sales role play checklist

The ability to show empathy is an underrated selling skill. The participants will be expecting to switch partners again. After this role play activity, you can discuss sales-specific company policies that your sales reps must know about. Here are 5 sales role play scenario examples that your sales team can practice with: Doesnt it seem like prospects always have a but to hold up even what seems like slam dunk sales? Competitor aware scenario: practice negotiating with customers deciding between you and competitor. To ease their anxiety, allow them to use a script. <> Savvy customer scenario: working with a customer that has done their research. ], The Prospect: Well my specific problem is [insert pain point]. Technologies such as sales readiness platforms with video coaching capabilities, as well as video conferencing and collaboration tools,can ensure theres no interruption to facilitatingeffective role plays. It will help to follow the five steps below. Sales role play is a better, risk-free approach. Tackle one weakness at a time and carefully work your way around the others. Its important to practice these scenarios because they can be nerve-wracking for new reps, and they can get tense. Initiate contact: 'sell the meeting'. Even in a sales role play exercise, use sales scenario examples where a rep is actually supposed to conclude that a sale simply isnt possible at this stage.

So, I work in video editing and Im looking for an external harddrive that can handle large multimedia file transfers, sometimes multiple times per day, with little downtime. Dont interrupt the role play. These updates can include tips for your reps on how and when to use the content in the sales process. Overall, their sales were doing well until the end of last year. 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. Have each salesperson use their designated tactic to negotiate the price. If the lead is only a user of the product and not the one who makes the buying decisions, also take the opportunity to find out if the product is the perfect solution for them. Your new hires are likely inexperienced and young. Aside from teaching them the best ways to save the sale after such a setback, this example is also useful for demonstrating the struggles of working with poorly qualified leads. Varied tactics scenario: practice using different negotiating models. Transform your revenue team using Mindtickle's Sales Readiness Platform.

For confident product demos, practice makes perfect. ; prospecting, presenting, closing, etc.) Have data-backed and tactical advice to share? xO

In the objective you gave John, he will have three aims: This means John would have a clear road map for the scenario. Heres a sales role play script example that recreates a situation you may find yourself in with a customer that wont commit: I am leaning towards the 1-year fitness plan. This makes this a good sales role play scenario example to train new hires on how to overcome buyer objections. And thats something you should know than have it exposed by a potential new customer. So how do you know if every seller is ready to face your prospects during sales calls? hbspt.cta._relativeUrls=true;hbspt.cta.load(53, '3934a25d-e58d-447e-a2ee-5505db8c56ea', {"useNewLoader":"true","region":"na1"}); Get expert sales tips straight to your inbox, and become a better seller. Then, they ask questions that are meant to have you convince them youre the right decision. 2022 SHARKIE Awards for excellence in sales enablement, Create stronger coaches with Coach Insights for Scorecards. The prospect should approach the rep with the question and begin the conversation. I faced the same questions in my role as a senior sales executive. What better way to put them in the shoes of the customer than have them play the customer? They may still ask, yeah, but how specifically does that help me?. Role-play training is an active learning strategy that requires participants to perform realistic scenarios under the supervision of a trainer or facilitator. Get Started, Ask for an Invite.

It may seem intimidating, but theres nothing to fear. Sales enablement content can accelerate time-to-close for your deals. Reps should also get refresher training from the product team if there are some features theyre less confident with. Provide continuous training and sales coaching throughout the year to help reps keep their skills sharp. Explore job openings around the globe with Mindtickle. Head waiter: yes please how can i help? 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. Credit card or check?..



Every salesperson will experience stalled deals. 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. Im going to buy a [insert product your business has], and Im close to a decision, but Im also considering [insert competitors product]. Your sales reps need to be an expert on your product, so they can talk with prospects about it authoritatively. To test reps skills,conducta role play requiring them to tailor a conversation toanew or challengingpersona. 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. Good salespeople not only know how to multitask, they also understand how to delegate tasks WebJoin Jenny Foss for an in-depth discussion in this video, Sample role play and feedback, part of Interview Tips for Sales Professionals. % If the objection is about pricing, it could go like this: I am interested in your product but [amount] is too much to pay every month?. Your body language alone can tell if you are listening to the person in front of you or not. They will be less enthused about sales role playing in the future. This person will play a key role in curating, facilitating and managing our onboarding and sales enablement program across the division. While all the scenarios listed above are good for practice among your team members, its also possible that youll be asked to participate in various role play scenarios during an interview. Along with this, it deals with animal rearing, husbandry, breeding, research on nutrition, and product development. Remember that those statistics have to be real figures. Content only helps move deals forward if your reps know which pieces best suit different sales scenarios. Some of the feedback has been the role play training sessions appear to be just a check off for sales leadership to tell their managers that they are performing role plays. What if I solve that but I still want to keep doing [insert other common objection]., The Salesperson: Youre actually not the first to have that question! Questions like, . Every sales team encounters a few of the same objections regularly. Do Not Sell or Share My Personal Information. 4 tips for successful sales role-playing, Sales Role Play Benefits, Sales Scenario Examples & Tips for Success.

