FAQ: Is role play really necessary in sales training?

Everyone has a different learning style and what works well for one person may not work so well for the next.

Which learning styles are there?

The 3 basic categories of learning styles are:

  • Visual: learning most effectively through images, colour and other visual stimulus via handouts, slides and diagrams.
  • Aural: learning most effectively through hearing information rather than reading it or seeing it visually.
  • Kinaesthetic: learning most effectively through experience – touching, moving and doing in experiences such as role play.

How can everyone benefit from our sales training?

At LiveseySolar, we try to ensure that everyone’s learning styles are catered for in our training session. This means that we use a mixture of slideshow presentations and handouts, spoken instruction and role play in sales training, which covers all three of the major learning styles.

We’ve found that even those people who are predominantly visual or aural learners benefit greatly from role play. Experience has taught us that Aristotle was right when he said: “For the things we have to learn before we can do them, we learn by doing them”.

What is experiential learning?

Experiential learning is the process of learning by doing and is something that we all take part in in everyday life. For example, while we may learn the theory of driving from a book or being told about it, it is only through actual physical practice that we can learn to drive.

Learning through direct experience can be a very powerful teaching and learning tool. When we experience something for ourselves, rather than just reading about it or observing it, we are involved personally with the process and obtain a much deeper understanding of the principles and concepts at play.

Why role play?

A study by Staffordshire University into the impact of role play as part of a training programme, showed that role play had the following positive benefits for those who took part:

  • Increased self-confidence and self-efficacy
  • High level of engagement in learning
  • Makes theoretical concepts tangible
  • Provides practical strategies that can be applied in real life contexts
  • Provides access for learners of all learning styles
  • Gives the learner ownership and responsibility for their own learning
  • Increases depth of learning over that learned by other methods
  • Makes learning stretching, challenging and safe.

Role playing can also help to make staff feel more valued and helps everyone within an organisation to more fully understand everyone’s roles. Participants become more aware of the impact their behaviour has on customers and other staff, and this can be explored in a risk-free environment.

NOTE: The best way to answer that nagging question about practice growth or marketing or patient volume in the back of your mind is to book a free 15-minute compatibility call. Get some options and go away with a clear idea of what’s possible.

About the author


LiveseySolar’s mission is to double the size of 150 cataract and refractive surgery practices. Using our proven marketing frameworks and deep market knowledge, our customers can predictably and sustainably grow their practices so that they can enjoy a healthy balance between both worlds – a successful private practice and a happy life.

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

Find articles on:

What our clients say…

“In a matter of weeks, we already saw results with LiveseySolar. Far before we were even finished with our project.”

Erik Chotiner, MD, FACS, Ophthalmologist

“The whole group has been very, very professional. We’re quite early in the stages, but we can see the benefits.”

Dr Nick Mantell , MBChB FRANZCO

“They’re very professional. They know what they’re doing, but they also put us at ease. This helped us to cut through what’s needed to get what we want.”

Mr Praveen Patel, MA (Cantab), MB BChir (Cantab), FRCOphth, MD (Res)

“It’s wonderful to work with an agency that engages on our level and understands our market.”

Dr Anton Van Heerden, MBChB; FRANZCO, Ophthalmologist

Get your Practice Marketing Score

Take our FREE “Practice Marketing” quiz. Get your score and benchmark yourself to practices around the world.

Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their practice revenue

Rod Solar

Founder & Scalable Business Advisor

Rod co-founded LiveseySolar and acts as a Fractional CMO and Scalable Business Advisor for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

Read more

LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

Read more

Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK