Handout

Selling Skills

INSTRUCTIONS FOR ROLE PLAY

1. This is an individual exercise.

2. In this activity, you will use the One-to-One selling method to sell your own product/service in class.
3. This activity will be done in pairs, however each one of you will get an opportunity to perform.
4. Your facilitator will make pairs in the class.
5. This activity is divided into 3 rounds: Round 1, Round 2 and Round 3.
6. While Round 1 will be completed during Selling Skills I session, Round 2 and Round 3 will be
Fo conducted during Selling Skills II session.
un
da A. ROUND 1
tio I. Preparation (30 minutes):
na a. Each one of you will fill up your own Role Play Planning sheet, provided on page 2 of this
l
document.
Co
ur b. You must keep your sales plan, and sales pitch (from the previous session) handy.
se II. Perform Role Play (20 minutes):
in a. Each pair will take turns to sell their product in front of their partner using the Role Play
En Planning sheet.
tr b. In this round, one person will play the role of a seller, and another person will be the
ep customer.
re c. Person playing the role of customer will provide instant feedback to the person playing the
ne role of seller based on:
ur i. what went well
ii. what could be improved

B. ROUND 2:
I. Perform Role Play (20 minutes):
a. This round will be conducted during the Selling Skills II session.
b. In this round, partners will switch roles. Person playing the role of customer (in Round 1)
will now be the seller and vice versa.
c. Person playing the role of customer will provide instant feedback to the person playing
the role of seller based on:
i. what went well
ii. what could be improved

C. ROUND 3 :
I. Perform in front of class (35 minutes):
a. Your facilitator will select 7-8 students to perform the role of seller in front of the whole
class.
b. Depending on the class size and time availability, facilitator can restrict the number to 5-
6 students.
c. This will be followed by a feedback and debrief conducted by your facilitator.
d. Other students will also give feedback to the students who perform in front of the class.

Marketing and Sales

© Wadhwani Foundation Page 1 of 5
www.nen.org For Students’ Use
V01
Handout
Selling Skills
All the best and show off your outstanding selling skills!

Marketing and Sales

© Wadhwani Foundation Page 2 of 5
www.nen.org For Students’ Use
V01
 ROLE PLAY PLANNING SHEET

1. What would your initial questions be to get started with the conversation?

Fo
un
da
tio
na
l 2. Write down few counter statements you would use while handling objections.
Co
ur
se
in
En
tr
ep
re
ne
ur
3. What benefits of your product/service would you want to highlight? (Refer your
positioning statement created earlier)

4. What would your pitch be? (Refer your sales pitch)

 ONE-TO-ONE SELLING PROCESS

No matter what you do with your idea or solution, finally it all boils down to selling your product or service to a
customer. You have learnt about One-to-One selling process with the help of the video, One-to-One Selling -
Process and Concept.

Here is a snapshot of the selling process using a One-to-One selling method:

Fo
un
da
tio
na
l
Co
ur
se
in
En
tr
ep
re
ne
ur

You would recall that the steps discussed in the video are only a recommended sequence. Sometimes you may
have to start with a different step according to the customers’ questions, and how you want to lead the
conversation.

There are many other methods of selling. Take a look at a concise list of some other methods (on page 2 of this
document) that you could consider depending on the type of business.
 ANNEXURE
Now, take a look at few other selling methods in a nutshell:

Selling Method What? Example

In this method, you can use the power of What’s the biggest problem you
“questioning”. Asking the right questions at the face while teaching English to
right time will empower the customer to take students?” or
the right decision. SPIN is an acronym used for 4
Fo SPIN selling
different question types, namely; Situation, What methods do you use in
un Problem. Implication, Need-payoff. These your school to teach grammar?
da
questions help you to identify your customers’ Is it instructor-led or self-paced?
tio
na pain points and to build rapport.
l
Co This method of selling brings you closer to your
ur prospects’ level of thinking. SNAP is an acronym We’re dedicated to help
se SNAP selling for- Keep it Simple, be iNvaluable, always Align, you save money with
in and raise Priorities. This method helps innovative teaching
En customers take decisions by evaluating choices techniques.
tr
ep This method is very different from a traditional
re sales tactics of building rapport with the
ne customer. Using this method, changes the way
ur We have designed an ONLINE
customers think and leads them to your way of
GAME, which you can access
thinking. This method challenges the age-old
through a simple mobile app to
Challenger sale technique of selling by introducing customers to
make learning grammar an
challenges that they do not know they have, and
engaging and fun experience for
then create the ‘aha’ moment. While
both teachers and students.
communicating the same, each conversation
needs to be tailored depending on the type of
customer.

Using this method results in customer convincing

you to sell rather than you convincing the
customer to buy. This happens when you convey
How is this issue or method you
the impact of a challenge on a business. Here the
Sandler sale use currently, making your life
buyer or the customer himself outlines the
more difficult?
problems. In order to get to this point, you must
focus on 3 pain areas: Technical, The business-
financial impact, Personal impact.

Consultative/ In this method, you put the customer in the Saving money and time, Game-
centre of the selling process. This can be done by based learning technique,
Solution selling focusing on 6 principles: Research, Ask, Listen, learning at your fingertips, etc.
Teach, Qualify, Close. This approach is more
 Selling Method What? Example

solution-oriented, and is more customer-centric.

Here you don’t sell your product, rather you try
and solve customer problems with the help of
your product/service.

In this method, you will focus on selling the I can empathize with students’
concept rather than selling the product. This is problems in learning grammar.
Conceptual selling
achieved by three ways- Getting information, This ONLINE GAME includes
Fo Giving information, and Getting commitment. games and quizzes.
un
da Personal Selling is a planned and personalized
tio communication between the buyer and the
Would you like to see the latest
na seller often in a face-to-face encounter to
Personal selling models of LCD that support 4k
l influence the buyer’s purchase decision. It is the
Co channels?
oldest selling technique, but extremely useful
ur even in today’s world.
se
in
En
tr While all the above methods can be executed during early days of venture, the Challenger and Sandler selling
ep
re methods are for seasoned entrepreneurs, to be used at an advanced level of the venture.
ne
The One-to-One Selling method is designed by combining the best from all the above methods. For example; it
ur
uses extensive questioning techniques like the SPIN method, face-to-face interaction like Personal Selling, Active
Listening exactly like in the Consultative method, and so on.

Any method of selling you choose, the key is to empathize with your customer.