negotiation skills workshop3

8/9/2019 Negotiation Skills WORKSHOP3

1/18

Negotiation Skills

WORKSHOP #3


2/18


3/18

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


4/18

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


5/18

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


6/18


7/18

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.


-An easy to use fat burning tracking de

ELEVATOR PITCH:

-We give you a helping hand to becom

within your own body


8/18

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.


9/18

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


10/18

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


11/18

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.


With Fabulyzer you always are se

your body.

ELEVATOR PITCH:

Fabulyzer gives you the opportu

exercise and do it more effective.


12/18

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.


13/18

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


14/18

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


15/18

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


16/18

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


17/18

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


18/18

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

negotiation skills workshop3

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