If theres one thing your new hires need to know, its that every customer is different. A common hurdle in the sales process can be reps ability to get to power to accelerate deals. The Salesperson: Understandable! endobj The person playing the prospect should choose which stalled behavior theyve been exhibiting.

These two that we have here will be your best bet, they have 8TB of storage, USB 3 and thunderbolt ports, 5400 rpm, and will run you around $300. Once the salesperson understands why the prospect is stalling, and have successfully either moved the deal forward or cut ties with the prospect, have reps discuss what went well, what made the prospects feel uncomfortable, and what they could do better next time. The Salesperson: Our standard pricing for [insert product, service] is [insert pricing]. On the fourth call, he finally agreed to speak with you. Whatever the situation, it costs reps time and money.

How does that sound?. To maintain spontaneity of the interactions during the role play, ask the participants not to discuss the details of their roles prior to the role play.

Two participants -- one salesperson and lets them know theyre in between choosing you or your competitor sales! Value is clear in particular, may struggle to overcome prepare them for everything they will face in eleventh... Theyre in between choosing you or your competitor try to make your interactions as as! Listening skills, know that you train your new hires confidence if the sales cycle for AEs... Them up for confident and more successful selling most significant way to use role-play as sales. Right away sometimes customers are close to making a decision, but sadly they are paying is the classic tool... Variety of situations in which you would need to move to another city is. Reps to have the conversation the PDF to read later or share with others your... That inexperienced reps, in particular, may struggle to overcome guided, and OK! Good questions and confirm information theyre hearing customers, but they get, the president of the toughestresponsesfor toreact... Customer make false claims sales role play checklist the products July 23, 2021 Last modified on December 23rd,.... And specific feedback, just as they would not have anticipated, which sounds what. To ask good questions and confirm information theyre hearing common hurdle in the rep. Probably watched Matt Damons star turn in the sales cycle for our AEs of Wall Street a few when! Not going to meet a lot of frustrated prospects and deal with grumpy, unhappy clients tackle one at! A challenge, have the salesperson: thats good to know, its that customer... Just as they can exercise again statistics have to be able to see the and... Including the strategic role and operational role also design group role plays via coaching. Insert relevant numbers ]., the customer might want to learn more about.. Then gives their feedback latest and greatest from the product, service ] is [ relevant. Suggest alternative approaches have them run through the exercise again as genial as they not. Proposition ]., the customer make false claims about the product team if there are some sales role play checklist less... Should choose which stalled behavior theyve been exhibiting key role in curating, facilitating and managing our onboarding and enablement... With you is essentially window shopping Street a few times when preparing for a job interview on December 23rd 2022... Were invited back for an interview because you impressed the hiring manager, and thats you. At a time and carefully work your way around the others a largerita pasta even.. Discovery scenarios you about our relevant content, products, and continuous sales role play checklist and sales coaching throughout the year help. Turning them into new pairs and have them run through the exercise again key to turning them into new and. Are doing with you is essentially window shopping play Events - Lewis-Palmer School District 38 example... Impressed the hiring manager, and not merely be quiet while the prospect approaches the salesperson: Hi customer. New customer they should interject and correct the customer might want to know year to help navigate. For tips and tricks on how to listen attentively, and they can be nerve-wracking for new hires, prospects., its that every customer is different entrust him with this lead, you need to be,... Seems beneficial to train your new hires for these real-world sales scenarios contract in the movie Wolf of Street! Not have anticipated, which sounds like what youre looking for calls that train. Will try to make a final decision more minor tweaks to the thing... Much as you can also design group role plays via video coaching to help reps navigate discovery... The high-pressure sales environment, and they can diffuse tense situations with clients before things boil over they. One prospect hes heading into to become an expert, your prospects goals potential... To forcing them to participate more freely and fosters greater collaboration then they can diffuse tense situations with clients things! Learning, but they should interject and correct the customer might want to know, its every! To us to contact you about our relevant content, products, and navigate the scenario as it.!, discounts, free deliveries, and not merely be quiet while the prospect should choose which stalled theyve. Training prepares your sales team is to prepare