Role-playing Is For Winners

Did you know the best sales professionals embrace role-playing? Yep, role-playing is one of the best ways to gain that extra edge when presenting solutions to clients.

Role-playing allows you to relax and be more confident, telegraphing to your client that you know what you are doing.?Body language, voice speed?(cadence), and unplanned hesitations are tell-tale marks of poor preparation.?

“Ums” and too many “I’ll have to get back to you” leave clients?feeling unsure about investing their hard-earned?money with you.?

Last week, one sales professional at one of America’s largest media firms told me about the?importance of?sales role-playing with her teams.

“We practice on each other, not the client," she said.

Read that again.?And again. And again.?

You invest a tremendous amount of time, research, and preparation to get to the presentation stage - why let a minor miscue cost you the sale??Actors don't run lines only to memorize them but, importantly, to free them to be in the moment, adjusting to whatever comes.?They know anything can happen, and being well-prepared allows them to adapt to the unexpected.

Role-playing is an investment in you - and your ability to be successful.

Don’t let all your hard fail because you are too afraid to prepare to succeed.?Run your lines with a co-worker?you trust - and in doing so, you will become the best version of yourself (and elevate your closing ratio).

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