3 Tweaks to Your Sales Approach Are Steps Toward Sales Greatness

Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour.  You very slowly make your way towards the circle in a long line of traffic, attempt to merge into a congested circle, travel around to the other side of the circle, and finally exit the other end.  Being a bit impatient, I’m usually screaming to myself, “Come on – don’t stop! – let’s get moving – let’s go!”
Hold that thought.
I believe that role-playing is the single most important thing I can do with salespeople to help them to become great.  There are three kinds of role-plays:
I play the salesperson’s part and the salesperson plays the prospect. This is my preferred method as it demonstrates exactly what the conversation should sound like.
I play the prospect and the salesperson plays the