Page 76 - engage workbook

Activity

This activity provides an opportunity to respond to various business scenarios in the
moment - the consultant / salesperson responds immediately.

Materials required

SHAPE cards

Instructions

1. Organize into groups of three and collect one pack of SHAPE cards per group.
2. Person A takes the role of the buyer.
3. Person B takes the role of the consultant / salesperson.

4. Person C is the observer for the activity.
5. The buyer selects a card. They then read it aloud.

6. The consultant / salesperson asks a follow on question.
7. Person C gives feedback on the consultant / salesperson question.

8. Repeat four more times.
9. Then rotate the roles and repeat the process.

Guidance for running the feedback and analysis

• Start by asking the consultant / salesperson for their thoughts.

• Then give feedback on the phrasing of the question:
• Was it an open question? Was it clear and concise?
• What type of SHAPE question did you think it was?
• Then ask the buyer what impact the consultant / salesperson made.

• If it went well…what do you want to remember?
• If it didn’t go well…what might you do differently next time?

71 engage-universe.com