8 Sales Role-play Scenarios that will help Prepare your Sales Team to handle any sales situation
12 minutes read
Like most skills, your sales reps’ ability to sell improves with practice. But how can you get your reps to frequently practice and hone their selling skills? The answer to this lies in something called the “sales role-plays”
What is a Sales Role-play?
A sales role-play is an activity for coaching and developing your sales team. It uses situations that closely replicate what the sales reps may experience in real-life selling.
Sales role-play involves you giving your employees some sales role play scenarios examples and asking them to act out their role as sales reps. This is basically like an improvisation game for the sales reps where they get to interact with their sales coaches acting out the role of different customer types and,
- Ask questions
- Learn from them how to navigate certain sales scenarios
- And how they can overcome certain roadblocks that they may encounter throughout the process of new client acquisition and beyond
Now that you understand what a sales role-play is, we are going to introduce you to certain sales role-play scenarios that will get your sales team thinking on their feet and mastering various sales scenarios
Top 8 must-try sales role-play scenarios
Discovery call role-play is the most important sales role play that you can do, period. With discovery call being the first-ever real connection with a prospect, this can potentially set the tone for the rest of the sales process. So it’s absolutely crucial for your sales reps to prepare for this and make the best first impression.
This discovery call role-play particularly helps the BDRs in efficiently identifying the buyers’ problems. It also helps in getting the new hires comfortable in always asking “next layer questions” that will have an immediate impact on the quality of their discovery process.
How to run this role-play: Get each one of your sales reps to act as the salesperson making the discovery call to the client. And the manager/ coach/ another sales rep should act as the client. Then set the scenario for the role-play by giving the sales rep the demographic details of the client whom they should call.
Before the call, ask the reps to prepare for it by writing down all the questions that they want to ask the client during the call. Then set up a virtual call between the client and the sales rep and encourage your reps to try to
- Find out as much information as they can about the client
- And map the clients’ problems with the solution that you offer.
2.Scenario - 2: Elevator Pitch
A good elevator pitch is everything to a sales rep. It is a short 30 seconds description of what your sales reps are selling. This kind of pitch helps the sales reps to capture a client’s attention in a short span of time. So, it’s absolutely crucial for the sales reps to practice this pitch and get it absolutely right. Also this elevator pitch role-play is like a fun challenge for the reps where they have to communicate their core message in just a few words..
How to run this role-play: Ask the sales reps to create an interesting elevator pitch, practice it multiple times, and then deliver it on a video call or in the form of a recorded message. Once the pitch is submitted, the managers should review it and provide helpful feedback.
3. Scenario - 3: Product Demo
The product demo is that phase in a sales process that has the potential to make or break a deal. It’s crucial for you to ensure that your reps’ messaging is precise and their product knowledge is evident in their product demos. So it’s always a good idea to get your reps to practice their product demo skills.
How to run this role-play: Get your sales reps to do a product demo role-play with their experienced colleagues or their managers. These demos can then be analyzed for
- The proficiency of product knowledge
- The ease with which they navigate the product
- Keywords that they use
- Filler words that they use
- And their confidence when unexpected questions come their way
After the demo, the sales reps should be provided with helpful feedback on where they can improve and how they can improve
4. Scenario - 4: Remote Selling
Needless to say that in the current crisis, remote selling is the most important skill for the sales reps to have. This remote selling role-play sales training is especially valuable for those transitioning from field sales to inside sales/ remote sales.
This type of role-play scenario allows the sales reps to
- Practice their remote selling sales conversations
- Get used to using and navigating the video conferencing tool
- Improve their body language while communicating through a video call
- Use gestures, keywords, and phrases that help in building a good rapport and trust remotely
- And practice exhibiting empathy with the client during these crises
How to run this role-play: Ask your reps to get into a zoom call with you and give a presentation of the product. During the call, you can evaluate the reps’
- Knowledge of the product
- Selling skills
- Facial expressions
- Confidence in the tone
- Video conference etiquettes etc
At the end of the call, provide valuable feedback on where they can improve and how they can improve
5. Scenario - 5: Objection Handling
Objection handling role-play gives reps the chance to practice answering tough questions and combat objections from buyers. This role-play also allows the sales reps to leverage the expertise of their seniors and managers and get to learn from their experience about how they can effectively answer the client’s questions or mitigate their concerns.
How to run this role-play: Get your sales reps to do a virtual or in-person role-play with their seniors or managers. Here the seniors/ managers should pose questions/ objections pertaining to your products, features, pricing, or policy. And the sales reps should try to handle these objections efficiently.
The sales rep’s performance can be evaluate based on,
- Their confidence while giving an explanation
- The validity/ correctness of their explanation
- And their ability to convince the client with logic
6. Scenario - 6: Negotiation
Great sales reps are skilled negotiators. You can develop great negotiation skills in your salesforce by creating role-plays simulating any of the following scenarios
- Buyers asking for a lower price based on competitor pricing or budget
- Buyers asking to give more feature for the same standard price
- Buyers asking for an extension of the free trial period of the product
- Buyers asking for something to be delivered in an unrealistic time frame
- Buyers asking to make some changes in your t&c or purchase policy
How to run this role-play:
Get the sales reps to do a virtual or in-person role-play with their seniors or managers (senior/ manager act as the client). Present a situation to them where they have to negotiate with the client on,
- Product pricing
- Feature requests
- Trial period
- Service period
- Or terms and conditions
Once they present their argument, evaluate it by identifying the number of filler words used, tone, and confidence. And then provide valuable feedback and coaching with which they can improve their negotiation skills.
7. Scenario - 7: Letting a client go
Breaking up is hard to do. It is even harder when you must tell a customer (and their commission) goodbye.
It’s important to practice these scenarios because they can be nerve-wracking for new reps, and they can get tense. Role-playing prospect breakups is a crucial part of sales training because if this situation is handled correctly, it can open doors to new opportunities with the same client in the future.
How to run this role-play: Get into a virtual call with each one the your sales reps one after the other. Present a situation to them where they need to inform the client that
- They cannot fulfill a certain request of theirs
- Or that it’s not in the scope of your business to help them overcome a certain challenge
Evaluate the sales reps’ performance based on their politeness, confidence and positive attitude. After the role-play, provide coaching and feedback help them improve
8.Scenario - 8: Stalled deals scenario
Every salesperson will experience stalled deals. The prospect might repeatedly reschedule the demo, ghost for weeks at a time, or drag their feet in returning a signed contract.
Whatever the situation, it costs reps time and money. It’s important that they be able to identify these situations and discover the root cause to successfully discern whether to cut ties or move the deal forward.
How to run this role-play: Conduct a virtual or in-person role-play session where you present this stalled deal situation to the sales reps and ask them to
- Try to find out the reasons why a prospect might be ignoring you
- Try to get them to reinstate the sales engagement
- Or close the case
Evaluate their performance here based on the way they handling this situation and provide feedback on the areas where they can improve
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Published on Sat Oct 9 2021