Role Play Reinforces New Sales Skills

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Ask The Right Question
Ask the right question, the right way, at the right time. Asking questions is the key to great selling but only if the questions are the right ones and they are asked in a way to build trust and help the prospect to further disclose details around their unique needs and struggles.

Listen
Listen to the answer, closely. Salespeople must really listen. Most of the time the problem a prospect identifies isn’t the real problem. Salespeople must uncover the real problem by listening intently and asking probing questions.

Dig Deeper
Salespeople have to master questions and statements like: “Tell me more about that.” and “Why is that so important to you?”

They must be comfortable asking questions such as, “Is that problem compelling enough to take action on?”

Reject Rejection
Salespeople need to understand that selling isn’t personal. So if they don’t move forward with this opportunity, they must still keep moving forward with their sales activity and other opportunities.

Be Prepared
Preparation will allow salespeople to utilize their sales slovenia telegram data capabilities when they need them the most, if they are under pressure or when there is a surprise.

How do you ensure that what was learned in the classroom will be executed on the sales call?

The key is to role play frequently, relentlessly, and thoroughly.

When role playing, have your salespeople sell products that they don’t currently sell.

This will ensure that they stay focused on asking questions of the client to understand their issues. It will prevent them from downloading technical knowledge about their products.

Role playing in this manner will help salespeople get better at asking the right questions at the right time in the right way because they will stay focused on the client and not on themselves.