A UK logistics firm lost a £50,000 ARR deal after a rep rehearsed for an hour with his manager. The prep covered objections, the deck and pricing. The problem was the rehearsal: the manager was too close to the product to play a real sceptic.
The Roleplay Dojo builds an AI sparring partner for one live prospect: a persona of the actual buyer and a grading rubric for what that buyer cares about. It plays the buyer and judges the rep the way the buyer would.
Example as reported in aiblBRIEF
Start from what you already know, usually CRM notes. Capture the buyer’s role, main pressure, budget authority, buying process, main objections and communication style. Some gaps are fine. It needs to be coherent enough that a rep cannot bluff through it.
Against a scorecard built for that deal: opening, price objection, integration objection, value proposition and close. Each has high and low scoring logic, so feedback is specific, such as missing the cost reduction angle the buyer cares about.
Before any meeting you only get one shot at. Rebuild it when the deal changes materially, so reps practise against the buyer they will actually face rather than a polite colleague.
If your reps rehearse with colleagues who go easy on them, the full guide shows how to build the Dojo:
This guide first appeared in aiblBRIEF. Read the original article: The Roleplay Dojo: how to stop practising on your best leads.
