Sales professionals in the media industry face unique challenges. With a constantly evolving landscape of digital platforms, content marketing strategies, and client needs, mastering the art of the sale requires more than just product knowledge and industry insight. To stand out, media sales professionals must hone their communication, negotiation, and problem-solving skills. One of the most effective ways to do this? Role-playing.

Creating realistic and engaging role-play scenarios is crucial for sales training as it helps participants develop and refine their skills in a controlled, practice-based environment. Below, I provide two detailed examples of role-play scenarios that can be used in sales training workshops, each aimed at enhancing different aspects of the sales process.

Some of the best sales organizations use role-play to sharpen their skills. Role-play is a powerful tool because it allows sales teams to practice the language they need to use. Sales is a conversation. Sales managers who emphasize role-play provide their teams a safe place to find the right words—or borrow them from other sales reps who have mastered their talk tracks.