Mastering Track Selling
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[00:00:00] Will: Welcome back to the Track Selling Podcast series, where we uncover the secrets of professional sales, inspired by Roy Chitwood's World Class Selling, and our proven Seven Steps of a Successful Sale framework. I'm your host, Will, and I'm thrilled to have Marissa and Jason joining me for this special bonus episode.
[00:00:23] Will: Today, we're digging deep into a cornerstone of effective sales training: role-playing. We'll discuss why practicing your skills and knowledge in a safe, controlled environment is essential for mastering the art of selling. From boosting confidence to refining communication techniques and adapting to diverse buyer scenarios, role-playing is a game changer.
[00:00:45] Will: But that's not all. We're also pleased to introduce the latest innovation from the Track Selling Institute, PracticeTrackAI™, a cutting edge, AI-assisted role-playing and coaching tool. Based on our proven Seven Steps framework, this revolutionary product provides realistic simulations, real-time feedback, and a private space for honing your skills.
[00:01:09] Will: Marissa and Jason will share insights, personal experiences, and tips on how live role-playing or AI-assisted role-playing can transform your sales performance.
[00:01:18] Will: Take it away, Jason!
[00:01:23] Jason: Welcome back, everyone, This time we're focusing on Mastering the Seven Steps of Track Selling, taking our cues from Roy Chitwood's book, World Class Selling, which dives into the power of role-playing. So get ready to level up your sales game and achieve those winning results.
[00:01:40] Marissa: And you know Chitwood is a big proponent of practice. He even uses a great analogy in the book to illustrate his point, learning to drive a car. Remember those early days fumbling with the steering wheel, stalling out at traffic lights, but with consistent practice those actions became second nature.
[00:01:56] Jason: Totally, it's like muscle memory, right? I remember panicking when I had to parallel park for my driving test, but after enough practice, it became almost automatic.
[00:02:03] Marissa: Exactly. And Chitwood argues that the same principle applies to Track Selling. Initially, the seven steps might feel awkward and clunky, but through dedicated role-playing, you'll reach a point where you can execute them smoothly and naturally, allowing you to focus on the nuances of the sales interaction.
[00:02:19] Jason: So you're saying it's not just about memorizing the steps. It's about internalizing them to the point where they become instinctive.
[00:02:26] Marissa: Exactly. It's like a golfer perfecting their swing. They don't think about each individual movement during the game. They've practiced so much that the swing becomes fluid and effortless, allowing them to focus on hitting the ball with precision.
[00:02:39] Jason: That makes a lot of sense. But I imagine some seasoned salespeople might resist the idea of role-playing. They might argue that it's not realistic. Or that they already know how to sell.
[00:02:49] Marissa: Well, Chitwood anticipates this pushback. He shares anecdotes of salespeople who dismiss role-playing, but then fumbles in real world sales calls.
[00:02:58] Marissa: He argues that while role-playing isn't a perfect replica of a real sales interaction, it provides a safe space to experiment, refine your technique and build confidence.
[00:03:08] Jason: I can see that. It's like practicing your presentation in front of a mirror before delivering it to a large audience. You might think you have it down pat, but actually going through the motions beforehand helps you identify areas for improvement and iron out any kinks.
[00:03:21] Marissa: Precisely. And Chitwood emphasizes the importance of perfect practice. It's not just about going through the motions. It's about approaching each role-playing session with intention and focus. Constantly striving to refine your technique and anticipate potential challenges.
[00:03:37] Jason: So how does one actually go about perfect practice in the context of Track Selling? Does Chitwood offer specific techniques or strategies?
[00:03:44] Marissa: He does. One suggestion is to use a voice recorder if you don't have a partner to role play with. This allows you to practice both sides of the conversation, embodying both the salesperson and the prospect.
[00:03:56] Jason: That's a clever idea. I can see how that would be helpful for really getting into the mindset of both parties. And anticipating potential objections.
[00:04:04] Marissa: He also recommends sticking to the established sales presentation plan during role play. This helps you internalize the flow of the conversation and practice transitioning between the seven steps seamlessly.
[00:04:15] Jason: So it's about building that muscle memory we talked about earlier, right? Making those transitions so smooth that they become almost subconscious.
[00:04:21] Marissa: Right. Chitwood highlights the story of a salesperson who reached a whole new level of mastery by consistently role-playing his sales pitch in front of his peers. It might sound daunting, but imagine the confidence he gained from that experience. He truly embodied the idea of perfect practice.
