Role play script about selling a product: six practice dialogues from Eubrics

A role play script about selling a product has four parts: a setup card for the buyer, a full sample dialogue, three branch points and a scoring rubric. Eubrics, which sells AI sales roleplay software, gives six: B2B software, consumer electronics, insurance, banking product, retail and renewal. Run them with three people or an AI buyer.

By Nikita Jain,

Key takeaways

Each script has a private setup card for the buyer, a full sample dialogue, three branch points and a scoring rubric.

The six scripts, in order: B2B software, consumer electronics, insurance, banking product, retail and renewal.

Each rubric has four items and a top score of 8. It is Eubrics’ own practice rubric, not an official standard.

The buyer’s setup card also works as the brief for an AI buyer.

What a good script includes

The six scripts

How a facilitator runs it

How to run it with an AI buyer

A good role play script about selling a product has four parts: a setup card for the buyer, a full sample dialogue, three branch points and a scoring rubric. In Eubrics’ view, the card is the buyer’s private brief, the dialogue shows a full sale, the branch points show where it can turn, and the rubric says what to score.

Each rubric has four items. Score each 0 (not done), 1 (partly done) or 2 (done clearly), so the top score is 8. This is Eubrics’ own practice rubric. It is not an official standard, and each facilitator sets their own pass mark.

Eubrics, which publishes this page, is an AI sales roleplay and sales coaching platform for enterprise sales teams. Its blog lists exercise ideas for sales role play as situations. This page gives complete scripts.

Each salesperson role play script below has the same four parts, and each rubric line describes a 2. Every product, person and company in these scripts is made up for practice. They are practice dialogues, not product or financial advice.

Script 1: B2B software

Setup card for the buyer (private)

Buyer: Maya, operations manager, logistics firm.

Situation: She took the call after a demo.

Main concern: Her team will not learn another app.

Will not say unless asked: Earlier tools were dropped.

How to play it: Busy, skeptical, short answers.

Full sample dialogue

Rep: Hi Maya. What does your team use today?

Buyer: Email. I doubt we need another app.

Rep: What happens when someone needs answers fast?

Buyer: They email, wait, then call. Slow, but it works.

Rep: Have you tried chat tools before?

Buyer: Twice. Nobody used them after months.

Rep: Then let’s pilot one depot. Review next month?

Buyer: Sounds safe. Send me a short plan.

Three branch points

Line 2: if Maya asks for features, the rep should ask which task is slowest.

Line 4: if Maya says email is fine, the rep should ask what a missed message costs.

Line 6: if Maya needs her boss’s approval, the rep should offer a one-page summary.

Scoring rubric

Discovery: asks about current tools first.

Listening: reuses Maya’s words.

Concern: addresses the unused-app fear.

Next step: agrees a pilot and date.

Script 2: consumer electronics

Setup card for the buyer (private)

Buyer: Dev, buying a laptop for his daughter.

Situation: He walked in with an unshared budget.

Main concern: Paying for features she will not use.

Will not say unless asked: Another shop has a similar offer.

How to play it: Friendly but guarded.

Full sample dialogue

Rep: Welcome in. Who will use the laptop?

Buyer: My daughter, for school. I don’t want to overspend.

Rep: Mostly documents and video classes?

Buyer: Yes. Nothing heavy like games.

Rep: Then you don’t need the top model.

Buyer: Another shop has a similar one on offer.

Rep: Let’s compare battery and warranty side by side.

Buyer: Okay, show me. If it matches, I’ll buy.

Three branch points

Line 2: if Dev says his budget is firm, the rep should ask the limit and stay under it.

Line 4: if Dev mentions games later, the rep should ask which games.

Line 6: if Dev will buy elsewhere, the rep should name one real advantage, not criticize.

Scoring rubric

Needs: asks who uses it first.

Fit: matches the model to the use.

Competition: handles the other shop calmly.

Close: proposes a clear next step.

Script 3: insurance

Setup card for the buyer (private)

Buyer: Priya, a self-employed photographer.

Situation: She asked for a call about life cover.

Main concern: Paying for cover she will never use.

Will not say unless asked: Her younger brother depends on her income.

How to play it: Polite and non-committal.

Full sample dialogue

Rep: Thanks for calling, Priya. What prompted this?

Buyer: A friend mentioned life cover. Not sure I need it.

Rep: Does anyone rely on your income?

Buyer: My younger brother. I help with his studies.

Rep: So what happens to him if your income stops?

Buyer: I hadn’t thought of that.

Rep: I won’t oversell. May I explain the options plainly?

Buyer: Yes, but no pressure to decide today.

Three branch points

Line 2: if Priya says she cannot afford it, the rep should ask what monthly amount feels comfortable.

Line 4: if Priya says nobody relies on her, the rep should accept that and ask about plans.

Line 6: if Priya asks what she gets back, the rep should explain plainly and promise no returns.

Scoring rubric

Need: asks who depends on her income.

Plain language: avoids jargon.

No promises: avoids promising returns or coverage.

Consent: leaves the decision to Priya.

Script 4: banking product

Setup card for the buyer (private)

Buyer: Tom, a shop owner wanting a business account.

Situation: He came in about card payments.

Main concern: Charges he cannot predict.

Will not say unless asked: A past account charged surprise fees.

How to play it: Direct, practical, interrupts.

