I have no doubt there will be plenty of sales managers and sales trainers that will take issue with this article. But my experience has taught me that role playing is not a great way to train. Not even close.
Are you credible? In this fast paced ever-changing sales environment credibility has become a key differentiator. Most times it’s what makes sales and why customers become referenceable. Yet I think most of us really don’t pay attention to our credibility like we should.
Anyone that has sold for any length of time has developed comfortable sales habits. So… when a trainer or manager comes in and offers a new way to increase sales… they may not see the sales training value. They start into a diatribe of exception examples of why the new training idea won’t work for them. Irritating and short sighted.