Page 41 - engage workbook

5 buyers

Sources of value

Equipped with an understanding of a person’s motivation, type, role and the pressures
they face, we’re now in a position to start to identify potential sources of value for each
individual buyer.

Sources of value can be many and varied and can include:

• Secure financial bonus • Gain personal recognition • Remain in a location
Remain in a position

• Promotion • Feel more secure or safe • Enhance career prospects

• More power • Improve social status • Improve personal skills

• Increase credibility • Be seen as a leader • Strengthen résumé / CV

• Increase self-esteem • Get more freedom • Reduce stress

• Increase job satisfaction • Pursue a lifestyle • Be seen as change-agent

• Promote the team / • Achieve targets and • Be seen as a problem-
department bonus solver

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