There is no better way to know if your salespeople know their stuff than to role play with them (except for riding with them or watching them work with a customer).
Ask your salespeople, “Pretend I am the customer. Let’s start from the beginning…”
You are looking for where they can do better, not to catch them saying something wrong. Don’t be extra tough on them, be a normal customer.
Ask yourself – “Is it my fault they aren’t better?” If it is, then you need to prepare your salespeople better. You should have a complete system for them to follow. Tell them where they can do better and what you expect.
Role play again the next week. Getting better doesn’t have to take long.
Remember, the salesperson’s skills are leveraged on behalf of your company over many customers, day after day, and week after week. Ensuring they are very good is high value work.
For what I’m understanding …it’s my fault if any employee is under performing .Its starts with me 🙂
When I walk into a customer’s house I am myself. I act as myself no one else. If I try acting, fake, or like someone I will not get the sale. You can know all there is to know about a product or service but if the customer does see you for who you are you make the sale you just conned the customer. that will come back to haunt you and your company.
“The person sells not the closing line”