Role playing as part of sales training - can't stand it

[cantdrv55]

In two weeks I will be going on a sales training trip that my employer puts on annually. The training involves a lot of competitive strategizing, which I absolutely love. The part I hate is role playing.

We are given scenarios and are supposed to use the training we've received and role play. It's a very awkward situation to begin with but the most disturbing part is that we are filmed in front of an audience of our peers and superiors. There are several different scenarios and we have an hour of role playing each. Talk about pressure! Before my turn comes, I usually have to empty my bowels and bladder so I don't make a mess of myself in front of everyone. The only thing that gets me through it is watching the others before me stumble and stutter. Guess I'm not the only one scared ****less.

Have you guys done this sort of training activity for work? How'd you get through it?

[911Freak]

Yep..been there my friend! sounds just like it too..the video, the VP's watching etc...I just embraced it after a couple of times going thru the whole terror thing... i mentally prepared as if I was an actor and I was auditioning for my boss' job.. LOL! I picked out several places in the room to focus my line of sight on (away from the VP's or the hot chicks) and just kept telling myself "no matter how bad you do, someone else will blow it worse"

It really worked, I just had the mental attitude I was going to do so well they'd remember the next time i was up for promotion.. a take no prisoners approach.... once I over-came the fear i did very well... they know everyone is stressed out..but they also want to evaluate the instructor to see how effective they are.....

Knock 'em dead!

[Sonic dB]

been through a lot of that... professional sales training for the most part...is useless and a waste of time. this is not only my opinion, but the opinions of every other sales person who Ive had the displeasure of going through sales training with as well as the non results of said sales training..big waste of money spent by the companies, but they spend it to justify something i suppose...doesnt work and role playing is a complete joke.

if you are afraid of getting up in front of the group, try some beta blockers and you will be fine.

[ckissick]

Coincidentally, I just started a thread on community theater for kids. That surely would have made it easier.

[RANDY P]

Originally Posted by Sonic dB

been through a lot of that... professional sales training for the most part...is useless and a waste of time. this is not only my opinion, but the opinions of every other sales person who Ive had the displeasure of going through sales training with as well as the non results of said sales training..big waste of money spent by the companies, but they spend it to justify something i suppose...doesnt work and role playing is a complete joke.

if you are afraid of getting up in front of the group, try some beta blockers and you will be fine.

+1 big waste of time. Can't duplicate the real decision making process a real buyer would go through. You either wind up getting someone who objects the hell out of you just to test you - which in a normal scenario if the buyer is beating you that hard means you aren't ready to close them so to sit there and try is really a waste of time- you didn't really sell the client.

Either that, or the roleplay turns into complete laydown sell. Either of which is unrealistic and not really training. All this does is just let you practice your lines during your presentation but forget about learning any useful closing skills.

During these dumb events if I get my fake "up" beating me hard I'll just protest and go- "I shouldn't be getting beat this hard I'm not ready to close yet- we shouldn't be here yet"

[livi]

Dr. Phil is everywhere nowadays.

[911Rob]

Roll playing rocks!

Part of any successful marketing program is going to involve roll playing imo. However, I don't think your bosses strategy is really a good one? Roll playing with someone who doesn't want to roll play is useless, so I'd say the key is to get the salesman to the point of where 'they want to' roll play themselves.

I personally taught and trained over 200 sales people in a company that I owned back in Calgary. They were all commissioned sales people. I would train them by doing roll playing myself, provide them with scripts, etc. The key was the "boss" stepping up to the plate and being the example for everyone else to follow. To this day I've never asked anyone who worked for me to do something I wouldn't do or didn't do first.

If your income depends on your level of sales, then learn to like it. It's good practise; however practising on real people is truly the best! Roll playing is just a first step in sales work.

[Jims5543]

Become a JW and knock on some Pelican's doors. Then your role playing will be kids play.

I grew up a JW and when we had to go before the class and give a speech I would shine, mostly because in the Kingdom Hall we would get up before the cong. and give speeches. If I can stand before 100+ people and give a Bible speech I could do anything.

