CASE Role-playing Workshop Plan,
Methodology, Agenda
| CASE
components 1. The law of attraction 2. Setting your objective 3. Rules of engagement 4. Creating agreement 5. Driving the conversation 6. Acknowledge similarities 7. Agreement and decision 8. Exit gracefully |
What we bring to the
practice: 1. Script to practice with (this can be an inter-active script OR a message script) 2. Willingness to participate in all three roles:
|
| What we
will do during the practice: 1. Identify skills 2. Practice our scripts 3. Offer our highest and best participation 4. Affirm each others highest and best 5. Use language that facilitates our learning
|
Skills we want to
develop: Listening a. for underlying commitment b. for who they are Putting people at ease (charisma, ... Storytelling Responding skillfully and gracefully to objections |
Role-playing scenario types
#1 Roll and run
1. Take it and run, all the way to the end, no assistance
2. Facilitator can cut at any time
#2 Partner control
1. Partner leader can cut at any moment and ask for help
2. Facilitator can cut at any time
#3 Step by step listening practice
1. After each answer from customer, facilitator cuts for input from all
2. Facilitator has heavy participation to cut and restart
#4 Live assist
1. Partner has input from IM and can cut at any time
2. Facilitator can cut at any time
Agenda for each practice
1. Moderator: Welcome everyone to the call
2. One partner expand on one of the eight CASE components (previously assigned)
3. Review what will be done during the practice
4. Start rolling the practice
a. Volunteer partner chooses scenario type
b. Volunteer customer
c. Volunteer facilitator reviews the method
d. Partner states objective
e. Roll
f. Facilitator runs evaluation at end
g. repeat
5. Ask for additions to the skills list
6. Ask for volunteer for Agenda Item #2 for next time
7. Determine who will be moderator for next time
8. Close the practice