If Role Plays Suck – Why Do They Work?

Okay, I know I was over the top with the title, however the statement is true.

The only time I can put the fear of God into a group of sales professionals is to tell them it is time for some serious role playing. It is a scene out of a horror movie. Moans and Groans are everywhere and these brave sales professionals are making excuses as to why they suddenly need to leave the session.

So what’s the deal with role plays? Why does every sales person fear or hate this exercise so much?

As best I can tell – it is due to having others see them fail or being less than perfect.

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