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1
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2
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- Agenda:
- A set of features, position or need
- How products and needs are positioned
- Three agendas:
- Customers (Needs)
- Ours (Product Features)
- Competitors (Product Features)
- Goal:
- To meet the customers needs with our agenda
- To set land mines for the competition
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3
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- Setting up an agenda the competitors can’t follow
- If first in the account:
- What does the customer need
- How do we fill that need with out agenda
- Get the customer to buy into our agenda
- Will need detail explanation
- (Why we are more portable, not just we are)
- The competition will have to respond
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4
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- Caught in a position of responding to competition’s or customers agenda
- Makes us defensive, look bad
- Puts us in the second place position
- Need to find source of Objection
- Customer need?
- Competitor Agenda
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5
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- Focus on needs not the objection
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6
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- Respond to customer needs before objection
- Position our solution to needs
- Handle potential objection up-front
- Makes objection less of an issue
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Notes