[00:04:40] Jason: That's a great example. I can see how that kind of public practice would not only refine technique, but also build incredible confidence. You'd be prepared for almost anything a prospect could throw at you.
[00:04:50] Marissa: Now, to really bring this to life, let's delve into the example sales dialogue Chitwood provides in the chapter.
[00:04:55] Marissa: It features a salesperson named Bob who's selling a computerized cash management system to a prospect named James. We won't recount the entire conversation, but let's focus on a few key moments that illustrate the power of role-playing.
[00:05:08] Jason: Sounds good to me. What's the initial dynamic between Bob and James?
[00:05:12] Marissa: Well, James starts by revealing he's been happy with his current bank for a decade and feels comfortable with their services. He's intrigued by Downtown National's offerings, but hesitant to switch.
[00:05:22] Jason: Okay, so Bob's facing a classic case of inertia. How does he try to overcome that?
[00:05:27] Marissa: Bob skillfully uncovers James needs and emphasizes features of the system that directly benefit him: the flat fee, multiple reports, 24-hour computer access. But James throws in a curveball, an emotional objection rooted in loyalty to his current banker. He feels it would be a betrayal to switch.
[00:05:47] Jason: That's a tricky one. I've encountered similar situations in my own work. How does Bob navigate that emotional minefield?
[00:05:53] Marissa: He handles it masterfully. Instead of dismissing James feelings, Bob acknowledges the importance of loyalty and reframes the decision. He positions it not as a betrayal, but as an opportunity to embrace new possibilities and move forward.
[00:06:06] Jason: So it's about acknowledging the emotion, but subtly shifting the perspective. I like that. Does this approach ultimately lead to a successful close?
[00:06:14] Marissa: It does. Bob's empathetic approach convinces James. And he agrees to implement the new system. But Bob doesn't stop there. He takes it a step further with what Chitwood calls cementing actions. He schedules data entry and invites James to a user group.
[00:06:28] Marissa: He goes beyond the sale to cultivate a lasting relationship. Cementing actions. It's something we've all experienced as consumers. It's those little things that make you feel valued and confident in your choice. It's the difference between a transactional sale and building a genuine partnership.
[00:06:42] Jason: Right, and this is where those role-playing sessions can really pay off. By practicing how to handle those tricky objections and cementing the sale, you build the skills and confidence to excel in real world situations. It becomes a natural extension of your sales process.
[00:06:57] Marissa: This has been incredibly insightful, but before we go any further, I'm really curious about something you mentioned earlier. The new AI tool from the Track Selling Institute. What's the story there?
[00:07:06] Jason: Well, it's called PracticeTrackAI™, and it's set to launch in the first quarter of 2025. It's being hailed as a game changer for sales training because it leverages AI to create a personalized, interactive learning experience.
[00:07:20] Jason: Imagine customizable prospect profiles, AI-generated playbooks, even real time coaching. It's like having a virtual sales coach in your pocket. But before we dive into the details of PracticeTrackAI, let's take a quick break. We'll be back in a moment to unpack this exciting new tool and discuss how it can help you take your Track Selling skills to the next level.
[00:07:40] Marissa: Sounds good.
[00:07:40] Jason: All right. We'll be right back.
[00:07:42] Marissa: See you soon.
[00:07:43] Will: Before we continue, let's take a moment to talk about a tool that can revolutionize your sales training. We are pleased to announce PracticeTrackAI, the latest innovation from the Track Selling Institute. PracticeTrackAI is an AI-assisted role-playing and coaching tool designed to help sales professionals refine their skills in a private, realistic, and customizable environment.
[00:08:09] Will: Here's how it works. Imagine practicing your pitch with an AI avatar that simulates a CEO, sales manager, or procurement officer, complete with customized challenges tailored to your industry. Need guidance? PracticeTrackAI gives you real time coaching and feedback, highlighting areas to improve.
[00:08:28] Will: And the best part? Every session is recorded, so you can revisit and reflect on your performance whenever it suits you.
[00:08:36] Will: With PracticeTrackAI, you're not just preparing for sales calls, but mastering them. Whether you're new to the Track Selling process or looking to sharpen your skills, PracticeTrackAI helps you take your performance to the next level.
[00:08:51] Will: PracticeTrackAI will be released in the first quarter of 2025. Watch for announcements of its availability. Head to our website to learn more and see how PracticeTrackAI can transform your sales career.
