ROLE-PLAYING RESISTANCE… one of the most effective ways to become a great Salesperson is to become a great communicator. The most effective way to become a great communicator is to practice… to role-play with others. There is a tremendous amount of resistance to role-playing. Just remember this… get comfortable with role-playing and you can also get comfortable with "a fat bank account"…there is a connection. Here is the secret: the best way to get comfortable with role-playing is to become a very effective role-play partner. By becoming someone that "everyone wants to practice with"… you automatically are going to become a great communicator/Salesperson.
Here is your ACTION STEP… there are two ways to become a great role-play partner: first you must be very reliable, which means you must show up on time every time; second you must become adept at giving a powerful and insightful critique. Help others and you will get better really fast! Here is a simple list of the things you should look for when you are offering your "great critique":
1. Energy level
2. Rate of speech
3. Tonality – upswings, downswings, etc.
4. Expressiveness – enthusiasm
5. Confidence level
6. Ease of delivery – "conversationalism"
7. Number of closes
8. Sticking to the script
9. Listening skills
Keep this list handy when you are critiquing your partner. Remember to point out things they are doing well in addition to offering constructive criticism. Make role-playing fun and you will make a lot more money! NO Excuses.