PAT BERRY — DIRECT SALES COMPANION
CHAPTER 2: Practice without pressure
Starter worksheet for review — October 19, 2026

Practice listening before practicing a pitch. Ask an assistant to play a thoughtful person with a real question, then stop after each reply so you can respond.

1. Use this prompt: Play a cautious potential customer. Ask one question at a time. Do not invent product facts. Wait for my answer.
2. Practice five exchanges. Ask for feedback on clarity, listening, pressure, and unsupported assumptions.
3. Try again using fewer words. Write down one question you will use in a real conversation.

Direct Sales application
Role-play a customer comparing products. In a separate practice, handle an opportunity question without earnings promises.

Role-play review
Situation:
_______________________________________________________

Question asked:
_______________________________________________________

My answer:
_______________________________________________________

What I heard:
_______________________________________________________

What I assumed:
_______________________________________________________

Better next question:
_______________________________________________________

Next practice date:
_______________________________________________________

Use verified facts. Personalize examples. Keep private customer records in your own secure system.