It wasn't until years later that I realized that it is easy to discuss sales techniques in a training workshop. But it is in the field, when the lights are the brightest and the pressure is on, that critical sales capabilities like asking the right questions, listening to the answer closely and being able to project confidence, conviction and interest must be demonstrated.
Today I dare say that role play with professional actors is the ultimate sales training tool. Research shows that people learn up to 60% more (!) in a training workshop that simulates these real experiences. And Sales teams that continually engage in role playing are more likely to outperform their non-role-playing competitors.
In other words: they will start the race running.
They will come out of their training making more money for themselves and their company and they'll likely enjoy their job a lot more.
But the challenge is worth it. And the results speak for themselves. And in a time of economic struggle and hardship businesses and sales professionals need every possible advantage.