How to Embrace Role Playing – Understand the Why
If there’s one thing that makes a lot of insurance agents twist up inside, it’s role playing in an insurance agency. But it’s an important topic, and it can be incredibly helpful, which is why we’re going to focus on it all this week. So, why is role playing in an insurance agency so great?
“Why would you do role playing? Is it to torture you? No. It’s to refine you. And so if you look at it like this is a way to refine my sales process, to understand, to hear how other people are doing things, to get stronger, to get better, then it kind of changes your tone a little bit.”
When people think of role playing in an insurance agency, they think it’s going to be uncomfortable and awkward, and many people dread doing it in front of their peers. But just like with anything in life, the more we do it, the better we get at it.
The first thing that’s important to understand is the why. Role playing is not to torture you, it’s actually to refine you. So you need to look at it as a way to refine your sales process, to understand, to hear how others are doing things, to get stronger and to get better.
The other thing is that if you’re a sales professional, you want to put yourself in uncomfortable situations so you can keep doing the right things. Sales is not designed to be a comfortable environment, and if you put yourself in uncomfortable role playing situations, you start to desensitize yourself from discomfort and it becomes much easier to do uncomfortable things.
On the flipside, if you’re going into uncomfortable situations without any practice, you might make the wrong call, and could blow a lead or blow a sale. When we practice in a safe place in a controlled environment, we can learn, break down, and analyze. When agencies invest in role playing, it means they want their people to succeed.
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