Salespeople need real practice with unpredictable responses, not scripts. Role-play with a partner or AI tool to build automatic reactions when prospects shift from friendly to hostile. Mistakes in practice create the confidence that turns theory into instinct.
I'm going to keep putting you on the spot because even when we're so prepared and we feel like sales and like an actor, we have a script. The actor is going to deliver that script and he knows how the other actor is going to respond, but we don't know how they're going to respond. And one day we talk to someone and they're super pleasant because they just got a promotion or whatever. The next time we talk to the same person, they just found out their wife's cheating on them and they treat you like shit on the call. And we need to know how to respond in all kinds of unique scenarios. And that's why the frameworks are so helpful, right? To first, hey, agree with them, completely understand all that. But that's why when we're role-playing, it's so important we have someone else to role-play with us. We're not just rehearsing in our own mind because your BDR or your peer or even myself or ChatGPT is going to give you a different response than maybe you're expecting. So how are you going to handle that? And by handling a bunch of shit you're not ready for, that's when it becomes automatic and you can perform and take it from educating to exercising to actually implementing. You got this, dude. You're so smart. So it's just about getting the reps in and not— and like embracing the challenge. When I put you on the spot, say, all right, I got this. I'm going to fuck it up, but I got it anyways. I'm going to get better right now.
