Sales Mock Up Call Scenarios

A sales mock up call is probably not the most popular method among sales reps to train and grow. However, it is important as a team lead to prepare your SDRs for all possible scenarios during their calls.

A mock-up call is a great method to train your SDRs on their weak points and prepare them for the rough market they are targeting.

Today, we'll go over the benefits of sales mock up calls, and some scenarios to help you prepare for them.

Let's start!

What Are The Benefits of a Sales Mock Up Call?

Practice and preparation:

One of the primary benefits of sales mock-up calls is that they provide an opportunity for practice and preparation. By participating in mock-up calls, sales representatives can familiarize themselves with the sales process, from initial contact through closing the deal.

This can help to reduce anxiety and build confidence, especially for less experienced sales representatives.

Refining messaging and positioning:

During mock-up calls, sales representatives can also practice their sales pitch in a controlled environment.

They can refine their messaging, adjust their tone and delivery, and experiment with different approaches to see what works best. This allows them to build their skills and confidence over time, and increase their chances of success in real-world sales situations.

Mock-up calls also provide an opportunity for sales representatives to anticipate objections that potential customers may raise. They can develop effective responses to overcome those objections, which can help to build confidence and increase the chances of success in real-world sales situations.

Improved sales performance:

Mock-up calls may involve role-playing scenarios with a colleague or manager playing the role of the potential customer. This allows sales representatives to practice their sales approach in a realistic setting, and receive feedback on their performance.

After a mock-up call, your sales reps can reflect on their performance and adjust their approach as needed. This can help to build skills and confidence over time and lead to improved performance in real-world sales situations.

Feedback and coaching

Sales mock-up calls provide an opportunity for managers to observe a sales representative's performance and provide feedback and coaching. This feedback can be invaluable in helping the sales reps to improve their approach and refine their messaging.

For example, a manager might suggest that the sales representative use more open-ended questions to draw out the customer's needs and preferences or offer tips on how to address objections more effectively.

Feedback can also be provided on nonverbal cues, such as tone of voice or short speech breaks, which can impact the effectiveness of a sales pitch.

By receiving feedback and coaching during mock-up calls, your SDRs can make adjustments and improvements before going into real sales situations. This can help to build confidence and improve performance over time.

Identifying knowledge gaps:

During a mock-up call, your sales reps may encounter questions or objections that they are not prepared to answer. These knowledge gaps can help identify areas where the sales representative needs to do more research or seek additional training.

For example, a sales rep may encounter a question about a particular product feature or pricing structure that they are not familiar with. This can signal a need for additional product knowledge or training.

By identifying knowledge gaps during mock-up calls, your sales reps can take steps to address these gaps before they encounter similar questions or objections in real sales situations.

This can help to build confidence and ensure that your sales representatives are fully prepared to answer customer questions and overcome objections.

Sales Mock Up Call Scenarios

Pricing Objection

Reps of any rank can be trained using this mock call scenario. This is a chance to put them in a situation where they must express your value proposition in detail.

They must demonstrate that they fully understand why your product or service is priced that way. It also gives your reps an opportunity to show that they can handle agitated, challenging prospects while maintaining composure.

The goal of the mock up is to find a way to overcome objections and sway the prospect to move forward with the sale.

Gatekeeper Call: In some organizations, decision-makers are often protected by gatekeepers, who are responsible for screening calls and filtering out salespeople.

Gatekeeper Call:

These gatekeepers could be administrative assistants or executive assistants who act as the first point of contact for the sales representative. In this mock-up call scenario, the SDR would practice calling a gatekeeper and attempting to get through to the decision-maker.

This scenario is particularly important for SDRs selling products or services to larger organizations where access to decision-makers may be more challenging. The gatekeeper call can help the SDR to develop strategies for building relationships with gatekeepers and persuading them to connect them with the decision-maker.

The SDR’s goal is to build a relationship with the gatekeeper and show that it#s worth connecting the SDR with the main decision-maker.

The Follow up call

In this mock-up call scenario, the SDR practices following up with a prospect who has expressed interest in the product or service, but has not yet committed to a purchase.

During the call, the SDR needs to focus on addressing any concerns or objections the prospect may have, and provide any additional information that the prospect needs to make a decision.

Your SDR would also need to be prepared to negotiate, and potentially offer incentives or discounts to sweeten the deal.

One key benefit of practicing the Follow-Up Call scenario is that it can help SDRs to develop their relationship-building skills.

By following up with prospects in a timely and personalized manner, SDRs can demonstrate their commitment to helping the prospect find the right solution for their needs.

The goal of the call is to re-engage the prospect and move them closer to making a purchase.

The Mad Prospect Scenario

Any degree of sales reps can use this specific mock call situation. Everyone in sales, from SDRs to AEs to field sales representatives, must deal with less-than-pleasant prospects.

Check to see if they are still able to clearly communicate the main points of your value proposition and if they are able to get contact information from someone else within your "mock corporation" by asking the right questions.

The goal of this practice is to gauge your rep's ability to maintain composure under pressure.

Conclusion

In conclusion, sales mock-up calls are an essential tool for training and preparing sales representatives for real-world sales scenarios.

Through these scenarios, sales reps can practice and prepare, refine their messaging and positioning, receive feedback and coaching, identify knowledge gaps, and improve their performance.

By providing a controlled environment for practice and feedback, mock-up calls can help to build the confidence and skills of sales representatives and ensure that they are fully prepared to answer customer questions and overcome objections.