SaaS sales, voice practice
Rehearse the cold call before the VP picks up
Software buyers compare you with a free tool, a spreadsheet and the vendor they already pay. Practise the first 20 seconds, the stalled deal and the security question against a buyer who interrupts, then read exactly where you lost them.
Free plan: 3 calls a month, up to 5 minutes each. No card.
Three calls worth rehearsing first
Each one is written the way a trainer would brief it: what the customer says, what usually goes wrong and what to say instead. Adapt the wording to your company’s rules.
The VP who gives you twenty seconds
- The customer says
- “I have a minute. What is this about?”
- What usually goes wrong
- The rep starts with the company and three features, and the minute is gone.
- Say instead
- “[Name], I am calling because your team posted two SDR roles last month, and teams in that spot usually fight ramp time. I will ask one question and you decide if I earn five more minutes. How long does a new rep take to reach quota today?” One reason, one question, then silence.
- Practise with
- Short cold call with a dominant executive
The champion who loved the demo and went quiet
- The customer says
- “Yes, everyone liked it. It is just not a priority this quarter.”
- What usually goes wrong
- The rep offers a discount or checks in. Neither moves the deal.
- Say instead
- “That is useful to know. What would have to be true for it to move up the list? And who decides what gets onto it?” Then ask for a 15-minute working session with the person who feels the problem every day.
The security review before anything is signed
- The customer says
- “Where is our data stored, who can see it, and does it work with our single sign-on?”
- What usually goes wrong
- The rep improvises an answer about hosting or certificates.
- Say instead
- “I only give you answers my security team has signed off. I will send them in writing today. So I send the right pack: how long does your review usually take, and who else signs it off?” Facts you are unsure of are confirmed, never guessed.
Typical call types
The conversations that come up most often, and what each one is for.
- Demo booking call
- Turn an enquiry or cold contact into a short, specific demo with the right people invited.
- Discovery call
- Learn how the work is done today, what it costs in time and who feels the pain.
- Trial follow-up
- Call a user who signed up but stalled, without sounding like an automated reminder.
- Renewal and expansion call
- Check value before the renewal date and open a conversation about more seats or modules.
Who you talk to and what they care about
Know the person before you dial. Each role listens for something different.
- Head of a function (sales, support, operations)
- Whether the team will actually use it, how long set-up takes and what changes on Monday morning.
- Finance or procurement
- Total cost over the term, contract length, what happens if usage drops and how it compares with the current tool.
- IT or security owner
- Where data is stored, single sign-on, who can see what, and how much work integration really is.
Top objections and example answers
Examples of a direction, not a script. Say it in your own words and use facts from the customer’s situation.
- “We already use a tool for this.”
- Fair enough, most teams do. Rather than ask you to replace it, may I ask what you would change about it if you could? If the answer is small, you are probably well served.
- “Send me some information and I will look.”
- Happy to. So that I send the right thing rather than a brochure, which part of the process is the most frustrating for your team at the moment?
- “It is too expensive for what we need.”
- Let us check we are comparing like with like. Which part of the price concerns you: the monthly cost, the number of seats or the commitment period? There may be a smaller starting point.
- “I am not the right person.”
- Thank you for telling me. Who would own a decision like this, and would it be sensible for me to ask you to introduce us, or would you prefer to raise it with them first?
Sample opening lines
A good opening names who you are, why you are calling and gives the other person an easy way to answer.
- Cold contact
- Hello, [Name], this is [your name] from [company]. I know I am calling out of the blue. I work with teams that handle [process] and I would like to ask one question to see whether it is relevant to you. Is now a bad time?
- After a sign-up
- Hello, [Name], this is [your name] from [company]. You started a trial last week and I wanted to ask how it is going. Did you get to the part you signed up for?
- Before a renewal
- Hello, [Name], it is [your name] from [company]. Your plan comes up for renewal next month, so I would like to hear how the team is using it before we talk about anything else.
Replace the brackets with your own details. Keep the line short enough to say in one breath.
Wording to handle with care
General reminders, not an exhaustive list. Rules differ by country and company, so follow your company’s approved wording.
- Promises of specific results
- Claims such as “you will double your pipeline” cannot be backed for every customer. Describe what the product does and ask about the customer’s own goal.
- Statements about security or data location
- Answer only with facts your company has approved. If you are unsure, say you will confirm in writing rather than improvise.
- Comments about competitors’ weaknesses
- Unverified remarks can be inaccurate or unfair. Ask what the customer likes and dislikes about their current tool instead.
- Pressure around discounts and deadlines
- “Only today” offers that are not true erode trust. Offer only terms your company has actually approved.
This is training material, not legal advice. For anything specific, ask your compliance or legal team.
Practise these calls in DIRI AI
Talk to an AI customer by voice and read a report with the transcript afterwards. These scenarios are the closest fit for this industry.
Recommended practice scenarios
- Short cold call with a dominant executive
- Decision delayed by internal priorities
- Technical security review of the solution
Objections to practise first
The Library in the app also has an industry playbook for IT and technology: terms, practice objections and the limits of safe handling. It is practice material, not advice.
Run your worst call tonight
Pick the situation you dread, talk to the AI buyer and read which sentence lost him.
Related guides in Learn
Questions about this industry
Can I practise a cold call to someone who is senior and rude?
Yes. The scenario with a dominant executive is built around a buyer who cuts you off. You get a transcript and a report that shows the sentence where the call turned.
Does it cover calls to a technical owner who is not the buyer?
Yes. The gatekeeper and security review scenarios put you opposite a technical person who can block a deal without ever signing it. The goal there is a useful next step, not a pitch.
Which languages can I practise in?
The product works in 11 languages: Czech, English, Slovak, Polish, German, Spanish, Portuguese, Italian, French, Romanian and Hungarian.