Sales Mock Up Call Scenarios

For Managers looking to help their SDRs with cold calls.
sales mock up call cover photo
A sales mock up call is probably not the most popular method among sales reps to train and grow. However, it is important as a team lead to prepare your SDRs for all possible scenarios during their calls.

A mock up call is a great method to train your SDRs on their weak points and prepare them for the rough market they are targeting.

Today, we'll go over the benefits of sales mock up calls, and some scenarios to help you prepare for them.

Let's start!

What Are The Benefits of a Sales Mock Up Call?

Practice and Preparation

One of the primary benefits of sales mock-up calls is that they provide an opportunity for practice and preparation. By participating in mock-up calls, sales representatives can familiarize themselves with the sales process, from initial contact through closing the deal.

This can help to reduce anxiety and build confidence, especially for less experienced sales representatives.

Refining Messaging and Positioning

During mock-up calls, BDRs can also practice their sales pitch in a controlled environment.

They can refine their messaging, adjust their tone and delivery, and experiment with different approaches to see what works best. This allows them to build their skills and confidence over time, and increase their chances of success in real-world sales situations.

Mock-up calls also provide an opportunity for sales representatives to anticipate objections that potential customers may raise. They can develop effective responses to overcome those objections, which can help to build confidence and increase the chances of success in real-world sales situations.

Improved Sales Performance

Mock-up calls may involve role-playing scenarios with a colleague or manager playing the role of the potential customer. This allows sales representatives to practice their sales approach in a realistic setting, and receive feedback on their performance.

After a mock-up call, your sales reps can reflect on their performance and adjust their approach as needed. This can help build skills and confidence over time and improve performance in real-world sales situations.

Feedback and Coaching

Sales mock-up calls provide an opportunity for managers to observe a sales representative's performance and provide feedback and coaching. This feedback can be invaluable in helping the sales reps to improve their approach and refine their messaging.

For example, a manager might suggest that the sales representative use more open-ended questions to determine the customer's needs and preferences or offer more effective tips on addressing objections.

Feedback can also be provided on nonverbal cues, such as tone of voice or short speech breaks, which can impact the effectiveness of a sales pitch.

Your SDRs can make adjustments and improvements before entering real sales situations by receiving feedback and coaching during mock-up calls. This can help to build confidence and improve performance over time.

Identifying Knowledge Gaps

During a mock-up call, your sales reps may encounter questions or objections they are unprepared to answer. For instance, facing a gatekeeper instead of the decision maker. These knowledge gaps can help identify areas where the sales representative needs more research or training.

For example, a sales rep may encounter a question about a particular product feature or pricing structure they are unfamiliar with. This can signal a need for additional product knowledge or training.

By identifying knowledge gaps during mock-up calls, your sales reps can take steps to address these gaps before they encounter similar questions or objections in real sales situations.

This can help to build confidence and ensure that your sales representatives are fully prepared to answer customer questions and overcome objections.

Different Sales Mock-Up Call Scenarios

Pricing Objections

When facing pricing objections on a sales call, it's important to focus on your product or service's value proposition.

  • Start by understanding the customer's specific objections to the pricing.
  • Emphasize your product or service's unique benefits and features that set it apart from competitors.
  • Provide examples of how your product or service has helped other customers achieve their goals or solve similar problems.
  • Offer alternative pricing options, such as payment plans or discounts for larger orders.
  • Remind the customer of the long-term benefits of investing in your product or service, including cost savings and increased efficiency.
  • Be confident and maintain a positive attitude throughout the call while also being respectful and attentive to the prospect's concerns.

Gatekeeper Calls

When facing gatekeepers on a sales call, it's important to establish trust and build rapport.

  • Show respect for the gatekeeper's role in the company and ask for their help connecting with the decision-maker.
  • Be prepared with a clear and concise message about the benefits of your product or service.
  • Use a friendly and professional tone to build rapport with the gatekeeper.
  • Establish trust by being honest about your intentions and avoiding misleading or manipulative tactics.
  • Ask the gatekeeper for their opinion or advice on the best way to approach the decision-maker.
  • Be persistent but respectful, and avoid being pushy or aggressive in your communication with the gatekeeper.
  • Follow up with a thank-you email or note to the gatekeeper after the call, even if they could not connect you with the decision-maker.

    Follow Up Calls

    In this mock-up call scenario, the SDR practices following up with a prospect who has expressed interest in the product or service, but has not yet committed to a purchase.

    During the call, the SDR needs to focus on addressing any concerns or objections the prospect may have, and provide any additional information that the prospect needs to make a decision.

    Your SDR would also need to be prepared to negotiate, and potentially offer incentives or discounts to sweeten the deal.

    One key benefit of practicing the follow-up call scenario is that it can help SDRs to develop their relationship-building skills.

    When following up with prospects on a sales call, it's important to stay organized and maintain a clear timeline for communication.

    • Have a clear timeline in mind for when you plan to follow up with the prospect and communicate this timeline clearly during the initial call or meeting.
    • Use a customer relationship management (CRM) software or another sales tool to keep track of all interactions with the prospect, including notes from the initial call or product demo.
    • Make sure to personalize your follow-up message based on the specific needs and interests of the prospect, rather than sending a generic message.
    • Offer additional information or resources that may be helpful to the prospect in their decision-making process.
    • Be persistent but respectful in your follow-up communication, and avoid being pushy or aggressive.
    • Keep in mind that some prospects may need more time to make a decision, so be patient and understanding in your communication with them.
    • Always end your follow-up messages with a clear call-to-action (CTA), such as scheduling another call or meeting to discuss the next steps.

      The Mad Prospect Scenario

      Any degree of a sales rep can use this specific mock call situation. Everyone in sales, from SDRs to AEs to field sales representatives, must deal with less-than-pleasant prospects.

      Check to see if they can still clearly communicate the main points of your value proposition and get contact information from someone else within your "mock corporation" by asking the right questions.

      This practice aims to gauge your rep's ability to maintain composure under pressure.

      • Start by acknowledging the prospect's frustration or anger, and offer a sincere apology for any issues they may have experienced.
      • Listen actively to their concerns and try to understand the root cause of their frustration.
      • Empathize with their situation and express a genuine desire to help resolve their issues.
      • Offer specific solutions or alternatives to address their concerns, such as a discount, refund, or additional support.
      • Be patient and remain calm, even if the prospect becomes more upset or agitated during the call.
      • Avoid being defensive or argumentative, and instead, focus on finding common ground and working towards a resolution.
      • Follow up with the prospect after the call to ensure their issues have been addressed and maintain a positive relationship going forward.


        In conclusion, sales mock-up calls are an essential tool for training and preparing sales representatives for real-world sales scenarios during cold calls or initial meetings.

        Through these scenarios, sales reps can practice and prepare, refine their messaging and positioning, receive feedback and coaching, identify knowledge gaps, and improve their performance.

        By providing a controlled environment for practice and feedback, mock-up calls can help to build the confidence and skills of sales representatives and ensure that they are fully prepared to answer customer questions and overcome objections.
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