About this episode

This episode discusses the importance of role play and practice in sales to build confidence and improve performance.

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…

People in this episode

Host: Johnny Lee

Guest: Rachael Valtwies

Topics covered

• role play
• sales practice
• confidence building
• feedback
• team training

Keywords

• role play
• sales skills
• confidence
• practice
• feedback

More episodes of Psyche of Sales

• SNAPSHOTS: Navigating Uncertainty with Johnny & Rachael · April 22, 2026 · 22 min
• SNAPSHOTS: Excellence Over Perfection · March 9, 2026 · 27 min
• The Long Game: Building Real Estate Success Through Patience and Process with Johnny Lee & Sam Lloyd · January 27, 2026 · 46 min
• Intentionality, Detail & Creating Experience with Johnny Lee & David Nash · November 23, 2025 · 40 min
• SNAPSHOTS - Coaching Insights with Rachael Valtwies · November 12, 2025 · 23 min
• SNAPSHOTS- Unpacking the Hustle with Rachael Valtwies · November 5, 2025 · 25 min

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