School / Work speeches are a breeze to me. Give me a room of 12 people its a no pressure situation for me.

[LakeCleElum]

I've spent a lot of time being an instructor having to train, mentor and grade those doing the role (not roll) playing. Sales and public speaking are learned skills that need a lot of practice. You will be better and be less nervous with experience. I took a speaking class in college and it scared the hell out of me to be up in front of a class of 20.

Since, I've spoken at a lot of conferences and conventions, with crowds up to 1,500. Comes natural to me now. Like many work related tasks, it not pleasant, but probably will help your career.

[Sonic dB]

Dont get me wrong here....Im all for training the sales staff and motivating them to succeed....

but in my experience, bringing in some outside "sales training" or "performance" organization and having them train the sales team with their attractive binders filled with useless information and pairing off the team into groups for 'role playing' is very much a waste of time.

A much more productive training involves the sales manager and his team meeting one one with with the individual sales person as well as with the team to discuss both individual situations one on one, as well as strategies with the group and with individuals....only when this is done in house, is it effective at all.

[RANDY P]

It helps you sound smoother and consistent. But in the end, only face time with live clients will teach you how to use the tools in the toolbox. That what it comes down to, how well you use your different approaches to different types of clients, how well you bring about self-realization (by your client, obviously) for your products uses and how well you are understood.

Sales is really about being understood- as absurd as that may sound it's about how well your client understands what you have. They will realize their needs once they understand what you have to offer.

I think good theory can be taught in a seminar, but only by seat time can one develop that fine sheparding skill (for self-realization) and sixth-sense( towards need and motivation for buying) that is required to be successful in sales

[RANDY P]

"all the world is a stage"- very true.

rjp

[widgeon13]

Used to do it all the time when I was working, pressure, yes but I think you learn from the process. Fun to watch the others screw up. Forget about the camera and just get it done.

[legion]

Okay, let's try this one out: You're a level 17 wizard in need of parchment. Your local supplier has just raised prices...

***

Seriously, this is one of the reasons I avoided sales like the plague after college. The way some companies treat their salespeople isn't that far off from Amway or Jim Jones. They expect their sales staff to drink the Kool Aid and spread the gospel, no matter how much of a dumbass it makes you look like.

As a consumer, all of the various sales techniques that companies foist on their salesforce more often than not piss me off and make me leave without spending a dime. This is not only true at the retail level (consumer goods to vehicles), but at the corporate level. My employer has spent millions of dollars ripping out software from a company that begins with the word Computer and ends with the word Associates because the sales guy effectively told us that we couldn't afford to get rid of the software and therefore they could charge us whatever he wanted for a license.

Surely there has to be a better way to train salespeople than treating them like weak-minded cult members? For example, I'd think a mentorship program would be far more effective...

[Porsche_monkey]

Do what Christopher did in the Soprano's during acting class.

[berettafan]

i enjoy public speaking but sales (not cars or guns or something like that where they customer comes to you) seems like the hardest thing in the world.

[masraum]

Maybe if you wear that cute little school girl outfit it'll seem more natural to you. I heard you normally REALLY dig role playing.

[VincentVega]

I went through a class last summer that used video. It was the first time I saw myself on tape and I'm glad I finally did it . I realized I needed to drop a few lb's, get a new suit and a haircut.

Realize no one likes the role play thing, I question anyone that does. Sometimes it's helpful and you learn something, sometimes you put on a good face and make it work. You never want to be the guy that didnt play along. Take it for what it is, a little time to polish your skills. Remember, Always Be Closing.

[oldE]

Some good points above.
Sales is all about communication. Matching your product and service with your customers real or perceived needs.
Role playing can help you polish your delivery to make each part of your 'message' support the whole; get rid of distracting mannerisms, features, whatever.
It is not a substitute for product knowledge or understanding your customer's needs.
Like using any other tool or skill, it gets better with practice.

Les