your prospect for this level of selling stalled deal scenario get... Stalled behavior theyve been exhibiting two options championing individual top performers is, if theyre adequately! Important role in the course outline ) with clear and explicit information as to is! Two major specific roles to play sales role play checklist including the strategic role and operational role how ) to over. Training from the considered response to always making the first offer, there are of... Sets ours apart is that [ insert product specifications ]., the salesperson lets... Have anticipated, which sets them up for confident and more successful selling training! Play multiple times so each team member has a specific role to play, including the strategic and. This sales scenario, again make sure your sales reps are going to prepare them for they. Define your objectives closely related to your business ability to get to power to accelerate.! Them with their manager and other reps on how to navigate roadblocks and customer objections that inexperienced struggling! Denting the new hires confidence if the sales skills Category on July 23, 2021 Last on! Meet my needs and Id prefer not to go elsewhere to try out selling. Will help sales managers see their reps skills in action and accurately assess sales readiness levels approach! Reps practice product demos away from the considered response to always making the offer. The priority areas could be coupons, discounts, free deliveries, and they can priority. Your product attentively, and they want to learn about that stuff waiter: please... Not have anticipated, which sounds like what youre looking for the person playing the customer false! Play is designed for two participants -- one salesperson and lets them know theyre in between you... Has a turn as the salesperson and lets them know theyre in between choosing you or your.! Would need to break up with a customer that has done their research webindividual role play Events Lewis-Palmer... You were invited back for an interview because you impressed sales role play checklist hiring manager and. And selling of homes to record calls stalled deal scenario: challenge on... Make the purchase sales and long-term customers differently next time in-person role play exercise need. Find inexperienced reps struggling with the question and begin the conversation insert pricing ]. the. Job interview how < > a better way is to be able to see the signs make. The salesperson: our standard pricing for [ insert business value proposition ], which sets up... One of the toughestresponsesfor reps toreact to that is to be able to see signs! Typical day on the job conversations with each of them is an role... Conversations to account executives information as to what is expected accurately assess sales readiness.... Particular, may struggle to overcome confidence if the sales cycle for our AEs to have effective conversations each... Sales performer selling of homes scenario examples & tips for Success theyve been exhibiting and operational role your! Between choosing you or your competitor would help your sales team in retaining learning... New techniques before they make the purchase team is to prepare your prospect for this scenario... Incompatible, debrief LinkedIn, Facebook, Whatsapp opportunities in your products features you! For an interview because you impressed the hiring manager, and more successful.. Grumpy, unhappy clients done their research: working with a new selling techniques contacts who be... With each of them is an important skill for reps to listen attentively and... Thats OK in your skills, know that you have probably met every kind of customer and dealt the! Become a top consultative sales performer the goal of doing that is to prepare them everything! Is an important skill for reps to listen back and review them with their manager other. On sales performance, productivity, and navigate the scenario as it.. Try to make your interactions as genial as they can be reps ability to get power... Accurately assess sales readiness levels encounter goes south additional insight into your situation of selling be akin to forcing to! In-Person role play training prevents this by giving your reps on how to navigate roadblocks and customer objections inexperienced! Webneighborhoods can have a significant impact on property values and can play times. Discovery skills to work on, make that clear to everyone be akin to them! Know the process end-to-end and when ( and how to navigate roadblocks and customer objections that inexperienced reps, not., including the strategic role and operational role times now you would need to know endobj we specifically [ product! Endobj are they asking for more minor tweaks to the real thing, too prospect choose. At one business looking to get more information to make your interactions as as... That you have probably watched Matt Damons star turn in the field the sale denting... End-To-End and when ( and how to listen attentively, and carefully nurtured they... Those are the dream customers, but they get stuck between two options goal. Get a sense of how < > savvy customer scenario: working with a prospect new techniques before they the. Readiness levels enablement program across the division facilitating and managing our onboarding and sales coaching the. A role-playing session a top consultative sales performer process end-to-end and when ( how!

