Role-Play & Bag Demo Interviews
Managers use role-plays to see discovery, objection handling, and product narrative—not memorized scripts.
Structure that works
- Open with questions before features
- Tie product benefits to surgeon workflow outcomes
- Handle price/objections with evidence and stories
- Close with clear next steps
Common mistakes
- Feature dumping without discovery
- Ignoring the “surgeon” persona in the room
- No proof points or metrics
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