Page 26 - Kindness - No Forward

Primary Agendas Affect All Kinds of Decisions

Let’s see how primary and secondary agendas would affect a business
decision and how our knowledge of the Rule of Agendas helps us when
we’re selling to different styles.

The prospect has a need for a new CRM system. We are the CRM sales
representative. No matter what type of person we’re dealing with, the
secondary agenda is “buy a new computer system”.

But the primary agenda for each behavioral style is different.

For example, the LION’s primary agenda is to complete the task effectively.
By recognizing this, we can aim our efforts toward getting the job done
quickly, effectively, and on time. LIONS really appreciate our giving them
fast responses, providing plenty of options, letting them make quick
decisions, and getting out of the way. All these actions support the
effectiveness requirement, which is the primary agenda of the LION.

The PORPOISE’s primary agenda is approval. We want to show them how
they can achieve approval and recognition by doing business with us.
PORPOISES want to know that they will be mentioned in the newsletter,
that we’ll bring the executives of our firm in to meet them for a Zoom call,
that we’ll let their boss know how effective they were to deal with, etc. All
the actions support the approval requirement, which is the primary agenda
of the PORPOISE.

The KOALA’s primary agenda is stability. We want to show them how they
can achieve stability and security by doing business with us. We will
assure minimum interruption during the installation process and show
them how this will be done. We will introduce the team which will handle
the installation and show them how they are prepared to respond to
problems. All these actions support the stability requirement, which is the
primary agenda of the KOALA.

The FOX’s primary agenda is accuracy. We want to give them plenty of
data and information on our product and services and give them plenty of
time to think about it. We want to be non-aggressive in our approach and
selling. We want to be accurate in our proposal and numbers. All these
actions support the accuracy requirement, which is the primary agenda of
the FOX.

But in each case, the end result was the same; a new CRMsystem. Same
result, different reasons. Different agendas.