| Is role playing and videoing a good tool to use on sales | | | | golfer slowed each part of the swing down and |
| training courses? This is often a question I am asked | | | | analysed each part-he pointed out the good bits and |
| when meeting prospective clients who are looking at | | | | then the areas I need to work on, the amazing thing |
| the possibility of running a sales training course. | | | | about it was that I did not need him to point out I |
| Well think of it this way, it's a Monday morning after | | | | moved my head as I saw it myself. |
| the big match at the weekend and the premier league | | | | I suppose the real point of this article is to say we all |
| football coach brings the team in to review the match. | | | | need to take a step away from what we do every |
| On goes the video and the coach and players watch, | | | | day and analyse the good points and the areas we |
| each move is analysed, the tape is stopped and the | | | | need to work on. |
| coach asks the group what was good, what was | | | | It is a known fact that on sales training courses when |
| poor and what can they do different next time. | | | | the experienced top salespeople sit down and analyse |
| If video evidence is good enough for premiership | | | | what they do, they will find areas where they can |
| footballers to see their strengths and their | | | | improve. |
| development needs then surely it is a tool that should | | | | We really do need to take stock every now and again |
| also be used for sales training courses. | | | | and check are we cutting corners, are we missing |
| I was in Spain recently and I decided I would go and | | | | opportunities for up selling are we really dealing with |
| get some golf lessons. I used to play a lot of golf but | | | | objections as effectively as we can are we missing |
| moved a number of years ago and really got out of | | | | buying signals etc. So to answer the question is it a |
| the habit. I decided now is my chance to get back into | | | | good idea to video role plays on sales training courses, |
| it and guess what, the first thing the professional golf | | | | I again say if it helps professional footballers and helps |
| teacher did was admire my swing and then video it. | | | | professional golfers then surely it will help professional |
| The video was then played back and the professional | | | | salespeople. |