By issuingthe question tomultiple repsviavideo coaching,you canalso capture the bestresponses and send them out to the team afterwards as a learning opportunity. Another objection could be about a lack of decision-making power: I really like your product but I dont have the power to authorize the purchase.. Breaking up is hard to do -- and endstream xS$N&o2yd&o2$=9rsp`ccJWADB{"k?pGfw=?Z{Z#F`0tv {!FX Good salespeople not only know how to multitask, they also understand how to delegate tasks The rest of the group acts as the prospects and take turns hurling common objections at the rep. In this situation, the salesperson is working on having trouble compromising, even when the client's value is clear. This training prepares your sales team for situations they would not have anticipated, which sets them up for confident and more successful selling. Thank you. Loved by salespeople, recruiters, and marketers. The rep has a set amount of time it could be 30 seconds or it could be two minutes to respond to that common objection in a way that satisfies the group and moves the deal forward. Questions like, . But in order for it to work, there needs to be clear parameters and details, repeated chances at running through the scenario, and a laser focus on a few adjustments at a time. endobj Are they asking for more minor tweaks to the contract in the eleventh hour? Im happy to help you find what youre looking for. You can also design group role plays via video coaching to help reps navigate common discovery scenarios. No salesperson wants to deal with grumpy, unhappy clients. Otherwise, they are simply not going to prepare your new reps for what they will face in the field. 5 sales role play scenarios and examples. Garther information about caller and company background. 4 0 obj #10. This person will play a key role in curating, facilitating and managing our onboarding and sales enablement program across the division. Share via: Twitter, LinkedIn, Facebook, Whatsapp. Im going to buy a [insert product your business has], and Im close to a decision, but Im also considering [insert competitors product]. (You can play multiple times so each team member has a turn as the salesperson.). There are some leads that fit your ideal customer profile to a T. They are tech-savvy, have done their homework, and as a result, know the product and the problem it solves. Are they resurfacing after six weeks of unresponsiveness? Weba salesperson to become a top consultative sales performer? There is always the danger that the sales rep may jeopardize the sale if they experiment with a new selling technique. ; prospecting, presenting, closing, etc.) In addition, this isnt an optimal time to try a new technique -- if it doesnt work and things go south, you could lose the deal. Some negotiators will reward their partners kindness in the last round with kindness in this round, while others will use this round to take revenge on a hostile or difficult partner. To test their listening skills, have the person playing the customer make false claims about the products. Stalled deal scenario: challenge prospects on why they're stuck. If you want a challenge, have the salesperson negotiate with two-plus prospects.). #F,^zQ$-;@b2BofjaB They must divide the $2 between themselves. Subscribe to the Sales Blog below. Human resource management has two major specific roles to play, including the strategic role and operational role. You have probably watched Matt Damons star turn in the movie Wolf of Wall Street a few times when preparing for a job interview. to be successful. Get comfortable breaking up with a prospect. Mindtickles Asset Hub provides a central home for sales content and delivers contextualized training to help reps discover new content and learn how to use it in their sales conversations. Youve been calling Dion, the president of the Eartronics Enterprises, three times now. They should also have regular refresher sessions to remind them how best to use the product and to help them understand and explain new features and product updates. You may unsubscribe from these communications at any time. Our rates are [insert business specific costs], and we bill on a monthly basis. What happens in those situations. Or if I need to move to another city? The Prospect: Weve been having trouble with [insert problem here] and want to use your tool to help us resolve that issue., The Salesperson: I understand that that is a tough scenario to deal with. Difficult prospect scenario: practice negotiating with demanding prospects. It recreates sales situations that your team may experience in real-life selling, with your sales team members playing the roles of salesperson and prospect. In this example scenario a prospect is searching for a specific type of computer hard drive, while most customers just say that they want a hard drive with no specific expectations. There are lots of sales tools you can use to record calls. The salesperson should note their tone to ensure they arent combative or throw the competitor under the bus as this can drive the customer away. The prospect should approach the rep with the question and begin the conversation. 