340 How To Do Sales Role Play Practice

<p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">Role play is one of the keys to improving in sales.  We are in a psychologically safe environment where we can experiment and learn.  The majority of salespeople however are practicing on the client.  That is an extremely bad idea, but they do it anyway.  The main reason is the firm is not well organised or the salespeople are not well organised.  Even if the firm isn’t helping, grab a colleague and agree to help each other by using role play practice before you see any clients.  It doesn’t have to be for hours at a time, but fifteen to twenty minutes will be a big help in refining what you will say and how you will say it.</span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">There has to be different version of the same talk.  Some clients will be incredibly detail oriented, sceptical and wanting tons of proof, before they will consider buying anything from lowly salespeople.  When we do this practice, we need to marshal all the proof we have to explain why this solution is a safe option.  Another client will be the opposite.  They are big picture people and don’t like getting tangled up in the weeds of all the detail.  We need to go macro too and talk about the way this will elevate the firm’s status and success.  Some clients are very focused on the relationship and will want to have a cup of tea and get to know us.  That conversation is bound to be soft, non-pushy and allowing time to work its magic to get the deal – eventually!!!  The “time is money” client will be driving the meeting, they are always in a hurry and want the key points so they can get back to what they were doing.  What will be the outcomes they can expect, when can they get them and how much will it cost? Forget about the cup of tea. </span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">Doing a single version of the role play the way we normally function, means we are missing the options to appeal to the other 75% of buyers who are not like us.  We need t