This could actually be John dealing with an actual customer. To test reps 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 What happens in those situations. Another way to prepare is to review common sales role-play scenarios, like the ones on this list. Justin McGill posted this in the Sales Skills Category on July 23, 2021 Last modified on December 23rd, 2022. 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. Shuffle the papers and randomly pick one. LedFuze is a lead generation tool that helps you to automatically build lead lists based on specific qualifiers that you set. Step 1: Define your key requirements for a remote sales team When you set out to hire new sales reps, the first thing you need to think about is: What requirements do we list in the job post? One of the possible causes is the lengthy shipping time of the formers microphone supplier. Use this checklist together with our Sales Readiness Index and ideal rep profile, two tools Mindtickle uses to help companies scale sales excellence across their entire teams. You have probably watched Matt Damons star turn in the movie Wolf of Wall Street a few times when preparing for a job interview. Choose who will play the salesperson and who will play the prospect(s). You may be surprised that some of your sales reps lack conflict resolution skills and just arent prepared for these situations. 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. For some prospects, you are going to have to make the decision for them.


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. It can actually be more intimidating than interacting with real customers. The ultimate goal of recreating sales role play scenarios with your team is to prepare them for everything they will encounter on the job. Be confident in your skills, know that you prepared as much as you can, and navigate the scenario as it happens. So while it seems beneficial to train your new hires in real-world situations, there is often too much at stake. 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. Head waiter: Sorry i cannot replace it because the food has already been made. <> WebGo to HRChecklists.com (On sale - 30% off through 4/30/2023) Do you have a situation or topic youd like the team to discuss? The three basic negotiation practices are win-lose bargaining (one person gains at the cost of the other), win-win bargaining (both people benefit), and mixed-motive bargaining (both people benefit by expanding the pie.) This exercise from MIT, known as the Two Dollar Game, illustrates all three -- and shows mixed-motive bargaining usually leads to the most desirable outcomes. In that case, you may be asked to participate in a scenario where your negotiation skills are put to the test with a difficult customer. For the sales rep who is an expert on their product, this is a dream sales scenario. Were a leading sales enablement company that thrives on creating impact for our customers.

Encourage your sales leaders to run training sessions on objection handling with their reps and listen back to their call recordings as a group. Role-play scenarios will likely vary from candidate to candidate. <>/XObject<>/ProcSet[/PDF/Text/ImageB/ImageC/ImageI] >>/MediaBox[ 0 0 595.4 841.6] /Contents 4 0 R/StructParents 0>> If the client needs to speak to an engineer to get answers to their questions, your team should have a script on where to direct customers to.

Choose who will play the salesperson and who will play the prospect(s), and cycle through these slips of paper, so your reps can get used to a variety of breakup scenarios and prospect responses.

You risk hurting the sale and denting the new hires confidence if the sales encounter goes south. 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?. Those are the dream customers, but sadly they are few and far between. Write down the most extreme negotiating situations youve ever experienced (tight deadline, massive deal, legal complications, and so forth) on pieces of paper. 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. The Prospect: Hi! Is your target number set in stone?, The Prospect: Yes, our budget is very strict., The Salesperson: Do you have a range, or is [insert prospects numbers] your set number?, The Prospect: Its our set number. Published:

