Pre-Sales Role Play #1
Cold call — new manager in an existing customer.
Objective
Set up a client visit and begin building a relationship with this manager.
Conduct this role play over the phone and follow the 5 Step Process: 1. Review 2. Demonstrate 3. Conduct 4. Debrief 5. Repeat.
Repeat objections & example rebuttals
Are you an approved vendor?
First and foremost, be honest. If yes, say so and mention who we have worked with. If not, say "not yet" — mention contact with HR or their VMS if we have it, otherwise ask about the process and who to speak with. Add that you would still like to meet, because vendors most often become approved by having the right candidate for an opening.
All of our staffing goes through HR/VMS.
"That's not a problem. The reason for wanting to meet with you is to learn a bit more about your team from a dynamics and environment perspective. Skill-set is only one piece of the puzzle — a lot of the time the best candidates are those who mesh well with the team."
I don't have any needs right now.
"Not a problem! I'm not a fair weather fan, so I'm not the vendor that only comes around when you have openings. I'd rather start building a partnership now so when you do have needs, we already know each other and I know the dynamics of your team."
Review criteria
- Were they engaging and listening to the manager?
- Did they close and set up a client visit?
- Were they able to overcome the objection smoothly and not sound too salesy?
- Did they oversell or undersell the company? If neither, did they create value on why the manager should meet with them?
Linked resources
Feedback from your mentor
- Were they engaging and actively listening to the manager?
- Strong opening and good energy. You talked over the manager twice when he started explaining his team structure — let him finish.
- Did they handle the objection smoothly without sounding salesy?
- "All our staffing goes through HR" threw you. You conceded and moved on instead of pivoting to team dynamics.
- Did they create value for why the manager should meet with them?
- You led with our company history instead of what's in it for him. Flip the order next time.
- Did they close and set up a client visit?
- Yes — Thursday 9:30am hold, but you let him pick the format without proposing one.
Best call of the week. Rerun the HR/VMS objection twice before Friday and record the second attempt.
- Were they engaging and actively listening to the manager?
- First attempt — heavy script reading, very little listening.
- Did they handle the objection smoothly without sounding salesy?
- Did not attempt a rebuttal; accepted the brush-off.
- Did they create value for why the manager should meet with them?
- No value statement given.
- Did they close and set up a client visit?
- No ask for the meeting.
Baseline run. Review the pre-sales guide and repeat.