Ad Sales: Rock Your Role-Play!


You CAN rock your role-play with these 5 tips.

Do you sometimes feel like role-playing is just so forced? A waste of time? Why oh why do sales managers always insist on role-play? Because it’s proven to get results.

And because in your heart-of-hearts, you know practice really does make perfect. We can always learn new things and mentor others. So there really isn’t a reason NOT to role-play.

Here are some of our top tips on how to take your typical, boring, rote role-play to a whole new level (and reap the benefits!):

1. Write it out: It’s important to understand your sales process with a map or flowchart before you begin. This will help you see the big picture quickly and enable you to quickly identify areas to improve.

2. Talk it out: Practice one-on-one first with a peer before you try out your plan with the whole group. The individual feedback will boost your confidence before role-playing in a sales meeting. This is an excellent time to match up newbies with more experienced sales reps.

3. Mix it up: Try different scenarios for role-play, such as practicing on the phone and in person, for example. You can also try practicing difficult conversations with clients, not just sales pitches. Also practice with scenarios from your peers–maybe ones that you haven’t encountered before.

4. See it: You have to review video of yourself to truly understand how your customers see and respond to you. Ask for honest peer-feedback on your video.

5. Dedicate to it: Role-play every single sales meeting so you all become completely relaxed with it. Don’t skip steps when you practice–do it all the way through, every time.

So don’t look at role-playing as a big chore. It’s one of the most powerful ad sales tools you have. Everyone can always improve through role-playing!

P.S. Don’t forget to breathe.

P.P.S. Why not try a video game role-play to shake things up? (Airline pilots do it too.) Here’s a program from Knowledge Shift: Mobi-Roleplay


Diana Landau, Niche Content Wrangler

About this blogger: Diana Landau is the Content Wrangler for Niche Media. A former sales director and corporate marketing hack, she has now found nirvana in writing and wrangling quality content. Diana is a food, wine, art and SF Giants enthusiast…who sometimes gets carried away.



Niche Media has created super niched-out events specifically for magazine publishers for over 12 years. We’ve helped pave the way for the era of boutique events that connect specific audiences and provide great educational, friendly and super-fun environments! Plus, Carl Landau–Niche Media’s Grand Poobah–also created a blog all about creating and marketing targeted events:  Check it out!

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