Edgar Higuerey
Jul 16, 21 | 6 min read
How the role play methodology works in sales
Reading time: 5 minutes
The quality of the salespeople employed by a company is critical to its success in the marketplace. Ultimately, no matter how relevant and attractive products and services are, they do not sell themselves.
And with good marketing strategies, it is also necessary to have professionals who really know how to close sales.
Sales representatives acquire their skills in different ways. Courses, training sessions and natural abilities are very important, but having some experience in commercial transactions is essential to perform satisfactorily.
The problem is that there isn’t always time to gain that experience — and that’s where the concept of role play comes in . That kind of dynamic is essential to qualifying salespeople and increasing conversion rates.
Do you want to know more? In this text you will discover:
What is role play?
What is the purpose of the Role Play methodology?
What are the advantages of role plays?
How to apply role play in practice?
What is role play?
To understand what this concept is, let's start by explaining the term. In its free translation into Spanish, role play can be understood as the role that someone plays in a hypothetical situation.
It's a very fun thing, which refers to south sudan email list children's games - like a child pretending to be an astronaut, for example.
When within the context of sales , role play allows the salesperson to simulate different situations, imagining different outcomes and training how to deal with them.
In most cases, the person responsible for applying the methodology, usually a manager or a coach, plays the role of lead , while the salesperson tries to persuade him to make a certain decision or simply tries to serve him in the best possible way.
The hypothetical scenario is decided according to the particularities of the professional, the company and the client. A role-play session can easily include more than one salesperson. This practice is even encouraged, as it facilitates joint learning and fosters principles of collaboration.
What is the purpose of the Role Play methodology?
As you can imagine, the main objective of role plays is to prepare the sales team to deal with different clients and scenarios . By adopting a more entertaining approach, the company favors the pedagogical process and facilitates the learning of its employees.
The specific objectives of each role-play session are defined according to the scenario. Imagine, for example, the onboarding process of a new employee who, although qualified, is not accustomed to the sales approaches proposed by the company.
Even if you have experience working in other companies, the way to handle the lead varies from one company to another. Moreover, it depends not only on the company's solutions, but also on the person's particularities.
Role plays therefore function as a training dynamic that allows the use of best sales practices to be standardised . Even the most experienced professionals in the company can practice the exercises to:
correct vices,
adapt to new customers,
exercise rapport ,
familiarize yourself with the company's value proposition
and learn new negotiation techniques.
What are the advantages of role plays?
Group dynamics and training programs are, without a doubt, essential practices to keep the sales team updated and motivated. However, it is necessary to innovate and create stimulating exercises; after all, the pedagogical process depends greatly on the engagement of the participants.
Because of its witty and, to a certain extent, relaxed nature, role-playing is a way of generating knowledge through the direct and committed participation of salespeople.
