Comment les jeux de rôle peuvent-ils vous aider à améliorer vos compétences en matière de démarchage téléphonique ?

Practicar en un entorno seguro nos puede ayudar a sentirnos más seguros y cómodos al hacer llamadas en frío y esto a su vez se traducirá en una mejor comunicación y a un mayor éxito en general.

Training BDR teams weekly with role-playing helps augment the number of meetings they get. Using role-play and a solid Sales playbook we have multiplied by 2 the performance of our BDR team.

This is the best way to train a new SDR on cold calling. Work with a senior SDR or an AE who's ideally had experience doing cold calls in your company. You can work through a general template, common objections, and how to secure next steps. What I've found to be important is to not have a "script" in mind, then it feels more unnatural as you force your conversation to go a certain way. Instead, have snippets ready for your pitch, common objections, etc., and rely on a solid opener to give you permission to pitch.

Utilizar rple-play em treinamentos de cold calling ajuda bastante, pois simula situações reais e permite que você pratique em um ambiente sem riscos. Isso não só fortalece sua confiança, mas também melhora suas habilidades de comunicação e escuta ao prestar atenção em sinais verbais e não verbais do "cliente". Além disso, você consegue ajustar e aperfeiçoar sua apresentação e proposta de valor.

El juego de roles es vital y se debe hacer cada cierto tiempo ya que el día a día podría desgastar tu pitch de ventas o en su defecto hacerlo menos personal. El juego de roles permite prácticar y obtener aprendizaje, experiencia, sin tener que pasar por ese espacio incomodo que "todos los comerciales alguna vea hemos pasado" cuando nuestro pitch no era lo que el cliente esperaba. Estos espacio de interacción y feedback ayudan mucho a revisar nuestra forma de interactuar con el cliente desde el espacio de comunicación verbal y no verbal hasta nuestra información entregada

To prepare for the role-play it is important to leverage a solid Sales playbook including: - Definition of buying personas - Objective of the call: e.g. set up a meeting for demo - Product Pitch - Call script when calling a switchboard and when calling a decision-maker - Unique Selling Points - Objection handling: answers to objections such as "I have no need I already have a solution".

En mi experiencia, es importante tener casos previamente trabajados para sacar el mayor provecho al juego de roles. Invitar a un especialista para que te brinde ayuda al progreso. Graba tu juego de roles y brindate feedback o pidele a alguien que te de su feedback para la mejora

Para hacer un buen juego de roles, fuera de tener el caso previamente escrito, es tener a una persona que pueda ser observador y te pueda brindar feedback de tu desempeño. Pedir al "cliente" que trate de ponerse en su papel todo lo que pueda para que así te pueda ayudar en tu desempeño comunicacional

Role-playing should be done at least every week by BDRs. Like an athlete training. Short role-play sessions are powerful to do at the beginning of the day, to warm up and be in a positive state of mind before calling real prospects.

a nice way to change how you do role-play for BDRs: let's say you do the role-play with 4 people. The first team member starts the conversation, and then "pass the ball" to a colleague (when she/he wants), and you go on like this until the end of the scenario. John : "Hello this is John calling from XXX, am I talking to Peter? => Pass the ball to Laura. Laura: "Yes this is Peter", ... etc You can pass the ball at anytime, in the middle of a sentence to how you want. This exercise is good because it requires to work your active listening skills, and requires that you're on top of your script, pitch and objection handling.