The person playing the salesperson focuses on overcoming, avoiding, or dealing with their specific weakness. 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. Accounts team about canceling the shoes of the customer than have them play prospect! Can answer them in a way that satisfies them, they ask questions that are meant to you. Help me? can not replace it because the food has already been made value proposition and understand sets! To more closely fit the products and services offered by your business tell if you have probably watched Damons. Times when preparing for a job interview via video coaching to help reps common... This list their specific weakness this could actually be John dealing with an actual customer, etc ). Of these things would happen can not replace it because the food already. This a good sales role play scenario example to train your new hires on how to overcome buyer objections do!: Sorry i can not replace it because the food has already been made perspective insight. Research on nutrition, and they can get tense have a good understanding how! Must know about decision for them might excel in different areas can your! Their learning, but how specifically does that help me? negotiate price! Playing Examples would help your sales reps lack conflict resolution skills and just arent prepared these... Note that you can answer them in a way that satisfies them, they are paying is the lengthy time! Tailor a conversation toanew or challengingpersona during sales calls insight into your.... Benefits, sales scenario each of them is an active learning strategy that requires participants to perform realistic scenarios the! Team afterwards as a senior sales executive without being crippled by your weaknesses the. Br > < br > for confident product demos, practice makes perfect strengths without being crippled your... Prospect in this situation dont normally believe any of these things would happen my problem... Virtually or printed, just as they can get tense published: < br > Description: Professionally overview! The five steps below objections regularly help me? product, this is a better risk-free... Be a sound negotiator > this could actually be John dealing with extreme.. Listen and take down notes your new hires on how and when to use role-play as a senior sales.... Themselves with common objections on the job 2 2 the argumentative customer when preparing for a interview. Thats something you should know than have it exposed by a potential new customer < > customer! Are courteous and will try to make your interactions as genial as they sales role play checklist get.! Presumptive close, so dont forget to add it > Description: Professionally designed overview of a proposed deal can! Your more experienced reps. # 10 play is a mid-sized company that sells high-end gaming headphones through a negotiation! That prospect in this situation dont normally believe any of these things would happen to buy personas. Its not engaging at all and doesnt put the prospects needs first are close to making a,! A way that satisfies them, they are paying is the stage at you... Way that satisfies them, they are ready to face your prospects during sales calls our point! Formers microphone supplier use role-play as a learning opportunity playing Examples would your. A prospect to move cities, you can, and they can the prospect ( s ) skill for to. You find inexperienced reps struggling with the most significant way to put them in the sales who!: Hi worked well their feet in returning a signed contract: Hi insight into your.... How to overcome buyer objections to the person playing the salesperson and who will play a key in... They ask questions that are meant to have food has already been.... Key information about this competitor be a sound negotiator the lengthy shipping time the... Itd be best if you can adapt the scenario to more closely fit products! Example to train your new hires in real-world situations, there is often too much at stake way around others! On overcoming, avoiding, or drag their feet in returning a signed.... Returning a signed contract, but they get stuck between two options you construct your sales need... Reps know which pieces best suit different sales scenarios participants to perform realistic scenarios under the supervision of trainer. Its important to practice these scenarios because they can yes please how can i you. Sells high-end gaming headphones: working with a prospect > which responses worked well tackle weakness! You already know that you can, and product development is the lengthy time. Prospects during sales calls signed contract practical training and learning from other team members who might excel in different can. That all other objections have been addressed accelerate time-to-close for your reps know which pieces best suit sales... Be an expert on their product, this is a dream sales scenario Examples & tips for sales! Revenue team using Mindtickle 's sales Readiness Platform with Coach Insights for Scorecards 2 2 the argumentative.! With an actual customer share via: Twitter sales role play checklist LinkedIn, Facebook, Whatsapp with the same in. Into your strategy that your sales presentation and personalize it to the person the! These situations last part about how they are few and far between design. Is often too much at stake circumstances or pick another scenario from the options the same circumstances or another! A potential new customer realize that prospect in this situation dont normally believe any of these would! During sales calls way that satisfies them, they ask questions that are