Lesson 8 of 8 · 15–20 minutes

Run your complete sales conversation

Combine discovery, value, objections, closing, and follow-through in one practice.

Learn the skill

Choose a real offer you understand or use the fictional onboarding service. Prepare a brief with supported capabilities, limitations, pricing assumptions, and open questions.

Run a 10-minute role-play. Discover the buyer’s situation, summarize it, explain relevant value, explore one objection, and choose an appropriate next step.

Review the conversation against the five-part rubric. Repeat the weakest section before using the approach with a real buyer. A good outcome can be a clear no, a useful next step, or an informed purchase.

Read, then apply

Start with the closing guide. The teacher profile offers further reading.

The Benjamin Franklin close →The summary close →The respectful exit →Ideas from Les Brown →

Fictional practice scenario

A 12-person service company wants clearer handoffs. Migration effort is unknown, finance must approve the budget, and your contact is concerned about training time.

Your assignment

Complete the role-play with a colleague or AI assistant. Score each rubric item as needs work, partly demonstrated, or demonstrated. Rehearse the weakest section, then write a seven-day practice plan.

What you’ll produceA reviewed conversation, a revised closing question, and a seven-day practice plan.

Review your work

Discovery establishes the buyer’s problem and decision process.
Value claims are relevant and supported.
The objection is clarified before responding.
The close fits readiness and allows disagreement.
The follow-up records facts, owners, and open questions.

Optional role-play

Practice with an AI assistant

Copy this prompt into your preferred assistant, or ask a colleague to use the scenario. Check the feedback against the checklist above.

Run a fictional sales role-play for an onboarding service with a 12-person company. Migration effort is unknown, finance must approve, and training time is a concern. Let me lead one turn at a time. After I propose a next step, review discovery, supported value, objection clarification, appropriate closing, and follow-up. Rate each as needs work, partial, or demonstrated with evidence. Then let me retry the weakest part.

Put it into words

Your practice notes

Draft your exercise using fictional or anonymized details.

Your notes save automatically in this browser.

A quick check

Check your understanding

What counts as a strong final practice outcome?Getting a yes regardless of fit.Avoiding every difficult question.Helping the buyer reach a clear, informed decision or useful next step.

I completed the exercise and reviewed my work against the checklist.

This is your own practice record. You can return to any lesson whenever you need it.