Role Play Strategies

“The goal of role playing scenarios is to get your sales team members to experience the interaction from the customer’s perspective in order to evaluate and adapt their approach. Most importantly, role play training is not a one-time crash course it’s an ongoing, recurring practice.

As Terry Guilfoyle, Director of Sales for Bullfrog Spas, puts it: “It’s not just about doing the role play a few times a year in seasonal sales trainings. It’s about mangers instilling the habit of practice every week, even every day before and after actual customer interactions, based on those interactions.”

Here are a few basic strategies you can use to implement more effective role playing in your training program:

  1. Use a script
  2. Focus on specific subjects and goals
  3. Ask questions
  4. Keep it positive and fun”

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