Page 38 - engage workbook

Type

Economic Typical characteristics:

• Look for price performance, value for money, return on investment
• Responsible for bottom line impact on the organization
• Give final “Yes” or “ No” video

Typical position:
• CEO
• CFO

• Business Unit or Department Head

User Typical characteristics:
• Look for impact on job performance and efficiency
• Will work with service providers on a day-to-day basis
• Personal success is linked to service, so they judge subjectively

Typical position:

• Anyone who benefits directly from what you have to offer

Technical Typical characteristics:

• Like to appear objective and dispassionate
• Focus on the product or service itself - does it meet the detailed
specifications
• Screen out providers on the basis of technicalities; can give final “No”
• Make recommendations

Typical position:
• IT / HR / Compliance
• Procurement

Further reading: Strategic Selling by Robert B. Miller, Stephen E. Heiman, Tad Tuleja

33 engage-universe.com