Sales role play interview: three scenarios and a structure for each
Facing a role play round? This page covers how the round works.
A role play tests how you behave on a call. The interviewer plays the buyer. They watch for three things. Questions, listening and a clear next step.
Three common scenarios
- Discovery call. You meet a buyer for the first time and learn their problem.
- Objection handling. The buyer pushes back on price, timing or an incumbent.
- Closing or next step. The buyer is interested and you agree what happens next.
A structure for each
Discovery:
- Open with who you are and why you asked for time.
- Ask three open questions about their goals and problems.
- Summarise what you heard and check it is right.
Objection:
- Acknowledge the concern in one sentence.
- Ask a question to understand it.
- Respond with one fact or example, then ask for the next step.
Close:
- Recap the problem and the agreed value.
- Propose a specific next step with a date.
- Confirm who else needs to be involved.
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How to practise
- Record yourself for five minutes and listen back.
- Practise with a friend who plays a difficult buyer.
- Write the three open questions you will ask in any discovery call.
Common mistakes
- Pitching before you ask a question.
- Talking more than half of the time.
- Ending without a next step.
- Making up product details. Say "I would check that" instead.
Prepare your own numbers too. The OTE calculator is a good check before you discuss pay. Related guides: AE interview questions and STAR method examples.
Applying to AWS? The AWS sales interview questions page shows the question patterns. The Amazon Leadership Principles guide covers what each principle tests.
Next step: get the free guide to Amazon's 16 Leadership Principles for a sales interview.
Questions
What happens in a sales role play interview?
You play a seller and the interviewer plays a buyer. You usually run a discovery call, handle an objection and ask for a next step.
How do I prepare for a sales role play?
Practise the three scenarios out loud, record yourself and prepare three open discovery questions.
What if I do not know the product in a role play?
Say so and ask a question instead. Do not invent product details.
Also: sales interview presentation, mock cold call interview, thank you email after a sales interview, free story check.
Related guides
Account Executive interview questions
The common questions, what each one tests and how to answer well.
STAR method sales interview examples
Three worked deal stories and a checklist to score your own.
Mock cold call interview
For AE and other sales loops: a short script and a one week practice plan.
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A Notion kit for sellers changing roles. It has a target list and a pipeline board with follow-ups due. It also has recruiter scripts, negotiation scripts and an offer calculator for year-one pay. £14, one payment, plus VAT for UK and EU buyers.
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