Page 176 - engage workbook

Rehearsing for meetings

The first purpose of a rehearsal is to review, evaluate and troubleshoot your plan with an
objective third party.

The second purpose is to try it out and rehearse key behaviors so that you can refine them
to make a positive impact.

We suggest 45 minutes and that you use the time as follows:

1. Work in pairs. Brief your colleague on the situation. (5 minutes)
They do not need to know too much.

2. Your colleague will use SHAPE questions to help understand the (5 minutes)
situation.

3. Get feedback on your plan from your colleague. They will try to look (15 minutes)
at it from your buyer’s perspective and will try to be both critical and
supportive. Take notes throughout and refine your plan – but at this
stage, treat it as tentative.

4. Rehearse key elements of your approach. Some of the elements you (20 minutes)
might like to try include:
• your I We You
• your approach to using a Value Sheet and SHAPE questions
• any Paint or Level 4 questions you plan to use
• any Spicy Questions you plan to use

• any stories you want to tell using the Need-Feature-Benefit
construct. This is more real-play than role-play.

It is about experimenting, testing, refining and polishing.

The style is stop / start / stop / start…how does it sound when I say…/
what if I do…?

Your colleague plays your buyer. Try it out. Get feedback.
Try again. Get more feedback.

171 engage-universe.com