Kev Tshawb Fawb Cov Neeg Siv Khoom Tshiab hauv Kev Lag Luam Nyuaj Siab: Kev nkag siab zoo rau cov kws tshaj lij muag khoom?

Kev lag luam xav tias tsis paub meej. Kev lag luam tau ceev faj. Rau cov kws tshaj lij muag khoom, nrhiav tau cov neeg siv khoom tshiab yuav nyuaj dua. Nws xav tau ib txoj hauv kev tshiab.

Hauv kev lag luam nyuaj, Kev yuav cov neeg siv khoom tshiab rau cov kws tshaj lij muag khoom yuav tsum muaj kev hloov pauv tswv yim rau kev nkag siab kom siab neeg mob cov ntsiab lus[^ 1], ua kom pom tseeb ROI, leveraging kev sib raug zoo uas twb muaj lawm rau xa mus[^2], thiab tsom mus rau tus nqi-tsav, kev sab laj muag[^3] es tsis yog cov kev pauv hloov pauv nkaus xwb, thaum kawg tsim kev ntseeg siab thiab kev koom tes ntev.

I've seen economic shifts before. Dab tsi ua hauj lwm hauv lub sij hawm boom feem ntau ntog thaum cov nyiaj nruj. Kuv qhov kev paub ntawm tus kheej tau pom tias kev hloov pauv tau thiab tsom mus rau tus nqi tseem ceeb dhau los ua qhov tseem ceeb. Nov yog lub sijhawm rau ntse, tsis yog nyuaj xwb, muag.

Qhov Kev Nyuaj Siab Yuav Ua Li Cas cuam tshuam rau cov neeg tau txais?

Cov teeb meem nyiaj txiag hauv paus hloov tus cwj pwm ntawm cov neeg yuav khoom. Cov neeg siv khoom ua rau muaj kev pheej hmoo ntau dua. Cov peev nyiaj nruj. Txhua qhov kev txiav txim siab yuav ntsib kev tshuaj xyuas ntau dua.

Kev lag luam nyuaj cuam tshuam rau cov neeg yuav khoom los ntawm kev ua kom cov neeg yuav khoom ceev faj, ncua kev muag khoom, thiab nce siab rau cov kws tshaj lij muag khoom kom pom tseeb txhua qhov kev nqis peev nrog meej, ntsuas tus nqi. Kev txiav txim siab siv nyiaj tsawg, thiab cov lag luam tseem ceeb tshaj qhov tseem ceeb, kev daws teeb meem[^4], yuam kev hloov hauv cov tswv yim muag[^ 5] los ntawm kev loj hlob-oriented mus rau qhov tsim nyog-driven pitches.

Kuv txoj haujlwm thaum ntxov tau qhia kuv tias kev lag luam poob qis cais cov neeg muag khoom zoo ntawm cov neeg zoo. It's a forge for resilience. Lub suab ntawm cov lus nug xws li poob, thiab tsuas yog kev xav tau loj tseem nyob.

Dab tsi yog qhov tseem ceeb ntawm kev hloov pauv ntawm tus neeg yuav khoom?

Thaum kev khwv nyiaj txiag nyuaj, cov neeg yuav khoom coj txawv txawv. Kev nkag siab txog cov kev hloov pauv no yog qhov tseem ceeb rau txhua tus kws tshaj lij kev muag khoom sim kaw cov kev sib tham.

Cov neeg yuav khoom tau ua ntau yam kev saib xyuas. Lawv tsis kam txais kev pheej hmoo. Qhov no txhais tau tias lub voj voog muag khoom lengthens. Dab tsi yog qhov kev txiav txim siab ceev tam sim no yuav koom nrog ntau txheej kev pom zoo thiab kev sib tham sab hauv. Cov peev nyiaj raug tshuaj xyuas zoo li tsis tau ua dhau los. The question isn't just "Can we afford it?" tab sis "Puas yog qhov tseem ceeb tam sim no?" Cov neeg yuav khoom tseem ceeb tshaj qhov kev daws teeb meem uas ncaj qha hais txog qhov mob tseem ceeb. Lawv xav pom qhov tseeb thiab tam sim ntawd rov qab los ntawm kev nqis peev (ROI). "Soft" cov txiaj ntsig lossis kev loj hlob yav tom ntej yuav dhau los ua qhov thib ob. Kuv nco txog lub sijhawm thaum tus neeg siv khoom yuav yuav lub pob software tshiab vim nws yog qhov tshiab. Hauv kev lag luam nyuaj, lawv xav paub raws nraim li cas nyiaj nws yuav cawm lawv los yog yuav ua li cas nws yuav tiv thaiv kev poob. Kev pom zoo kev yuav khoom kuj nce ntxiv, txhais tau tias ntau tus neeg los ntawm ntau lub tuam tsev muaj lus hais hauv qhov kev txiav txim zaum kawg. Qhov no xav kom dav dua, ntau tailored kev sib txuas lus tswv yim los ntawm cov neeg muag khoom.

