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23 Feb 2019 Session 1
Manage episode 312647230 series 3240286
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Role Plays with Priya. Gordon, Alan and Patrick
Demonstration with Patrick as Seller and Gordon as Buyer of an IT system for an NFP that is undergoing structural change. Then role-swap and Gordon is the Seller.
Next, Alan (Buyer) and Priya (Seller) in the Solar Bay scenario
Coaching points:
- Keep questions short to keep Buyer talking and..
- You can't think of questions and listen simultaneously. It's impossible (that's science). And so you miss cues which makes it even harder to think of the next question.
- Instead stay in the moment (literally) and hang on every word the Buyer says and you will pick up on cues.
- Questions can then be...what happens then? How do you feel about that? What would that look like? What makes you say that? etc
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