← Toast
Toast role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Point-of-sale software, hardware and payments built for restaurants.
Who you'd be calling
Owners, general managers and operators of restaurants, cafes, bars and small restaurant groups.
Your opener
“Hi Pat, this is Jamie from Toast. We make the point-of-sale system many restaurants use to run orders and payments. Do you have a quick minute to tell me what you use now?”
Problems you solve for them
- Old or disconnected POS systems slow service
- Orders, online ordering and kitchen tickets don't connect
- Hard to see sales, labor and menu data
- Payment fees and equipment headaches
Discovery questions to ask
- What system do you use at the counter and in the kitchen right now?
- How do online and in-person orders reach your team?
- What's the most frustrating part of your current setup on a busy night?
Objections they'll throw at you
“I'm in the middle of service, I'm busy.”
→ Totally get it, I'll let you go. When is a quiet time, maybe mid-afternoon, that I could call back for five minutes?
“Not interested.”
→ No worries. Is your current system working well for you, or is there anything you'd change?
“We already have a POS.”
→ Good to know. Does it handle online orders, reports and payments in one place, or do you juggle a few tools?
“Just send me an email.”
→ Sure. Restaurants are slammed, so what's the one thing you'd most like me to cover in it?
Competitors worth knowing
Square, Clover, Lightspeed, SpotOn
Interview tips for this company
- Call restaurants at the right time: avoid lunch and dinner rushes, and say so in your role play.
- Speak the language of restaurant owners: tickets, tables, labor, margins.
- Keep it short and practical, since your buyer is on their feet.
Written from public information about Toast to help you practice. Ask an insider what their role play looked like; it's the best prep there is.