[00:09:05] Will: Now back to the show.
[00:09:07] Marissa: So are you ready to dive into the world of AI-powered sales training?
[00:09:12] Jason: Absolutely. I'm eager to learn how this PracticeTrackAI can enhance those role-playing sessions we've been discussing.
[00:09:18] Marissa: Well, imagine being able to create highly specific prospect profiles tailored to their role industry, even their stage in the Track Selling Seven Steps.
[00:09:27] Jason: That's a level of customization I haven't encountered before. It sounds like it could make those practice sessions incredibly targeted and effective.
[00:09:34] Marissa: Yeah.
[00:09:34] Jason: What else does this tool offer?
[00:09:35] Marissa: Well, you can utilize AI generated playbooks to guide your practice. Or even upload existing sales groups. And here's the real kicker, you receive real time feedback as you go.
[00:09:45] Marissa: The AI analyzes your performance, pinpointing what's working and what needs improvement.
[00:09:49] Jason: So it's like having a personal sales coach, constantly analyzing your technique and offering guidance. That's incredible. What are some of the other advantages of using this type of technology for role-playing?
[00:10:00] Marissa: One major benefit is the private learning environment. You can experiment and refine your skills without the pressure of being observed. It can be a game changer for those who might feel self conscious about role-playing in front of others.
[00:10:13] Jason: That's a great point. I know a lot of people who shy away from traditional role-playing because they feel awkward or uncomfortable.
[00:10:20] Jason: This could be a great way to ease them into the process and build their confidence. What about the content itself? How does it compare to real world sales interactions?
[00:10:30] Marissa: PracticeTrackAI utilizes realistic simulations, preparing you for a wider range of scenarios than you might encounter in a traditional roleplay. It helps you develop the agility to think on your feet and adapt to unexpected challenges.
[00:10:42] Jason: It sounds like a perfect complement to the existing PracticeTrackLive™ offering. You get the best of both worlds. Simulated practice through AI and real time interaction with peers and instructors.
[00:10:53] Marissa: Precisely. It caters to different learning styles and preferences, providing a well-rounded approach to mastering Track Selling.
[00:11:01] Marissa: But the core message here, regardless of the method, is the importance of practice. Roy Chitwood emphasizes this point throughout the chapter. He even provides some compelling statistics to back it up.
[00:11:12] Jason: Okay, let's hear those numbers. I'm always a sucker for a good statistic.
[00:11:16] Marissa: For example, the Association for Talent Development found that role-playing can increase skill retention by up to 75 percent compared to passive learning methods.
[00:11:24] Jason: That's a significant difference. It highlights the fact that actively engaging with the material, rather than simply reading or listening to it, leads to much deeper learning.
[00:11:33] Marissa: And a study by Sales Insights Lab revealed that 68 percent of salespeople who engaged in regular role-playing reported higher confidence levels during real sales calls.
[00:11:43] Jason: That makes perfect sense. The more you practice, the more comfortable and confident you become, especially in those high pressure situations where the stakes are high.
[00:11:50] Marissa: And finally, research from Rain Group shows that top performing sales organizations are 2.2 times more likely to incorporate role-playing into their training programs.
[00:12:01] Jason: That's a compelling statistic. It underscores the link between effective training and real world sales success. Clearly, role-playing is a key ingredient in that recipe for success. But I think it's important to acknowledge that role-playing, even with the help of AI, is just one piece of the puzzle.
[00:12:17] Marissa: Absolutely. You can have all the technical skills in the world. But if you don't cultivate strong relationships with your customers, you're not going to achieve lasting success.
[00:12:25] Jason: It's about building trust, understanding needs, and going the extra mile to deliver exceptional value.
[00:12:30] Marissa: It's about becoming a trusted advisor, not just a salesperson.
[00:12:34] Marissa: And that's something that Chitwood emphasizes throughout his book. He talks about the importance of cementing the sale, which goes beyond just closing the deal. It's about taking those extra steps to solidify the relationship and ensure long term satisfaction.
[00:12:46] Jason: We touched on cementing actions earlier when we discussed the example dialogue between Bob and James. Could you elaborate on what those actions might look like in a real world setting?
[00:12:57] Marissa: Certainly, cementing actions might involve scheduling follow up meetings, connecting the customer with other resources or team members, sending personalized thank you notes, or even just checking in regularly to see how things are going.
