Big Deals, Long Timelines

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?

• Pours all their time into one big deal and finds the pipeline empty three months later.
• The deal drags until the buyer's contact changes jobs and everything restarts.
• Can't tell whether the deal is moving, because every meeting goes pleasantly.
• The manager asks when it will sign and the answer is a feeling.

Each chapter answers one question

1. Chapter 1: Is the most promising big deal the most real?

   Which three pieces of evidence show this deal is real?

   A fake big deal costs a salesperson months, and it always looks very promising.

2. Chapter 2: Can patience alone manage a six-month deal?

   How many stages does this deal have, and what does the next stage end with?

   A six-month deal cannot be managed; six one-month stages can.

3. Chapter 3: Long deals die quietly, so who notices first?

   What am I doing this month to keep this deal from stalling?

   Long deals die from silence more than from rejection.

4. Chapter 4: Is one big deal worth sacrificing next quarter?

   While chasing the big deal, how many hours do I spend on new customers?

   Salespeople miss next quarter's target because they poured this whole quarter into one deal.

5. Chapter 5: Do I report the hopeful number, or the real one?

   Which number do I use to tell my boss about this deal?

   One big deal forecast wrongly ruins the whole team's plan, not just yours.