Page 189 - engage workbook

Behavioral preference: Leading / Following How risk-averse is she? Your needs / My needs Free flowing / Organized My best / Better than you Need to learn more about her - plus focus on not being self- oriented! I + R + S 3.2 = 4 + 5 + 5 Estimate scores out of 10.

43T Opportunity / Fear Trust / Control Feelings / Facts Big picture / Detail Trust score: C = T 7 = T

Prospect / Buyer (Circle appropriate descriptors)
Relationship Score: Type: Economic User Technical Pressures: External Internal Social Ageing web presence New to XYZ – wants to lead change Work/life balance

Benefit: (Time, Money, Comfort) Rapid deployment from zero to integrated presence in 3 months. 12,000 subscribers within 3 months versus 5,000 target.

Motivation: Price-buster Deal-hunter Value-buyer Role: Anti-sponsor Gatekeeper Sponsor Need to encourage as she tends to be presence and suggested options. Found partners to execute. 3 month joint

Sunita Rodriguez Hidden Build rapport — Identify business — opportunities Identify decision makers — Build awareness of — services Build credibility — Manage perceptions — LISTEN Learn Identify Self Time Encourage Next quiet Feature: Quickly formed a team, reviewed social media project.

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: Main competitor launched social media presence - seen as a threat.

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