Your Easiest Revenue

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?

• Only contacts existing customers when renewal is close.
• Doesn't know how much of the product they're using, so has nothing to discuss but money.
• Customers leave without warning, and the real reason surfaces only after they've gone.
• Upsells by pitching the whole catalogue instead of the one thing they need next.

Each chapter answers one question

1. Chapter 1: Do I know my customers, or just remember selling?

   How deeply is my largest customer using the product?

   If you do not know how much a customer uses, every call is a sales call.

2. Chapter 2: Do I call old customers for them, or quota?

   At what rhythm do I contact existing customers?

   Showing up only when you need money is the fastest way to become a vendor rather than a partner.

3. Chapter 3: Is upselling helping customers or squeezing them?

   For this customer, what is the logical next thing?

   Upselling works when it is the natural next step from what they already use.

4. Chapter 4: Is a renewal really decided in the final week?

   Which month does my next renewal fall in, and have I started on it?

   A renewal's outcome is decided three months before expiry, not in the final week.

5. Chapter 5: When customers leave, does anyone ask why?

   Why did the customer who just left really leave?

   Departing customers are the most expensive source of information a company has, and usually nobody asks.