The sales lead discernment process is similar to search results. The ones that come up on the first page are the ones you interact with. It's like a discovery call. A discovery call's purpose isn't to say, "I'm going to buy." One of the biggest mistakes sales trainers make is relying on role-playing as the method to gain confidence. Role-playing is not designed to get you calm and confident. It's a "gotcha" set up. Rehearsal and practice are a better training method to allow the salespeople to get comfortable enough they don't have to think about how they might fail. You need to have it be a reflex to get to the underlying emotion. The underlying emotion that needs to come through is curiosity.
As for the introverted sales pros we talked about in an earlier episode, public Rah Rah adulation is of little value. Giving these professionals a private rah rah is more effective in keeping them motivated. Get these and more insights in this episode of Market Dominance Guys: Sales is a Collaborative Exercise in Search.