Questions: Why do you think Michael Jordan shot hundreds of free throws each week? Why do the top Hollywood actors have coaches?
Answer: Because being the best requires practice, mentoring and coaching.
To be the best ad salesperson in your niche, you need to practice regular role play sessions. This means setting aside time and taking it seriously. (I am always amazed at the number of ad sales reps that never, ever practice their trade in an effort to improve—what’s up with that?)
Especially when sales reps treat it as a joke. It should never be treated as such. Start role-playing one-on-one in a private office and then move to group role-play. Be consistent and don’t just make it up as you go. Make sure you have notes to follow until you get it perfect. You can do this.
The first time you role-play it doesn’t all go smoothly. In the very first role-play session, just walk through the steps in a robotic way. This helps get your feet under you and you find your composure. Breathe. Practice makes perfect……..if you perfect the practice.
P.S. Here’s a Pro-Tip–Record or video the role-playing session. There may be things you are doing that you are not even aware of. Hearing and seeing yourself afterwards can really help you improve your sales approach.
Editor’s note: This post has been updated from the original article.
About Ryan: Ryan Dohrn is an award-winning ad sales training coach, a nationally recognized internet sales consultant and in international motivational speaker. He is the author of the best-selling ad sales book, Selling Backwards and the President and founder of Brain Swell Media and 360 Ad Sales Training, a boutique ad sales training and sales coaching firm with a detailed focus on ad sales training, internet consulting and media revenue generation.
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