I talk to myself all the time. Oh sure sometimes it's about whether I truly want those new shoes. I mean are shoes really a "want"? I think we can all agree that shoes are a NEED! But I'm talking about role playing.
One of the early lessons in any sales training class is role playing. Remember those moments when you felt like an idiot pretending you were "selling" someone something? Oh...that horrible interview when someone said "sell me this pen." Yikes...I hope they don't still do that out there.
But role playing is beneficial. I role play in my head. I practice before making phone calls to cold leads. I imagine the conversation. I practice an ice breaker of some kind. I overcome objections. In my head, I'm really tough on myself. Typically tougher than anyone on the phone will be.
I wonder how many people would actually become truly irate and yell at me! In my head I do...and then I soothe myself down. :)
Today I hit some leads....somewhat cold. Internet leads. I had the advantage of knowing what they had searched for on the site, but not the stage of looking and they did not ask for a call. So in advance....I practiced rejection. I practiced asking for an appointment. I practiced answers to questions that might come up in each city....such as taxes, HOA fees and schools. I researched commonly asked questions and I had the answers.
By the time I reached the actual leads....it was a breeze. Turns out, I was my toughest client today....and I even won myself over.
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