Video is a fantastic tool for helping you to develop your sales skills; not only more engaging, but it’s more effective too.
This blog will introduce you to a few sales skills activities that have a little twist. So here it goes…
1. Smack my pitch up
We all know what roleplay is, right? It’s a staple when it comes to developing your sales skills. But, there’s something that can make it have a greater impact. You guessed it, video.
By recording roleplay, you remove speculation, assumption and bias. There’s no “I think you did ok” or “maybe this could have been better” or arguments over what the salesperson may or may not have said. It’s accurate because the feedback happens in line with the video; this also give the sales consultant the opportunity to self-reflect.
Research shows if the learner can see and hear themselves then they are more likely to change their behaviour as a result.
Write down a different potential customer scenario for each pair. These should focus on the main objections you get from customers and can be anything from “we’re not ready yet” to budget restrictions. Put people into pairs, one as the consultant, one as the pretend prospect. Click record. Once the first person has had a go, the group should randomly swap scenarios and the second person will go. Make sure your scenarios have variety and if appropriate, humour. We want them to be remembered and humour helps with the recall process, nicely.
Watch the recording back and analyse. You can watch as pairs, a group or as a whole team. It will also give you the opportunity to see the participant’s whole performance while allowing your team to feedback to each other.
2. Pitch perfect
We all learn from others, whether it’s the person who sits next to you, or your boss. Everyone is a source of information and knowledge. Every sales consultant develops their own style, normally something that suits their personality mixed in with whoever trained them, and along the way they’ve probably picked up a trick or two. So, how do we access this wealth of knowledge and open up the opportunity for collaboration and group development?
In this exercise you all go away, where no one can see you, and record your perfect pitch. Then you come back together as a group and watch everyone’s pitches. It supports feedback and creates a collaborative feedback environment. Also, by supporting these pitches with video the person exhibiting can see where feedback applies. It’s also really good for onboarding and team building. It gives your less experienced consultants a chance to learn from those more experienced and vice versa.
Why not take this activity to the next level and use real practice examples? It saves time and makes the activity more realistic.
3. I got 99 problems but my pitch ain’t one
Presentation skills are a key component of ALL sales pitches. But, I’m not just talking about the pitch, your sales consultants need to be well versed at conversation, answering questions and thinking on the spot. If not they could end up floundering their way through those important meetings.
Firstly, start off by watching 2 to 3 presentation examples, some good, some bad. It would be best if these examples were custom recorded to reflect your company, or even real meeting examples. Then as a group come up with 5 good delivery techniques that were used during those presentations. You could add a few more but it’s best not to overload people with ideas too quickly.
Next, comes the lucky dip. In a bag/ hat/ shoe, place a collection of random different topics on small slips of paper. These topics should not be related to work. We’re focusing on delivery NOT content. The more random, the better; for example, pistachios. The person has 2 minutes to prepare. No slides, just talking. Then they give their presentation. Next, the audience questions them and offers objections.
They should focus on trying to put across as many of the techniques as they can from the previous analysis, it doesn’t matter whether the content is correct. The whole presentation should be recorded for later reflection. If you have time you can watch it again as a group. Like with the other activities, the benefit of the presenter seeing their own performance is tenfold. The rest of group will make notes of what they saw, share what they missed with one another and then feedback. Also, if they did something great that wasn’t on the list, then mention that too.
As it’s sales, and sales people tend to be very competitive, I would recommend introducing a scoring system / prize to the top performer. This activity can also be completed in teams but allow for a slightly longer preparation time. This is a great activity to help develop your sales skills.
It allows consultants to really think about how they are presenting and the language they use to communicate, without also having to think about their drilled in content. By picking a random topic, you allow them to be more open to change and prevent them from falling back into rehearsed presentation topics. Also, the training leader should take part. You should always practice what you preach.
Developing sales skills
In summary, using video to accelerate sales skills is extremely powerful and the uses extend past those mentioned above. Self-reflection and group reflection using video, allow sales consultants to hone in on the intricate details of their pitch. As research shows, being able to see and hear your performance greatly impacts and accelerates behaviour change, and by integrating this theory with your sales training activities employees will not only be more engaged with training but get much more out of it. So give it a go, and let me know the results in the comments below.