Section 05 – Additional Seller And Buyer Role Play Scenarios
EADSM Aircraft Buyer D
You are an Amiable (high responsiveness; low assertiveness)
Today you are seeing a sales representative from EADSM about their new TBM Very Fast Turboprop.
Questions/Objections:
1) Welcome the sales rep and start off my saying that you remember someone at EADS from college but
can’t remember their name, then run off a few names of people and ask the sales rep if they know
them?
2) When the student sales rep starts his/her presentation allow them to continue for a few minutes and
then ask them where they went to school?
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on head of procurement of large airline, 1st Call) Seller
You represent CTI Leasing ,a Fortune 500 company , that specializes in leasing new and used aircraft to
airlines around the world.
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on head of procurement of large airline, 1st Call) Buyer A
Buyer’s Script: You are the Head of Fleet Procurement, for a large international airline. Today you are
meeting with the sales representative from CTI about the possibility of leasing some aircraft. At this
Buyer Social Style: Amiable (high responsiveness; low assertiveness)
Questions / Objections
1) Welcome the sales rep and thank him/her for coming. Ask them how their trip in was and make small
talk for a few minutes. See if the student turns the conversation around to business. If not, then after 2
minutes start talking business.
4) If the sales rep starts to talk about lease rates or money, remind them that this our first meeting, so
money is not an issue at this time.
5) Again ask the sales rep to go over the details of the equipment again, stating that you still have
“fuzzyness” about the numbers. If the student “probes” further about the source of the “fuzzyness”
again mention that you’d like more information about the company.
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on head of procurement of large airline, 1st Call) Buyer B
Buyer’s Script: You are the Head of Fleet Procurement, for a large international airline. Today you are
meeting with the sales representative from CTI about the possibility of leasing some aircraft. At this
Buyer Social Style: Analytical (low responsiveness; low assertiveness)
Questions / Objections:
1) So (use the sales reps name here), please, start at the beginning, what pieces of equipment are we
talking about?
2) If the student mentions equipment or prices, stop them and ask them to explain how they arrived at
that number? At that piece of equipment?
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on CFO of a small airline 1st call) Seller
You represent CTI Leasing, a Fortune 500 company, that specializes in leasing new and used aircraft to
airlines around the world.
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on CFO of a small airline 1st call) Buyer A
Buyer’s Script: You are the CFO of a small airline. Today you are meeting with the sales representative
from CTI about the possibility of leasing some aircraft. At this time, you are unsure of how many aircraft
or their capabilities you’ll need. You’ll listen to the sales rep but at this time won’t commit to any
contracts.
Buyer Social Style: Amiable (high responsiveness; low assertiveness)
Questions / Objections
1) Welcome the sales rep and thank him/her for coming. Ask them how their trip in was and make small
talk for a few minutes. Ask the student what airline they flew in on to make this appointment. When
they give you the name of an airline, ask the student why they didn’t fly in on yours?
4) If the sales rep starts to talk about lease rates or money, remind them that this our first meeting, so
money is not an issue at this time.
5) Again ask the sales rep to go over the details of the equipment again, stating that you still have
“fuzzyness” about the numbers. If the student “probes” further about the source of the “fuzzyness”
again mention that you’d like more information about the company.
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on CFO of a small airline 1st call) Buyer B
Buyer’s Script: You are the CFO of a small airline. Today you are meeting with the sales representative
from CTI about the possibility of leasing some aircraft. At this time, you are unsure of how many aircraft
or their capabilities you’ll need. You’ll listen to the sales rep but at this time won’t commit to any
contracts.
Buyer Social Style: Analytical (low responsiveness; low assertiveness)
Questions / Objections:
3) Interrupt the student / sales representative and again ask him/her to justify their price mentioning
that this is a “buyers market”.
4) Again, ask the student to “explain” their price / equipment scenario to you, that your numbers do not
“exactly match” theirs
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on Head of Fleet Procurement, 3rd call on large airline) Seller
You represent CTI Leasing, a Fortune 500 company, that specializes in leasing new and used aircraft to
airlines around the world.
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on Head of Fleet Procurement, 3rd call on large airline) Buyer A
Buyer’s Script: You are the Head of Fleet Procurement, for a large international airline. Over the past
two sales calls this sales representative from CTI has called on you and from your previous
conversations, you have revealed that your airline will need two (2) narrow body planes in the next year.
At this point, you have not discussed price, but there is some need to wrap this process up either with
CTI or with another leasing company.
Buyer Social Style: Amiable (high responsiveness; low assertiveness)
Questions / Objections
1) Welcome the sales rep and thank him/her for coming back to talk to you about their aircraft. Ask
them how their trip in was and make small talk for a few minutes. See if the student turns the
conversation around to business. If not, then after 2 minutes start talking business.
4) Ask the sales rep how long they have worked for CTI ? Ask the student if they will share with you how
they did a “deal” with a competitor?
5) Again ask the sales rep to go over the details of the equipment again, stating that you still have
“fuzzyness” about the aircraft’s maintenance status and prior history of the aircraft? If the student
“probes” further about the source of the “fuzzyness” again mention that you’d like more information
about the history of this piece of equipment.
Section 05 – Additional Seller And Buyer Role Play Scenarios
Section 05 – Additional Seller And Buyer Role Play Scenarios
CTI Leasing (calling on Head of Fleet Procurement, 3rd call on large airline) Buyer B
Buyer’s Script: You are the Head of Fleet Procurement, for a large international airline. Over the past
two sales calls this sales representative from CTI has called on you and from your previous
conversations, you have revealed that your airline will need two (2) narrow body planes in the next year.
At this point, you have not discussed price, but there is some need to wrap this process up either with
CTI or with another leasing company.
Buyer Social Style: Analytical (low responsiveness; low assertiveness)
Questions / Objections:
1) So (use the sales reps name here), let’s run through the numbers again please, start at the beginning,
what piece of equipment are we talking about?
4) If the student mentions a price / month for the lease, stop them and ask them to go back again and
tell you how they have / had arrived at that price?
5) If the student mentions a price before telling you about the planes features/benefits, strongly
mention to the sales rep that this is a “buyers market” and that their price better be “sharp”!