Many organizations employ role play technique as a part of their sales force training program. Role play is an exercise in which a sales person executes a selling task to a customer in a made-up selling situation. This gives, especially to the new sales people, an opportunity to perfect their selling skill before they encounter real customers. Even an experienced salesperson can benefit from participating in role play exercises as long as they are receptive to constructive suggestions from the observers of role play exercise.
In this exercise, you will be expected to carry out a full pledged sales presentation for a real product or service. The sales presentation should definitely include the following steps:
1. Approach
2. Needs identification
3. Product/Service presentation
4. Handling objections
5. Negotiation and Closing
6. Post closing communication
1. Identify a product or service that you would like to sell in the role play. Write down a script for the presentation by clearly listing the statements for both the salesperson and customer. Make sure the statements address the points listed in the evaluation sheet.
2. Prepare and collect support materials (product brochure, actual product for presentation if needed, customer testimonials, video, other items relevant for the presentation) needed for presentation.
3. Practice the presentation with your partner and modify the script as needed.
4. Have everything organized in the order needed for presentation.