Page 175 - engage workbook

18 action planning

3. Specific buyer plan

Applying the approaches you have learned will be more successful if you think about your
buyer in advance.

Step 1

Choose one of your important buyers.

Guidance on your choice

• Make it real. Make it challenging.
Choose someone who is important to you. Someone where the relationship is less
than ideal. Someone where you think there is great potential.

• Make it immediate.
Choose someone you can meet soon enough to get the full benefits of planning
and rehearsing.

• Make it understandable.
Choose a situation that you can talk about and your colleagues can understand.
Avoid anything that is so confidential you can’t talk about it. Equally avoid
anything that is so technically complicated, no-one else will understand it.

Step 2

Work through the Overall Buyer Strategy and Conversation Planner forms at the
back of the workbook.

toolbox
You may want to copy the forms or download further copies from engage-universe.com
so you can follow through this planning for a number of buyers.

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