Pre-Sales Role Play #2

Set up a client visit, build credibility, and sell your company.

Conduct this role play over the phone and follow the 5 Step Process: 1. Review 2. Demonstrate 3. Conduct 4. Debrief 5. Repeat.

• I already have staffing partners in place.

  "Anyone who uses a value-add service can appreciate working with people they know and trust, so I understand where you're coming from. I'd like the opportunity to prove our worth, and that's only earned by getting to know you and the make-up of your group and technologies. If you aren't opposed to a brief meeting, I'd love to introduce myself — no more than 10–15 minutes. Does one morning next week work? I'm in your office park frequently."

• I am not the person you should be speaking to. I am not the decision maker.

  "That's not a problem. I'm new to the account, so I'm trying to meet as many people as possible to gain a thorough understanding of the company as a whole."

• Were they engaging and listening to the manager?
• Did they close and set up a client visit?
• Were they able to overcome the objection smoothly and not sound too salesy?
• Did they oversell or undersell the company? If neither, did they create value on why the manager should meet with them?

• Elevator Pitch Worksheet
• Company Credibility One-Pager

No feedback recorded for this role play yet.