如何优化MICE业绩与利润 - 或敬请关注我们即将问世的《SELLING IN .ppt

How to Optimize MICE Sales, Revenue and Profits 销售攻心术 – 如何优化MICE业绩与利润;What are some of the biggest challenges you face in doing sales?您在从事销售时，最大的困惑及挑战是什么？;How to Optimize MICE Sales, Revenue and Profits? 如何优化MICE业绩与利润？;How to Optimize MICE Sales, Revenue and Profits? 如何优化MICE业绩与利润？;What is MICE? MICE是什么？;What are your MICE Sub-Categories? 你的MICE有哪些细分类？;What are your Customer Segments? 你的客户有哪些分类？;Target Customer and Opportunity Profile 目标客户与契机的特征;知己知彼，百战不殆;Price vs. Value价格 vs. 价值;What is the Value of Water?;What do Your Customers Value?你的客户会珍惜什么价值呢？;When Selling MICE…… 当你在销售MICE时……;If You Want to Sell at Higher Prices, Sell the Experience!;Describe what kind of MICE Experience you can deliver for your customers;How can a Sales Person be of Value to Customers?;39% of a customer’s decision to buy from your company is based on the effectiveness of the sales representative ;The R4 of the Customers Experience 客户购买经历的R4;The R4 of a Competitors Key Account 竞争对手的大客户的R4;The R4 of a Competitors Key Account 竞争对手的大客户的R4;Your R4 in Response to Lure the Customer 你所能够引诱客户的R4;Your R4 in Response to Lure the Customer 你所能够引诱客户的R4;How do You Fare Against Your Main Competitor? 你跟你竞争对手的区别;多算胜少算，而况于无算乎！;胜兵先胜而后求战败兵先战而后求胜;Why Plan? 为什么要作计划？;What do You Need to Prepare for MICE Customers? 针对MICE客户你需要准备些什么？;Winning Ways of Winning Sales People 成功销售人员的制胜法则;Winning Ways of Winning Sales People 成功销售人员的制胜法则;Prospecting for the Right Customer找寻正确的客户;Prospecting for the Right Customer 找寻正确的客户;How to Optimize MICE Sales, Revenue and Profits? 如何优化MICE业绩与利润？;How to Get to the Right Person如何找到相关人士;Who do you call for the initial contact 你刚接触客户时该找谁？;水之行避高而趋下，兵之形避实而击虚 ;What to Say on first Contact?怎样作首次接触沟通;Valid Business Reason 合适商务理由;Valid Business Reason 合适商务理由;How to Make Your Opening Call 如何开场白;How to Make Your Opening Call 如何开场白;How to Make Your Opening Call 如何开场白;是故百战百胜，非善之善也；不战而屈人之兵，善之善者也;Why do You Need to Uncover the Needs and “Pains” of Customers BEFORE Presenting Anything为什么你必须在介