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Sales roleplay scenarioRole play script about selling a product: five minutes with a physician

A medical rep has five minutes between patients to present a new blood pressure tablet to a physician who already prescribes a competitor. Practice the visit with Dr. Chen, an AI general practitioner, or take the rep’s lines below as a script for selling a product to a doctor: start from his patients, give one difference the approved label supports and pass anything outside the label to medical information.

  • Role: Sales
  • Industry: Pharma
  • Difficulty: Intermediate
  • Duration: 8 min
  • Voice or video
Practice this with AISee what is scored
RSelling a product / LiveVoice · 0:24
Dr. Chen, the AI general practitioner in this scenario
Dr. ChenAI general practitioner
Mood · AI character
I have five minutes before my next patient. What’s different about this one?
I’ll keep it to four minutes. Which of your blood pressure patients need two medicines to stay controlled?
Quite a few. Most take the tablet I already prescribe, plus a second one.
Scored live
  • Respects his clock
  • Starts from his patients
  • Respects his current choice
  • One difference, from the label
  • Stays on label
  • Agrees on a specific follow-up
AI coachHe answered with his patients. Don’t present yet: ask where two pills cause trouble.

The situation

Five minutes between patients. A competitor he already trusts.

Context

You are a medical representative for a pharmaceutical company that has just launched a new tablet for adults with high blood pressure. It combines two medicines that many patients take as separate pills into one tablet taken once a day. Dr. Chen is a general practitioner in a busy group practice. He prescribes a competitor’s blood pressure tablet to most of his patients and has agreed to see you between morning appointments.

What you know
  • The approved label covers adults with high blood pressure who need both medicines to control it.
  • The tablet has not been studied in patients on dialysis, and the label says so.
  • He is satisfied with the competitor’s tablet and has no reason to switch stable patients.
  • Questions outside the label go to your company’s medical information team, which replies to the physician directly.
Your goal
  • Learn which of his patients the current treatment doesn’t serve well.
  • Present one difference that the approved label supports, with the source he can check.
  • Answer only within the label and pass any other question to medical information.
  • Leave with a specific follow-up visit.

The AI character

Meet Dr. Chen. He decides in the first minute.

Dr. Chen, the AI general practitioner in this scenario
Dr. ChenAI general practitioner · four-partner group practice
His role
General practitioner and one of four partners in the practice. On a full morning he sees a new patient every ten to fifteen minutes.
His patients
Many older adults with high blood pressure, often on several medicines a day.
What he cares about
  • Evidence he can check himself
  • Fewer pills for patients who already take many
  • Not losing the minutes between appointments
What he won’t say first
  • Several older patients have told him they mix up their morning pills.
  • A rep once oversold a product to him, and he stopped seeing that company.
  • He has a patient on dialysis and is unsure what to prescribe.
How he reacts
  • A product monologueHe looks at the clock and asks again what’s different.
  • Questions about his patientsHe gives real examples from his week.
  • Criticism of the tablet he prescribesHe defends it and the visit gets shorter.
  • A claim he can’t find in the labelHe asks for the source and stops listening.
Starting mood

Courteous but watching the clock. One good question earns you the rest of the five minutes.

What is scored

Six criteria. One of them is staying on label.

After the visit, each criterion gets a score from the transcript, and the AI shows the exact sentence each score rests on, so a line that went beyond the label shows up word for word. Swap in your launch messaging and your company’s review rules, and they become the criteria.

  1. 01

    Respects his clock

    What good looks like

    Says how long the visit will take, keeps to it and leaves time for his questions.

    Common miss

    Spends the first two minutes on company news and slides.

  2. 02

    Starts from his patients

    What good looks like

    Asks which patients the current treatment doesn’t serve well before showing anything.

    Common miss

    Presents the product before knowing who it could be for.

  3. 03

    Respects his current choice

    What good looks like

    Agrees that stable patients can stay where they are and looks for the patients the current treatment doesn’t fit.

    Common miss

    Criticizes the competitor or asks him to switch everyone.

  4. 04

    One difference, from the label

    What good looks like

    Gives one key message tied to the patients he described and points to the approved label and study as the source.

    Common miss

    Lists every feature, or adds claims that are not in the label.

  5. 05

    Stays on label

    What good looks like

    Says plainly when a question is outside the label, doesn’t answer it in part, and offers a medical information request.

    Common miss

    Guesses, or shares what “other doctors have done.”

  6. 06

    Agrees on a specific follow-up

    What good looks like

    Leaves with a second visit on a set date and a reason for it, such as the medical information answer.

    Common miss

    Closes with “I’ll leave some samples” and no next step.

How the conversation can go

From “what’s different?” to a second visit, in under four minutes.

