Page 11 - engage workbook

2 Businesses relationships are What’s in it What’s in it

often adversarial. Battles are
$
fought between buyers and for me? for you? video
?
sellers, buyers and service
providers, different internal $ ?
departments, and even between $ ?
different people in the same team. journey
$ ?
Each party in the battle is motivated
by the desire to win and, while defeat $ ?
for the other parties may not be a specific aim, the much $ ?
talked about “win-win” scenario seldom materializes.
$$$ $$$$$
The engage journey is different. Instead of battles there is $$$ $$$$$
dialogue and collaboration. The engage journey embraces $$$$$
the IoweU™ approach outlined in the best-selling book
Smarter Selling.

Starting with a different question - "what's in it for you" as opposed to "what's in it for
me" - the IoweU™ framework delivers greater rewards for all parties - rewards that are
often quite unexpected and all the sweeter as a result.

IoweU™ is based on five principles:

• People buy from people. Planning and processes are important, but
ultimately people buy from people – and they buy from people they like.

• Trust is the most valuable currency. Relationships based on trust
work as well in business as they do in our personal lives.

• Reciprocity. Learned in early childhood, and in every culture. Share your toys
and the other children will share their toys with you. Aside from a small percentage
of “takers”, this also applies in the business playground. Do something for another
person and they will want to reciprocate.

• Further and broader are the keys to unlocking value. Most
people exist in the here and now, and have little time to consider the wider and the
longer. New opportunities and new value exist in these unexplored areas.

• Different is good. In a world of near-perfect competition, where differentiation
of product, service or technical expertise is fleeting, the way that you, the consultant /
salesperson, are different to others, is your best way to stand out.

© engage universe limited 6