6 Sales Role Play scenarios to Try with Your Reps
One of the traditional methods used by sales teams to assist reps in practicing and getting ready for actual buyer contacts is the utilization of sales role play scenarios.
There has been a transition from in-person to virtual coaching sessions as a result of the fact that many sales companies now spend a lot of time working from home. Furthermore, it’s much more crucial that you can verify your reps’ capacity to move deals from lead to close regardless of where they are working if your business is currently receiving fewer leads.
Effective role plays may be conducted without interruption thanks to technologies like sales readiness platforms with video coaching capabilities, as well as video conferencing and collaboration tools. These platforms also aid in simulating the in-person “water cooler” conversations that reps sometimes rely on for advice on how to manage tricky sales circumstances.
Check out these six sales role-playing scenarios you can perform with your salespeople anywhere they are working right now.
6 Sales role play scenarios to Try with Your Reps
- Handling objections
- Diplomacy
- Finding
- Rivalries
- Customer personas
- Obtaining power
1. Handling objections
If a representative is unprepared, objections are one of the hardest answers to react to. You can create sales role-play scenarios that address many of the typical arguments that the sales team encounters (and finds challenging to handle), or you can modify the exercise to reflect a recent situation that a rep has encountered.
To distribute a role play with too many reps, use a video coaching tool. For instance, ask them how they would respond to the statement, “I need more time to decide. I’ll be putting this issue on the back burner for another six months.”
Sales managers should assess a representative’s aptitude for moving past objections and figuring out why a prospect is sticking with the status quo. Then, exactly as in a real-world role-playing exercise, they can provide a grade and precise feedback.
You can even record the finest answers and afterward distribute them to the team as a teaching tool by asking the question to several reps via video coaching.
2. Diplomacy
Most sales representatives find negotiations difficult, but if they’re not willing to compromise with the buyer, deals can quickly stall.
Create a role-play that represents a customer requesting a product discount based on a lower price they have obtained from a rival to rehearse these scenarios. Either through a video coaching activity or a live video conference where you may ask the representatives to raise their hands to react, this can be done.
Managers should search for representatives who can demonstrate that they know how to negotiate using a “give and receive” technique, such as persuading the customer to sign a longer subscription in exchange for a cheaper price.
3. Finding
If representatives are able to validate the material they are hearing and ask insightful questions, the discovery process will move well. And given how important discovery is to closing deals, you should confirm that each rep possesses those abilities.
For each rep, specific role plays can be made to help them develop their unique discovery abilities. This may be easily organized through video coaching exercises, where you can ask each rep to demonstrate how they would respond to customer profiles with various trigger points.
The ability to respond to inquiries such as, “What are the top three discovery questions you would ask to identify the problem?” is something managers should look for in sales representatives. or “What specifications are necessary given the buyer’s business, industry, or present circumstances?” At the end of the day, the rep should be able to describe the company’s difficulty in terms of sales.
To assist reps in navigating typical discovery circumstances, group role plays can also be created via video coaching. This exercise’s practical examples can then be used as onboarding material.
4. Rivalries
Being up against competition during the sales process can provide a number of difficulties, especially as new players are constantly joining numerous sectors and industries and altering the competitive environment. When a buyer asks a sales representative about the competition, role plays can help guarantee that the rep is informed.
Create a group video coaching activity or ask representatives to role-play the scenario in your upcoming meeting or training session if several of your salespeople have encountered a competition that sells a similar product for less money but with fewer features. The objective is to determine whether sales representatives can emphasize the strength of your product’s capabilities and how they can help the buyer handle their business challenges.
A training program or curriculum that offers important details about this rival may include the best responses. Alternatively, you might request that the reps who did the best role-play the scenario during your upcoming live or virtual training session.
5. Customer personas
An important talent for sales representatives to possess is understanding their buyer personas and knowing how to communicate effectively with each of them.
Conduct a role-play that requires representatives to adopt a conversation with a novel or challenging character to assess their abilities. If you’re having trouble reaching marketing leaders, for instance, assign a video coaching exercise in which salespeople must outline the persona’s main problems and how your product can address them.
You can take the role play a step further by asking representatives to submit a video of themselves giving a pitch that’s tailored especially for marketing leaders (or recite it live via video conference) and evaluating how they were able to highlight features of your product that would help that group achieve their goals.
6. Obtaining power
The capacity of sales reps to “get to power” and expedite negotiations can be a common roadblock in the sales process.
This talent may be improved with sales role plays that are concentrated on getting your champion to introduce you to the decision-maker. Assign a video coaching exercise where reps must show how they would approach that topic with their champion.
You can conduct a team meeting after the coaching session to look over the video responses, talk about whether the reps’ strategies worked in current deals, and continue to refine best practice methods over time.
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