How often have you heard the following?
”"This workshop needs to include activities to help representatives practice verbalizing calls with customers, but please don’t call them ‘role-play’ activities. The sales force hates that term!"
Verbalization activities are a vital part of sales workshops, and for a good reason. Reps communicate with customers daily, whether delivering engaging openers, asking insightful probing questions, sharing marketing resources and approved messaging or compliantly addressing concerns and questions. A sales representative may know their product inside and out, but none of that matters if they are unable to communicate the information to a customer effectively.