How-to-Optimize-MICE-Sales,-Revenue-and-Profits-销售攻心术课件....pptVIP

Who do you call for the initial contact 你刚接触客户时该找谁？ Focus of receptivity 接纳你的人 Focus of dissatisfaction 不满现状的人 Focus of authority 能拍板的人 * . 水之行避高而趋下，兵之形避实而击虚 Choosing customers with the least resistance * . What to Say on first Contact?怎样作首次接触沟通 Whatever it is, it MUST be Valid Business Reason to the customer! 不管你说什么，都得带给客户合适商务价值！ * . Valid Business Reason 合适商务理由 The reason impacts the customer‘s concept of what they want to accomplish, resolve, or avoid 影响客户对他们想要实现，解决或避免的观念的理由 The reason sets?your phone call?as a high priority for the customer客户把你的电话做优先考虑的理由 The reason answers the questio