Role Play Scenarios for Sales People

• Getting the appointment - cold call telephone exercise.
• A first meeting: introductions and first steps in establishing the relationship.
• Second meeting: data gathering; identifying and understanding customer needs.
• Next meeting: selling benefits of your product based on identified needs, handling objections and seeking commitment.
• Full meeting session whereby stages 2, 3 and 4 above are combined in one role play.

Role Play Scenarios for Management Programmes

• Dealing with a member of stafff with a personal problem: identifying the problem through questioning and agreeing a plan to resolve the situation.
• Dealing with a member of stafff who is continually late: identifying the reasons why late and putting in a plan to resolve the situation – ensuring that the member of staff knows that the lateness cannot continue.
• Dealing with lack of motivation in the deparment: identifying why staff members are demotivated through questioning and agreeing together a way to resolve it
• Tackling why a valued member of staff has resigned: identifying through questioning why the member of staff felt compelled to resign and agreeing next steps.
• Dealing with a poor performing member of staff: identifying through questioning why there is poor performance and setting objectives to ensure that it is improved.