Treat the gatekeeper with respect and trustĪccept that you may need to go another route and pursue someone else in the company The Demo Pusherĭiscovery calls are crucial for sales professionals to understand the details of a prospect’s situation. Some skills your reps should practice before dealing with a gatekeeper include:ĭemonstrate knowledge of the prospect so they’ll know you’ve done research Practicing this sales role-play scenario is necessary if your team ever wants to reach executives in larger organizations. Running into a gatekeeper is a fairly common sales prospecting scenario, especially when trying to get ahold of C-level decision-makers. Practicing this sales role-play example will help your reps ask questions that dive deeper and hone their objection, discovery, value messaging, and even negotiating skills. A skilled salesperson should be able to respond with some information about pricing, perhaps the structure but not actual prices, and then pivot into discovery to learn more about the prospect’s situation so that a more accurate and detailed price can be delivered… later.
![sales role play scripts sales role play scripts](https://therealestatetrainer.com/wp-content/uploads/2017/11/Scripts-Role-Play.png)
This makes budget-conscious prospects all the more challenging to sell to. There is not a set scenario pertaining to pricing objections - each prospect will have their own reasons for trying to negotiate on price. The Budget ConsciousĪccording to Hubspot, almost six in ten buyers want to discuss pricing on the first call. This teaches your team to remember to listen, understand, respond, and confirm. That way, your reps can expose how your solution can help. Instead of pitching, have your reps practice looking for the root of the organization’s challenges and address those needs rather than spout product information. Your reps need to add value so the prospect feels like the call is worth their time. Most objectors are used to getting several phone calls a day, taking away productive time. This is a very common scenario when making sales calls and can be very frustrating, which is exactly why it should be a sales role-play scenario that is practiced often. They usually try turning you down before they even know what your solution is all about. The ObjectorĪn objector is a prospect that rapid fires tough questions and reasons why your solution is not for them. It’s time to go back to the basics with these sales role-play scenarios to prepare your team for the win. More than 40 percent of salespeople say prospecting is the most challenging part of the sales process but it doesn’t have to be. Although many salespeople regularly rehearse for big presentations beforehand, the techniques used for cold calling and value touching are rarely practiced. As cliche as it sounds, it’s true! The only way to perfect your sales pitch, is for reps to practice and managers to offer consistent sales coaching.
![sales role play scripts sales role play scripts](https://theclose.com/wp-content/uploads/2021/05/Mike-Ferrys-FSBO-Script.png)
Everyone’s heard the saying “practice makes perfect”.