Example of Role Play Script

March 27, 2017 | Direct Sales Sales Role Play

Tina Nicola, M.A.

Tina is the founder of Tradeshow-Planning.com and has been creating profitable marketing and exhibit strategies for startups, small businesses and nonprofits for over nineteen years. Her main goal is to broaden access to the techniques she has developed so anyone can benefit and improve exhibiting strategy, sales conversations and follow up.

Watching or reading sales conversations in action is a great way to learn how to sell! In the example of role play script that follows, we demonstrate how to use the Five Easy Steps strategy to have profitable sales conversations. These steps are:

  • Icebreaker
  • Quick Intro
  • Lead Interview
  • Next Steps
  • Disengagement

The Five Easy Steps strategy is taught in-depth in our acclaimed online video course series Tradeshow Basecamp™! Or, check out our article Direct Sales Strategy Plan: A Beginner’s Guide for a closer look at each of the Five Easy Steps to a successful sales conversation!

Tech Company Sales Scenario: Example of Role Play Script

The Sales Scenario: Imagine you are representing a new company called Newbie.

Newbie is a new company that is selling online course management software at a trade show exhibit. Follow along with the script below as Newbie has a successful sales conversation using Tradeshow Basecamp™’s Five Easy Steps.

This sales role play example is from the Tradeshow Basecamp™ course series!

Direct Sales Strategy Examples Tech Company

Step #1: Icebreaker

Newbie: “Hi! What organization are you at the show with today?”

Newbie (the vendor) uses an open-ended question that starts with “What” to talk to a woman passing by (now known as “Lead”). Great Icebreakers use open-ended questions!

Lead: “Me? Oh, I’m with Itty Bitty College in Oregon.”

Newbie’s great icebreaker made the Lead pause and stop long enough to answer. Why? Open ended icebreakers demand more than a yes or no reply.

Step #2: Quick Intro

Newbie: “I’m Tina and I’m here with Newbie. We’re demo-ing our new online Course Management Software. What do you do at Itty Bitty College?”

Newbie gives a Quick Intro— in 2 short sentences she gives her name, the company she is with and says what she is doing at this trade show. This keeps the conversation going. Then, Newbie launches right into a Lead Interview question. She asks Lead about her responsibilities at Itty Bitty College. This helps Newbie learn if the Lead has any authority to purchase the software product Newbie is selling.

Step #3: Lead Interview

Lead: “I’m head of IT… [looking around at booth?] new course management software huh? Do you install on our servers or what?”

Lead tells Newbie she is head of IT—interesting! Lead then asks Newbie a question about the product.

Newbie: “Newbie’s solutions are actually hosted online by us. We’re ideal for colleges that don’t want the hassle of hosting or managing the software themselves.

If you don’t mind me asking, what software does Itty Bitty College currently use to manage its courses?”

Newbie gives a short and relevant answer to Lead’s question about the product she is selling. Instead of launching into a long pitch about all the great features her product has to offer, Newbie gets back to the Lead Interview. She asks a question to find out if this Lead has a need for her product.

Lead: “Eh, right now nothing. I’ve been pushing for moving things online for some time now. The boss thinks putting the course management online would cost too much.”

Interesting! Lead has interest in Newbie’s type of product, however she is not the decisionmaker. It seems ‘the boss’ is. Cost seems to be an issue for ‘the boss.’

Newbie: “Well, one of the advantages of a hosted solution like Newbie’s is that it is much more cost-effective. Pricing for a college with under 1000 students usually starts around $2,500”

Again, Newbie addresses the cost issue to see if Lead’s school can afford her product.

Lead: “Hmm, the last quote we saw was around $10k. However, we’ve got 2000 students.”

Step #4: Next Steps

Newbie: “Is your boss at the show? Our CEO will be giving an in-booth presentation today at 3PM discussing why Newbie’s hosted solution is perfect for colleges like yours. Can I sign the two of you up?”

Newbie knows now that the woman may have some purchasing input, but is not a decisionmaker at her school. Newbie’s next step is to try to get this ‘ally’ to introduce her to the real decisionmaker: ‘the boss.’ She proposes an appropriate Next Step: Ask this head of IT to bring Boss back for an in-booth presentation.

Lead: “Yeah, I’ll see her later. You can sign me up for now, and I’ll ask her if she wants to come with. I’d like to take a look at your system, but I’m meeting some folks for lunch.”

Newbie: “Do you have a business card? I’d be happy to email you a link to our free web demo and maybe drop a few brochures in the mail about our small college solutions…”

Newbie asks for contact information and proposes a few additional Next Steps that involve follow-up after the show. Always ask for contact information if there is any chance you’ve spoken to a good lead.

Lead: “Yeah, that’d be great” (hands card).

Step #5: Disengagement

Newbie: “Ok. Hope to see you and your boss back here at 3PM. Enjoy your lunch!”

More examples of role play scripts?

Buyer and Seller Role Play Script with Face Cream Gal

Looking for another example of role play scripts?

In this article, we’ve seen an imaginary company called Newbie have a successful sales conversation with a trade show lead. Want another example of role play script? Check out Tradeshow Basecamp™— a guide to having profitable sales conversations at trade shows, exhibits and more. This online video course series includes many detailed, memorable role-playing scenarios to help you learn sales with real-world examples.

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