The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode · 5 years ago

Effective Role Plays

ABOUT THIS EPISODE

John Kaplan discusses best practices for conducting effective role plays

Hello, I'm Rachel Clatmiller and I'mthe director of digital engagement at force management, a growth play companymanaging partner. John Caplin is joining me today to talk aboutroleplays, Hey Greachell, it's great to be here again. I think this is afantastic topic. It's it's a great area where sales managers can add greatvalue and raps cannet value to each other on this topic. So I'm excited tobe here to talk about t in a raceant podcast. We talked about the importanceof giving affective feedback. This topic, conducting great role play, isalong the same lines. You can tell your rep what they should do in a meeting orcall, but Roleplas really provide that critical opportunity to show them yeah.I think that's a good point to show them, but part of it's a little awkward.You know role plays, are kind of pretend if you will in quotations, butyou know, and none of us went well. Maybe some of us on the podcast went toacting school, but I sure didn't and it sometimes they can be a little bitawkward, but I want you to think about roleplays as giving you the opportunityto practice and the best athletes in...

...the world spend hours and hourspracticing. A role play is no different. So when, when your success is on theline, why would you wing it right? Why would why would you wing itso it's one thing to say: Rolfles will help your reps, but the purpose of thisconversation today is to dig a little deever. What are the situations where arole play or practicing that conversation particularly helps yeah?So I'm thinking about this like if I was a manager, you know it's alwaysabout helping my rep succeed and a lot of times. One of the biggest areas areone of the biggest hurtles for raps. Is You know helping them get higher to thenext level in the conversation or to somebody else, you know in the account,and so I like to help them connect to positive business outcome. So I'malways looking for that. As a manager, because I think that's an area thatwill really help you focus on taking the conversation to a higher level, butI also like to think about helping them, isolate and dominate the competition,and one way to do that is really really...

...focusing on simulating a greatconversation around those required capabilities in a way that will isolateand dominate the competition. Okay. So when you're, when you're watching arole play- and I know it depends on situation- it's a case by case basis.But what are you watching for in general? What should, if I'm a salesmanager? What are those things that I need to be? Looking for? That's a greatquestion. You Know Me Rachel, I'm always looking for the fundamentals, Ilike to see good hygiene around proving to the customer that we have heard themand that we understand their business, so I'm always expecting to understandthat ultimate Samation, I'm always expecting to hear positive. Bisinessoutcomes require capabilities on metrix. We've talked about that point severaltimes before. In really any of your salesconversations, you should be level setting everyone in the room on thosekey components: required capabilities, positive business outcomes and metrics.Why is that so important to do every...

...time? Well, it's a good question, butyou know one of the reasons is you want to be the first person to know ifanything is changed and it gets everyone behind the same goal. Itreminds them of the end game where they're trying to get to and thebusiness problem that you're trying to solve so listening for required capabilities,positive business outcomes and metrics great points there. What else are youlooking for or listening for in a role, playng yeah? That's a good jump offpoint right there so for sure, good! Listening, I'm looking for goodlistening, I'm also looking for the ability to take advantage of openingsin the conversation to advance the opportunity, and I think one of thepodcast that we just did, which was, I think it was dealing with multipledecision makers, W that the last one we did yeah so so that one really made methink about you know connecting the conversation to others in theorganization or to other people in the buying decision. I'm looking for thatas well, so the other key component is...

...often the end of the sales conversationthat could be the most important part. What are you listening for there? Inthe end, you know again I'm looking for that ultimate samation. I think that'sa great way to sum up the conversation, I'm looking for very, very specificnext steps agreed upon next steps, and then I like this little nuance that Isaw somewhere and I actually use it now and every conversation that I have withmy with my customers. I aske them if there's anything that we that we didn'ttalk about, that, they would have expected us to talk about. Is there anyquestion that I didn't ask you that you would have expected me to ask you inthe end, I think that just shows to the customer that we are absolutely focusedon making sure that we're ultimately connected to hink that the things thatare most important to them- and maybe the most critical area for you to addvalue in a role play, is to give good feedback after the role playng yeah. Ithink it's, let's keep this one simple. So it's a simple model. I in the way toget feedback, is two things that you...

...liked and two things that you dodifferently. If I'm the manager, let the ret go. First, hey what are twothings that you liked and what are two things that you would do differently:keep it simple, but also keep it specific and when you give yourfeedback, give specific examples. Yes, I really like that question that youaskd here, so you want to connect that do positive reinforcement and connectedto future behavior. But when you talk about things that you would dodifferently, don't just say things like hey. You know I would have askeddifferent discovery questions or I would have asked some questions aboutpositle ind, the soutcomes give them very specific examples. Work through anexample of a great discovery, question or a great positive business outcome.Make sure that you connect the dots, really great chips here, John and Ithink, there's a lot of value there for everyone listening. What do you thinkabout Roleplaye in general? Are they underutilized in sales or organizationsyeah? When you gave me this topic? I...

...really thought about that, and Ithought you know this is really a lost. I thought it was going to be a greatpodcast because I think it's a lost exercise and I think one of the reasonswhy it's a lost exercise is because that many companies have moved to kindof a virtual or remote work, environment and- and I think that justbecause you're not sitting four eyes with each other in a lot of instances,we've miss opportunities to do roleplace, but we have all thetechnology we need. We've got all the capabilities out there with skype with facetime. I don't want to alienate anyof our partners out there, but we've got all the technology out there tomake it a great experience, so the excuse departmentis kind of closed.This is still a really great exercise. Great O will also point our listenersto a podcast. I refer to earlier on giving effective feedback, there's somegreat tips in there on coaching, your wreps to success, much of which you canapply to giving feedback on rolls plays. So. Thank you, John Thank you to all ofyou for listening, don't forget to follow force management on twitter andI'm Linkedin as well as our parent...

...company Growthblay.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (133)