1) Theory and Role Play
Most sales training is filled with a lot of theory and good discussions around sales, but rarely provides any actionable insights or tools that we can apply immediately to our day-to-day lives that will make a difference. Role playing is used to try and simulate live customer engagements that aim at uncovering those insights and providing the tools.
However, they are rarely run effectively. They tend to paint one of two scenarios: 1) the perfect situation or 2) the most ridiculous situation possible. Neither of these are what we face on a day-to-day basis in our jobs.
The other problem with role playing is that the people brave enough to stand up and play the part are typically more worried about impressing their peers than they are about mastering whatever skills they are trying to learn.