For many salespeople, the words role play can spark discomfort. But when done well, it’s one of the most effective ways to build confidence, sharpen skills, and prepare for the moments that really matter.

In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies break down the role of practice in sales. From quick five-minute run-throughs before a call to team-based practice on objection handling, practice creates the muscle memory that ensures clarity under pressure.

Johnny and Rachael share stories from the field, tips for structuring role-plays, and the dos and don’ts of feedback to ensure you’re building confidence, not breaking it.

Key Takeaways:

• Practice before it counts. If you’re not practising with colleagues, you’re practising on clien ...