Apr14
The Benefits Of Role Playing During Sales Training
Posted by Nick in Sales Training To Improve Sales Results | 0 Comments
File under Sales Training
Role Play And Sales Training Go Hand In Hand
I hope you know about role playing during and after you’ve participated in a sales training program. One rep plays the decision maker while another rep plays the part of the salesperson. Well, I just read an article from a sales trainer I admire and he wrote that role playing was a waste of time. He claimed that these practice sessions were not realistic and therefore were of little benefit. I have a different take on this subject.
While I agree that role playing practice sessions are not as realistic as real world experience, I still feel they are a necessary part of the sales training experience. Hearing about new sales skills is different than being proficient at the execution of those skills. We’ve all heard that practice makes perfect.
I played a lot of organized baseball during my younger days. During those years I can’t begin to calculate how many hours of batting practice I took. There is nothing realistic about batting practice. You can’t strike out and the pitcher is supposed to deliver a ball you can hit. I greatly benefited from every batting practice session and can’t imagine playing baseball without it. The same can be said about role playing during sales training.
Making errors or mistakes are part of the learning experience. Such mistake can be awkward if not down right embarrassing. Can you remember your first trip up an escalator? If you are going to make a mistake, make it during role playing and not with a precious prospect. A mistake with a prospect could cost you a sale. A mistake during role playing costs nothing. Role play everything, including the trial close.
I once did a sales training session about overcoming objections and urged the reps to practice their new skills. The following month was a role playing marathon. Every time the reps passed each other in the office, one rep would announce an objection and the other rep had to overcome it. The objections could be as simple as, “I don’t like your tie”. I knew these reps were well prepared to use their new skills in the field.
My advice to you is to role play every time you learn about a new sales skill. Get a good partner and do your best to make it realistic. Even the rep playing the decision maker will benefit from these sessions. Role playing will allow you to get the maximum benefit out of your sales training sessions.
Make it a great day!
Nick Moreno
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