[00:13:09] Jason: Those are great examples. It's about making the customer feel, valued and confident in their choice.
[00:13:14] Marissa: Precisely. It's about creating a win-win scenario where both parties feel like they've benefited from the interaction. And role-playing can be a valuable tool for practicing these cementing actions and incorporating them into your natural sales flow.
[00:13:27] Jason: So you're saying we shouldn't just end the role play with a "yes" from the prospect. We should continue the conversation and practice those follow up steps that solidify the relationship.
[00:13:36] Marissa: Exactly. It's about building those habits and making them an integral part of your sales process. And the more you practice, the more comfortable and confident you'll become in executing them in real world scenarios.
[00:13:47] Jason: I think that's a great takeaway for our listeners. role-playing isn't just about closing the deal. It's about mastering the entire customer journey. From the initial approach to building a lasting partnership. It really is about that entire journey, isn't it?
[00:14:02] Marissa: It is, and you know, speaking of that journey, I think it's worth highlighting the role of confidence in mastering the seven steps.
[00:14:09] Jason: Confidence is key in any aspect of life, but it's especially critical in sales, right?
[00:14:14] Marissa: Absolutely. When you believe in yourself and your abilities, it radiates outward and influences how others perceive you.
[00:14:21] Jason: It's like that saying, whether you think you can or you think you can't, you're right. If you approach sales with doubt or uncertainty, it's going to be reflected in your results.
[00:14:29] Marissa: Exactly. And this is where the concept of perfect practice comes full circle. By dedicating yourself to role-playing and mastering the seven steps, you build that belief in the process and in your own ability to execute it effectively.
[00:14:41] Jason: So it's a self reinforcing cycle. The more you practice, the more confident you become. The more you believe in the methodology and the more successful you are in applying it. It's like a snowball effect.
[00:14:51] Marissa: Precisely. And this is where tools like PracticeTrackAI™ can be game changers. By providing a safe and supportive environment for practice. They help you build that confidence and belief in a way that traditional methods might not.
[00:15:04] Jason: And that belief is ultimately what fuels your success, propelling you toward your goals and helping you overcome challenges along the way.
[00:15:12] Marissa: Now as we conclude this episode, I want to leave you with a final thought. Think back to that analogy of learning to drive. Remember how awkward and overwhelming it felt at first, but with practice and perseverance, you eventually mastered it right.
[00:15:25] Jason: Oh yeah, and now you probably don't even think about the mechanics of driving. You just get in the car and go focusing on the destination and enjoying the journey.
[00:15:32] Marissa: The same applies to Track Selling. With dedicated practice and a belief in the process, you can reach a point where the seven steps become second nature, allowing you to focus on building relationships, providing value, and achieving remarkable results.
[00:15:45] Jason: So to all our listeners out there, keep practicing, keep believing, and keep pushing yourself to become the best salesperson you can be. The road to mastery might have some bumps along the way. But the rewards are well worth the effort.
[00:15:59] Marissa: We'll be back soon with more deep dives into the world of sales leadership and everything in between.
[00:16:04] Marissa: Until then, keep learning, keep growing, and keep crushing it.
[00:16:07] Will: Thank you for tuning in to this bonus episode of the Track Selling Podcast series. Today, we explored the critical role of role playing in mastering the seven steps of a successful sale. Marissa and Jason shared fantastic insights, and we unveiled Practice Track AI, the ultimate AI assisted role playing and coaching tool.
[00:16:33] Will: As you practice your skills through role playing, remember Roy's words, It's not practice makes perfect, but rather perfect practice makes perfect. PracticeTrack AI will help you practice perfect. If you've been following our podcast series, you now have a comprehensive understanding of the seven steps.
[00:16:54] Will: Approach, Qualification, Agreement on Need, Sell the Company, Fill the Need, Active Commitment, and Cement the Sale. These steps are the foundation for building trust, addressing buyer needs, and closing deals effectively. Don't forget to check out Practice Track AI and other resources on our website. www.
[00:17:16] Will: TrackSellingInstitute. com to continue honing your skills. And if you missed any of the Seven Step episodes, you can always catch up on demand. We'll be back soon with more tips, tools, and stories to help you excel in your sales journey. Until then, remember, success in sales comes from preparation, practice, and the courage to take action.
[00:17:38] Will: Thanks for listening! Good luck, and good selling.