Can You Tell Me When The Train Leaves The Best Technique To Train Sales Reps

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The Best Technique To Train Sales Reps

Role Playing Still Reigns in Effective Sales Training

The best way to train sales reps is to play. This was true decades ago, it’s still true today, and drama is still the best way to train reps until someone comes up with something better.

And sellers, to one degree or another, will still complain about it.

It’s been my experience that even retailers who hate limited games still don’t care. When you are in the role of teaching drama, you are often evaluated by your employer (employer) and colleagues in ways that do not happen when you are alone, calling on clients. I can tell you that it feels like auditioning for a professional actor – you are doing things in front of your fellow professionals (usually with your job on the line), which is less fun than doing it for applause. an appreciative audience. In both cases, performance anxiety can shoot through the roof. So if you’re a sales manager or sales trainer and you announce that you’re pulling your team into the room for a performance, expect everything from eye-rolls to sudden illness.

And why? Because it DOES. It’s easy to believe that salespeople who train and play close more sales, make more money, and make more money than those whose feedback comes from customers in the field. Whether you own a business or are a manager, you’re leaving money on the table if you don’t use drama to train your salespeople. And with the challenges presented by today’s economy, you can’t afford to leave money on the table!

Here are some of the reasons why drama works. First, it puts salespeople in situations they don’t encounter every day, also introducing them to the right ways to deal with difficult objections. Drama is good medicine – one of the reasons it works so well is because it makes salespeople a little more comfortable and forces them to stretch themselves. It’s a great way to empathize with customers – in a typical scenario, one of your salespeople is playing himself, but the other is playing the customer, and maybe they’re going to “pretend” problems in the process that repeats the problems they have. they met in the garden. In conclusion, there is no better way to teach sales skills, and no professional in any field is perfect without practice.

To get the most out of gaming sessions, follow tried and true practices. Start by making it clear that everyone will be involved, and that the goal is to improve our marketing skills to make more money. If you can cite the statistics of how such sectors work by putting extra money in their pockets, the sellers will agree to the situation, albeit reluctantly. Tell your friends that it’s okay to fail, and that with few exceptions there are no wrong ways. Get their commitment to establish an atmosphere of mutual respect, and that the goal is to help each other become professionals.

Be sure to participate. You have to show some skill, but also some vulnerability. And limit the role of the play in terms of time (people will feel overwhelmed if the whole session is longer than a few hours) and students (no more than seven plays; five is good).

After you set the tone, set the rules. In most cases, this would sound like this: “Today we are trying to make the first call, and we will try to overcome one or two objections. Our goal will be to find the next meeting, not to meet one or two objections. Close the sale – we will try to close another session. Each of us will take turns as a seller, and the other turn as a customer. As ‘customers,’ today let’s agree to keep the number of difficulties to 5-7. 10 – challenge your loved ones, but impossible. As sellers, you can call the time to go and ask for a teacher at any time, then and start the drama again. you will be out of the hot seat at your scheduled time of 15 minutes. Then you will get feedback from everyone in the room, and each person will have one good idea and one constructive criticism. don’t interrupt…leave it to me, or to the person in the chair hot.”

You can change the rules, but they work fine.

Reorganize the feedback process, and ask everyone to agree to continue. Measure yourself, I will force you. For example, ask everyone to report what they saw (what they saw or heard), their interpretation (the impact it had on the viewer, or the viewer’s perception of the “customer”), and the actual idea. (for clarity, the idea can be as simple as “keep doing that” or “do more of that”). Once you’ve trained the group on how to respond, before your first performance, you won’t do it again.

As a teacher, you can tell the group that you have the right to give a few observations or two… So be supportive, and give your mistakes in a balanced way. When answering, don’t be the first – go last – to avoid others just agreeing to what you said. (A good way to manage the comments section of this section is to first ask the “seller” to provide a review, then ask for two reviews from “customers,” then go through the reviews in order – to facilitate proper use of the review process, and finally give feedback yours.) And, when commenting, make sure you use your own method (observation, interpretation, opinion), and don’t repeat or rehash what others have said even if you say it. good. Try to be as concise as possible, and minimize your need to “do” as a teacher.

End each role/answer session by asking the “salesperson” if the practice was effective, and what they are taking away from it. This information is required. When your parents hear each other say how this practice has helped them, and what they are learning, they will see the power and value of the lessons of the play, and you will see less eye strain and sick days the next day. time.

After collecting the “seller” containers, switch to the next game.

These key points will help you run the game better, and you’ll see real results in your team’s performance. There are other things that make the stages of the game more sensitive, and other choices (how do you combine veterans and beginners, how do you divide the sales part of your actions, how do you put each person in rotation, how do you limit the performance-avoid the time of “discussions”, and others), but don’t worry about getting it perfect the first time. Get a lesson from someone who has directed many episodes of drama (I can help you), and read up on the subject… but most importantly, get involved. even old dogs). This is not as important as the valuable lessons your people can learn from the experience – and from each other.

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