In this episode, we talk about role-plays and why they are the single most important activities we can do as leaders to develop our teams and create full funnel freedom. Although role-play exercises are crucial when developing strong conversational tactics and sales delivery, it's surprising how little attention is paid to doing them right.

What You'll Learn:

- Dos and don'ts of using role-plays as a sales training tool

- Deliberate practice and role-play exercises

- Why scripts are useless during a role-play exercise

- Reasons why you and your team need to role-play

- How to close a sale in a role-play scenario

- Debriefs and the most important parts or a role-play exercise

- How to set the stage for role-playing

- Role-playing exercise examples

- Role-playing pitfalls to avoid

 Most salespeople don't think very highly of sales role-playing. It's hard to blame them because almost every sales professional has taken part in at least one unrealistic, awkward, or embarrassing role-playing situation. As a sales leader, if your goal is to equip your team with the best prospect-handling skills, then you need to start implementing regular, reality-based, and highly structured role-play exercises. 

Resources:

- Peak by Anders Ericson

- Full Funnel Freedom https://fullfunnelfreedom.com 

- Connect with Hamish Knox on LinkedIn https://www.linkedin.com/in/hamishknox/  

- Connect with Hamish Knox on Twitter https://twitter.com/sandlerinyyc