Traditional Sales Role-play is Dead (Meet its Replacement)

Two words that can send the most confident sales rep racing for the door:  Role-play. While as children most of us happily engaged in some form of role-play, sales has turned this once valuable learning experience into an awkward, high-pressured test of a rep’s ability to correctly articulate product knowledge

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5 Sales Role-Play Tips for Success from the Theater

Sales Reps hate to role-play. But you knew that, right?  Done well, role-play can be an exceptionally powerful tool in helping sales reps master communication skills and navigate many  changes in products, customers, and competition they continually face.  Unfortunately, approaching it with a gallows-like resolve as most sales reps do,

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Get Real Results from Sales Role Play (psst..the secret is in the casting)

Actors love to work with director Clint Eastwood for good reason:  “He expects you to know what you’re doing. And he’s going to take two giant steps back and let you do it,” says Morgan Freeman.  But some Hollywood directors are notoriously difficult to work with.  Kate Winslet said that

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Better Results from Sales Role-Play Part 1: Setting the Stage

I received a panicked call from a salesperson last week.  Carol’s annual sales meeting was fast approaching and she and her fellow sellers were asked to participate in a day of sales role-play with management.  While promoted as a “learning experience,” Carol knew better; this was a test.  Carol and

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