Finding Someone to Talk To
Who this book is for
Người bán hàng ở Việt Nam, bán giải pháp cho doanh nghiệp, bán dự án, hoặc bán hàng giá trị lớn cho khách lẻ; từ người bán một mình tới trưởng nhóm vài người. Người đọc là NGƯỜI LÀM NGHỀ: họ mang chỉ tiêu, ăn lương theo kết quả, và thường không quyết được giá.
Sound familiar?
- Works the assigned list without knowing why those names are on it.
- Spends a week chasing an enthusiastic contact who can't decide anything.
- The opening message reads like every other seller's, so nobody replies.
- Doesn't know how many new conversations a month the quota actually requires.
After reading, you can
Help a seller build the right list and earn a first conversation without cold-dialling blindly.
Each chapter answers one question
Chapter 1: Are more prospects really better?
Which three traits show that someone is worth my time?
Salespeople do not lack names on their list; they lack criteria for crossing names off.
Chapter 2: Is research before calling a waste of time?
What do I know about this person before reaching out?
Five minutes of research changes the whole conversation, and most salespeople skip those five minutes.
Chapter 3: Should my opening line try to sell anything?
What reason does my opening line give the listener to keep listening?
The first sentence sells nothing; it only buys the next thirty seconds.
Chapter 4: Does silence mean they are not interested?
How many times do I reach out before dropping a name?
No reply the first time does not mean no interest; most salespeople give up too soon.
Chapter 5: Do I need better calls, or simply more of them?
To hit my target, how many new conversations do I need each week?
Next month's target is decided by this month's number of conversations.