Real estate & property
Residential realtors, brokerages, new-home sales teams and property professionals.
Possible scenarios
- Buyer discovery
- Listing presentations
- Seller concerns
- Follow-up
- Value in a competitive market
A signature program from Acting Like It
SCENESales Conversations That Connect.
For sales professionals, sales managers, business owners and sales teams
Better conversations aren't memorized. They're practised.
SCENE brings professional acting techniques, realistic role-play and consultative selling principles together to help salespeople listen more effectively, ask better questions, communicate value and respond confidently in the moment.
Because knowing your product is one thing. Knowing how to connect with the person in front of you is another.
The challenge
Your team knows what they're selling. Do they know how to navigate the conversation?
Sales conversations are dynamic. Customers arrive with different priorities, concerns, communication styles and levels of readiness — and they rarely follow the script.
A memorized pitch and solid product knowledge are a great start. On their own, they won't always prepare someone for the moment the conversation goes somewhere new.
01
The product-pitch trap
Salespeople focus on explaining features before understanding what the customer actually needs.
02
The unexpected objection
A question about price, timing, value or trust changes the direction of the conversation — and responding naturally gets harder.
03
The gap between knowing and doing
A sales framework can make perfect sense in theory and still be difficult to apply under pressure.
SCENE gives people the opportunity to practise the conversations they actually have at work — with guidance, feedback and room to try a different approach.
What makes SCENE different
Less reciting. More connecting.
SCENE sits where three disciplines meet. Each one is useful on its own. Together, they turn sales training into something people actually practise.
1
Professional acting techniques
Acting develops awareness of listening, intention, tone, body language, perspective and responding to another person in the moment. SCENE adapts the relevant techniques to business conversations.
2
Consultative selling
Participants practise understanding needs, asking thoughtful questions, exploring concerns, communicating relevant value and agreeing on appropriate next steps.
3
Experiential learning
Instead of relying entirely on slides and theory, participants practise realistic scenarios, receive feedback, reflect — and try again.
SCENE is not an acting class for salespeople. It's sales training that uses performance techniques to make communication practice more engaging and practical.
No acting experience — or theatrical confidence — required.
What participants practise
Seven skills that change the conversation.
These are the areas SCENE can address. Every engagement is shaped around your team, so we focus on the skills that matter most for the conversations you're actually having.
- 1
Listen with intention
Pay attention to what the customer says, the questions they ask and what needs clarifying.
- 2
Ask better discovery questions
Uncover priorities and needs without making the conversation feel like an interrogation.
- 3
Build rapport authentically
Develop awareness of tone, pace, body language and different communication styles.
- 4
Communicate value clearly
Connect products and services to the customer's stated needs and priorities.
- 5
Navigate hesitation and objections
Respond calmly to price concerns, uncertainty, competing priorities and unexpected questions.
- 6
Think on your feet
Become more comfortable adapting when a conversation takes an unplanned turn.
- 7
Move conversations forward
Establish appropriate next steps without leaning on pressure or scripted closing tactics.
“Knowing your product is one thing. Knowing how to connect is another.”
Tailor SCENE to your team →
How SCENE works
From the sales floor to the practice room. Then back to real conversations.
A flexible, facilitator-led process. Workshops are scoped around your team's size, goals and available time — in person in Calgary and southern Alberta, online anywhere, or on location with travel.
- 1
Step 1
Discover
We talk through your industry, sales cycle, customers, current approach and the conversations your team finds most challenging.
- 2
Step 2
Identify the opportunities
Together we select the communication and sales skills most relevant to your team's goals.
- 3
Step 3
Practise realistic scenarios
Structured role-play, guided exercises and scenarios drawn from participants' actual work.
- 4
Step 4
Reflect, get feedback, try again
Participants identify what worked, explore alternatives and practise applying what they've learned.
- 5
Step 5
Take it back to work
Each person leaves with practical actions to use in their upcoming sales conversations.
Across industries
Same core skills. Your scenes.
SCENE isn't built for one sales floor. The fundamentals stay the same, while the scenarios, language, customer expectations and sales situations are tailored to your industry. Here are some of the environments it's designed for.
Insurance & financial services
Insurance brokers, financial advisors and client-facing financial professionals.
Possible scenarios
- Client priorities
- Explaining options
- Discussing concerns
- Trust in big decisions
Digital marketing & professional services
Agencies, ad sales teams, consultants, web and IT firms, and B2B service companies.
Possible scenarios
- Discovery meetings
- Needs analysis
- Campaign recommendations
- Scope discussions
- Price objections
Home services & renovations
Roofing, HVAC, windows, landscaping, renovation and other home-service sales teams.
Possible scenarios
- Estimating projects
- Explaining options
- Budget concerns
- Setting expectations
Automotive & dealerships
Sales consultants, finance teams and customer-facing managers.
Possible scenarios
- Identifying requirements
- Comparing options
- Addressing hesitation
- Informed decisions
Technology & SaaS
BDRs, account executives, tech sales professionals and customer success teams.
Possible scenarios
- Discovery calls
- Demos
- Business-case conversations
- Stakeholder concerns
- Account growth
Media, advertising & telecom
Radio, digital media, advertising, telecommunications and business account teams.
Possible scenarios
- Business objectives
- Presenting recommendations
- Value beyond price
- Campaign performance
Recruitment & staffing
Recruiters, talent consultants and recruitment business development teams.
Possible scenarios
- Client discovery
- Hiring priorities
- Setting expectations
- Competing needs
Healthcare & medical sales
Medical equipment, healthcare technology and other professional sales environments.
Possible scenarios
- Clear product communication
- Professional listening
- Questions in regulated settings
Hospitality, tourism & events
Hotels, venues, event sales teams, tourism operators and travel consultants.
Possible scenarios
- Client requirements
- Recommending options
- Handling concerns
- Communicating value
Retail & considered purchases
Furniture, appliances, premium products — anywhere customers need guidance.
Possible scenarios
- Discovery questions
- Product differences
- Personal recommendations
- Hesitation
Entrepreneurs & independent sellers
Consultants, business owners, franchise owners and commission-based professionals.
Possible scenarios
- Networking
- Explaining your services
- Discovery meetings
- Talking about business comfortably
Don't see your industry listed? If your team's success depends on meaningful conversations with customers or clients, let's discuss how SCENE could be adapted to your environment.
Let's talk
Why Acting Like It
Actor by nature. Communicator by experience. Coach by design.
SCENE was built by someone who has sold for a living. Rae-Ann's first full-time job was in sales with Pattison Media, followed by a long career in media and advertising sales — combined with about 25 years of acting and 15 years of teaching people how to perform under pressure.
- Acting & performance
- ~25 yrs
- Acting & performance
- Teaching & coaching
- ~15 yrs
- Teaching & coaching
- A long career in media, marketing, advertising and sales
- Media & sales
- A long career in media, marketing, advertising and sales
Questions
Questions sales leaders often ask.
Your cue
Explore SCENE for your team.
Tell us about your team and the conversations they're having. We'll talk through whether SCENE is a good fit and how it could be shaped around your goals.
Helpful to share
- Your industry and what your team sells
- Roughly how many people would take part
- The conversations they find most challenging
- In person, online, or a mix
Rae-Ann reads every message herself and usually replies within two business days. No booking calendars, no payment, no pressure.