What Benefit does Role-Playing have?
“First of all, role-playing gives the salesperson focus and purpose when they’re working with clients. Secondly, role-playing means that the salesperson can prepare beforehand what they may face when they go into a meeting or even make a call with confidence. For example, different scenarios may be played out to ensure that the salesperson is in charge of the situation no matter what happens.
Role-playing helps salespeople to improve on specific aspects, rather than simply pointing out what the person is doing or saying wrong. A new hire’s ramp time may also be reduced by using role-playing, as ways of dealing with clients (which may also be specific to the company culture) can be passed on quickly and easily.
Through technology, managers are able to set challenges in minutes and implement them almost immediately instead of having training sessions which can last for hours and be a waste of resources. These long training sessions may also be of little or no value for the salesperson as it may not touch specifically what is necessary for them to achieve.”
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