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.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

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.

In this episode of Psche of Sales Snapshots, Johnny Lee and Rachael Valtwies break down the art and science of messaging — what it is, why it matters, and how to make it stick.

From job interviews and high-stakes pitches to press conferences and performance reviews, your message shapes how people see you, remember you, and act on what you’ve said. Johnny and Rachael explore how to design messaging that connects with your audience, lands with clarity, and drives influence — even in difficult conversations.

This episode is full of practical examples, from disarming tense situations to framing value in a salary review, and how to keep your core messages front of mind for your audience long after you’ve left the room.

Key Takeaways:

• Messaging is more than words It’s how you frame reality, shape perception, and create the story people tell about you after you’ve left the room.
• Start with your audience, not your agenda Understand who they are, what matters to them, and the lens they’ll be listening through.
• Use the ROI test Check every message for Relevance, Originality, and Impact. Without these, your audience switches off.
• Delivery is as important as content Humour, empathy, confidence, and authenticity can transform how a message is received, especially under pressure.
• Frame value in terms of impact In negotiations or reviews, shift from “I deserve it” to “Here’s the value I’ve delivered and how it’s helped us achieve results.”
• Bad news still needs clear messaging Acknowledge the situation, share evidence-based reassurance, and keep returning to a small set of consistent key messages.
• Repetition builds influence Repeating core messages makes them stick — and when stakeholders start repeating them for you, you know they’ve landed.
• Authenticity cuts through There’s only one of you — let your personality and genuine connection come through in your message.

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.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies explore a sales skill that’s often misunderstood, undervalued, and yet completely foundational: rapport building.

Drawing on years of experience in live pitches, client conversations, and coaching sessions, they unpack what genuine rapport looks like, how to build it quickly and meaningfully, and why it’s not just about being ‘likeable’ or making small talk.

This episode covers the basics for those getting started or brushing up, but also explores the nuances of separating friendship from business.

Key Takeaways:

• Rapport is not surface-level charm: it’s about creating safety and trust, so clients share what matters, not just polite answers.
• Sales processes aren’t linear: in the real world, rapport doesn’t always come first. Sometimes you build it mid-meeting or even in the last few minutes.
• Tailor your approach to business styles: understanding stakeholder types (driver, analytical, amiable, expressive) helps you adapt tone, pace, and delivery to build a faster connection.
• Don’t underestimate small talk: curiosity and interest matter. Building rapport often begins with asking the right questions, rather than saying the right thing.
• Preparation helps, but presence matters more: you can’t fake a genuine connection. It comes from being present, observing body language, and actively listening in the moment.
• Practice is key: like any skill, rapport can be developed and refined through training. Role-play conversations, reflect on what works, and rehearse building a connection until it feels natural.
• Be warm. Be interested. Be real: people buy from those they trust, and trust starts with how you show up.

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.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn