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Why 90% Role‑Play Is the Only Real Sales Training
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Key takeaways
- You do not train without role play.
- If you have sales training and is not 90% role play, you are not sales trained.
- Vast majority sales training looks like this.
- There's a script, someone reads through it, they go through a dialogue, and at the end the sales manager says, "Okay, so you messed this up and you should have done this differently." It's like it's gone, dude.
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Full transcript
Locally archived YouTube transcript with timecodes. Speakers are assigned heuristically and may be corrected editorially.
0:00You do not train without role play. If you have sales training and is not 90% role play, you are not sales trained. Vast majority sales training looks like this. There's a script, someone reads through it, they go through a dialogue, and at the end the sales manager says, "Okay, so you messed this up and you should have done this differently." It's like it's gone, dude. Like they're not going to [ __ ] remember that at all. What you have to do is you say, "Listen, you're going to go through this and I'm probably going to stop you 30 or 40 times in the next 30 minutes and if that's what happens, then we're probably doing it right.
0:29Okay? Um and so the person says it. If they say it correctly the whole time, we have our heads nodded and we have thumbs up. That way you get the verbal feedback or basic visual feedback that they're doing a good job. So we have we have as many reinforcements as we can As soon as they mess up, we say, "Stop. Try like this. Do it again." And so then they do it. If they [ __ ] it up, "Do this a little bit more. Try it again." Once they get it, we're like, "Awesome.
0:55Lock it in." Which means you do it three more times correctly and then you keep going. That's how you train sales.