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 clients. Role play shifts mistakes into safe spaces.
• It doesn’t need to be an event. Even a three-minute practice session with feedback can significantly improve performance across an entire team.
• Consistency beats intensity. A short role play every week will deliver far more value than one-off, high-pressure sessions.
• Practice makes permanent. Confidence comes from rehearsing the right behaviours until they become second nature.
• Leaders set the tone. When leaders join in and go first, they normalise role play and create a safe environment for their teams.
• Feedback builds confidence. Focus on strengths first, then one or two areas to improve. Feedback should feel like support with actionable takeaways, not personalised criticism.
• Role play for real scenarios. Objection handling, pitch openings, and key conversations are perfect practice grounds.

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About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.