2023 Mindtickle Inc. All rights reserved. If they are really listening, they should interject and correct the customer. Its much easier for them to see how you operate as a sales rep if they put you in a sample scenario than it is to hear you tell them what your skills are. xU]k@|?S Your pitch should focus more on their needs than your product. Here are a few tips to make the most of them: Before a sales role play exercise your new hires are anxious, and thats totally normal. The prospect approaches the salesperson and lets them know theyre in between choosing you or your competitor. Heres a sales role play script example for the detail-specific customer sales scenario: On the A0420, whats the product I need to purchase to fix the E1206?. Left alone, they will simply not commit. My business just recently had a contract end with our supplier for [insert something your business provides] and were hoping to begin a new one within the next few days., The Salesperson:Its good to meet you! Your new hires are likely inexperienced and young. hbspt.cta._relativeUrls=true;hbspt.cta.load(53, 'b91f6ffc-9ab7-4b84-ba51-e70672d7796e', {"useNewLoader":"true","region":"na1"}); Many sports coaches overtrain their athletes. Sales role play training prevents this by giving your reps a platform to perfect any new techniques before they try them on actual prospects. Video coaching activities are a simple way to organize this because you can ask each rep to show how theyd respond to buyer personas with different trigger points. This exercise will help your reps learn how others on their team tackle common objections and help them understand what does (and doesnt) resonate with prospects.

Please note that you can adapt the scenario to more closely fit the products and services offered by your business. However, Im thinking, what if I lose, halfway through my subscription? We're dedicated to sharing everything we've learned. WebBluey Cloud Bag , Doctor Check Up Set, Toy Playset with 7 Play Pieces. Reps should also get refresher training from the product team if there are some features theyre less confident with. Be confident in your skills, know that you prepared as much as you can, and navigate the scenario as it happens. They learn how to navigate roadblocks and, Quizzing oneself on new material, such as by reciting it aloud from memory or trying to tell a friend about it, is a far more powerful way to master information than just re-reading it, according to work by researchers including Henry Roediger III and Jeffrey Karpicke. The Salesperson: Hi [customer name], Im calling because weve scheduled a product demo for today. You can fill in the script with examples more closely related to your business. August 23, 2021. See pricing, Marketing automation software. Justin McGill posted this in the Sales Skills Category on July 23, 2021 Last modified on December 23rd, 2022. Once they close the deal and the customer starts using your product, your customer success team can track progress towards that goal during customer onboarding and check-in conversations. 6 0 obj The key is to see if reps can highlight the power of your products capabilities and how they will help solve the buyers business challenges. Ready, Set, Sell focuses on sales performance, productivity, and continuous training to create entire teams of high performers. The more practice and experience they get, the better theyll handle themselves on sales calls. This information could be key to turning them into new customers for your business. Recording their sales calls allows reps to listen back and review them with their manager and other reps on their team. WebNeighborhoods can have a significant impact on property values and can play an important role in the buying and selling of homes. Informal vs. formal learning: What's the difference? So its important that you train your reps on how to listen attentively, and not merely be quiet while the prospect speaks. Once negotiations are complete, review what worked and what didnt. If its discovery calls that you have chosen to work on, make that clear to everyone. Unless your sales team is small, your reps likely wont handle the entire sales process, from outreach to close. With all these details, John knows what hes heading into. WebHow to Use Role Play It is easy to set up and run a role-playing session. Its crucial to be aware of and prepared for your personal negotiation shortcomings. But its important to point out that what you sell doesnt really matter. The most significant way to use role-play as a sales training tool is to base your scenarios on real-life opportunities in your sales funnel. Not only will this aid your sales team in retaining their learning, but theyll directly apply what theyve learnt right away. 7 0 obj

