By: Sid Chadwick
Early on, I recognized I had a gift for talking persuasively with Buyers and Senior Management of major Prospects. (Part of my Irish heritage.) Note: Listening closely …is critical.
As a Consultant, I also learned that my skills could intimidate a client’s Reps, such that they would not want to practice in Sales Team Group sessions – “One-on-One Sales Rep/Buyer role-play discussions” – for Sales Team Reviews – and Learning.
To create an atmosphere of “Fun,” I learned to create Role-Play Scenarios – making myself “The Rep” – talking to a major Buyer (one of the client’s Reps) – and after having an 8-10 minute dialogue, asking the Sales Team observers,
“What should I have done better…? What should I have done differently…?”
The observing Reps and CSR’s – always had immediate suggestions re. “What should have been better….What should have been different…?”
I then would ask, “Who wants to go next?”
Because I had gone first, and was not perfect, and everyone had learned from watching me – and listening to the review, one of the leading Reps would then volunteer to go next, and after him/her, then another would go, and so on.
A powerful Team Learning experience….!
By my going first, and NOT being perfect, they were willing to publicly practice, and improve their ability to create meaningful dialogue – with a high-powered Buyer.
Hearing from someone else…gave them pointers they might not have thought of.
Importantly: This also opened their willingness to pursue – larger Prospects.
Developing Your Sales Team’s skills – can be fun – and professionally – powerful…!
Sid Chadwick, President
Chadwick Consulting, Inc.
336-558-4939
Comments