We are in the process of developing a sales training class that involves our bankers completing a customer information profile sheet. Using the profile sheet, they must gather information about new and existing customers (current banking, relationships, account balances, rates, etc.)

Can anyone suggest an application method where the bankers can practice asking questions/gathering information so that they become comfortable using/completing the form.

We do not want to use the role-play method.

This seems to be a bit of an oxymoron.

If you need them to practice asking questions and gathering information, then it is crucial that they practice this face-to-face. I would suggest the method of 'set up' for the exercise will remove the 'role play jitters' that you sometimes get.

For starters I would call it 'practice' and get them to work in groups of three, where one works as an observer and the other two practice the scenario. You then ensure you have facilitators who wander the room providing input and advice where necessary. This is better than front of the room, everyone watching role plays.

Another method would be 'speed dating' where you get two rows of chairs facing each other and each facing pair must practice the scenario and after two minutes or so they have to move on to the next person in the row. This makes the process a little more exciting and fun and can pull out some great learning points very quickly.

Just my starter for ten...

Could you provide any information about why you would not want people to practice by actually doing the questions with each other? Just call it practice. You don't have to say "and now we are doing a role play" All you have to do is pair people off and let them take turns being the salesperson and the customer.

I honestly do not understand how you could have people do this without doing a role play of some sort. Any other methods, short of having them work with real customers, would fall short of what you really want them to learn, yes?

There are a lot of different ways to do role plays without the traditional pairs or triads. Two that we like to use are the round robbin and the tag team version. They are more class oriented and you get to see everyone in action. I'm sure other people have other version they like.

yes - there are many variations, but ultimately, they all involve role playing. I'm still very curious to know why/how one would have someone practice techniques without doing some variation of role play.