Description:
Every sales manager knows that role-playing is the most effective way to prepare for an important negotiation. The problem? Managers don't have time, colleagues aren't challenging enough, and practicing with a real customer is costly if you get it wrong.
Generative AI solves this paradox. It creates a virtual buyer who plays realistic roles: the aggressive one who focuses only on price, the analytical one who wants data on everything, the indecisive one who postpones decisions. Not a chatbot with pre-packaged responses, but an interlocutor who reacts dynamically to your arguments.
The system raises objections based on real market data: "Competitor X offers me 5% less," "Your turnover is below average for the category," "I don't have room for a new listing." The salesperson must respond in real time, just like in a real negotiation.
After each session, the AI provides detailed feedback: where you lost control of the conversation, which arguments worked, how you could have responded better. It's like having a personal coach available at any time.
Teams that adopt these systems reduce the ramp-up time for new salespeople by up to 40% and increase pre-negotiation confidence by up to 60%.
Requirements:
- Content: Database of frequent objections by customer type, negotiation history (win/loss analysis), typical buyer profiles for the sector, sales playbooks, training documents, custom sales methodologies.
- Scenarios: Definition of 5-10 key scenarios (new listing, price renegotiation, promotional negotiation, request for extra space, delisting management, etc.).
- Technology: Conversational AI platform with voice capability (optional), scoring and feedback system.
- Integration: Connection with CRM to contextualize scenarios on real customers (optional).
- Estimated effort: Basic scenario setup 6-10 weeks, then continuous expansion.
Expected benefits:
- New salesperson ramp-up reduction: up to -50%.
- Increase in pre-negotiation confidence: up to +40%
- Unlimited practice without involving managers
- Consistency in the preparation of the entire team
