Training and development through realistic practise

Sports men and women practise the real thing endlessly as part of their preparation leading up to a competition. Soldiers are thrust into simulations intended to recreate battlefield conditions without actually harming the participants. All emergency service staff practise in realistic scenarios. Yet sales people rarely include simulation in there preparation for customer encounters. Trying out new methods or techniques on real prospects and customers puts relationships and business at risk

Unlike role-plays, simulations involve participants in playing themselves in realistic scenarios that are often based on real experiences and actual events.. Simulation offers sales people an opportunity to test themselves and reveal vulnerabilities in a safe environment. Practising in advance allows time for adjustment in the event that any shortcomings are identified. Increased competence and confidence accrue to those who take the trouble to practice in advance.

Issues that simulation can address include:

• Difficulty finding prospects
• Ability to gain access at the right levels
• Establishing credibility and trust quickly
• Getting the customer to talk about the real issues
• Qualifying effectively
• Gaining access to all important decision influencers
• Having the customer sell themselves
• Establishing a sales process agreement
• Out thinking the competition
• Dealing with opposition
• Negotiating a worthwhile agreement

Simulation Design

Some simulations can be created on the spot. All you need is a common understanding of a customer scenario between two people. Simulation complexity depends on the objectives for instance, trying out objection handling techniques or objection turn around ideas requires no more than a partner who is familiar customers who can behave or respond as a customer might. A high value contract negotiation would require the development of a detailed scenario with appropriate briefings for both sides. Simulations with a broader scope require more preparation and take longer to complete. Having designed and facilitated many simulations to address a range of issues and training requirements, we are able to do this efficiently. If you need a simulation prepared and don't have the time to do it yourself, we can design it for you. We can provide the design and materials so that you can facilitate the simulation yourself.

Simulation Facilitation

The facilitator needs to be very familiar with the scenario to be played out so that he or she can ensure all of the participants understand how the exercise will proceed. Participants often ask questions or need guidance as the exercise unfolds. The facilitator needs to provide this support. Because simulations have no prescribed outcomes, it is difficult to predict how long to allow for them. Ideally, they should be allowed to conclude naturally however; this is rarely practical so the facilitator must manage the progress of the simulation without seeming to interfere. We can provide the facilitation service for simulations designed by others as well as those we design ourselves.

Simulation Debriefing

Conducting a debriefing immediately after a simulation is a vital part of the learning experience. People are normally eager to speak about their experience and observations. It is important to ensure that everyone gets a chance to express their thoughts and, at the same time review their own learning. Collective debriefing, where everyone involved listens to everyone’s input, is the most productive providing that the facilitator is able to mange any conflicts that may arise without alienating anyone. It is important to ensure debriefings focus on the lessons learned and avoid recriminations. Normally, when we facilitate a simulation, we also conduct the debriefing.

To find out more, please use the contact form here or telephone +44 (0)118 933 1357. We will be pleased to speak and discuss your needs. Alternatively, send an email to info@salessense.co.uk for a prompt reply