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I spent 5+ years training sales reps how to cold call.

Great outbound reps are typically developed, not born.

In this post I’ll share my favorite role play exercise.

It’s great for team training and can be done remotely.

The Framework:

1. Assign each persona a part of the call:

• Rep 1 = Intro

• Rep 2 = Objections

• Rep 3 = Close

• Manager = buyer

2. As the Manager works through the call, queue in the next rep:

“We already have a system in place so it's not really worth a convo [Rep 2]".

3. When the convo is finished, give feedback and rotate parts.

Why it works:

1. Get everyone involved

There's nothing worse than having 6 people on a call and 1-2 do all the talking. With this activity, everyone has a part so everyone talks.

2. Active listening

1st rep has it easiest so they're responsible for giving most of the feedback. 2nd rep asks problem based questions and handles objections. 3rd rep offers their recommendation on next steps.

3. Hear how others talk

A challenge with remote work is most reps make cold calls in isolation. Here you can listen to how others frame questions, handle objections and pitch. Without having to pull call recordings.

Want to play the game on hard mode?

Don't assign the reps a part until the call starts.

This will keep everyone on their toes.

Until next Thursday,

TSG

P.S. I reply to all emails.