want to score real calls the same way? Use the free sales call scorecard template.
To run this exact persona, rebuild it in the scenario builder (Starter plan and up), or run it with a colleague.
Questions about this scenario
Why is this scenario rated hard?
Marcus already has a provider, he's busy, and he tests you once he's interested. You have to earn every step, and any vague answer ends the call.
Should I criticize his current provider?
No. Ask how it's going and let him describe the problem. Criticizing a vendor he chose puts him on the defensive.
Can I use this scenario to prepare for an SDR interview?
Yes. A mock cold call in an interview often looks like this one: a busy prospect, an incumbent provider and a short window to book a meeting.
Objections in this scenario
Scripts and methods
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Run it until it feels easy
Practice conversations like this one against an AI buyer and get every attempt scored. 250 free credits, no card.