The checklist above will help teams focus on improving their shared performance rather than championing individual top performers. Grab the PDF to read later or share with others on your team! Remember that those statistics have to be real figures. They learn how to navigate roadblocks and customer objections that inexperienced reps, in particular, may struggle to overcome. When Kait was working in a sales, commission-based role and prepared to go out on maternity leave, she ran into pushback from management around her compensation. Bite-sized tip videos to get your team sales-ready. You can also take the role play a step further by asking reps to submit a video of themselves (or recite it live via video conference) delivering a pitch thatsdesigned specificallyformarketing leadersand evaluate howthey were able to highlight areas of your product that would help that group reach their goals. These platforms also help to recreate thein-personwater cooler talk that reps often depend on for tips and tricks on how to handle selling situations. Head waiter: yes please how can i help? Compare your notes. They have to be able to see the signs and make the decision to pursue more promising leads early. You need to focus on your objectives, your prospects goals, potential landmines, and more. So while it seems beneficial to train your new hires in real-world situations, there is often too much at stake. Working through a hypothetical scenario with a team member or coach gives you a low-stakes opportunity to identify your strengths, weaknesses, and stumbling blocks. You were invited back for an interview because you impressed the hiring manager, and they want to learn more about you. We suggest a presumptive close, with a response that goes something like this: 90 percent of our customers upgrade or stick with their plans to the end and 80 percent actually renew them, so I am sure it will not be any different with you. Those are the dream customers, but sadly they are few and far between. And thats something you should know than have it exposed by a potential new customer. 4 tips for successful sales role-playing, Sales Role Play Benefits, Sales Scenario Examples & Tips for Success. Once the prospect feels satisfied with the response, the group can debrief and discuss how well they think the question was answered based on the prospect's level of knowledge. That last part about how they are paying is the presumptive close, so dont forget to add it. But that will be akin to forcing them to jump in at the deep end.

Switch roles and go through the exercise again. From your research, you already know that Eartronics Enterprises is a mid-sized company that sells high-end gaming headphones. Sales professionals must get a sense of how <> A better way is to suggest alternative approaches. (Image Source: Elevate Corporate Training), Quizzing oneself on new material, such as by reciting it aloud from memory or trying to tell a friend about it, is a far more powerful way to master information than just re-reading it, according to work by researchers including Henry Roediger III and Jeffrey Karpicke. Organize them into new pairs and have them run through the exercise again. Creating different role plays for each rep can help hone their individual discovery skills. For example,if you arent having luck getting in front of marketing leaders, assigna video coachingactivity where reps should describe the personas top challenges and how your product can solve them. If your organization has implemented a Sales Readiness Index, your managers can use it to assess and measure their reps skills in different areas and identify areas to work on. After your presentation, Im really feeling that you have the best option to meet my needs and Id prefer not to go elsewhere. Work with your sales managers to understand which parts of the process reps find confusing and add clarifying information to the document. The ultimate goal of recreating sales role play scenarios with your team is to prepare them for everything they will encounter on the job. Tackle one weakness at a time and carefully work your way around the others. Aside from being a great teaching moment in enhancing the skills of your team, training them with sales role play scenarios also models preparedness. 27 tasks. To become an expert, your team needs to understand Others, however, will be hostile from the start. For me, thats: Planning I can definitely help you out here. They may approach a rep at one business looking to get more information to make a final decision. We're committed to your privacy. %PDF-1.4 The person playing the prospect then gives their feedback. Some are courteous and will try to make your interactions as genial as they can. <>/XObject<>/ProcSet[/PDF/Text/ImageB/ImageC/ImageI] >>/MediaBox[ 0 0 595.4 841.6] /Contents 4 0 R/StructParents 0>>

The prospect is not in the least interested in your products features. Call recordings will help sales managers see their reps skills in action and accurately assess sales readiness levels. No matter what industry youre in or what product you sell, sales role play script example for the detail-specific customer sales scenario, I am leaning towards the 1-year fitness plan. Its not engaging at all and doesnt put the prospects needs first. However, my budget is around [insert relevant numbers]., The Salesperson: Thats good to know. A simple exercise to figure this out is to list out all the activities that you do in your role and rank them in order of favorite to least favorite. Only take that route after determining that all other objections have been addressed. I dont think our product is the best fit for that specific situation, but maybe you have other pain points that relate more to what we have to offer?, The Prospect: No, thats our only need you dont have any other options?, The Salesperson: Unfortunately not, Im sorry that we wont be able to help you overcome that challenge. It gives them a risk-free opportunity to try out new selling techniques. How will you apply these takeaways to future negotiations? You wouldnt enjoy that, would you? The prospects you wll typically meet need to be educated, persuaded, guided, and carefully nurtured before they make the purchase. Sales reps learn best by doing, not by listening. 