Uncover Client Objectives: They Don’t Tell the Truth, It’s Your Job to Find it (1/8)
Knowing what’s really going on behind the scenes of a competitive review is a guessing game at best. However, understanding what the client really wants can make or break your pitch.
- Do we have any chance of winning at all?
- Do they already have a favorite agency?
- Is this just a procurement exercise to reduce the incumbent’s fee?
- While the brief might say one thing, what are they really looking for with the work?
- Do we give them what they need – or what will win?
- What are the selection criteria that really matter?
This training series takes a look at how to inject a discovery process into every competitive review – even if the prospect hasn’t offered one. You will walk step-by-step through how to get the prospect to open up more and how certain discovery questions and tactics will quickly reveal the truth about the review. Learn an approach that will help you to better understand your real chances of winning – and if your chances are good, what it will take to beat the other agencies.
The first video in this series look at why clients often withhold valuable information and the impact this has on your effectiveness.
Finding These Lessons Valuable? Join a Live Session with a Mirren Instructor
All included with your membership.
Not your typical webinars. Provocative. Insightful. Practical. Work with a live instructor, receive handouts, be put to work.See upcoming Advanced Webinars >
Guided Group Training
The same level of instruction previously reserved for those who brought Mirren to their agency, now delivered in a multi-week video conferencing format.See upcoming Guided Group Training Programs >