Yuav Ua Li Cas Muag Cycles Hloov hauv qhov poob qis?

Qhov ntev thiab complexity ntawm kev muag khoom[^6] raug cuam tshuam ncaj qha los ntawm kev lag luam. Kev lag luam nyuaj feem ntau txhais mus rau cov txheej txheem ntau dua thiab ua kom ntev.

Hauv kev lag luam nyuaj, kev muag khoom[^6] don't just get longer; lawv tau complex dua. Deals tuaj yeem nres. Dab tsi yuav tau siv lub lis piam hauv kev lag luam zoo tam sim no tuaj yeem siv ntau lub hlis. Qhov no yuav tsum tau ua siab ntev thiab ua siab ntev los ntawm cov kws tshaj lij muag khoom. Koj yuav tsum tau npaj rau cov rooj sib tham ntxiv, lus nug ntxiv, thiab thov kom paub meej ntxiv. Koj kuj yuav tsum tau txais ntau dua "tsis muaj kev txiav txim siab," qhov twg ib lub zeem muag tsuas yog txiav txim siab ua tsis muaj dab tsi ntau dua li ua kev yuav khoom. Qhov no feem ntau yog tsav los ntawm kev ntshai ntawm kev xaiv tsis raug lossis tsuas yog tos rau lub sijhawm zoo dua. Kev sib tw siv zog kuj nce ntxiv. Txhua tus tab tom sib ntaus sib tua rau ib qho me me ntawm lub ncuav qab zib. Qhov no txhais tau tias koj qhov kev sib txawv thiab tshwj xeeb nqe lus pom zoo[^7] yuav tsum yog crystal ntshiab. Kuv tau pom tias ua ntej txog kev muaj peev xwm thaiv kev thaiv thiab tiv thaiv lawv nrog kev daws teeb meem feem ntau tuaj yeem ua rau muaj kev cuam tshuam. Nws kuj tseem pab kom taug qab kev sib cuam tshuam zoo. Leej twg koom nrog? Lawv qhov kev txhawj xeeb dab tsi? Qhov no yuav pab koj xav txog thiab teb tau zoo.

Cov tswv yim zoo li cas rau cov neeg siv khoom tshiab tam sim no?

Tau txais cov neeg siv khoom tshiab hauv kev lag luam nyuaj xav tau kev hloov pauv tswv yim. tsom ntsoov rau tus nqi, tsim kev ntseeg siab, thiab kev sib tham zoo heev ua qhov tseem ceeb dua li yav dhau los.

Cov tswv yim zoo rau kev yuav khoom tshiab[^8] hauv kev lag luam nyuaj suav nrog kev tsom mus rau kev daws teeb meem tseem ceeb ntawm cov neeg siv khoom, kom meej meej quantifying rov ntawm peev (ROI), leveraging uas twb muaj lawm kev sib raug zoo ntawm cov neeg siv khoom[^9] rau muaj zog xa mus[^2], txais yuav kev sab laj kev muag khoom, thiab nruj me ntsis tsim nyog cov kev cia siab los ua kom lub sij hawm efficiency thiab nyob ze tus nqi.

I've learned that during these times, sales isn't about selling products. It's about selling solutions to urgent problems. It's about being a trusted advisor, tsis yog tus neeg muag khoom xwb.

Yuav Ua Li Cas Cov Kws Tshaj Lij Tshaj Lij Qhia Txog Tus Nqi thiab ROI?

Ua kom pom tseeb tus nqi thiab pom tseeb rov qab los ntawm kev nqis peev (ROI) yog tsis-negotiable nyob rau hauv ib tug nyuaj kev khwv nyiaj txiag. Cov neeg yuav khoom yuav tsum pom qhov sib txuas ncaj qha ntawm koj qhov kev daws teeb meem thiab lawv cov kab hauv qab.

