01
MEDDIC
- Worth roleplaying
- Two letters of six. The economic buyer question, and the champion test
- Leave it on the desk
- Metrics, decision process, paper process and pain, mostly written up after the call
Playbooks
Sales methodology roleplay practice, out loud
Every methodology on this page is taught in a workshop and then quietly abandoned in live calls. The reason is the same in all six cases: most of a framework is desk work, a small part of it is a sentence somebody has to say to a buyer, and only that part can be practised. This page separates the two.
The split
Two halves, and only one of them is a skill
The half that is record keeping
Fields, worksheets, maps of the account. This half is real work and it is worth doing, but it happens after the call, in a CRM tab, with time to think. Nobody needs to roleplay filling in a field, and a team that scores itself on field completeness will get exactly that and nothing else.
The half that is a sentence
A question that risks the relationship. A reframe that has to survive disagreement. Two minutes of agenda when the buyer is impatient. This half is small, it is uncomfortable, and it is the entire reason a methodology stops working the moment the room gets warm.
This is why "our reps know the framework" and "our reps use the framework" are unrelated statements. Knowledge is tested by a quiz. The spoken half is only tested by a buyer, which historically meant testing it on a real one.
How to run it
Turning a framework into a roleplay
01
Underline the spoken parts
Go through your framework and mark every step that only exists as words said to another person. In most methodologies that is two or three items out of a dozen, and it will be a shorter list than the enablement deck suggests.
02
Give the buyer a reason to resist each one
A buyer who answers the economic buyer question on the first ask teaches nothing. The persona needs a motive to deflect, so the rep practises the second attempt, which is the one that gets skipped in real calls.
03
Score against your words, not ours
If your team says "champion" and the rubric says "internal advocate", the score will be argued with rather than acted on. The criteria carry your vocabulary, so a low score points at a behaviour instead of at a translation problem.
04
Keep the desk half on the desk
Resist the urge to score the whole framework in one session. A roleplay that grades paperwork produces a long report nobody reads and hides the one sentence that actually cost the deal.
The methodologies
Six frameworks, split into spoken and desk
Each has its own page: what the framework is actually asking for, where reps drop it under pressure, and the exact moment worth running against a buyer who pushes back.
02
BANT
- Worth roleplaying
- Asking about money and timing without turning the call into an interview
- Leave it on the desk
- The four fields themselves, which the CRM will take either way
03
SPIN
- Worth roleplaying
- The turn from Problem to Implication, which is where the sequence breaks
- Leave it on the desk
- Memorising the four question types, an afternoon of reading
04
Gap selling
- Worth roleplaying
- Staying in the diagnosis for one more question before the pitch arrives
- Leave it on the desk
- The current state and future state worksheet
05
Challenger
- Worth roleplaying
- The reframe, holding the tension, and the return to the buyer
- Leave it on the desk
- Writing the insight and building the deck it usually arrives on
06
Sandler
- Worth roleplaying
- The first two minutes, and what to say when the buyer wants to skip them
- Leave it on the desk
- The pain funnel as a written model of the account
Gap selling and Challenger are the two where the spoken half is nearly the whole method, which is also why they are the two that collapse fastest without practice.
In a team
Who gets what out of this
Enablement
An answer to "do you support our methodology" that is not a checkbox: the rubric carries your framework's own language, and the sessions produce evidence that reps can perform it rather than recite it. The team-wide version of that is AI sales roleplay for sales teams.
A front-line manager
A per-rep read on which step of the framework each person quietly skips, which is invisible in CRM data because the field gets filled in either way. That is the scoring half, covered in sales coaching software for managers.
Looking for the call moments rather than the frameworks behind them? Those are the sales roleplay scenarios.
FAQ
Questions enablement asks first
Do we have to pick one methodology?
No, and most teams do not. The methodologies overlap heavily in what they ask a rep to actually do out loud, so a scenario built for one usually scores well against another. Pick the vocabulary your team already uses and roleplay in that.
Is this a course on the methodology itself?
No. Every one of these has better books behind it than anything we would write. These pages take the part that has to happen in a live conversation and turn it into something a rep can run repeatedly.
Can the scoring follow our own framework rather than a public one?
Yes, and that is the more common setup. Teams load their own criteria, in their own words, and the sessions get scored against those. A public methodology is just a starting rubric when a team does not have one written down.
Why does most of a methodology not get roleplayed?
Because most of it is not spoken. Qualification frameworks are largely record keeping: fields filled in after the call, from what the buyer said. Only the questions a rep is nervous to ask are worth the practice time.
Our reps know the framework and still do not use it. Does practice fix that?
Knowing it and doing it under pressure are different skills, which is why the gap survives training. What closes it is repetition against a buyer who pushes back, with feedback tied to the words the rep actually used.
Send us the framework your team was trained on
We will tell you which parts of it a rep can practise out loud, and which ones only a CRM will ever see. Then we build the first scenario around one of them.