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]]s or [[Feature]]s and start probing:
<<image /static/files/MBI/Module%2016/ice.jpg width:600>>
bag
sales_public
created
Wed, 22 Jun 2011 19:42:45 GMT
creator
dirkjan
modified
Wed, 22 Jun 2011 19:42:45 GMT
modifier
dirkjan
tags
Term
creator
dirkjan