15/9/2017 Bo co nh v - K thut bn hng mi tt nht ca nm

V chng ti Lin h chng ti

Tin nhn Tip th Inbound Marketing Tnh nng bn hng Inbound Blog

Chuyn i & Tng tc

Blog
Blog Hiu sut Bn hng v Tip th
Bi bo ng
Bo co nh v - K thut bn hng mi tt nht ca nm
tin tc cng ty ng bi Mark Gibson vo Th Ba, 03 Thng Nm 2011

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ng k Blog ca chng
ti Nu i bn hng ca bn gi in thoi lnh, bn c th th k thut ny
Email * Ti c rt nhiu sch do cc chuyn gia o to khc cung cp v tham d cc kha hc
pht trin ngh hng nm. Khi ti tm thy mt tng m ti ngh s lm vic ti s th n.

Tn sut thng bo * Ging nh hu ht mi ngi c blog ny, ti s dng in thoi ni chuyn vi khch
hng tim nng hng ngy. May mn l hu ht cc khch hng tim nng ca ti u l khch
Tc th
hng tim nng t h thng HubSpot, v ti khng phi l mt fan hm m ca cuc gi lnh.
hng ngy
Mi khi mt khch hng tim nng tr li in thoi, ti s dng mt bn tuyn b nh v, mt
Hng tun k thut bn hng mi t Baseline Selling ca Dave Kurlan , m ti
Hng thng hc c khi lm vic vi i tc HubSpot.

Bo co nh v v k thut lin quan t cun sch ny cc k

ng k
mnh m trong vic thu ht s tham gia ban u v ti hon
ton chp nhn n v n to ra t l tham gia rt cao.

Quy trnh Mua Bn
Bun B2B
Qu trnh mua B2B; ti sao bn cn
phi hiu n v lm th no to
iu kin chuyn tip vi ngi mua
thng qua qu trnh.
V d th gii thc
Ti l mt nh t vn v bn hng v tip th v ti lm vic v
nhng vn lin quan n bn hng v tip th, i din cho hai
sn phm, HubSpot cho Inbound Marketing v WhiteboardSelling
c nhiu bi thuyt trnh bn hng hiu qu hn. Cc v d sau
y l nguyn vn cho vic kinh doanh ca ti, nhng bn c th d dng iu chnh chng
cho doanh nghip ca bn.

kim tra hot ng ca chng, chng ta hy bt u vi ngi mua.

Ngi mua: Ring Ring .... Ngi mua ngh: Oh-oh gin on khc, ti khng c thi gian,
nhng ti s tr li v n c th l quan trng.

Ngi mua: Xin cho y l Jim Buyer.

Nhp vo hnh nh hoc lin kt ny

SP: Hi Jim, y l Rick Salesman t XYZ Company, ti ang gi v ti ngh bn c th quan
ti quy trnh Mua Bn hng B2B tm n vic chng ti c th gip bn tit kim rt nhiu tin nh th no ........; Ti s trong
khu vc ca bn vo tun ti v ti mun .... click !, Hoc cch khc, Ngi mua: Cm n
Rick, nhng chng ti c nhng g XYZ lm .... tm bit.

Hy lng nghe ting gi lnh tip theo bn nhn c v ti s t cc n i mt ci g

Bn cng ngh ph nh th.
hoi?
By gi hy kim tra mt cch tt hn thc hin cuc gi .
Nhn bn cp nht eBook mi t cc
tc gi ca "Ti sao sn phm Killer Bc 1. Ring Ring ...
khng bn"
Ngi mua: Cho, Jim Buyer

SP: "Cho Jim - l Rick bn hng" ........... ch i cho ngi mua p ng.

Ngi mua: Hi Rick ...... Ti c bit bn khng?

SP: "Oh Oh, c v nh bn ang gia mt ci g / hoc ci tn khng chung?"

