Page 39 - engage workbook
P. 39
5 buyers
Role
Anti-sponsor Typical characteristics:
• Against your organization, products and services
Who they are:
video
• The person within the buying organization who should have
thought of the idea
• Prior employees of your competition
• Ex-colleagues or buyers where a mistake was made
Gatekeeper Typical characteristics:
• Grant or deny access to the people and information you need
Who they are:
• Often secretaries and other administrative staff
Sponsor Typical characteristics:
• Supportive of your organization’s products and services
Who they are:
• Could be anyone at the buying organization
Coach Typical characteristics:
• Prepared to work to help you win the job
Who they are:
• People you have helped at the buyer organization
• Your prior employees
• Prior employees of the buyer organization
• Staff seconded to work at the buyer’s work-site
• Relatives of staff working for the target buyer
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