Problem: Making Role Plays More Effective.

All too often when I have clients practice role-playing the questions in the “pain conversation,” they start getting sidetracked and want to start selling their product or service too soon. And they don’t get the power of the questions that we’re teaching them.

Solution: It’s an overload of product knowledge and bad habits, so I started having them sell something other than their real product or service. That way they can’t start selling because they don’t have the product knowledge. It also helps if their role play partner (the “buyer”) is buying what they actually sell. For example, one person selling engineering services plays the role of seller and the buyer in the role play sells staffing services. The engineering services salesperson has to sell staffing services when he is the seller, and vice versa.

It works great and helps to tell them to just stick to the questions and not get creative for the first time or two. Another way that works well is for the trainer to demo the pain conversation questions…ask for a volunteer and tell them you can probably qualify someone in their business better than they can by using the questions in the process. You’ll never go wrong and they’ll always have a big “wow” factor.

Good Selling!

Jim Dunn & John Schumann

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