Roleplay Lab 3: Summarizing Needs and Qualifying the Opportunity

In this Roleplay Lab episode of Selling That Solves Problems, students hear weak and stronger versions of a conversation that moves from needs discovery into summarizing and qualifying the opportunity. The weak version shows a salesperson assuming that a customer with a problem is ready for a proposal, while the stronger version demonstrates how to summarize the customer’s real business issue, confirm understanding, ask about decision-makers, timing, budget, adoption concerns, deal blockers, and choose a next step that matches the customer’s readiness.Recommended Course Placement: Unit 2, Module 2.4 — Qualifying the OpportunityCo-hosts and Actors: Dr. Derek, Marcus Reed, Maya Patel, and Tina Green