Better Results From Sales Role Play (Part 1) Set the Stage
So a salesman called me last week in a panic. His yearly sales meeting was quick drawing nearer and he and his kindred sellers were asked to take an interest in a day of role playing with management. While they had promoted it as a learning experience, he knew it wasn’t; it was a test. He and his group would be judged on their capacity to effectively explain the organization’s quality proposition, highlight advantages, handle complaints and request the business — all inside of a simulated, high pressure situation.
Under these circumstances, he will probably summon up every last bit of his acting knowledge, and put on a part that he supposes is anticipated from him. A part of what he supposes the ideal sales representative may look and act like. A part that has next to zero likeness to him on a genuine sales call.
Try not to misunderstand me, pretending, or role playing, can be a great sales tool, however an excess of utilization as his organization does: a chance to judge sellers on their capacity to spew the company line. On the off chance that that is the reason, fine. Simply don’t call it role playing, call it role testing.
Role play started in theater as a practice tool, not aperformance. It’s a chance for the on-screen character to “try on” diverse parts of his character to convey a much more grounded performance. Applying this attitude to sales turns role play from a tension creating exercise into a discovery of how we respond under particular circumstances inside of the unpredictable sales/buyer tango. It’s additionally an extraordinary opportunity to learn from associates. So regularly the answer for a challenge we’re battling with is sitting in the following work space without us ever knowing. On the off chance that everybody is towing the party line, none of this is conceivable.
In case you’re prepared to improve results from sales role playing inside of your organization take a stab at applying some execution based principles. Here at MindStorm we are business consultants in New York as well as sales trainers. The following are the initial two stages we use to guarantee a more effective sales role play, and I’ll present the last critical stride to part two of this sequence.
1. Set the Stage:Determine the objective of role play. Is it to practice new skills or to investigate the way sellers are presently collaborating? Either one is legitimate, however be clear with your team. It is unjustifiable to advise sellers to simply “do what you would typically do” and after that judge them on how adequately they are utilizing new abilities or incorporating new messaging.
2. Establish the Scene:Determine a particular arrangement of circumstances for your role play.Vague set-ups produce dubious results. For instance, rather than: “An initial meeting with another prospect,” attempt: “An initial meeting with a CIO for a human services organization that is considering updating their system and as of now shopping a few vendors.” The more details you can give, the more you give your sales people to work with and the more prominent the potential for knowledge.
For More sales strategies, speak to a MindStorm sales trainer at 1–844-MINDSTORM (1–844–646–3786) www.mind-storm.com.