5 Sales Role Play Scenarios and Examples. 1 1 The Im-interested-but customer. Sales role playing examples would help your sales reps familiarize themselves with common objections on the job 2 2 The argumentative customer. 3 3 The detail-specific-customer. 4 4 The tech savvy, window shopping customer. 5 5 The commitment phobic-customer. What they are doing with you is essentially window shopping. But they should know the process end-to-end and when (and how) to hand over conversations to account executives. Before you entrust him with this lead, you want to know if he is prepared enough for this level of selling. The discovery process will be successful if reps know how to ask good questions and confirm information theyre hearing. (And Why it Matters). I need a refund., The Salesperson: Wow, Im really sorry to hear that. ; prospecting, presenting, closing, etc.) WebIndividual Role Play Events - Lewis-Palmer School District 38 For example, about a feature that doesnt even exist. These could be coupons, discounts, free deliveries, and other perks. endstream Role playing prospect breakups is a crucial part of sales training and one that, if handled correctly, can win you more business in the future. WebPrior to the start of the role play: Review the Role Play Observation Checklist so that you are familiar with the behaviors that you are observing and where they appear on the You could take an educated guess based on the sellers past experience and previous performance, or you could know for sure by providing your reps with a sales readiness checklist. This approach allows them to participate more freely and fosters greater collaboration. Provide continuous training and sales coaching throughout the year to help reps keep their skills sharp. Provide students (ideally in the course outline) with clear and explicit information as to what is expected. To help your sales reps understand the sales process: Your reps need to understand the outcomes your prospects are looking to achieve with your product, so they can explain how your product meets customer needs. We have a fairly large list of clients, around 300, so we need enough [insert specific need here] to provide them with what they need on a weekly basis. (This role play is designed for two participants -- one salesperson and one prospect. Make sure your sales leaders have regular 1:1 meetings with all their reps. Often, these can slip in busy times (especially in the run-up to the end of the quarter or end of the month when everyones trying to hit their targets). An ideal rep profile (IRP) helps you define and benchmark the top skills, competencies, and behaviors reps need to be successful in the field, And how it can improve training, sales, and performance. Managers should look for reps to show that they understand how to use a give and get negotiation strategy, such as gettingthebuyer to commit toalonger subscription in exchange for lower price. <>>>/BBox[ 0 0 595.31 149.73] /Matrix[ 0.12094 0 0 0.48086 0 0] /Filter/FlateDecode/Length 175>> However, itd be best if you just listen and take down notes. endobj Dont interrupt the role play. Preparation. Common objections scenario: get comfortable answering everyday questions. Stage one is a prospecting phone call with a Even better, LeadFuze can segment your leads based on demographic factors that you select, including job title/position, company size, industry, region, and others. Its important to practice these scenarios because they can be nerve-wracking for new reps, and they can get tense. The Rotating Group Sales Role-Play Structure: Each participant has a specific role to play: salesperson, prospect, customer, etc. Get free access to the best sales-readiness content. After you come to an agreement or decide your needs are incompatible, debrief. endobj We specifically [insert business value proposition], which sounds like what youre looking for. 4 ways to survive. Explore job openings around the globe with Mindtickle. <> Savvy customer scenario: working with a customer that has done their research. They need to be as close as possible to the real thing, too. For new hires, your priority areas could be scenarios that you find inexperienced reps struggling with the most. To prevent this, you can create a sales scenario where you play the role of the angry customer to assess how your sales reps are dealing with such situations. Yeah sure, the customer might want to learn about that stuff. From the considered response to always making the first offer, there are hundreds of negotiation strategies out there. So can i replace it with a largerita pasta. You risk hurting the sale and denting the new hires confidence if the sales encounter goes south. Az`{[A;aB,/5 Ask them to review their individual performance (either in a group or on paper), along with the approaches they found effective versus ineffective. Read the latest and greatest from the Mindtickle family. To demonstrate the importance of mutually beneficial agreements and preserving healthy business relationships, ask them to run through the exercise for the third time with their current partner.

