Role play: cross-selling to an existing customer
You have your annual review with Ana. She’s happy with what she already buys from you and, during the conversation, a problem comes up that another of your products solves. She doesn’t connect it with you.
Voice simulation
In this scenario
The situation
You have your annual review with Ana. She’s happy with what she already buys from you and, during the conversation, a problem comes up that another of your products solves. She doesn’t connect it with you.
Find out whether the problem is real and a priority, connect your other solution with what she needs and agree a next step without it sounding like a hard sell.
What makes it hard
- She’s happy and doesn’t want to complicate things.
- She thinks her in-house team will solve the problem.
- If you sound like a salesperson, she changes the subject.
What the feedback assesses
When you hang up, AI Role Play analyses the conversation and returns personalised, objective feedback, with strengths and areas for improvement. In this scenario, these modules are assessed:
Do you uncover the customer’s needs, concerns and interests with strategic questions?
Do you present your product or service as the answer to what the customer needs?
Do you know the arguments that build credibility around your brand?
Do you use open questions? Do you ask enough questions?
Sample conversation
This is how it might start. It’s an example: in the simulation, the avatar reacts to what you say, so every conversation is different.
Live this conversation before you have it for real.
Repeat it as many times as you need, get feedback at the end and arrive at the real meeting with your answer rehearsed.
Adapt it to your company
- The other person’s profile. Industry, role, pain points and communication style.
- Your product or service. What your team has to explain, with its key messages.
- The context of the conversation. The customer’s interests, questions and objections, so your team doesn’t know which one is coming.
Further reading
- Cross-selling: what it is and how to apply it in your sales team
- Upselling: what it is and how to apply it in B2B sales
- Consultative selling: what it is and how to apply it step by step
Frequently asked questions
What does the feedback assess in this scenario?
In this example, needs discovery, meeting needs, trust in the company and use of questions. You can choose which modules are assessed in each role play.
Can I adapt this scenario to my company?
Yes. You define the other person’s profile (industry, role, pain points and communication style), describe your product or service and add interests, questions, objections and context to make the simulation as realistic as possible.
Can I change the avatar and the setting?
Yes. You choose the avatar from the library, hyper-realistic or animated, and the background. If you need a specific background, you can request a custom one for your company.
In which languages can people practise?
In Spanish, English, French, German, Italian, Portuguese, Dutch and Chinese.
