APPENDIX
RECRUITING ROLE-PLAY 2
Purpose:
To simulate the recruiting process and practice the steps from this seminar.
Interaction:
Pairs or groups of three.
Duration:
Overall about 45 minutes to roleplay 1 scenario (including 10 min. preparation, 15-20 minutes per
scenario, 10-15 min. feedback).
Materials:
• Each participant’s Circle of Influence (RW120) filled out.
• One printed copy of the Feedback Form per participant.
Pairs:
Person A plays him/herself (the Independent Representative).
Person B plays A’s prospect (from A’s Circle of Influence).
Groups of 3 people:
A and B as above + person C observes the role-play and takes notes.
Preparation (about 10 minutes)
1. Everybody: take your own Circle of influence (RW120) and choose one A-person and one C-person
each.
2. For each person write down some notes, including: current job, education, possible main need,
possible objections.
3. Give your notes to your partner. This will be his/her “character” in the roleplay.
4. Study the notes your just received for a few minutes and ask/answer any questions.
Execution (about 20 minutes per scenario)
5. A and B role-play the first scenario following the recruiting process explained in this seminar. If
present, C observes and takes notes for feedback using the feedback form in this Appendix.
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Feedback (about 10 minutes)
6. After the role-play, have a short feedback session. If in pairs, use the feedback questions at the
beginning of Practice. If in groups of three, person C would give feedback using the form below.
Continuation
7. Choose another scenario and rotate roles among A, B and C.
ROLEPLAY FEEDBACK FORM
NOTES
What did they do or say?/What could they do or say?
Feedback A B C
questions (name: _________) (name: _________) (name: _________)
Stop:
What doesn’t
work?
Keep:
What works?
Start:
What could work?
52 RW204.01.0919
APPENDIX
When taking notes
Write observations, not judgements: write about behavior - what the person said or did that can be
observed (e.g. “nice” cannot be observed; “smiling” can be observed).
When giving feedback
Report what you observed (saw and heard) NOT your judgements.
If you have ideas for improvements, make suggestions for doable actions. For example:
I saw that you didn’t use p. 15 of the Water Filters Brochure [observation]. Maybe next time try to open the
brochure on that page when you ask the question. [doable action].
I heard you say “Would you like to work for Rena Ware?”. [observation] Maybe it’s better to say “Would you
like to join my team?” [doable action].
EXAMPLE FORM
NOTES
What did they do or say?/What could they do or say?
A
Feedback questions
(name: )
Anna
Saying: “Would you like to work for Rena Ware?”
Stop:
What doesn’t work?
Eye contact!
Keep:
What works?
Saying “Would you like to join my team?”
Start:
What could work?
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FEEDBACK
How helpful was this seminar ?
What would you do differently? How can we improve it?
Please send your comments to [email protected].
Put the name of the seminar in the subject line.
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RW204.01.0919