From Yes to Signature

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?

• The buyer agrees and the deal then sits with procurement for weeks.
• Doesn't know how many signatures the buyer's side needs, or whose.
• Reaches legal review and discovers terms neither side can accept.
• The deal slips to next month and the quota misses because of that one deal.

Each chapter answers one question

1. Chapter 1: They said yes, so why no signature?

   From the customer agreeing to signing, which steps must their side go through?

   The salesperson thinks it is done; on the customer's side the internal process is just beginning.

2. Chapter 2: Is procurement a blocker, or another buyer to win?

   What does the customer's procurement team need from me?

   Procurement does not evaluate the solution; they evaluate risk and price, and they have their own criteria.

3. Chapter 3: Is leaving contract terms until last really safe?

   Which of my contract clauses do customers strike out most often?

   A clause left until the end to discuss is the clause that pushes the deal into next quarter.

4. Chapter 4: Why do nearly signed deals die?

   How do I keep this deal moving?

   Deals that die at the last minute usually lose momentum, not trust.

5. Chapter 5: Does my job end at the signature?

   Right after signing, who does my customer meet and what do they learn?

   The handoff decides whether the customer renews, and that starts on signing day.