101 Marketing Strategies Phần 6 pot

... 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

Ngày tải lên: 05/08/2014, 13:20

... 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 26 had become “clunky” compared to what was now ... their 50s, 60 s, and 70s. Conclusion A successful firm is about more than gross billings. By selecting the right clients, you can have more profits and more fun. 101 Marketing...

Ngày tải lên: 05/08/2014, 13:20

... tilting your head back tells the prospect, “I am closed to your thoughts.” 101 Marketing Strategies 66 Waugh 06 2/5/04 4:11 AM Page 66 The Executive The executive influencer is the person with the most ... as the questions are related to a problem. To encourage prospects to 101 Marketing Strategies 64 Waugh 06 2/5/04 4:11 AM Page 64 During your early sales calls, you sho...

Ngày tải lên: 05/08/2014, 13:20

... her mind. You do not benefit from the question, but from the answer. 101 Marketing Strategies 86 Waugh 08 2/4/04 10:37 PM Page 86 ented benchmarking against other industries gives you a stan- dard ... sale to the needs of the client and to the long-term relationship. 101 Marketing Strategies 76 Waugh 07 2/4/04 10:38 PM Page 76 Develop Your Own Benchmarking Tool You could devis...

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... their cause, you should make it your marketing mission to de- velop relationships with everyone. 101 Marketing Strategies 1 06 Waugh 09 2/4/04 10:37 PM Page 1 06 Advantages Are an Improvement Each ... Bundling services often requires a new name for a traditional service. 101 Marketing Strategies 1 16 Waugh 10 3/22/04 10:44 AM Page 1 16 selling, to describe the concept that i...

Ngày tải lên: 05/08/2014, 13:20

... information. Even worse, many surveys obtain misleading information. 101 Marketing Strategies 166 Waugh 14 2/4/04 10: 36 PM Page 166 72 When Your Client Hires a New Chief W hen a new CEO, COO, CIO, ... system that delivers consistent, de- pendable responses every time. 101 Marketing Strategies 160 Waugh 14 2/4/04 10: 36 PM Page 160 69 Partners: Leaders In Service To Interna...

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... clients are left with a “good taste” in their mouths. Bon appetit! 101 Marketing Strategies 1 86 Waugh 16 2/4/04 10:35 PM Page 1 86 Follow up with this group as with the “Cs,” plus. Contact them ... practice, use this formula to set up a system that works for you. 101 Marketing Strategies 1 96 Waugh 17 2/4/04 10:35 PM Page 1 96 Waugh 16 2/4/04 10:35 PM Page 184 Time Builds R...

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... profes- sionals will make the whole worth more than the sum of the parts. 101 Marketing Strategies 2 26 Waugh 19 2/4/04 10:34 PM Page 2 26 100 Selling Is an Investment O ne of the saddest events I witness ... who have not attended the training session. Everyone who aspires 101 Marketing Strategies 2 36 Waugh 20 2/4/04 10:34 PM Page 2 36 95 Succeed by Failing More Y ou know the...

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... 75, 76 costing problems, 77, 78 “financial physical,” 70–72 Internet research, 68 –70 listening skills, 66 68 methods of discovering problems, 63 , 64 questions, 64 66 and selling services, 63 Incentive ... 112 Wiersema, Fred, 45 Willpower, 6 Workshops. See also Training programs checklist, 248 Xerox, 165 Zemke, Ron, 163 Index 266 Waugh 22 index 2/4/04 10:33 PM Page 266 6. S...

Ngày tải lên: 05/08/2014, 13:20