Overview
A scenario defines the AI buyer persona your reps will practice with. You can create scenarios that mirror your actual target customers — complete with realistic job titles, pain points, objections, and personality traits.
How to create a scenario
Navigate to Role Play from the left sidebar
Click the Create Scenario button in the top right
Fill in the scenario details (see below)
Click Create to save
Scenario fields
Basic Information
Field | Description | Required |
Scenario Name | A descriptive title (e.g., "Enterprise VP Discovery Call") | Yes |
Description | Context for the rep — what they're practicing and what to focus on | No |
Product Context | Information about what the rep is selling, so the AI persona can respond realistically | No |
Buyer Persona
This is who the AI will pretend to be during the conversation:
Field | Description | Example |
Name | The persona's name | "Sarah Chen" |
Role | Their job title | "VP of Sales" |
Company | Their company name | "CloudSync Solutions" |
Company Size | Size description | "180 employees, 22 AEs" |
Industry | Their industry | "B2B SaaS" |
Personality | How they behave in conversations | "Data-driven and no-nonsense. Skeptical of tools that add admin burden." |
Pain Points | Business challenges they're facing — the AI will reveal these during conversation | "Sales managers only have time to join 2-3 calls per rep per month" |
Objections | Pushback lines they'll use | "We already record calls in Zoom — what else do we need?" |
Buying Stage | Where they are in the buying journey | Cold, Discovery, Evaluation, Negotiation, or Closing |
Tip: The more detail you add to the persona, the more realistic the conversation will be. Include specific industry jargon, competitor names, and realistic objections your reps actually encounter.
Pain Points & Objections
Click Add Pain Point to add each business challenge — add as many as you want
Click Add Objection to add pushback lines the AI will use
Click the x next to any item to remove it
Difficulty Level
Level | What to expect |
Easy | The persona is receptive and open. They share pain points willingly and raise only mild objections. Great for new reps or first-time practice. |
Medium | The persona is somewhat guarded. They'll raise 2 objections and expect you to demonstrate industry knowledge. Good for regular practice. |
Hard | The persona is highly skeptical and time-pressed. They'll raise 3-4 strong objections, may mention competitors, and could interrupt you. Best for experienced reps. |
Voice & Language
Voice — Choose an AI voice for the persona from the available options
Language — Select the conversation language (default: English)
Scoring Guidance
When you select a Buying Stage, Rafiki AI auto-fills stage-appropriate scoring criteria. For example, a Discovery call emphasizes open-ended questioning and active listening, while a Closing call focuses on commitment and next steps.
You can edit the guidance to match your team's priorities, methodology, or specific coaching goals. The AI scorer uses this guidance to prioritize what matters most when evaluating the rep's performance.
Tip: If your team uses a specific sales methodology (MEDDIC, SPIN, Challenger, etc.), customize the scoring guidance to include methodology-specific criteria like "Did the rep identify the Economic Buyer?" or "Did they progress through Situation → Problem → Implication → Need-Payoff questions?"
Session Settings
Max Duration — The maximum length of a practice session (default: 10 minutes)
First Message — The persona's opening line when the call starts. If left blank, one is auto-generated based on the buying stage and difficulty level.
Editing a scenario
Find the scenario in your list
Click the three-dot menu (or edit icon) on the scenario row
Select Edit
Make your changes and click Save
Deleting a scenario
Click the three-dot menu on the scenario row
Select Delete
Confirm the deletion
Note: Deleting a scenario does not delete past session results. Your reps can still view their historical scores from that scenario.