SSM13 I Action Item 1 | Handling Objections Role Play Practice

Yep, more role playing! (C’mon… these are fun, right?) 

Seriously, a commitment to practicing is what makes anyone great at anything. Agreed? But as with anything, you actually have to put in the time. I’m confident that if you’ve been practicing with the other role play exercises you’re already seeing a big payoff. 

As we covered in this section, many of the objections you used to get at the “close” should be melting away. But the reality is you’re still going to get them at this stage (as well as stalls, put offs and smokescreens).

So write them all down… the usual suspects and whatever else you might still be hearing. Then write down exactly how you would respond (including follow up questions, etc.). Internalize and visualize.

When ready, role play with a co-worker, friend, sales coach, etc. and have them feed you one of the objections from the list. Don’t tell them how to respond to your own response to the objection. Let it flow naturally and see how it goes. (Remember to take video of all your role play sessions.)

What did you learn? How can you apply it to improve your results?