The "Video Role Playing Is Counterproductive" Myth

Guest post by: Virden Thornton
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The "Cold Call Presentations" Myth - By Virden Thornton

Many sales managers and trainers feel that video role playing sales presentations and prospecting methods is just too stressful for their sales representatives to be an effective training tool. On the other hand, in most sports, video taping of an athlete's performance is a standard training procedure. Today, video tapes play a major role in an athlete's conditioning by most coaches and managers. Drilling-for-prospecting skills, presentation skills and closing skills is as important to a sales professional, as it is for a base ball player to take batting practice or a place kicker to drill-for-skill his field goal kicking technique. If you're not drilling your sales staff or telemarketing team for skill in proven selling process, at least weekly, you're really not doing the job a sales manager must perform. Even seasoned athletes drill for skill in practice sessions. Your seasoned staff need practice as much or more than the rookies on your team to avoid falling into bad habit patterns that create sales slumps.

To see consistent sales success, progressive sales managers and business development directors realize that training, even drilling their seasoned sales professionals, gives their organization a competitive edge. It's simple logic, when you practice something, you get better at doing it. Selling is stressful. To use the excuse that video role playing sessions cause stress is indefensible. In my opinion, most of the managers and trainers opposed to using a video camera are just too lazy to break out the equipment or to even drill their sales staff for skill using this valuable tool.

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The "Cold Call Presentations" Myth - By Virden Thornton

About the Author: Virden Thornton

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VIRDEN J. THORNTON is the founder and President of The $elling Edge®, Inc. a 23 year old firm specializing in sales, customer relations, personal coaching and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success, Organizing For Sales Success, 101 Sales Management Myths, A Realtor's Success Formula, and two best sellers 101 Sales Myths and Building & Closing The Sale. He also has a video/audio tape training program entitled Close That Sale, published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, just go to http://www.TheSellingEdge.com/book1.htm Note: You can contact Virden at virden@TheSellingEdge.com. You can also see an expanded biography at: http://www.TheSellingEdge.com/bio.htm
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