“Role-playing is a critical part of the professional learning process. The experience of reacting to simulated challenges in the moment in front of colleagues mimics the tension of real selling conversations. This tension is what makes the theoretical become the practical. The result: real-world skills.
Sales role-playing exercises are particularly effective for those learning consultive selling in while the path to the sale is revealed through a process of questioning. This approach to selling requires the sales professional to be adept at exploring the customer’s needs, surfacing underlying challenges and understanding core value drivers. All of these practices require conversational skills that must be learned by doing.”
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