HTSS108 - Role play in sales training is necessary to close deals - Scott Sylvan Bell

Why you must role play in sales

The one thing most salespeople need is the thing they are scared of the most. Role play is a necessity in sales and throughout sales. When you look at the reasons why salespeople do not want to role play come to a few things:

• Most salespeople are scared to be judged. This comes from the pressure of a sales team watching
• Salespeople struggle with not wanting to look dumb
• Fear of showing what they are doing causing the fear of content being ripped off

There is no way to stop any of these items from happening. You will get judged, you will look dumb and you will get ripped off. You have to get moving and not worry about these things.  

The magic math of role play

For every minute you spend role playing it puts you an hour ahead of your competition.  You can  getup to a 1/60 payout.  Your competition is lazy and you need to know this. Most salespeople are scared to role play and to practice.  

If you have been off for an extended period of time you must role play. If you have been out of the game for a while. You can be out because of:  

• Vacation
• Sickness
• Life events
• Forces of mother nature
• Out of the industry

Tactic vs Strategy in sales

Salespeople get caught up in what other salespeople will do or not do. 80% of salespeople will never do anything with what they are shown.  The other 20% are on their own path and already have their own style. The closers may pick up nuggets that they modify on their own. You can drop major heat and nothing will happen. Trainer

You have to keep crating and not get caught up in what could happen, Most of the time your fear will never come true.  

Why you must role play in sales

There are multiple things that happen in life and sales that can take you off the path of closing deals. You can get out of shape just from not practicing. You can get lazy and take short cuts. You start adding to your presentation or removing parts and pieces.  You have to get your reactions right and if you are under stress, tired or hungry there will be problems with timing, pitch and tone  

 

There are really only 6-7 objections buyers have and then its hybrids

• I want to think about it
• I want to talk to other people
• The price is too high
• Your product is no good
• You guys suck
• I can wait longer

 

Make the role play really hard so that it is harder in the role play than in a sales presentation.  

Role playing objection after objection in rapid sequence is one of the best ways to build a closing muscle.  

 

If you want to get better at sales and close more deals you must role play

#sales #closer #success #podcast #Howtosellshow #Sacramento

This episode was recorded in Sacramento California