Sch mi 20 trang ny l mi cho cc
doanh nhn, nh qun l v nh u

http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/61189/Positioning-Statements-Best-New-Sales-Technique-of-t 1/8
15/9/2017
t trong cc cng ty cng ngh giai
on u.
Bn hng v tip th
eBook sp hng
Nhn vin bn hng ang n lc
thu ht ngi mua mt cch hiu qu
trong chu k mua hng t khi h cho
hi. Sch in t ny khm ph cc
nguyn tc lin kt nhn tin v s
dng nn tng phn phi ni dung mi
h tr qu trnh thu thp v phn
phi tin nhn.
The Quick and the Dead
Mt ch trong nc lnh nh mt
n hn ca ngi m chng trong
mt gi. Phn ng l li th cnh
tranh mi trong bn hng. Ti v
Sch in t WittyParrot tm
hiu cch thc.
Kt ni trn Truyn thng
x hi
http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/61189/Positioning-Statements-Best-New-Sales-Technique-of-t
Bo co nh v - K thut bn hng mi tt nht ca nm
iu g xy ra y? Nhn vin bn hng t gii thiu v i cho n khi ngi mua cho
php anh ni. S tm dng ny t n l mt k thut mnh m v thit lp phn tip theo ca
cuc gi hon ho.
Nu bn ang gi in thoi lnh, ngi mua s khng bit bn, nu bn ang theo di hng
i trong nc, t l m ngi mua s nh tn ca bn l t xa, nhng cho h thi gian suy
ngh, do , thay v nhy xung c hng ngi mua, chng ti thc hin mt cuc gi phn
quyt v s dng mt trong hai tuyn b m.
Sau chng ti s tip tc vi cu lnh nh v u tin. (Nu bn mun cc k thut tuyn b
nh v mt cch chi tit, mua sch , n cng c gi tr u t.) Ti s tm tt cc k thut ti s
dng cho c dn HubSpot v WhiteboardSelling dn trong kinh doanh ca ti, m mt mt vi
pht n lc to ra, nhng tr tin mi ln ti nhn in thoi. Nu bn ang gi in thoi
lnh, bn c th b qua bn dng tip theo.
SP: Jim, bn c nh ti xung mt WhitebookSelling Whitepaper gn y?
Ngi mua: Vng vng, n ngh v n ti lm ...
SP: Bn c thc s c thi gian c n?
Ngi mua: p ng ....
SP: Jim, c n khng nu ti dnh cht thi gian gii thch ti sao ti gi?
Ngi mua: Chc chn ....
(Bn i c cho php ni chuyn v by gi yu cu s cho php t mt cu hi ...
iu ny t bn ngoi)
SP: Ti gip cc nh lnh o tip th nhng ngi ang tht vng vi s bt lc ca i ng
bn hng phn bit sn phm ca mnh trong mt th trng ng c.
(Nu bn lm tt cng vic v nhm mc tiu ngi mua c hiu qu vi tuyn b v tr u
tin, bn c th nhn c mt tn hiu hp dn nh ..... vng lun l vn .)
SP: "Jim, em c phin khng nu anh hi em mt cu hi?"
Ngi mua: "Chc chn"
SP: "Ti ni chuyn vi rt nhiu nh lnh o tip th v gn y ti nghe hai vn ln
nht l ng ng dn doanh thu yu v khng c kh nng i ng bn hng phn bit gia
in thoi hoc trong ngi ..... lm mt trong hai nghe c v quen?
To mt Martix ca Tuyn b da trn vai tr trn Positioining
Ti c mt ma trn cc tuyn b nh v v sn phm v vai tr m ti s dng gi cc bn
lin quan khc nhau ng k lm dn t trang web ca ti cho c hai sn phm.
Bi v ti lch s v yu cu s cho php mi bc ca cuc gi, nu cc tuyn b nh v
hi nhm mc tiu, ti thy rng hu ht thi gian, ngi mua s t nguyn v vn ln
nht ca h v sau bn s tham gia cuc ua.
Khi bn nhm mc tiu v ngi mua c s tht vng trong vic t c cc mc tiu v xc
nh vi mt hoc c hai vn ln nht trong bn tuyn b nh v ca bn, phn hi t
ngi mua c th khc nhau t quan tm n nhit tnh. Tt nhin i vi cc loi hnh thnh
gic-k thut s, n c th l mt s im lng tch ra, nhng l mt cu chuyn khc.
Take-aways
1. c cun sch ... c d dng v c rt nhiu cng c c th s dng ngay lp tc.
2. Dnh thi gian to ra cc tuyn b nh v ca ring bn.
3. Thc hnh bng cch s dng chng v s dng chng trong mi cuc gi ... c bit l s
tm ngng m v chui cc cu hi ... s dng chng khi bn bt u cc bi trnh by ca
mnh, n lm cho mi ngi tp trung vo cch bn to ra gi tr.
Ch : hiu sut bn hng , tuyn b nh v , dave kurlan
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