We have been discussing several tools in the course: WordWall, FishBowl, 6-hats, RolePlaying,…
Of all the tools discussed I feel the RolePlaying tool is the one most used in my personal work environment of B2B IT sales. Whenever there are discussions to be had with customers regarding contract negotiations it is very useful to look at things from all sides.
1 colleague can be “us” another can be the customers user, while a third could be the customers procurement representative. Afterall the people using our programs are not the ones deciding on the purchase generally, and convincing them to help us convince the people with the money is very important!
This way we can better prepare what to argue to each side in order to maximize the possibility for a successful deal!