Page 86 - engage workbook

Activity

Instructions

1. Organize into groups of three. Person A is the buyer, Person B the consultant /
salesperson and Person C the observer.

2. The buyer identifies something they care about and want to change.

3. The buyer starts to talk about the issue.

4. The consultant / salesperson uses SHAPE questions to understand the issue and clarify
the buyer’s thinking.

5. As they discuss the issues, the consultant / salesperson introduces the Value Sheet
headings and uses it to summarize.

6. Stop after about 10 minutes. Then the observer leads the feedback.

Change roles so everyone has a go at being the consultant / salesperson.

Guidance for running the feedback and analysis:

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

• 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?

81 engage-universe.com