3 Responses

1. Also

   Darina – also, you can then ask them to ask questions to get to the needs and this time they must be able to identify needs with as less questions as possible, say 3 at max.

   Cheers

   Shweta

   Blog @ http://shwetawasthi.wordpress.com

2. Product cards

   Hi Darina

   • Give each delegate a card with a picture of a product on the front.
   • On the back of the card write 3 or 4 reasons why they want and need that product. (Innexpensive, reliable etc etc)
   • The other delegates have to sell that product to them but only for the right reasons…
   •  
   • this can only be done if they ask questions to identify the individual wants and needs of the person who is buying.

3. another approach that I have used successfully….

   Give the delegates each a ‘questionnaire’ that says:-

   The perfect home has

   …..bedrooms

   …..bathrooms

   …..m X …..m of garden

   is…………….miles from the shops

   ……..miles from the kindergarten

   …..miles from the secondary school 

   It is detached/semi detached

   single storey/two/three storeys

   is a flat/apartment on the …..floor

   costs me …………………..to own/rent

   Get them each to fill in the spaces and delete which doesn’t apply

   Then get them to share…..the likelihood is that they won’t all have the same answers so if they were estate agents how would they know what was the perfect dwelling for their customers? only by asking qualifying questions!

   Rus