101 Marketing Strategies Phần 2 potx

Ngày tải lên: 11/07/2014, 15:21

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Ngày tải lên: 11/07/2014, 16:20

Ngày tải lên: 13/07/2014, 10:22

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Ngày tải lên: 13/07/2014, 16:20

Ngày tải lên: 13/07/2014, 16:20

Ngày tải lên: 05/08/2014, 13:20

... relationships will enable you to be confident with prospects. 101 Marketing Strategies 20 Waugh 02 3 /22 /04 10:43 AM Page 20 4 Motivating Employees for Marketing D o you want better sales results from associates? ... bought and sold by personal contact. Broad-based marketing should be designed to create it. 101 Marketing Strategies 26 Waugh 02 3 /22 /04 10:43 AM Page...

Ngày tải lên: 05/08/2014, 13:20

... dis- missal and invest your time with prospects who are qualified. 101 Marketing Strategies 38 Waugh 03 2/4/04 10 :32 PM Page 38 17 Reaching Decision Makers W hen making initial contact with the ... left a message on my system at 11 P.M. 101 Marketing Strategies 44 Waugh 04 2/4/04 10 :33 PM Page 44 Waugh 05 2/4/04 10 :38 PM Page 50 Waugh 05 2/4/04 10 :38 PM Page 60 Concl...

Ngày tải lên: 05/08/2014, 13:20

... deeper level. 101 Marketing Strategies 90 Waugh 08 2 /4/ 04 10:37 PM Page 90 95 CHAPTER NINE Building Like and Trust 41 Creating a Brand Stimulates Trust 42 Like Me, Like My Team 43 Table Manners ... want more in the future. In the end, isn’t this what we want, too? 101 Marketing Strategies 94 Waugh 08 2 /4/ 04 10:37 PM Page 94 38 Active Listening A ctive listening means s...

Ngày tải lên: 05/08/2014, 13:20

... investments. 101 Marketing Strategies 104 Waugh 09 2/4/04 10:37 PM Page 104 121 CHAPTER ELEVEN Handling Objections 52 What Is Your Attitude Toward Objections? 53 Why Prospects Object 54 Two Types ... presenter you will be. 101 Marketing Strategies 120 Waugh 10 3/22/04 10:44 AM Page 120 ally helpful and you have everything that the list indicated you needed. By the time you ar...

Ngày tải lên: 05/08/2014, 13:20

... Risk 63 Support Your Proposal with Solid Evidence 64 Minimize Prospect Risk with a Service Guarantee 65 Testimonials Minimize Perceived Risk 66 Lost Proposal Evaluations Waugh 13 2/4/04 10: 36 PM ... and the prospect are looking for the solution to the same problem. 101 Marketing Strategies 1 26 Waugh 11 2/4/04 10: 36 PM Page 1 26 tant to change. By reviewing the lost profits o...

Ngày tải lên: 05/08/2014, 13:20

... your client’s owners. 101 Marketing Strategies 170 Waugh 14 2/4/04 10:36 PM Page 170 175 CHAPTER FIFTEEN Building Profits 74 A Client Business Review 75 Market Pricing Based on Value 76 Cycle Selling ... outline of a good lost proposal evalua- tion tool. 101 Marketing Strategies 156 Waugh 13 2/4/04 10:36 PM Page 156 74 A Client Business Review A key marketing technique...

Ngày tải lên: 05/08/2014, 13:20

... prospects. 101 Marketing Strategies 200 Waugh 17 2/4/04 10:35 PM Page 200 205 CHAPTER EIGHTEEN Becoming an Insider 86 Becoming an Insider 87 Focus on Client Profits 88 Retreat and Advance 1 89 Retreat ... suggestions and you will increase your posi- tion of trust and profits. 101 Marketing Strategies 188 Waugh 16 2/4/04 10:35 PM Page 188 2. Talk results. Vague statements...

Ngày tải lên: 05/08/2014, 13:20

... business for 10 Final Thoughts 2 39 Waugh 20 2/4/04 10:34 PM Page 2 39 2 19 CHAPTER NINETEEN Strategic Directions 92 The One-Firm Concept = Brand 93 Lead with Vision 94 Strategic Alliances: The Whole ... future. Sharing this picture with your associates can be a major motivator to them. 101 Marketing Strategies 224 Waugh 19 2/4/04 10:34 PM Page 224 you say that your service will...

Ngày tải lên: 05/08/2014, 13:20

... pre-retreat questionnaire. 101 Marketing Strategies 242 Waugh 20 2/4/04 10: 34 PM Page 242 budget clients, 171–173 and charitable contributions, 104 , 105 discounting, 104 , 105 , 171–173, 244 fee approaches, ... regards, (signed) 101 Marketing Strategies 254 Waugh 21 apps 2/4/04 10: 34 PM Page 254 Pricing. See Fees Profits benefits of highly qualified clients, 35 build...

Ngày tải lên: 05/08/2014, 13:20