Komodo Company Platinum Rule Behavioral Style Script Assignment
write a script about selling to “Relator” Platinum Rule Behavioral Style
the product to sell is Apple Macbook Pro for a graphic design company and the buyer is a Relator
I attached PP slides about the personality of the relator and how to sell for them also the closing and assuring of the deal
2. Each student has to select a product or service that they would like to sell (it cannotbe the same product or service as the other student’s).
3. Each student must sell to a buyer who is their behavioral style opposite in both pace & priority(i.e. Relater sells to a Director & vice versa; Thinker sells to a Socializer & vice versa).
3. Identify the customer (as well as their behavioral style) and scenario (office setting, home setting, position in company, life style, etc) of the role play. (Note: Make sure to include in your scenario that the customer is currently using a competitor’s product/service).
4. Both the customer and seller should be prepared to “act” out their designated role(s) (based on behavioral style and scenario created).
5. Based on both the behavioral style and scenario of the prospect, set up your strategy for the role play (keep in mind “directness” and “openness” dimensions of behavior).
6. Utilize communication and tension strategies to develop a conversation starter (introduction) that is appropriate for the prospect.
7. Put together a list of probing questions (4-6)that you will use to gain an understanding of the prospect’s specific needs (keep in mind the behavioral style and lifestyle/position of the prospect).
8. Based on the prospect’s responses to your questions, introduce the appropriate features(rational factors) and how they wouldbenefit(emotional factors) the prospect. Also, identify the customer’s “trigger/real” benefit and incorporate it into your proposal.
9. Finish the selling process with an appropriate confirmation (close) and end the meeting with an assuring (follow-through) technique with the prospect.
10. The role play should be approximately 7-10 minutes in length.
Grading of the Role Play (160 pts total) will be based on the following criteria:
1. Demonstrated an effective understanding of both the product and customer. (0-20pts)
2. Made the appropriate introduction. (0-20pts)
3. Successfully adapted to the behavioral style of the buyer (also incorporating the appropriate level of enthusiasm). (0-20pts)
4. Appropriateness of probing questions relative to customer & scenario. (0-20pts)
5. Effectiveness of proposing the appropriate features & benefits to the customer. (0-40pts)
6. Effective confirming (closing) technique to conclude sales process. (0-20pts)
7. Demonstrated follow-through (assuring) technique. (0-20pts)
2. Each student has to select a product or service that they would like to sell (it cannotbe the same product or service as the other student’s).
3. Each student must sell to a buyer who is their behavioral style opposite in both pace & priority(i.e. Relater sells to a Director & vice versa; Thinker sells to a Socializer & vice versa).
3. Identify the customer (as well as their behavioral style) and scenario (office setting, home setting, position in company, life style, etc) of the role play. (Note: Make sure to include in your scenario that the customer is currently using a competitor’s product/service).
4. Both the customer and seller should be prepared to “act” out their designated role(s) (based on behavioral style and scenario created).
5. Based on both the behavioral style and scenario of the prospect, set up your strategy for the role play (keep in mind “directness” and “openness” dimensions of behavior).
6. Utilize communication and tension strategies to develop a conversation starter (introduction) that is appropriate for the prospect.
7. Put together a list of probing questions (4-6)that you will use to gain an understanding of the prospect’s specific needs (keep in mind the behavioral style and lifestyle/position of the prospect).
8. Based on the prospect’s responses to your questions, introduce the appropriate features(rational factors) and how they wouldbenefit(emotional factors) the prospect. Also, identify the customer’s “trigger/real” benefit and incorporate it into your proposal.
9. Finish the selling process with an appropriate confirmation (close) and end the meeting with an assuring (follow-through) technique with the prospect.
10. The role play should be approximately 7-10 minutes in length.
Grading of the Role Play (160 pts total) will be based on the following criteria:
1. Demonstrated an effective understanding of both the product and customer. (0-20pts)
2. Made the appropriate introduction. (0-20pts)
3. Successfully adapted to the behavioral style of the buyer (also incorporating the appropriate level of enthusiasm). (0-20pts)
4. Appropriateness of probing questions relative to customer & scenario. (0-20pts)
5. Effectiveness of proposing the appropriate features & benefits to the customer. (0-40pts)
6. Effective confirming (closing) technique to conclude sales process. (0-20pts)
7. Demonstrated follow-through (assuring) technique. (0-20pts)
