Four buyers, one product, sixteen decisions. Every option in this game is a legitimate selling move — the question is never “which line is good?” but “which line is good for this buyer?” Salespeople discover, choice by choice, that their favourite style closes one buyer in four and quietly loses the rest.
Results, speed, control. Wants the number, the risk-reversal and the decision. Punishes small talk, long documents and hesitation.
Vision, people, story — and her own standing. Buys the future you paint together. Punishes cold spreadsheets and being made to feel like a transaction.
Safety, loyalty, his team's comfort. Buys guarantees, patience and respect for what exists. Punishes pressure, deadlines and anyone who insults the old vendor.
Evidence, method, verifiability. Buys exposed assumptions and reference calls. Punishes enthusiasm without data and any number that doesn't survive scrutiny.
Two to six teams, one shared screen. Teams take turns: each plays all four buyers while the room watches. Discussion inside the team before each choice is where the learning happens — insist on it.
Later teams hear earlier teams' choices. That's fine — knowing an answer is not the same as knowing why, and the debrief question “would that line work on the next buyer?” resets the advantage every round.
Pairs naturally with a DISC behavioural profile taken beforehand — sellers who know their own style see immediately why certain buyers cost them deals. The buyer-matching logic here follows the behavioural selling approach of the NeuroSelling methodology: people buy in their own style, not yours.