Flexibility is no longer a luxury but a necessity. Why? In sales, reps are constantly meeting new people. Each person is unique, somewhat different from the last. So, how does your rep keep up?

Being flexible or adaptable with different customer persona is the answer.

Once reps have got the basics of selling framework, it's time to level up. What happens when they meet different types of customers? Uh-oh. That's where practicing with different customer persona comes in. It's like training for the Olympics of sales.

Make your reps stick to a selling framework.

Why Multiple Customer Personas Matter?

Customer personas are like character sketches. They help sales teams understand their customers better. But knowing your customers is just the tip of the iceberg. Reps must be practicing with multiple customer personas so they can:

→ Find the right people to sell to

→ Speak the right language

→ Meet customer needs head-on

→ Follow up effectively

The flexibility to practice scenarios with multiple customer personas is what sets top reps apart from the rest. Let’s understand this in detail, shall we?

1. Engaging Emma

Emma loves connecting with others. She values recognition and often aligns herself with influential people. Emma thrives in collaborative environments and appreciates when her input is valued.

Conversation Snippet:

→ Rep: "Emma, good to get some insights from you on diabetes management. What are your thoughts on our new insulin pump.”

→ Emma: "The pump looks promising, especially if it can integrate with the digital platforms we're using. It can ease the collaboration among HCPs"

How to Prepare: Focus on building a personal connection. Show genuine interest in Emma’s ideas. Don’t forget to emphasize how your product will ease collaboration. Make sure to acknowledge her role and contributions too.

2. Analytical Adam

Adam is all about data. He’s a thorough, methodical thinker who won’t decide until every detail is analyzed. He’s cautious and relies heavily on metrics and data-driven insights.

Conversation Snip:

→ MR: “This product has shown great promise in trials. A 20% increase in efficiency”

→ Adam: “Promise isn’t enough, I’d like to see some clinical evidence. Can you walk me through the raw data?

How to Prepare: MRs need to come armed with data, studies, and detailed reports. Be ready to answer in-depth questions and provide clear, logical explanations. Anticipate his need for proof.

3. Achiever Alex

Alex is result-oriented, driven by goals, and seeks recognition. He is focused on efficiency and tangible outcomes. Mostly looking for ways to optimize processes and performance in the pharmaceutical field.

Conversation Snippet:

→ MR: “Alex, our new drug formulation has consistently shown improved patient outcomes in trials.”

→ Alex: “That’s great, but how can this help us improve patient adherence rates?”

How to Prepare: When dealing with Alex, focus on- how your product can drive measurable improvements in patient outcomes. MRs should engage in role-plays that simulate high-pressure scenarios. Such as quick decision-making in competitive pitches or sales strategy and planning on how to present data.

4. Supportive Sam

Sam is supportive and is a patient safety advocate. He’s empathetic and needs assurance that any new product will improve patient outcomes without compromising safety.

Conversation Snippet:

→ Rep: "Sam, our device has been rigorously tested to ensure it meets the highest safety standards. How do you feel this could benefit your patients?"

→ Sam: "I’m interested, but I need to be sure it’s truly the safest option available."

How to Prepare: Reps should always emphasize patient safety. Providing detailed safety protocols and real-world examples to back their claims where the treatment has improved patient outcomes. Show empathy towards his concerns and be patient.

Conclusion

Whether dealing with the analytical Adam or engaging with Emma, success in sales depends on preparation.

Incorporating AI role-play scenarios with these personas can dramatically improve a rep’s confidence and fluency. Ensuring they are ready for anything the sales world throws their way.

Have questions on how you can add AI role-plays in your sales training program? Write to us contact@smartwinnr.com

Looking to read more articles? Check below:

How to get your Medical Reps Stick to a Selling Framework: Pharma Edition

5 Reasons to Use AI Role Play in Your Sales Process

Role-play Scenarios for Your Sales Team to handle any sales situation