KEY #4: PRACTICE

We have all heard the saying, “Practice makes perfect”. This is particularly true in selling. Practice is essential in improving selling skills, specific techniques, interpersonal skills, and attention-to-detail in the selling process.  Without practice, your salespeople will only go so far, and as a sales coach, you must role play with your salespeople in order for them to practice and achieve success!  Be prepared, they might not like it but they must do it.

These role plays must include:

  1. Pre-call planning of the call
  2. Role play of the conversation with the sales person and practice prospect
  3. Complete post-call debrief and coaching session 
  4. Repeat for all significant calls

Use these tools to practice with your own salespeople: