negotiation skills workshop3
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8/9/2019 Negotiation Skills WORKSHOP3
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Negotiation Skills
WORKSHOP #3
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Result of Customer Discovery
InterviewTop 3 customer pain points:
- lack of time
- excess of fat/ losing their figure
- lack of improvement tracking
Top 3 customer motivations:
- healthy body
- great figure
- disease control / avoidmentTop 3 customer needs / requirements
- more time
- relevant exercise
- improvement tracking device
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Buyer Personas / Archetypes
PERSONA A PERSONA B PERSONA C PERSONA D PERSONA E PERS
LACK OF TIME I cant seem to findenough time to
exercise properly
I do not have timeto do sports
EXCESS OF FAT Ive been
overweight since
my last pregnancy
I have always had
this
I dri
beer
exce
abou
LACK OF
IMPROVEMENT
TRACKING
I go to the gym 3-
4 times a week but
doesnt loseweight
HEALTHY BODY I want to reach a
lower % of body
fat to be healthier
GREAT FIGURE Im willing to do
whatever it takes
to get my ancient
figure back
I would love to be
different and take
advantage of my
figure
My body looks
good but i do not
feel as athletic as
years ago. And i
want to have a
great figure whenI am older, too
I don
mys
pers
this
Id li
disa
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Buyer Personas / Archetypes A
JULIENBACKGROUND:
-Has been working for a company for 20 years
-Has a director position
-Married with three children ( 15, 18 and 22)
DEMOGRAPHICS:
-Age 45-50
-Dual HH income :300,000
-Lives in the center of a big city
IDENTIFIERS:-Stressed person
-has a lot of responsibilities at work
-Tends to snack when pressured
GOALS:
-Needs to control his disease (Diabetes-High
cholesterol) By exercising more
CHALLENGES:-Maximizing workout session to improve his condition
HOW WE HELP:
-Providing a way to quickly and ef
your current disease and even pre
REAL QUOTES:
-I cant seem to find enough time
properly., I need some help to co
and future diseases. & I wish I ha
to hit the gym more often.
MARKETING MESSAGING:
- An easy to use fat burning tracki
ELEVATOR PITCH:
-We give you a solution for spendi
exercising and still getting the res
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Buyer Personas / Archetypes C
RebeccaBACKGROUND:
-International sales and marketing student
-Single
DEMOGRAPHICS:
-Gender: Women
-Age 20-25
-Occupation: student
-Income:
15 000-Urbanicity: The big city
IDENTIFIERS:
-Unhealthy relationship to food
-Very busy with school and has a full social agenda
GOALS:
-Wants to be comfortable within her own body
-Wants to have a healthy and balanced relationshipto food
CHALLENGES:
-Finding exercises that gives concrete
HOW WE HELP:
-We provide a device that helps you fi
exercises to lose weight and keep trac
REAL QUOTES:
I go to the gym 3-4 times a week but
I want to reach a lower % of body fat
Id like to find something to help me sresults.
MARKETING MESSAGING:
-An easy to use fat burning tracking de
ELEVATOR PITCH:
-We give you a helping hand to becom
within your own body
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Buyer Personas / Archetypes D
VICTORIABACKGROUND:
-Has been working for a financial company for the last
10 years
-Has a manager position
-Married with one kid
DEMOGRAPHICS:
-Age 40-50
-Dual HH income :350000
-Lives in the suburbs of a big city
IDENTIFIERS:
-Works a lot during the weekends too
-Tends to eat at weird times
GOALS:
-Wants to have the body she always wished
CHALLENGES:
-Find exactly what type of exercises she needs
HOW WE HELP:
-Providing a way to maximize tim
and giving the specific things she
best of this
REAL QUOTES:
-I have always had this excess of
be different and take advantage
I would know how to do this and w
MARKETING MESSAGING:- An easy to use fat burning track
ELEVATOR PITCH:
-We give you a solution for gettin
and making it a habit in your life.
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Buyer Personas / Archetypes E
MAXIMILIANBusiness Man
BACKGROUND:
is very successful in business but do not have so
much time for sports and his family (wife and two
children)
DEMOGRAPHICS:
35-55 years old
one HH income: 300.000
lives in a big city
IDENTIFIERS:
success, discipline, ambition, lack of time
GOALS:
his main goal is to stay fit and healthy, to do sports
effective in a little while save time
CHALLENGES:
does not take the time for exercises (is very busy
HOW WE HELP:
we help him to save his time and to a
REAL QUOTES:I am always busy and
to do exercises very often. I only have
but then i want to do something with
MARKETING MESSAGING:this produc
effective and to save time
ELEVATOR PITCH: Fabulyzer gives yo
opportunity to control your fat. Know
youve burned during the exercise ma
what exercise is best for you and wha
avoid. Therefrom you can spend your
and because of that you save time
B /A h t
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Buyer persona /Archety
BACKGROUND: He started having a beer belly when
he was about 35 years old. He doesnt consider
himself as an overweight person, but he is really
determined to lose his beer belly. He drinks about
one or two beers per night, after his work, to relax.
DEMOGRAPHICS: 42 years old, 1,76m, 82kgs
IDENTIFIERS:Touching his belly, talking about beer,
looking to his belly and see that he is not happy
about it
GOALS:His main goal is to lose weight, obviously his
beer belly, before summer, or at least a good part of
it.
CHALLENGES: He loves beer, and he doesnt
necessarily want to stop drinking beer after work.
At least, he is going to try to not drink more than
one.
HOW WE HELP: He wants to lose his
fast. Fabulyzer is going to help himneeds to find the best series of exer
REAL QUOTES:
MARKETING MESSAGING: Goodbye
sexy!
ELEVATOR PITCH:Fabulyzer gives y
lose fat faster than ever before. Knyouve burned during the exercise m
exactly what exercise is best for yo
ones to avoid.
B /A h t G
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Buyer persona /Archetype G:
GALILEABACKGROUND:
Study industrial designSingleDo exercise
DEMOGRAPHICS:Female21 years oldHigh classUrban
IDENTIFIERS:She is authentic and hybrid
She dont follow trends, she create trendsGOALS:
Increase my self and be a really good industrial
designer
Travel around the world
CHALLENGES:
She procure be better each dayHave a good healthy and image
HOW WE HELP:
With this device she would be m
REAL QUOTES: My body now its perf
maintain it, I always do abs. It`s my fav
like to use new athletic devices.
COMMON OBJECTIONS:
She likes the alcohol and he need
time for do more exercise.
MARKETING MESSAGING:
With Fabulyzer you always are se
your body.
ELEVATOR PITCH:
Fabulyzer gives you the opportu
exercise and do it more effective.
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Draft of sales contract agreem
I
intent to buy the Fabulyzer, I also agree to sign-up to Fabulyzer campaign. I allow the co
contact me by email when the Fabulyzer is launched.
Email address:
Signed in (city):
Date(yyyy/mm/dd):
Signature:
* There is NO obligation to buy the device attatched to this contract.
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Alexandres 12 Target Customers
1- Martha - PAIN:Lack of time MOTIVATION: More spare time NEEDS:Know what exercise is be
2- Joana - PAIN: Overweight MOTIVATION:Reach healthy weight NEEDS: Something to measu
3- Myriam - PAIN: No cardio MOTIVATION: Develop cardio NEEDS: Wants to be able to run for
4- Jean-Paul - PAIN:Eating too much fast food MOTIVATION:Cholesterol NEEDS:Reduce chole
progress
5- Alain - PAIN:Drinking beer too often MOTIVATION:Beer belly NEEDS:Lose his beer belly (fat
6- Yasmin - PAIN:Keep her perfect shape MOTIVATION:Modeling career NEEDS:Know the bes
7- Sbastien- PAIN:No money for a personal trainer MOTIVATION:Reduce fat NEEDS:Device t8- Raphal - PAIN: Gluttony MOTIVATION: Stop eating when not hungry NEEDS:Strict program
9- Mircha - PAIN: Dependence to protein shakes MOTIVATION:Lose fat NEEDS:Drink less prote
10- Christina - PAIN: Bulimia MOTIVATION:Be healthy NEEDS: Fat identifier system, proves that
harmful
11- Mario - PAIN: Smokes 1 pack of cig./day MOTIVATION: Improve cardio NEEDS:Reduce consu
12- Jean-Philippe - PAIN: Laziness MOTIVATION:Gain muscles, reduce fat NEEDS: Something to
exactly how much fat he burns when exercising, to avoid that he thinks hes wasting his time
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Alexandrines 12 Target Customer
1-Jasmine - PAIN:lack of confidence MOTIVATION:looking good NEEDS:specific efficient exercise
motivated2-Simon - PAIN: too skinny MOTIVATION: great/muscular figure NEEDS:help to achieve his goal
3- Andr - PAIN:excess fat causing disease MOTIVATION: avoid high cholesterol NEEDS: exercise
4- Emrik - PAIN:lack of cardio -excess weight MOTIVATION: requirement for future job NEEDS:m
5- Stphanie - PAIN:too slim MOTIVATION: being healthy NEEDS: help to avoid loosing weight
6- Julien - PAIN:lack of time MOTIVATION: control diabetes NEEDS: targeted exercise to maximiz
7-Huguette - PAIN:heavy - physical pain MOTIVATION: minimize fibromyalgia symptoms NEEDS:
8- Sophia- PAIN: recovering from eating disorder MOTIVATION: becoming healthy NEEDS: minimi
9- Ian- PAIN:lack of money MOTIVATION: replacing his personal trainer NEEDS: good quality/pric
10- Katia -PAIN: excess baby fat MOTIVATION: feeling/looking great NEEDS:motivation from we
achievements
11- Kim - PAIN: lack of time MOTIVATION:getting married soon NEEDS:maximize results in only 6
12-Dan - PAIN:lack time to lose weight MOTIVATION:joining sport team NEEDS:lose weight quick
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Gabriellas 12 Target Custome
1- Lena - PAIN:Lacks time MOTIVATION:Wants to be into a better shape NEEDS:An easy and manageable
2- Victoria- PAIN:Lacks motivation MOTIVATION:Get more energy NEEDS:Find alternative exercises
3-Matilda - PAIN:Not satisfied with her body MOTIVATION:To be comfortable within her own body NEEDS:
track her workout progress
4- Klas- PAIN:Laziness and lack of motivation MOTIVATION:Lose weight NEEDS:Finding an athletic activity
5- Gustav- PAIN:Bored with his normal workout routine MOTIVATION:To stay fit NEEDS:Knowledge about
provides the best results
6- Fredrik - PAIN: Unhealthy diet MOTIVATION:Lose weight NEEDS:Simple and effective workout methods
7- Amanda - PAIN:Lacks self confidence has an incorrect self-image MOTIVATION:Be healthy and have a g
tool to keep track of her weight loss and muscle gain
8- Josephine - PAIN:Unhealthy diet lacks time to workout MOTIVATION:Desperate to lose weight NEEDS: M
exercise
9- Olivia - PAIN: Struggling in school MOTIVATION:Get better grades NEEDS: More self discipline
10- Erik - PAIN:Lack social skills MOTIVATION: Expand his circle of friends NEEDS:More self confidence
11-Jonathan - PAIN: Unhappy at work MOTIVATION: To have a job that inspires him NEEDS: Changes jobs
12- Nathalie- PAIN: WorkaholicMOTIVATION:More spare time NEEDS: Prioritize her family
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Yvettes 12 Target Customers
1- Galilea - PAIN: I dont like my abs MOTIVATION:I want be attractive NEEDS:I need to eat health
2- Angel- PAIN:I want have more muscle in my legs MOTIVATION: I love me NEEDS: I need eat moprotein
3- Cristhian- PAIN: I need to maintain my muscle MOTIVATION: Maintain my body NEEDS:do mor
4- Alejandra- PAIN: I want to maintain my body MOTIVATION: I want to be model NEEDS: More tim
5- Javier- PAIN:Maintain his body MOTIVATION: keep his figure NEEDS:Something that help him
results
6- Zuami- PAIN:lack of time MOTIVATION: a healthy body NEEDS:something that help her to do mwork
7- Jorge- PAIN:maintain his body MOTIVATION: great figure NEEDS:Something that help him to
8- Margarita- PAIN:excess of fat MOTIVATION:Be more healthy NEEDS:lose weight
9- Gabriel- PAIN:excess of fat MOTIVATION:great figure NEEDS:lose weight
10- Eder- PAIN: lack of time MOTIVATION:looking good NEEDS:more time and efficient exercise t
11- Alicia- PAIN:I have a flaccidity body MOTIVATION: I want feel good with myself NEEDS: to do
12- Manuel- PAIN:lack of time MOTIVATION:great figure NEEDS: Save time
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Julias 12 Target Customers
1- Barbara- PAIN:do not have enough time to do sports MOTIVATION: willing to get her ancient figure back NEEDS: a gtogether team sports (Volleyball)
2- Michael- PAIN: to lose his current figure MOTIVATION:wants to keep and work on his figure NEEDS: professional foo
3- Christian- PAIN:to get fat/ill in the future, lack of time MOTIVATION:stay healthy NEEDS:more time to do exercises,him
4- Rainer- PAIN: do not have enough time to do sports and for his family MOTIVATION:wants to stay fit for his wife andmore time to do exercises, a high-class gym (close to his house)
5- Isabelle- PAIN:to lose her current figure/to get fat MOTIVATION: wants to keep her figureNEEDS:someone who moteats many unhealthy things
6- Susann- PAIN: lack of time, lack of confidenceMOTIVATION:looking good, stay healthy NEEDS: someone who motivathe exercises
7- Sven- PAIN:dont be more sportive than his customers MOTIVATION: his job (trainer in a high-class gym) NEEDS: da
8- Yannik-PAIN:lack of time, to lose muscle mass MOTIVATION: his friends NEEDS:more time
9- Florian- PAIN: too skinny MOTIVATION: get more muscles NEEDS:needs someone who helps him
10- Dominique- PAIN:to lose her current figure MOTIVATION: the next holidays NEEDS: searchs for a team sport (does
11- Thomas-PAIN: lack of time (his wife is pregnant) MOTIVATION:to stay healthy and sportive NEEDS:something effec
12- Sebastian- PAIN:to lose weight/muscle mass MOTIVATION: to keep his figure NEEDS: more time, motivation and di
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Lucianas 12 Target Customers
1- Eugenia- PAIN: doesnt have time to prepare her meals MOTIVATION: stay healthy NEED
2- Jonathan- PAIN: physical pains MOTIVATION: keep on exercising NEEDS: specific sched
3- Laura- PAIN: little overweight for her age MOTIVATION: recover her figure NEEDS: stri
4- Sarah- PAIN: excess fat MOTIVATION: be fit NEEDS: motivation to keep on working on
5- Constanza- PAIN: lack of time MOTIVATION: stay in shape NEEDS: something that keep
6- David- PAIN: too thin MOTIVATION: gain weight with less effort NEEDS: maximize resul
7- Joseph- PAIN: to lose his figure MOTIVATION: stay fit NEEDS: targeted exercises
8- Hannah- PAIN: lack of time MOTIVATION: great body NEEDS: more time
9- Raquel- PAIN: not satisfied with her body MOTIVATION: lose fat NEEDS: specific exercis
10- Marcos- PAIN: not being strong MOTIVATION: build some muscles NEEDS: to gain a lit
11- Rebecca- PAIN: lack of confidence MOTIVATION: looking good NEEDS: someone to mot
12- Jacob- PAIN: smoking MOTIVATION: be healthy in every way NEEDS: motivation and s
short term
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