Hal Becker’s Ultimate Sales Book

LESSON 51Role-Playing Exercise

Most professions practice regularly. One of the few exceptions? Salespeople. Where do most salespeople practice? On their customers during the sales call! One way to improve, in addition to reading sales books or taking courses, is to use role-playing. It’s an excellent way to practice and improve skills that have been learned in a classroom setting.

Here are the steps to a role-play session that allows you to practice sales situation:

1. Define the topic for the role-play. Every role-play session should have a topic. Topics can include greeting customers, gaining rapport, asking questions, learning customer’s needs, closing sales, handling objections, and so on. Topics can be chosen to fit whatever area or concept ...