Pre-Sales Role Play #3

Check the reference, build the relationship, and smoothly transition into a sales call to set up a client visit.

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

• All of our staffing goes through HR/VMS. Are you in touch with them?

  "I will certainly keep them in the loop. It's equally important that you and I meet to discuss the technical requirements — from there we can discuss next steps. Could we meet quickly for a coffee? I'll be in your area all next week; just let me know the day and time that works best."

• I don't need anyone right now.

  "That's okay — the best time to begin a relationship is prior to having a need. That way when you do have one, I'm already prepared for what you need technically and for soft skills. We're here for long-term partnerships, so if you're okay with meeting now, I'd be very interested in talking about your team's makeup and its role within the company."

• Did they capture specific details about the hiring process?
• Did they ask about the status of current projects, objectives, team make-up, deliverables and goals?
• Did they close and set up a client visit?

• Reference Check Script

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