ROLE PLAYING & THE VALUE THEREOF

As a Sales Professional, are you an advocate of role playing ? Do you see the value of doing it on a regular basis ? Most do not enjoy it and most prefer to avoid it - no matter the value. Yet these are the same pros I hear say in discussions " I should have said that or I should have asked that " as they drive to the next appointment.

Role playing is an integral part of pre-call planning. Get someone to play the customer ( or customers ) and create every possible attitude or objection that you might deal with during the call. Practice, practice and more practice.

The value of having your lines, key phrases, discovery questions, getting acknowledgment, etc. will allow you to be more relaxed and a much better listener. Customers recognize these qualities in people with whom they want to transact business.

In addition, you can take time during the role playing situation to put yourself in the role of the customer while someone else plays you. While doing so, stop and seriously contemplate what you think their concerns may be. What would you like to know if you were in their shoes with their responsibilities ? What would impress you and get your attention ?
Every client that I put through this exercise before their next face to face call never fails to let me know how much better prepared and comfortable they were with the call. It works - TRY IT !

Never, ever go on another call ( phone or in person ) without setting realistic objectives for yourself. What do you want to achieve ? What is the least ? What is the most ? What would be acceptable ?

Challenge yourself to grow ! Challenge yourself to more accountable to yourself and the people who rely on you to make it happen. There isn't one of us who could not be more productive, more focused, more goal oriented, and more open to change - doing things different than what we have ever done before.