RAB Insights

RAB Research Archive

The value of role-playing

The only thing salespeople hate more than cold calling is role-playing, yet it is the single fastest way I know for a salesperson to see what they are doing wrong on the phone and fix it.

Of course, you will need someone with experience who can correct your mistakes (having two struggling salespeople critique each other in a role-playing session is pointless). So make sure you have a top sales rep or even the owner of your company, if possible, sit in and give you advice. It will be uncomfortable at first, but you will see the pay-off in short order.

Source: Michael Pedone, sales trainer