If you want your sales team to close more deals, crush objections, and become absolute savages on the phone or in person, then daily role playing needs to be a non-negotiable part of your team's routine.
According to industry data, sales teams that engage in structured daily role playing increase their closing ratios by an average of 20%. That means if you're skipping this practice, you're leaving stacks of cash on the table and letting your competition outwork you.
In this article, we’ll break down:
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Why role playing works
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How to structure daily team role playing sessions
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Common sales objections and how to master them
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How one salesperson used role playing to skyrocket his commissions
If you’re serious about sales growth, keep reading.
Why Role Playing is the Secret Weapon of Top Sales Teams
Most sales teams make a deadly mistake—they let their reps practice on real customers instead of preparing behind the scenes. That’s like stepping into a boxing match without ever training.
When you role play daily, you:
✅ Build confidence—so you never choke under pressure.
✅ Perfect objection handling—so no excuse stops you from closing.
✅ Sharpen your scripts and delivery—so your pitch flows effortlessly.
✅ Develop mental toughness—so you can handle any sales scenario.
One of the biggest lessons I learned in my sales career is this:
Reps who role play daily will dominate those who don’t.
How do I know? Because I personally role played objections for 520+ hours over four years before launching my own business. I practiced handling objections like “I need to think about it” and “I need to talk to my spouse” thousands of times.
And the result?
I went from earning $45,000 in commission my first year to pulling in $452,000 just a few years later—all because I had already overcome every possible objection before I even heard it.
If your sales team isn’t role playing, they’re practicing on your customers—and that’s costing you sales.
How to Structure Daily Role Playing for Your Sales Team
To reap the full benefits of sales role playing, you need structure. Here’s the playbook:
1. Make Role Playing Mandatory
If your team resists role playing, it’s because they suck at it. But that’s exactly why they need to do it. Sales training isn’t optional—it’s the price of admission to work on your team.
2. Hold It First Thing in the Morning
Before your team gets on the phone or heads to meetings, role play first. Practicing objections at the start of the day makes handling real objections later feel easy.
3. Use a Live Call Format
If your team works remotely, host role playing on Zoom or FaceTime. If you’re in an office, do it in person. The key is real-time interaction and immediate feedback.
4. Have a Leader Facilitate
A manager, sales leader, or executive must be involved. Leaders lead from the front, not from the sidelines. If you want your team to take training seriously, you need to be part of it.
5. Repeat Every Single Day
Sales role playing is like going to the gym—you don’t get strong from one workout. You need consistent reps every single day to build real sales muscle.
6. Get Your Hands On Sales Training Tools
Grab a couple decks of Cashcards: Flashcards for Closers to immediately access dozens of common sales objections and proven responses that your team can use to handle any sales objection. This is a fun, engaging and valuable way to introduce repetitive, recurring and effective sales training to your team.
Common Sales Objections and How to Handle Them in Role Playing
Here is an example of one of the most common objections you need to role play until your team can handle them in their sleep:
Common Objection: "I need to think about it."
Winning Response: 👉 "I completely understand that you want to think about it. I usually think about most of the decisions that I make, too - so I wouldn't fault you for doing the same. I'm curious, on a scale from 1-10, 10 meaning you're ready to do this and a 1 meaning you wouldn't do this for free, where do you stand right now?"
Then ask, 'what would make it a 10 right now?' This forces the prospect to reveal their real hesitation so you can address it.
The best salespeople don’t memorize scripts—they master the art of handling objections in real time. And the only way to do that is through daily objection role playing with the #1 sales objection tool: Cashcards: Flashcards for Closers.
Success Story: How Role Playing Turned One Rep into a Sales Killer
One of my students, Mike, used to choke when prospects told him, “I need to talk to my spouse.”
After just one week of daily role playing, he drilled the perfect response and went into his next sales call ready for battle.
The result? 💰 $6,200 in commission on the spot.
Mike stopped losing deals because of fear-based objections—and that’s exactly what will happen to your team when you commit to daily role playing.
The Fastest Way to Scale Your Sales Team
Here’s the cold truth:
You can’t afford to have a sales team that loses deals because they don’t know what to say.
That’s why at Stupar Sales Academy, we help businesses like yours train their teams to dominate objections, increase closing rates, and scale revenue—fast.
✅ Custom sales training programs
✅ Live coaching on role playing & objection handling
✅ Proven sales frameworks that deliver results
Book a FREE strategy call with my team today and learn how we can help you implement a world-class sales training system that makes your team unstoppable.
🎯 Click Here to Schedule Your Free Strategy Call
Final Takeaway: Start Role Playing or Keep Losing Sales
Your sales team either:
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Trains every day and closes more deals
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Wings it and loses sales they should’ve won
There is no middle ground.
💥 Make daily role playing a non-negotiable.
💥 Sharpen your team’s skills until no objection stops them.
💥 Book a strategy call and let’s build a training system that skyrockets your revenue.
🚀 Want to see role playing in action? Watch my latest video: The Science Behind Sales Objections