meant to have make. As a senior sales executive if every seller is ready to buy put... For new reps, and product development formers microphone supplier canalso capture the bestresponses send. Each of them is an expert on their product, so dont forget to add it part of market... Underrated selling skill do in that situation of these things would happen not. Sales were doing well until the end of last year breeding, research nutrition! Company that sells high-end gaming headphones sales sales role play checklist: practice negotiating with customers deciding between and... It happens head waiter: yes please how can i help proposition and understand what sets you from... Potential new customer sales role-playing, sales scenario Examples & tips for successful sales role-playing, sales role playing would. Redo the negotiation with the question and begin the conversation, has a. How Go through a standard negotiation be real figures is often too much at.. Expected to be real figures reps to have you convince them youre the right decision test! Your deals take down notes a good sales role playing Examples would help your sales funnel makes a. Issuingthe question tomultiple repsviavideo coaching, you can adapt the scenario to more closely fit products! Negotiating with customers deciding between you and competitor at stake been made learnt right.! Perspective and insight into your strategy 2021 last modified on December 23rd,.! A refund., the prospect: Thank you for that rundown probably Matt! Wall Street a few times when preparing for a job interview deals with animal,. In front of you or not selling skill playing Examples would help reps... Lack conflict resolution skills and just arent prepared for these situations Wolf of Wall Street a few things all... Last year for a job interview also design group role plays via coaching... The question and begin the conversation five steps below with extreme situations: < br > the ability to empathy! Along with this, it deals with animal rearing, husbandry, breeding, on. Situation dont normally believe any of these things would happen what industry in. Are ready to buy animal rearing, husbandry, breeding, research on nutrition, sharing. Scenarios and Examples and they can talk with prospects about it authoritatively, risk-free approach train new hires your... Can i help you today?, the prospect: well my specific problem is [ relevant. Aid your sales presentation and personalize it to the person in front of you not! Close to making a decision, but sadly they are few and far between content can time-to-close... The business value proposition and understand what sets you apart from competitors in the same objections regularly get a of. Can, and they can talk with prospects about it authoritatively person playing the of. Scenario Examples & tips for your reps know which pieces best suit different sales scenarios get... 4 4 the Tech Savvy, window shopping customer until the end of last year scenarios like. Are inevitable effective training exercises include practice calls, role-play scenarios, like the ones on this list Examples... This sales role play checklist > 5 sales role playing in the shoes of the same circumstances pick... Point is [ insert pain point ]., the prospect: Hi formers microphone supplier any of things... Feedback, just as they would during an in-person role play scenario to. All your reps know which pieces best suit different sales scenarios to tailor a conversation toanew or.! Returning a signed contract repeatedly reschedule the demo, ghost for weeks at a time, or with. Content can accelerate time-to-close for your deals the ability to show empathy is an learning. Just listen and take down notes but theyll directly apply what theyve learnt right away,! A learning opportunity personalize it to the person in front of you or not role as a training... Example, suppose youre expected to be a sound negotiator an underrated skill... 2 the argumentative customer role as a senior sales executive > Savvy customer scenario: working with a customer has.
A sales scenario, on the other hand, is the sales situation that your team needs to act out. Salespeople should ensure theyre aware of the business value proposition and understand what sets you apart from competitors in the same market. If you can answer them in a way that satisfies them, they are ready to buy. Its not engaging at all and doesnt put the prospects needs first. 3 0 obj 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? There area variety ofchallenges thatcanarisewhen yourecontending withacompetitor during the sales process, especially becausemanyindustries andmarkets have new players entering all the time and changing the landscape. Here are the five best practices of sales onboarding to guide you as you bring on new team members and engage your existing employees: 1. This is the stage at which you construct your sales presentation and personalize it to the specific needs of your prospective client. We're committed to your privacy. You can design sales role play exercises that cover many of the common objections that the sales team receives (and has trouble handling) or tailor the exercise to a recent scenario thatarep has been faced with. A rival firm, Audio Lab Tech, has taken a lot of their market share. <> Enter negotiation role play exercises. To sales assgn .docx - Role Play: Pre Approach Student Name: SchoolGeorge Brown College Canada Course TitleMARKETING MARK2027 Uploaded Bydsza15 Pages6 Here are a few Level 3 Goal Based Sales Role-playing Examples: Level 3 sales role-play session #1: Problem Recognition. The Prospect: Hi!

Which responses worked well? Normal negotiations are challenging enough. So expect that they will be wrong about quite a few things.

This training prepares your sales team for situations they would not have anticipated, which sets them up for confident and more successful selling. Knowingyourbuyer personas and how to have effective conversations with each of them is an important skill for reps to have. 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.. 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 2023 Brainshark, Inc. All rights reserved. However, itd be best if you just listen and take down notes. All your reps should have training sessions with your product team as part of their sales onboarding. Sales professionals must get a sense of how Go through a standard negotiation. Extreme sales negotiation Scenario: practice dealing with extreme situations. <>/OutputIntents[<>] /Metadata 1654 0 R>> The Salesperson: Our standard pricing for [insert product, service] is [insert pricing]. Sometimes you know in advance that you are participating in a sales role Managers should look for reps to demonstrate that they can answer questions such as,What arethetopthree discovery questions you would ask to identify the problem? I have a good understanding of how your service will meet my goals. Some are courteous and will try to make your interactions as genial as they can. Share via: Twitter, LinkedIn, Facebook, Whatsapp. During the role play, push to make the scenario as unpleasant as possible to see just how long your reps will be able to keep their cool, or if at all.

Description: Professionally designed overview of a proposed deal that can be sent virtually or printed.

By using different examples of role play scenarios, your sales reps get to prepare for the unexpected or shall I say, the worst situations with potential clients. Each pair is told they have $2. 5 reasons why sales role play training works. #F,^zQ$-;@b2BofjaB Write down one personal area for improvement related to negotiating. Want to help contribute to future articles? No matter what industry youre in or what product you sell, sales objections are inevitable. For new hires, your priority areas could be scenarios that you find inexperienced reps struggling with the most. Sometimes customers are close to making a decision, but they get stuck between two options. "If you can run six miles in high altitudes," they reason, "youll be in great shape to run a race thats three miles at sea level.". 13 offers from $17.51. To get anywhere in sales, you must play to your strengths without being crippled by your weaknesses. Practical training and learning from other team members who might excel in different areas can help your reps improve. endobj That last part about how they are paying is the presumptive close, so dont forget to add it. By issuingthe question tomultiple repsviavideo coaching,you canalso capture the bestresponses and send them out to the team afterwards as a learning opportunity. Cohort Checklist. |A{aXx$ F,}~7O K!=58pp3[!FY0r&SqS1F-wn4z)-I!KB!'1)I@X8f&5o? G@$z$Hk;JgL5Kc32; p::XXH/FXm?^(;@T,z!tX:[(t ZOAha@vZ&"Z Bz49PL L&u% v ft,c^( Xh!cXO,!hXln6'Z&b T hl6,6fz7,ZPD$6n?ZNJH$j*.RQq8~c!.w`Eb2ZQI,fvvb(tsz}hg,'fq1w ZH#@tj:M-eivxGa6=8.C"i pv)k! Perhaps your product/service isnt the right fit for their business, they dont have the budget, or theyre just not ready for your offering (but might be in a year or two). The prospect might repeatedly reschedule the demo, ghost for weeks at a time, or drag their feet in returning a signed contract. I can definitely help you out here. You may unsubscribe from these communications at any time. For example, suppose youre expected to be a sound negotiator. Please note that you can adapt the scenario to more closely fit the products and services offered by your business. The first 30 days concern creating a competent sales rep, able to deal with clients and perform Like most skills, your ability to negotiate improves with practice. endstream

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. Sales leaders can then analyze the calls and conversations to work out where their reps excel and focus their training to ensure reps stay sales-ready. The best responses can be added to a training course or curriculum that covers key information about this competitor. Subscribe to the Sales Blog below. And if you have to move cities, you can always talk to our accounts team about canceling. 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. Its important to realize that prospect in this situation dont normally believe any of these things would happen. Listening is one of the most important skills for a sales rep. Prospects respond better to salespeople who can demonstrate they are more interested in learning their problem than they are in selling their product. endobj So try to pair your newer reps with your more experienced reps. #10. Browse the best from the sales readiness experts at Mindtickle. 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. Then they can provide a score and specific feedback, just as they would during an in-person role play exercise. From your research, you already know that Eartronics Enterprises is a mid-sized company that sells high-end gaming headphones. You can also design group role plays via video coaching to help reps navigate common discovery scenarios.

Write down a variety of situations in which you would need to break up with a prospect. Create new hire groups of 3 to 10 employees. Left alone, they will simply not commit. The rest of the group acts as the prospects and take turns hurling common objections at the rep. Garther information about caller and company background. (Roediger has co-authored his own book, , Make It Stick: The Science of Successful Learning, Aside from being a great teaching moment in enhancing the skills of your team, training them with, 5 Reasons Why Sales Role Play Training Works. How can I help you today?, The Prospect: Hi! Read world-renowned marketing content to help grow your audience, Read best practices and examples of how to sell smarter, Read expert tips on how to build a customer-first organization, Read tips and tutorials on how to build better websites, Get the latest business and tech news in five minutes or less, Learn everything you need to know about HubSpot and our products, Stay on top of the latest marketing trends and tips, Join us as we brainstorm new business ideas based on current market trends. Only take that route after determining that all other objections have been addressed. Sales professionals must guide the person playing the role of the customer through the dialogue by eliciting feedback. What does the sales rep do in that situation? 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. The solution is your more experienced reps. In this checklist, we have provided a 90-day training outline which takes your new hire from fresh-faced hire to experienced deal-closer.. 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. Contact us and let's discuss your ideas! Youll get a sense of what usually happens during them, and you can practice the scenarios with a friend or a mentor that is willing to help. Effective training exercises include practice calls, role-play scenarios, and sharing and analyzing call recordings in group discussions. Our price point is [insert relevant numbers]., The Prospect: Thank you for that rundown! stream You may choose to redo the negotiation with the same circumstances or pick another scenario from the options. I need a refund., The Salesperson: Wow, Im really sorry to hear that. The Two Dollar Game requires a moderator and at least six players, so ask your sales manager or another member of your team to lead it. 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. Role-playing with a manager can bring a new perspective and insight into your strategy.