Playing Tips To
Increase Your Sales Success
playing is an underused sales tool. When employed correctly, it can
increase your sales team success, identify sales skill gaps and allow
you to develop an esprit de corps amongst your sales team as
they experience sales education as a team.
when incorrectly used, it embarrasses your sales account managers,
produces poor sales/management interaction and hides sales training
requirements from your executive staff. It is estimated that only 21% of sales teams actually role play sales issues and objections
during the sales year.
So, how should role playing be used? Role playing is a business tool to
manage sales stress when communicating to prospects.
sales stress increases during prospect interaction, salespeople lose
control of their verbal responses, shoot from the hip and
simultaneously lose control of the sales cycle. Sales stress develops
when salespeople are not prepared to respond to the weaves and bobs of
prospect questioning. Managing prospect questioning through a trained
process will reduce sales stress and increase sales success.
role playing, like any other training tool, needs to be a structured
process with guidelines in order for your sales team to get the most
out of it. The sales program should have specific goals based on
written objectives. Pulling a salesperson into a corner office and
grilling them as a CEO buyer may be as effective as focusing on
targeted sales skill improvement based on increasing sales efficiency
on sales techniques like prospect questioning, cold calling, demos,
make role playing easy:
Salespeople must learn to be able to handle pressure (and stress) in
the form of difficult inbound questions from prospects based on the
prospect's probing need to know about your value, price, competitive
positioning and feature/function offers. Being tough in role playing
makes salespeople ready for any outcome.
play by title of buyers:
Salespeople need to adapt to their sales verbal communication skills
by buyer title. The way you sell a CFO of a Fortune 1000 firm is
diametrically different than a president of a small private firm. If
you are selling a VP of Marketing, than role play with someone who
will act like a VP of Marketing.
a Prospect Dictionary: Catalogue
the words that your targeted prospect buyer will use during your sales
cycle and use them during your role playing practice. The more you
sound like the buyer, the faster they will see you like themselves and
as a peer.
role playing between sales peers and sales management: Sales role playing should be carried out by both sales management and
sales team members to allow for diversity of approach and experience.
Have each team member take turns being the buyer or the seller.
list of your top ten sales objections and use them during your role
Selling management is just managing their understanding of your value.
Value is communicated based on your ability to show the prospect how
you can help fix their business pain. Always role play your 10
toughest sales objections so salespeople can see how to manage value
expectations with their most common objections and questions.
role playing with salespeople, redirect all conversation away from the
Prospects (even qualified prospects) at times will change subjects and
"steer" salespeople away from sales cycle conversation. To
sell senior management, salespeople need to chit chat less and stay on
the targeted goals of the appointment or conversation by qualifying
the prospect and moving forward in the sales cycle. Role play with
sales team members to see how quickly and succinctly they bring back
the conversation to the discussion about relevant business issues.
record all role playing sessions:
Role playing is a reusable, educational tool that should be listened
to over and over again. By recording your sales role playing session,
you can later document great sales objection responses and disseminate
them in written form to your sales team.
each salesperson's role playing strengths and weaknesses: Role playing is a replicable, scalable sales tool. Understanding and
managing your sales team's skill sets will help them hit their sales quota faster. If a
salesperson crumbles under the pressure of sales role playing with
their peers or their direct sales manager, how will they perform in
person? And how many qualified prospects are they burning through by
saying the wrong thing? Through role playing, you can help individual
salespeople increase sales quota success.
playing is a business tool to improve sales team member peak
performance. Through role playing, salespeople can being exposed to
simulated sales cycle prospect interactions, and experience the ebb
and flow of sales dialogue to help them build proactive responses.
By using role playing as experiential training tool,
salespeople can anticipate prospect comments and selling pressure
before it happens to help them develop specific talking points that
will help them increase their sales closing ratio.
playing into your sales process and increase your revenue capture.
Increase Your Sales Income - Role Play More!
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