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Anti-sponsor

Support:

Updated by: Date updated: Type: (E)conomic; (T)echnical; (U)ser; Roles/Support: Anti-sponsor; Gate-keeper; Neutral; Sponsor; Coach Focus: Personal pressures: Social preferences:

Type: Economic Personal goals / KPI’s:

5=very high Behavioral preferences: Leading / Following Opportunity / Fear Trust / Control Your needs / My needs Feelings / Facts Free flowing / Organized My best / Better than you Big picture / Detail
Power and Influence: 5=very high; 4=high; 3=medium; 2=low; 1=very low; 0=none.

Influence: Internal pressures: • • • • • • • •

Focus: Price-Buster(PB); Deal-Hunter(DH); Value-Buyer(VB)
5=very high

Power:

Buyer Profile Organization: Individual: Key: Position: Corporate goals / KPI’s: External pressures: Key decision criteria:

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