Sales Activity

In sales, it is important to practice and role-play, but many people dislike the term "role-playing." Instead, use terms like simulation or practice scenarios. Feedback is crucial, but people often struggle with giving feedback. To address this, pair up and focus on sharing two things your partner did well, without providing constructive feedback. This helps build momentum in practice sessions. When it comes to any endeavor, attribute, action within sales, you have to facilitate practice. Your main activity, and we hear this dreaded word all the time, role-playing. You rarely hear somebody say, I love role-playing. Our advice is stay away from the word role-playing, use things like simulation, practice scenarios, things like that. The thing we want to teach you here is something called feedback progressions. It's going to sound corny and cliche, and yes, even with hard-nosed veteran salespeople, it has resonated. When you pair people up and you practice, most people are not gifted in the art of delivering feedback. Most of the time as facilitators, we say, well, now get together and give each other feedback. Most of the time, people will bring it back to themselves in sales. Well, that was pretty good, but what I do is, because they come from typically a central place of ego. I didn't say egotistical, I said ego. So one of the things you can do is to structure your feedback. The first four or five sessions, share with your partner two things he or she did extremely well. Don't provide constructive feedback. Build momentum within your practice scenarios or your practice sessions.