Page 9 - engage workbook
P. 9
1 introduction
A desired position
Many consultants / salespeople recognize that they want to move from their current
situation to a position where:
“Buyers trust me and look for my opinion on matters
other than my core area of expertise.”
“Buyers want to talk to me. They suggest new products or
services that I can develop which might help them.”
“I am the natural provider of my offering.
Price is a secondary concern.”
“Value is more important than price. I write fewer proposals
and work on more enjoyable and profitable assignments.”
“I have fewer but deeper relationships
where we enjoy working together.”
“I have an ongoing relationship
– there is no defining start or end to a project.”
© engage universe limited 4