Hauv kev lag luam nruj, qhov "zoo-rau-muaj" cov yam ntxwv ntawm koj cov khoom yuav luag tsis cuam tshuam. Koj yuav tsum tsom mus rau qhov teeb meem tseem ceeb uas koj cov khoom daws tau. Dab tsi ua rau koj lub zeem muag poob nyiaj txiag, kev ua haujlwm tsis muaj zog, los yog kev sib tw tsis zoo tam sim no? Thaum koj nkag siab qhov ntawd, koj yuav tsum ntsuas seb koj qhov kev daws yuav daws qhov mob li cas. Qhov no txhais tau tias txhais cov yam ntxwv rau hauv cov nyiaj khaws tseg, cov nyiaj tau los, los yog kev pheej hmoo txo. Piv txwv li, es tsis txhob hais, "Peb cov software muaj kev tshuaj ntsuam xyuas siab heev," hais, "Our software's advanced analytics can reduce your operational costs by 15% hauv rau lub hlis, txuag koj $X txhua xyoo, raws li qhia los ntawm Tuam Txhab Y." Cov ntaub ntawv tshawb fawb thiab cov ntawv pov thawj dhau los ua qhov muaj zog heev vim tias lawv muab pov thawj kev sib raug zoo thiab txo qis kev pheej hmoo. Kuv ib txwm sim los nthuav qhia cov "tus nqi ntawm kev tsis ua haujlwm[^10]." Yuav ua li cas yog lawv them don't siv koj txoj kev daws teeb meem? Qhov no feem ntau tuaj yeem tsim qhov tsim nyog ceev ceev. Kawg no, hais txog tej yam yeej luv luv lossis cuam tshuam tam sim ntawd. Cov neeg yuav khoom tab tom nrhiav kev rov qab sai dua.

Vim li cas thiaj yog Kev xa mus thiab Cov Neeg Siv Khoom Muaj Kev Sib Raug Zoo?

Nyob rau lub sijhawm tsis paub meej, kev ntseeg yog nyob ntawm tus nqi. Kev xa los ntawm cov uas twb muaj lawm, txaus siab cov neeg muas zaub yog kub. Lawv nqa hnyav dua li qhov chaw txias txias.

Kev xa mus tsis yog ib qho kev coj ua xwb; it's a pre-validated opportunity. Thaum ib tug neeg saib xyuas los yog cov npoj yaig pom zoo rau koj, nws tam sim tsim kev ntseeg siab. Lub zeem muag twb sov lawm. Lawv feem ntau yuav coj koj hu thiab mloog koj lub suab. Qhov no ua rau luv luv lub voj voog muag khoom thiab txo qhov kev siv zog xav tau piv rau kev nthuav dav txias. I've found that a referral from a happy customer acts as a powerful testimonial, even before I've had a chance to speak. Nws tsim kev ntseeg tam sim ntawd. Don't be afraid to ask for xa mus[^2] los ntawm koj cov neeg siv khoom zoo tshaj plaws. They are often happy to help if you've delivered value. Ua kom muaj kev sib raug zoo nrog cov neeg siv khoom uas twb muaj lawm tsis yog rau kev rov ua lag luam xwb, tab sis raws li qhov chaw tshiab, zoo coj. Lawv kuj tseem tuaj yeem muab cov lus qhia tsis muaj nuj nqis txog qhov kev lag luam huab cua cuam tshuam li cas rau lawv txoj kev lag luam, muab kev nkag siab rau koj rau cov ntsiab lus mob tshiab los daws.

Kev Sib Tham Muag Zoo Li Cas Tam Sim No?

Kev sab laj muag hloov lub hom phiaj los ntawm pitching cov khoom kom nkag siab thiab daws cov teeb meem ntawm cov neeg siv khoom. Hauv kev lag luam nyuaj, txoj hauv kev no yog qhov tseem ceeb tshaj qhov qub.

