Senior reps. Real scenarios. Live coaching.
Peer roleplay gets predictable very quickly.
Experienced sellers usually know how training roleplays work. Their colleague plays the buyer, gives them just enough resistance, and eventually helps the conversation get where it needs to go.
Real buyers don't do that.
They interrupt. They misunderstand. They get impatient, defensive, sceptical or distracted. They change direction halfway through the conversation.
That's the point of David & I. The practice needs to be difficult enough that the rep has to respond properly, not just demonstrate the framework.
A short primer. Then we practise.
01 · Build the scenario
We use an actual deal, a call recording, recurring buyer objections or another difficult situation the team needs to get better at.
02 · Run it
David plays the buyer. He stays in character and responds to what the rep actually says, so the conversation can move in directions the rep didn't plan for.
03 · Coach it
I stop the exercise, coach what just happened and work with the rep on what to change.
04 · Run it again
The rep repeats the scenario and tries the new approach while the conversation is still fresh.
A professionally trained buyer is very different from a colleague pretending to be one.
David Ansdell is a professional actor, voice-over artist and communication coach. His job here is not to perform a script. It is to become the buyer.
He can stay sceptical, impatient, confused, distracted or difficult without accidentally helping the rep through the exercise. He reacts to what the rep actually does, which makes the practice much closer to a real customer conversation.
Where useful, his communication background also lets us work on presence, tone and delivery, not just the sales technique itself.
- High-stakes conversations already practised before they happen live.
- Clear feedback on what the rep does well, where the conversation breaks down and what to try differently.
- For new hires, a faster route into difficult customer situations without waiting months to encounter them naturally.
For experienced reps, the value is harder practice. For new hires, it can accelerate onboarding.
- Best for
- Senior AEs, enterprise sellers, account directors, founders who sell, commercial CS roles and new hires who need realistic practice quickly.
- Format
- One half-day, a series of sessions, or ongoing coaching over several months.
- Group size
- Small groups, sized around the team and the scenarios.
- Scenarios
- Actual deals, call recordings, buyer objections and recurring high-stakes conversations.
David & I can run on its own, but it works particularly well inside a broader Revenue Enablement programme. The programme creates the shared approach. These sessions give experienced reps much harder practice on the conversations where that approach gets tested.
Bring us the conversations your team finds hardest.
boris@borisbedzent.com