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Train your team effectively with these sales role play examples The onboarding process is one of the most important aspects of building your killer sales team. Sales role play is used to shape and steer your new members toward the level of quality you are looking for. Sure, the normal cookie cutter process may work, but are you pushing your new hires to be the best they possibly can be? One popular method of onboarding is going through various sales role play examples. This allows you to see how your new hires not only but also measure their ability to problem solve and think on their feet during the sales role play.

It also gives them a great opportunity to ask questions and learn how you would like them to navigate certain objections and other roadblocks they may come across throughout new and beyond. Consider: “Quizzing oneself on new material, such as by reciting it aloud from memory or trying to tell a friend about it, is a far more powerful way to master information than just re-reading it, according to work by researchers including Henry Roediger III and Jeffrey Karpicke.

(Roediger has co-authored his own book, “.”)” The more senses that we can involve in our learning, the better we will learn. Your new hires could sit there and read scripts but if they are actually speaking aloud and interacting, the learning process advances at a faster clip.

So what about your current sales team? Should they be involved in the role playing?

Even the current rock stars on your team can learn to push themselves even further during role playing activities—teaching them to better handle. Utilize your top salespeople to help new hires learn and become comfortable in their new environment. The particulars of your role play scenario will vary based on your company, but here are some great starting points to get role-playing integrated with your sales onboarding process. These are based around the most common type of customers most salespeople will encounter across the board. Also, don’t be afraid to actually do these over the phone. Not only does this better emulate real life, but it allows you to record the training for review later on. Now lets dive into some specific sales role play examples.

Sales Role Play Scenario #1 – The “I’m-interested-but” customer Dealing with common objections This scenario will allow your new sales hires to get familiar with the most common sales objections they will be faced with on the job. No matter what product or service you are selling, or what field you are in, there will always be reoccurring objections that your sales team hears on a daily basis. Maybe it’s something as simple as pricing.

Customer: “I am interested in your service but how do you expect me to pay X amount each month?” By asking this simple question in your role playing scenario, you are asking your new hire to show you how convincing they can be. Let them respond in the moment and later take a look at the response and identify where it needs polishing. What if you commonly face this objection? Customer: “I would love to purchase your product but I don’t have the power to authorize it.” Not only can this test the salesperson’s ability to get the correct contact’s info, but you can also point this out as an example of a poor lead and examine how this lead was gathered in the first place. Was this a case of fishing in the wrong pond? Take the opportunity to discuss your lead validation process and how you categorize a “good” vs.

Once you have role played with the specific objections you want covered, pool your top salespeople and make sure there are none that you may have overlooked. Sales Role Play Scenario #2 – The argumentative customer Dealing with conflict Let’s face it, not every customer experience is a positive one. Test the patience and skill of your new hires when the conversation takes an unpleasant turn. Potential role-playing customer comments over the phone – Customer: “I ordered the product 2 weeks ago with Express Shipping and I STILL haven’t received it!” Customer: “You stole from me!

I paid and it’s been a month with no order!” Customer: “I received my product but it was crushed to pieces!!! Is this how you do business!?” No one likes unhappy customers but when you are in sales, you are bound to stumble across them whether you want to or not. If your company offers coupons, discounts or any other good-faith deal for the inconvenience, this is important for a new hire to know. You can address the specifics after this role playing experience and study just how well they perform when the customer is all but satisfied. Sales Role Play Scenario #3 – The Detail-specific customer Testing your new hire on how he or she will deal with the unknown Test your new hire’s research skills by seeing what they know about the company.