Roleplays use various AI communication styles to simulate real-world sales interactions. By selecting different styles for your practice scenarios, you can help sellers prepare for various customer personalities, objections, and engagement levels they’ll encounter in the field.
Key features
- Simulate realistic customer personas and behaviors
- Challenge sellers with varying levels of skepticism and interest
- Tailor practice sessions to specific sales methodologies
- Provide consistent and scalable coaching across the organization
You need this to succeed
Plan: Bigtincan Elite, Bigtincan Readiness, or Bigtincan RolePlayAI
Permissions: Activity Creator, Head Coach, or Company Administrator
Roleplay Partner personas
When configuring a Roleplay, you can choose from several communication styles to define how the AI partner interacts with the seller. Use the table below to understand the characteristics of each style.
| Partner | Communication Style | Characteristics |
|---|---|---|
Alex Rivera | Enthusiastic Engager | Shows high interest and excitement. Asks many questions about features and applications, makes positive remarks, and is willing to engage in lengthy conversations. |
Jordan Lee | Skeptical Analyst | Reserved and critical. Approaches conversations with skepticism and asks for evidence, testimonials, or data to back up claims. Seeks concrete proof over enthusiasm. |
Taylor Morgan | Indifferent Browser | Exhibits low interest from the start. Responds with short, non-committal answers and may try to change the subject. Requires prompts to stay focused on the product. |
Sam Ivanov | Direct Negotiator | Gets straight to the point, focusing on price, terms, and conditions. Less interested in features and more focused on how the deal can be structured to their advantage. |
Casey Anderson | Reflective Thinker | Thoughtful and analytical. Takes time to process information and asks deep, reflective questions about long-term value and sustainability. Prefers a slower-paced conversation. |
Jamie Chen | Casual Conversationalist | Friendly and personable. Often weaves personal anecdotes or off-topic discussions into the conversation. Values rapport-building as much as product knowledge. |
Morgan Reed | Disgruntled Critic | Visible frustration based on past experiences. Frequently interrupts with references to previous grievances and is suspicious of new implementation promises. |
Tips for style selection
Match the stage
For early-stage discovery, the Reflective Thinker or Enthusiastic Engager can help sellers practice deep diving. For late-stage closing, the Direct Negotiator is ideal for practicing pricing discussions.
Challenge your experts
Use the Skeptical Analyst or Disgruntled Critic to help experienced sellers refine their objection-handling skills and build trust under pressure.
Build rapport
Use the Casual Conversationalist to train sellers on how to balance personal connection with professional product positioning.