Page 187 - engage workbook

Behavioral preference: Leading / Following Opportunity / Fear Trust / Control Your needs / My needs Feelings / Facts Free flowing / Organized My best / Better than you Big picture / Detail Trust score: I + R + C = S = + + = Estimate scores out of 10.

Relationship Score: Prospect / Buyer (Circle appropriate descriptors) Type: Economic User Technical Pressures: External Internal Social T T

Motivation: Price-buster Deal-hunter Value-buyer Role: Anti-sponsor Gatekeeper Sponsor Benefit: (Time, Money, Comfort)

Hidden Build rapport — Identify business — opportunities Identify decision makers — Build awareness of — services Build credibility — Manage perceptions — LISTEN Learn Identify Self Time Encourage Next Feature:

Conversation Planner Name Objectives of meeting Visible Introduce new people or services Reach a decision Brief on progress Share experience Give information Exchange views Come up with ideas— Remember Groupthink Availability Liking/Disliking Confiemation Curse of Knowledge Self-serving Blind-spot Positioning ideas and storytelling Need:

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