How to execute the Sales Role Play Workshop for the 6 steps value
selling – for 2 teams
 Step 1: Split the attendees/ trainees into groups of 3-4 people.
 Step 2: Assign group to A and B
 Step 3: for Team A, give them slides that shows "For team A – Salesperson / Customer" at
the top right corner, and do the same for Team B.
 Step 4 (time given 10 min): Members from team A / B will review the slides given to them:
- 2 person in the team to play the salespersons and they will study slides : For Team A Salesperson
- 2 persons to be the customer and they will study slides :For Team A - Customer
- Read the case details assigned accordingly and make assumptions if information is
missing. You will be playing the respective role during the Role Play session.
Do the same for team B.
 Step 5 (time 10 minutes): invite the salespersons from team A and customers from team B
to come forward for the Role Play session 1 on SRU Application. Review the conversation
and point out any steps or questions they may have missed out.
 Step 6: (time 10 minutes): invite the salespersons from team B and customers from team A
to come forward for the Role Play session 2 on Thermal Oxidizer Application. Review the
conversation and point out any steps or questions they may have missed out.
1
GPro500 Workshop:
Thermal Oxidizer - Value Selling Flow Answer
As the customer use the answers to the 6 steps questions below to reply to the salesperson.
In the case of an EPC/SI, the conversation will be slightly
different, and focused on CAPEX savings
You can be as creative as you want and include additional information/assumptions
2
1
Identify
Technology
3
Identify the
Challenges
Explore 4
Impact of
Challenges
Question:
Question:
Question:
Question:
Where do you
measure oxygen
in this project?
What analyzer
technologies have
you selected for this
measurement point?
Did you experience
issues with this
type of analyzer,
For e.g.: alignment
or nitrogen purge
issues?
OR pipe
modifications to fit
the line size?
How is the
modification going
to impact your
project budget?
Answer:
Answer:
At various
locations but we
are currently
looking for a
Thermal Oxidizer
header
measurement.
Cross Stacked TDL,
as specified by the
end user
And is alignment
work something
you are
comfortable to do
by yourself?
Answer:
Answer:
Yes alignment is
not easy
sometimes. And
current header inlet
line is 4" only. The
Cross Stacked TDL
has minimum path
length requirement
and we need to
install bypass or
pipe expansion
2
Subsequent
alignment work
may require us to
engage the supplier
which can cost us.
Elaborate
Solution
Options
5
6
Offer the MT solution
Possible
Improvement:
Your preferred solution
Wafer purged probe
No alignment
needed. So no risk
of having any
unseen cost for
engaging supplier
services later.
Can be installed
directly on a 4" pipe
and therefore saving
most of the
modification costs.
Other alternatives
SP Probe may also be
offered
Supporting Documents /
Sales Tools:
•
•
•
New Product customer
slides / Reference
slides
Comparison chart for
Cross Stack vs Folded
Path TDL
Success Story from
Milliken USA
But the
modifications adds
the most cost and I
want to avoid that
Internal usage only