They say that practice makes perfect but in reality if you practice something the wrong way over and over again then you’re just reinforcing the wrong techniques. Therefore, many professionals will rehearse their techniques in front of a coach so they can improve and also get instant feedback when they get off track or leave out something critical. Of course if you’re talking about making a speech or a sales presentation then you can also role play with someone that understands your material well or is able to give you practical advice. Role playing is something that we highly recommend for the computer business professional trying to improve their marketing skills. However, where can a computer consultant turn for this type of sales support?
Once you realize the importance of role playing the managed services presentation, then you will probably begin trying to implement a process for your organization. This is when you might realize that the resources out there to help you have all disappeared. Many marketing organization that previously have offered this type of marketing support have dropped it like a hot potato. It can also be tough to get your employees or coworkers to dedicate time to rehearsing sales presentations. On the other hand if you succeed at getting your employees to role play then you might end up regretting it. Sometimes sales people use role playing as an opportunity to make someone else look foolish or to just make themselves look better. This can sabotage exactly what you were trying to accomplish in the first place.
If you’re a small value added reseller then you might turn to your spouse as someone that you can role play with. Once again you might find it difficult to get them to sit down and spend the time going over your presentation with you. However, even if you were able to, your spouse might not be useful in helping you improve if they are not a sales veteran. Plus this exercise might end up turning into a train wreck… Having a spouse ‘criticize’ you is just a recipe for disaster.
We are proud to announce that MSP Telemarketing has added role play as a value added services along with our sales training and IT lead generation. We are dedicated to helping VAR’s reach their IT services marketing goals. So we partner with you right from the beginning all the way to when you sign up the customer that we guarantee you will get from our IT sales leads.
John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and var marketing to help them get more IT leads that turn into IT sales.