Full sample dialogue

Rep: Welcome, Tom. What do you need the account to do?

Buyer: Take card payments and pay suppliers. Keep it simple.

Rep: What has worried you about accounts before?

Buyer: Charges I didn’t expect. It happened once.

Rep: I’ll show you every charge in writing first.

Buyer: Good. Is approval quick? I can’t wait weeks.

Rep: I can’t promise approval or timing. I’ll start your application.

Buyer: Fine. Start it and send the charges list.

Three branch points

Line 2: if Tom asks which account is cheapest, the rep should ask what he needs weekly.

Line 4: if Tom says he distrusts banks, the rep should acknowledge it and offer the charge list.

Line 6: if Tom asks for a promise of approval, the rep should explain the checks and promise nothing.

Scoring rubric

Needs: asks what the account must do.

Concern: draws out the worry about charges.

No promises: avoids promising approval or timing.

Next step: starts the application.

Script 5: retail

Setup card for the buyer (private)

Buyer: Nina, a walk-in in a shoe store.

Situation: She came in “just to look” before a wedding.

Main concern: Shoes she can stand in all evening.

Will not say unless asked: Her last heels gave her blisters.

How to play it: Relaxed, cautious.

Full sample dialogue

Rep: Hi Nina. Looking for anything in particular?

Buyer: Just looking, thanks.

Rep: Is it for something special?

Buyer: A wedding this weekend. I’ll be standing a lot.

Rep: Then comfort matters most. How did your last heels feel?

Buyer: Painful. I’d skip heels if I could.

Rep: Try this cushioned block heel. Want to walk in them?

Buyer: Yes. If they fit, I’ll take them.

Three branch points

Line 2: if Nina wants to be left alone, the rep should step back and offer help later.

Line 4: if Nina wants inexpensive shoes, the rep should ask what matters most and show options.

Line 6: if Nina says heels always hurt, the rep should suggest a flat option.

Scoring rubric

Greeting: opens with a question, not a pitch.

Need: finds the occasion and problem.

Fit: recommends options that answer the problem.

Close: invites her to try them on.

Script 6: renewal

Setup card for the buyer (private)

Buyer: Carlos, office manager at a small design firm.

Situation: His subscription is due for renewal.

Main concern: Support was slow last quarter.

Will not say unless asked: He has looked at another tool.

How to play it: Loyal but unhappy, hints at leaving.

Full sample dialogue

Rep: Hi Carlos. How has the tool been working?

Buyer: It’s fine, mostly. Some frustrating moments.

Rep: What happened?

Buyer: Support took too long when our reports broke.

Rep: I’m sorry. Is it fixed now?

Buyer: Yes, but I’ve looked at other tools since.

Rep: Thanks for being open. May I escalate support, then talk renewal Friday?

Buyer: Yes, and we’ll decide on renewal Friday.

Three branch points

Line 2: if Carlos says everything is fine, the rep should ask which task he relies on most.

Line 4: if Carlos says he wants to leave, the rep should ask what would need to change.

Line 6: if Carlos mentions another tool, the rep should ask what it does better.

Scoring rubric

Listening: lets Carlos describe the problem.

Ownership: apologizes once, owns the follow-up.

Value: links the product to Carlos’s use.

Next step: agrees a dated follow-up.

Run it in groups of three: one rep, one buyer, one observer. Eubrics’ suggested way:

1. Pick one script and give the setup card to the buyer only.

2. The rep reads nothing and opens from the situation in line 1.

3. The buyer plays the card and uses branch points if the rep gives a reason.

4. The observer scores with the rubric and does not speak.

5. Stop at a clear next step or when stuck.

6. The observer shares the score, then the rep says what to change.

7. Swap roles and run the next script.

The facilitator sets the pass mark.

Use the buyer’s setup card as the brief for an AI buyer, and keep the rubric the same. Eubrics’ product page says its AI roleplay bots simulate real customer conversations tailored to a team’s ideal customers and objections, and that Eubrics scores reps on skills such as discovery and objection handling.

Eubrics’ suggested method (reasoning, not a product feature):

1. Copy the five card lines into the bot’s brief in your own words.

2. Keep the rubric for the observer or manager.

3. Use branch points as things to watch for, since an AI buyer may take another path.

Eubrics sells AI sales roleplay software and publishes this page. To see how an AI buyer could play these scripts, Get a demo.

What is a good role play script for selling a product?

A good role play script has four parts: a setup card for the buyer, a full sample dialogue, three branch points and a scoring rubric. Eubrics provides six, from B2B software to renewal, all in the same format.

How do I run a sales role play in training?

Use groups of three: one rep, one buyer and one observer. Give the card to the buyer only, let the rep open, and have the observer score. Then swap roles.

Can I get sample sales role play scripts?

Yes. This page has six complete scripts, each with a buyer setup card, a dialogue, three branch points and a four-item rubric. All details are made up, so swap in your own.

How do I run the same script with an AI buyer?

Use the buyer’s setup card as the brief for an AI buyer, and keep the rubric. Eubrics’ product page describes AI roleplay bots that simulate customer conversations.

A good role play script about selling a product has four parts, and this page gives six. Run them with a rep, a buyer and an observer, or with an AI buyer. Eubrics, which makes AI sales roleplay software, can show how an AI buyer could play them: Get a demo.