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Track Selling System™ - Core Skills
Live Role-Play

 

Why Role Play?

School is never out for the sales professional. To continuously improve, salespeople need to enhance their skills by 1) education and 2) practice. Even with increasing value given to on-demand sales education, we understand that there are limitations with technology and delivery. To enhance your learning experience, you need to practice selling scenarios through live role play with your peers.

Practice doesn't make perfect. Perfect practice makes perfect. 

To supplement your on-demand education, we offer an optional role-play course in which you can role play and practice the seven steps. There are three live, role-play sessions:

  • Role Play A covers Steps 1-3 - Approach, Qualification, and Agreement on Need
  • Role Play B covers Steps 3-5 - Agreement on Need, Sell the Company, and Fill the Need
  • Role Play C covers Steps 1-7 - Steps listed above plus Act of Commitment, and Cement the Sale

The first two role-play sessions (A & B) are each 90 minutes long and are structured as follows:

  1. A brief introduction to the role-play scenario and steps.
  2. Divide into three-person breakout sessions, with each person taking their turn playing the role of a salesperson, a prospect, and an observer. Each person plays each role for 10 minutes, then rotates roles, and rotates again. Much learning occurs in all three roles. 
  3. A debrief session for the entire group
  4. 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.
  5. A short recap and discussion of participants' most important ideas learned.

The final role-play session (Session C) - also 90 minutes long - covers all seven steps of the Track Selling System. After a 30-minute interactive introduction that includes closing and objection-handling, each member of the trio has opportunity to test their skills in a 15-minute presentation, hopefully resulting in a "sale." As in the earlier sessions, each participant takes a turn playing a salesperson, a prospect and an observer. A 15-minute debrief concludes the final role-play session along with participants sharing their most important idea learned. 

We believe this combination of on-demand education and live role-plays will come close to matching the learning that is experienced in a virtual or physical classroom.