Play #5: Position a Product to Your Clients
Strengthen your ability to strategically position IBM products by deepening your understanding of client‑specific business requirements, industry context, and pain points. This play enables you to translate product capabilities into clear, outcome‑focused value propositions tailored to individual clients. Through guided prompts, deal‑aware insights, and realistic role‑play simulations, you can refine your messaging, handle objections with confidence, and deliver more precise, impactful product recommendations that resonate with decision‑makers.
Explore Position a Product to Your Clients
Visual Walkthrough
1. Navigate to https://workshop.ibm.com/. Click Create New Session to start.
2. Find the Build Pipeline with Products tutor. Click LAUNCH to begin positioning pipelines with your products.
3. Click Products & Industry.
4. Customize your session by choosing a product relevant to your client in the dropdown menu under Products.
5. Click Configure Session to begin your product positioning.
6. In Context, click Client Data to import active deal information from ISC.
7. Click the ISC ID Type (A) drop down and select whether you are inputting an Opportunity or Account. Enter the ID number in the Text box (B) and click Search (C).
8. Review your data and click Configure Session.
9. Navigate to the Chat (A). Prompt it to develop client-specific value proposition for your product and click Submit (B). Here are some prompt ideas:
- “How does this product support my client’s specific business pains?”
- “Help me build a detailed, client-tailored storyline for my upcoming client presentation.”
- “What typical objections might this client raise, and how should I respond effectively?”
- “Given my client’s industry, regulatory environment, and current challenges, how can I position this product’s value most compellingly?”
- “Translate this product’s technical features into outcomes that match my client’s success metrics.”
- “Based on what we learned from our last call transcript, what messaging will resonate most with this client?”
10. In the Studio, click Client Role Play tool to practice effectively positioning your products to different or custom personas.
11. Select Cold Call (A) and click Create Session (B).
12. In the Start Practice Session panel, choose a Persona (A) and Personality (B) for your simulated client. If you want a type that isn’t listed, you can create your own using the Customize (C) option.
13. Drag the points to adjust personality traits and click Save Personality.
14. Review the Scoring System (A) to understand how watsonx Workshop will evaluate your session and click Next (B).
15. Complete the Pre-Flight Check to ensure your microphone and video access is allowed. Then, click Let's Go!
16. Start your Call Preparation by reviewing the Objectives. After reviewing the details, click Next: Review Scenario.
17. Review the Scenario details to ensure you tailor your sales pitch to target the client, and click Start Roleplay.
18. Interact with the role play persona like a realistic client interaction. Your answer will be transcribed in the textbox (A) and click Submit (B).
Pro Tip: If you're in a loud environment where you microphone cannot pick up your words clearly, click Mute and type your response.
19. Once you're done, click End Call to exit.
20. Review the Transcript of your call and the grades on the right.
21. This concludes Position a Product to Your Clients. Now you’re ready to confidently position IBM products with clear, client-specific value that aligns to business needs and drives more effective conversations.
- Start with Knowledge: Create a session with the Build Pipeline with Products agent.
- Select the Product & Industry Focus: Choose the product and industry relevant to your target client.
- Add Your Context: Use Context to upload client-specific materials such as call transcripts, meeting notes, or documented client requirements. You can also include supporting resources like industry insights or competitive analysis. Alternatively, you can enter the relevant account or opportunity number into ISC Data to further tailor your session to the client’s unique needs.
- Define Your Focus: In the Chat, clearly state that your objective is to develop a client-specific value proposition for the product. Focus your prompts on understanding how the product directly addresses your client’s unique business pains, goals, and operating environment. Example prompts:
- “How does this product support my client’s specific business pains?”
- “Help me build a detailed, client-tailored storyline for my upcoming client presentation.”
- “What typical objections might this client raise, and how should I respond effectively?”
- “Given my client’s industry, regulatory environment, and current challenges, how can I position this product’s value most compellingly?”
- “Translate this product’s technical features into outcomes that match my client’s success metrics.”
- “Based on what we learned from our last call transcript, what messaging will resonate most with this client?”
- Practice Product Positioning and Effective Outreach: Use the Client Role Play tool in the Studio to practice effectively positioning your products to different or custom personas.
Pro Tip: After your Client Role Play session, use the Chat to discuss and further improve your product positioning.