Track Selling System™ - Core Skills
On-demand Beta Request Process
Join the Beta Program today!
Please complete the following form to indicate your interest in the Beta program.
We will process your request and you will receive a login to the learning system within 24 hours.
Role-Play Course
Below are the times for the role-play sessions which are part of the BETA program.
Thursday, December 2, 2021, 10:00 am Central(90 Minutes)
Practice Steps 1 - 3
Monday, December 6, 2021, 2:00 pm Central (90 minutes)
Practice Steps 3 - 5
Monday, December 13, 2021, 10:00 am Central (90 minutes)
Practice Steps 1 - 7
Role Play Course Explained
We recognize that there are two aspects to learning: education and practice. We also understand that there are constraints to on-demand technology and delivery. To make your experience as useful as possible, there is no substitute for practicing the Track Selling System skills with your peers.
In response to this need in our on-demand education, we are adding an optional role-play course during which you can role play and practice the seven steps. There are three live, role-play sessions:
- Role Play A covering Steps 1-3 - Approach, Qualification, and Agreement on Need
- Role Play B covering Steps 3-5 - Agreement on Need, Sell the Company, and Fill the Need
- Role Play C covering Steps 1-7 - Steps listed above plus Act of Commitment, and Cement the Sale
The first two role-play sessions (A & B) are 90 minutes long and are structured as follows:
- A brief introduction to the role-play steps and scenario.
- A role-play session with three people: a salesperson, a prospect, and an observer. Each person in the team of three plays each role for 10 minutes to practice the skill for that session.
- A debrief session for the entire group
- A repeat of the role-play sessions using the knowledge and experience you gained from the first role-play, adding content to it, and debrief.
- A short recap and discussion of lessons learned.
The final role-play session covers all seven steps of the Track Selling System and is also 90 minutes long. After a 30-minute interactive introduction that includes objection-handling, each member of the three-person team gets an opportunity to test their skills in a 15-minute presentation, hopefully resulting in a "sale." Each participant takes a turn playing a salesperson, a prospect and an observer. A 15-minute debrief concludes the final role-play session.
We believe this combination of on-demand training and live role-play course will come close to duplicating the learning that you experience in a virtual or physical classroom.