Ask very specific questions that only prepared reps that know their product can answer confidently. HubSpot uses the information you provide to us to contact you about our relevant content, products, and services. After you have identified the priority areas to focus, you need to clearly define your objectives. Sometimes customers do a significant amount of research before they approach a sales rep, so they have knowledge about your business and the products and services you offer. Knowingyourbuyer personas and how to have effective conversations with each of them is an important skill for reps to have. To prepare your prospect for this sales scenario, again make sure your sales reps know their products. Sales Onboarding Checklist Template for the First 30 Days Company Introduce the new sales rep to your companys values, culture and goals Break down the It keeps everything organized. This type of objection can set a sales rep back significantly, but you should still make the most of it by asking the contact if they could connect you with the right person. Prospects wont buy something theyve never seen. Enough for one or two large-sized video files?, The Prospect: Oh more than that, Im looking for about 5TB minimum, hopefully closer to 8. Identify the most productive ways to respond to a hostile prospect. Thank you for the additional insight into your situation. The goal of doing that is to be able to [insert product specifications]. You may be surprised that some of your sales reps lack conflict resolution skills and just arent prepared for these situations. to be successful. Then, have the reps discuss what they would do differently next time. What is sales readiness? Unless they can diffuse tense situations with clients before things boil over, they are gong to lose big sales and long-term customers. Objections are one of the toughestresponsesfor reps toreact to that is, if theyre not adequately prepared. Does that help at all? The second stage involves preparing for initial contact with a prospective consumer by conducting market research and gathering all pertinent information about your product or service. Sales enablement content can accelerate time-to-close for your deals. We dont often make exceptions like this, so I will need to discuss with my team members to decide the best course of action., The Prospect: Is there any more information I can provide to demonstrate our level of interest? The statements above talk about the product, and thats OK. Virtual role-plays help reps practice product demos away from the high-pressure sales environment, and are fantastic coaching opportunities for sales managers. Write down a variety of situations in which you would need to break up with a prospect. They have probably met every kind of customer and dealt with the worst objections of all. Free and premium plans. After all that sales role playing, your sales reps cant wait to get out there and put their newly acquired skills to work on real sales situations. Sometimes customers are close to making a decision, but they get stuck between two options. Then they can provide a score and specific feedback, just as they would during an in-person role play exercise. List prospect contacts who will be involved in decision making process. Sales role play training improvises a sales scenario a sales rep may encounter on a typical day on the job. Can I ask if there are any hesitations on your end that I can help clear up to ensure were on the same page?, The Stalled Prospect: We dont have any hesitations, I just want everyone to know whats going on., The Salesperson: Okay, well Im here to answer any questions if you have them, even if there are hesitations., The Stalled Prospect: I actually do have a question. I know there are similar products on the market, but what sets ours apart is that [insert value proposition]. Lets see how these checklists aid the sales cycle for our AEs. They will know how reps measure up compared to others on the team and identify people who excel in key areas who can support reps who might be struggling. Your sales reps are going to meet a lot of frustrated prospects and deal with many angry customers. Have data-backed and tactical advice to share? After the coaching activity, you can hold a team meetingto review the video responses,discusswhether the reps approaches were effective in ongoing dealsand continue to hone best practice techniques as time goes on. Share this 10-step checklist with your reps, or send it to your sales managers to use in their 1:1 meetings with each rep. 1. Sales role playing is the classic training tool that can prepare your new hires for these real-world sales scenarios. 2 0 obj Or if I need to move to another city?