Dirkjan: Created page with "The acronyme ICE stands for ''I''dentify, ''C''larify and ''E''xtend: # '''Identify Explicit Needs''' ## The goal is to identify if an explicit need really exists, examples: #..."

2020-08-25T10:29:04Z

Created page with "The acronyme ICE stands for ''I''dentify, ''C''larify and ''E''xtend: # '''Identify Explicit Needs''' ## The goal is to identify if an explicit need really exists, examples: #..."

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The acronyme ICE stands for ''I''dentify, ''C''larify and ''E''xtend:
# '''Identify Explicit Needs'''
## The goal is to identify if an explicit need really exists, examples:
## ''Would it help you to have a reliable source of supply?''
## ''Do you need a faster machine?''
# '''Clarify Explicit Needs'''
## ''Why is that important to you?''
## ''Could you tell me more about your need for flexibility?''
## ''Do you want faster turnaround to save costs or to better utilize your other equipment''
# '''Extend Explicit Needs'''
## These questions invite the buyer to specify additional pay offs, examples:
## ''Is there any other way this would help you?''
## ''Besides adding useful space, would the design enhance your image?''
Using ICE thing of one of your [[Hot button|Hot button]]s or [[Feature|Feature]]s and start probing:

<html><img src = "/static/files/MBI/Module%2016/ice.jpg" width="600"/></html>

[[Category:sales]]

[[Category:Term]]

The ICE system - Revision history

Dirkjan: Created page with "The acronyme ICE stands for ''I''dentify, ''C''larify and ''E''xtend: # '''Identify Explicit Needs''' ## The goal is to identify if an explicit need really exists, examples: #..."