It continues to amaze me how often sales people claim they want to be or are sales professionals. Then I mention “role play” and they have 1001 things to do, don’t have the time, or find it is not reality.
The truth is most sales people would prefer to go to the field of play – the customer or prospect’s office – than to practice their sales skills or sales techniques. Their approach is to “wing it” so they can flow with the customer or prospect. That planning a sales call takes too much time and is meaningless.
The reality that I find most common is these same people are the worst sales people.