A Sr. Vice President from New York Life shared that when he first started selling, his prospecting consisted of knocking on doors. He would role play every night with his wife. He’d knock and she’d answer the door. She role-played every possible objection and be as rude as some people were and respectful as others. Every night for 15 minutes they would role play. He became a top salesperson in his industry.
Coaching salespeople is so much fun because we role play over and over again. There are no excuses. If you get the same objection more than once, it is your responsibility as a professional salesperson to figure it out. There are some salespeople who say they have 12 years of experience. However, they really only have one year of experience 12 times.
You have one opportunity to be in front of a prospect. If you keep getting tripped up, enlist someone who cares about you and start roleplaying! You will benefit tremendously and have some good belly laughs. It’s healthy to laugh at yourself. Might as well be ridiculous in front of your role play partner than in front of a valuable prospect.
