Sales role plays can be helpful, but only when you mix them up. When they become too repetitive and reps run through the same scenarios over and over, there’s little room for growth or creativity. Going through the motions doesn’t help in the real world either, when reps need to be able to think on their feet and adapt quickly.
Try challenging your team with different sales role-play scenarios. This allows them to sharpen their instincts and develop the kind of skills they can use to close real deals. Highspot’s Jessica Hitchcock put together a piece that outlines some sales role plays that can help your sales team handle a variety of situations, from objections to negotiations. We share her ideas in this issue of PromoPro Daily.
- Discovery. This stage sets the tone for the entire sales process. According to Hitchcock, practicing discovery helps sales reps move past superficial answers and get to the root of what the prospect needs — even if they don’t clearly articulate those needs. She says the goal of discovery is to fully understand the problem before offering help. Practice redirecting the conversation when the prospect goes off-topic or gives short, direct answers.
- Elevator pitch. Every promo pro needs a quick, confident answer to, “So, what do you do?” This role-play scenario helps sales reps develop a concise pitch that’s on message and easy to personalize. When you go through this exercise, they learn how to speak with confidence under pressure and communicate clearly without jargon.
- Objection handling. This role-play scenario helps sales reps practice answering tough questions and objections with understanding, Hitchcock says. Let reps respond to common objections like, “We don’t have the budget” or “We’re happy with who we have now.” They’ll learn how to validate concerns and tie value back to the prospect’s goals. They’ll also learn how to listen and respond without getting defensive.
- Negotiation. In sales, negotiation is all about trading value. By running through some negotiation exercises, you can help your team stay calm under pressure and explore value before discounting too quickly.
- Customer success stories. When used well, Hitchcock says a success story is more persuasive than a sales pitch. This role play teaches sales reps how to tell short, impactful stories that are relevant and build credibility. It helps build storytelling skills and teaches reps how to speak with energy and clarity.
Do you tend to practice the same scenarios? Try varying your sales role-play exercises. By doing so, you can make sales training more effective and engaging. You’ll also give reps valuable practice adapting to challenges they’ll face in front of prospects.
Compiled by Audrey Sellers
Source: Jessica Hitchcock is the senior manager, revenue enablement for Highspot, a sales enablement platform.
