![]() Write each one down on a small sheet of paper, fold, and place into a bowl or hat.Additionally, you can get creative by adding personality traits such as “super direct,” “in a hurry,” “analytical,” or “distracted.” Examples of these can be CXO, Director of X, or gatekeeper. This role-play exercise helps a rep sharpen many tools at once –– in particular, the ability to interact successfully with the many personas they’ll work with within your target organizations.īegin this exercise with a list of personas typically targeted and encountered. RELATED: Four Types of Sales Objections and How to Overcome Them Exercise #3 – Persona Mixed Bag If you want to vary things a bit, the sales leader can throw out the same objection to every team member sequentially, following the same response guidelines. Typically the sales leader is the final judgment for timing, response quality, and originality versus other responses. If the rep is successful, the rep then calls out a person of their choice and repeats the process.Įach time, the objection and response must be unique. ![]()
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