Dr. Chen · AI general practitioner

I have five minutes before my next patient. What’s different about this one?

You

Then I’ll keep it to four. Before I show you anything: which of your blood pressure patients need two medicines to stay controlled?

AI coach · Starts from his patientsHis patients came up before the product did, inside a time limit you can keep.
Dr. Chen · AI general practitioner

Quite a few. Most take the tablet I already prescribe, plus a second one. They’re stable. Why would I change that?

You

If they’re stable and taking both without trouble, I wouldn’t ask you to. Is there anyone for whom two pills are a problem?

AI coach · Respects his current choiceNo argument with a treatment that works. You looked for the patients it doesn’t fit.
Dr. Chen · AI general practitioner

Honestly, some of my older patients mix up their morning pills. I hear it every week.

You

For patients who need both medicines, that’s one tablet instead of two, once a day. It’s approved for adults whose blood pressure needs both, and the label and the study it’s based on are in this leave-behind.

AI coach · One difference, from the labelOne difference, worded as the label words it, with a source he can check. Whether it suits the patients he described is his call.
Dr. Chen · AI general practitioner

And a patient on dialysis? Could I use it there?

You

It hasn’t been studied in patients on dialysis, so I can’t advise on that. I can ask our medical information team to answer you directly. Would that help?

AI coach · Stays on labelThe question was outside the label, so you didn’t answer it. You gave him a route to a medical answer instead.
Dr. Chen · AI general practitioner

Yes, do that.

You

I’ll send the request today. May I come back in two weeks, once you have their answer, to hear whether it fits any of those patients?

Dr. Chen · AI general practitioner

Two weeks, then. Tuesday mornings are easier.

AI coach · Agrees on a specific follow-upA second visit on a day he chose, with a reason he agreed to.
RRun 2 / Evaluation
Selling a product · 6 criteria85/ 100
  • Respects his clock86
  • Starts from his patients74
  • Respects his current choice90
  • One difference, from the label84
  • Stays on label94
  • Agrees on a specific follow-up82

Nothing said beyond the label. One question about his patients was enough this time; at the next level ask a second before you present.

Difficulty

Three versions of Dr. Chen. From an open door to a partner who wants proof.

Level 16 min

Open door

Dr. Chen has a few minutes more than usual and mentions the patients who mix up their pills on his own. He asks one question outside the label.

  • Shares patient examples
  • One off-label question

Level 28 min

Pressed for time

The default version. Five minutes, a competitor he trusts, and the patients who struggle with two pills come up only when you ask about them.

  • Five-minute limit
  • Hidden patient need
  • Dialysis question

Level 312 min

Skeptical partner

A practice partner joins the visit, asks what the tablet costs patients and pushes twice for an answer outside the label.

  • Two AI characters
  • Repeated off-label push
  • Cost question

FAQ

About this scenario.

What goes into a role play script about selling a product?

Who the customer is, what they use now, the one difference you can back up, the objection you expect and the next step you want. Here that means a physician who prescribes a competitor, a new tablet, its approved label, a question outside that label and a second visit. The rep’s lines are a starting point; every run with the AI character goes a little differently.

What should a medical rep say when a physician has only five minutes?

Say how long you’ll take, then ask about his patients before you show anything, for example: “Which of your patients need two medicines to stay controlled?” Present one difference tied to the patients he names, point to the label for the evidence and ask for a specific follow-up, not a promise to prescribe.

How should a rep answer a question outside the approved label?

By not answering it, even in part. Say the use isn’t in the label and offer to pass the question to the company’s medical information team, which replies to the physician directly. Your own compliance rules set the exact wording. In this scenario the dialysis question tests exactly this, and it is scored as its own criterion.

Can two or three colleagues run this visit without AI?

They can, with a stopwatch set to five minutes. Dr. Chen’s player keeps to his card and drops the dialysis question in at some point, the rep gets a one-page label summary, and a third colleague writes down every claim the rep makes and checks it against that summary. A claim that isn’t on the page costs the label criterion, however well it lands.

What does the AI look at when it scores the visit?

Each of the six criteria is scored from what the rep says, with the lines behind it quoted and timestamped comments on what to change. Nothing about the rep’s voice, face or feelings is assessed. The only mood on screen is Dr. Chen’s, and it belongs to the character: it moves with how the visit goes.

Can we load our own product and approved label?

Yes. Give the scenario builder your product, the key messages your review team approved and the kinds of physicians your reps visit. The AI physician then asks about your product, and the criteria follow your launch messaging and your company’s review rules.

Five minutes is all you get. Rehearse them before the visit.

Present to Dr. Chen yourself in a short demo, or tell us which product your reps launch next.

Practice this with AI