When it comes to sales training, there’s one technique that often gets left on the table: role-playing. And it’s one of the biggest mistakes you can make.
Let’s face it—no one likes role-playing. People avoid it, shy away from it, and hope they’ll never have to do it. But here’s the thing: once you push through the discomfort and actually engage in role-playing, you’ll realize it’s one of the most powerful tools you can use to sharpen your sales skills. The payoff is undeniable.
Think about it. Have your team take turns playing different types of customers—grumpy, curious, enthusiastic—and let them run through the exact script for the meeting you want them to have. It doesn’t matter if it’s a cold call, a warm follow-up, or relationship-building with an existing client. The more realistic and varied the scenarios, the better.
Here’s the truth: if you’re not role-playing, you’re likely stuck on “hopium”–hoping things will magically improve without any real action. And let me tell you, hope doesn’t drive sales success. Action does.
Role-playing is the simplest, most effective way to build confidence in your team, improve their communication, and prepare them for any situation. Don’t let your discomfort hold you back from giving your team what they need to succeed.
It’s time to get over it and move forward. Because sales excellence doesn’t come from wishful thinking—it comes from deliberate practice. And role-playing is where it starts.