I’ll portray an average consultant, and the conversation, questions and results will reflect that. In the second role play, I’ll portray an excellent consultant who pursues the true value and results of the project, and produces a more effective proposal for the client and the consultant.
You will see how to:
Shepherd the conversation in the direction you choose, and avoid meandering discussions.
Obtain the maximum commitment from the buyer.
Gain conceptual agreement in a short time.
Identify true measures of success.
Avoid multiple meetings and wasted time.
Act and behave as a peer of the buyer.