Kev sab laj muag txhais tau tias koj dhau los ua tus kws pab tswv yim ntseeg siab. Nws pib nrog kev tshawb pom tob. Koj yuav tsum nug ntau cov lus nug thiab mloog ntau dua li qhov ua ntej. Dab tsi ua rau lawv nyob hmo ntuj? Dab tsi yog lawv cov kev ua haujlwm loj tshaj plaws hauv lub hwj chim? Dab tsi yog kev ntxhov siab nyiaj txiag lawv nyob hauv? It's not about jumping in with your product features. It's about understanding their world. Thaum koj muaj daim duab meej, koj tuaj yeem tso koj qhov kev daws teeb meem raws li cov lus teb ncaj qha rau lawv cov teeb meem tshwj xeeb. This might mean customizing your offering or even recommending an alternative if your product isn't the best fit. Kuv lub tswv yim yog qee zaum, muab ncaj ncees, cov lus qhia tsis ncaj ncees, even if it doesn't immediately result in a sale, tsim kom muaj kev ntseeg siab ntev. Qhov kev ntseeg ntawd yuav them cov nyiaj faib tom qab. Hauv kev lag luam nyuaj, cov neeg yuav khoom tab tom nrhiav rau cov neeg koom tes uas nkag siab txog lawv qhov xwm txheej thiab tuaj yeem muab cov kev daws teeb meem tiag tiag, tsis yog lwm qhov chaw muag khoom xwb.

Dab tsi yog qhov tseem ceeb hauv kev hloov kho rau Pab Pawg Muag Khoom?

Tshaj tus kheej cov tswv yim muag[^ 5], pab pawg muag khoom thiab kev coj noj coj ua kuj yuav tsum tau hloov kho sab hauv kom ua tiav hauv kev lag luam nyuaj. Qhov no suav nrog kev sib tw, kev cob qhia, thiab siv cov peev txheej zoo.

Cov kev hloov kho tseem ceeb sab hauv rau cov pab pawg muag khoom suav nrog cov txheej txheem tsim nyog tau txais kev pom zoo los ua qhov tseem ceeb rau cov thawj coj muaj peev xwm, txhim kho kev muag khoom[^11] tsom rau nqe lus pom zoo[^7] thiab kev tuav pov hwm, kev sib raug zoo ntawm kev muag khoom thiab kev lag luam, thiab txhim kho kev siv CRM thiab cov cuab yeej muag muag los txhim kho kev ua tau zoo thiab taug qab cov txiaj ntsig hauv thaj chaw sib tw ntau dua.

Ua ib tug thawj coj, I've learned that a challenging economy isn't just about selling harder. It's about selling smarter, nrog cov cuab yeej zoo dua thiab pab pawg tsom mus ntxiv.

Yuav Ua Li Cas Kev Tsim Nyog Ua Tau Zoo Tshaj?

Kev tsim nyog nruj yog qhov tseem ceeb hauv kev lag luam nyuaj. Lub sijhawm yog cov khoom muaj nqis. Koj tsis tuaj yeem them nyiaj pov tseg rau cov kev cia siab uas tsis zoo li hloov dua siab tshiab.

Hauv kev lag luam nyuaj, cov tsoos BANT (Teem nyiaj, Txoj cai, Xav tau, Sijhawm) kev tsim nyog lub moj khaum xav tau kev txhim kho. Kuv ib txwm ntxiv ib "C" rau "Kev Ua Phem Txhaum Cai." Dab tsi tshwm sim tam sim no uas ua rau lawv xav tau qhov kev daws teeb meem no ceev ceev? Puas muaj hnub kawg ua raws? Kev poob nyiaj txiag tseem ceeb lawv yuav tsum tau nres? Ib qho tseem ceeb ntawm kev ua haujlwm tsis muaj zog? If there's no compelling event, qhov kev txiav txim siab yuav tsum nres. It's also important to verify the budget beyond a simple "yes." Puas yog pob nyiaj pom zoo? Yog nws hloov tau? What are their alternatives if they don't move forward? Kuj, lees paub cov txheej txheem kev txiav txim siab thiab txheeb xyuas txhua tus neeg muaj feem cuam tshuam ua ntej. Leej twg yuav tsum tau kos npe tawm? Dab tsi yog lawv tus kheej kev txhawj xeeb? Kev nqis peev lub sij hawm ua ntej hauv kev tsim nyog nruj yuav txuag lub sijhawm thiab kev ntxhov siab tom qab. Nws tso cai rau cov kws tshaj lij muag khoom tsom mus rau lawv lub zog ntawm cov kev cia siab uas muaj qhov muaj feem yuav raug kaw.

Qhov Kev cob qhia thiab cov cuab yeej yog qhov tseem ceeb?

Kev cob qhia kev muag khoom thiab cov cuab yeej tsim nyog tau dhau los ua qhov tseem ceeb hauv kev lag luam nyuaj. Lawv txhawb nqa cov kws tshaj lij muag khoom los mus rau qhov chaw kev muag khoom[^6] thiab articulate tus nqi zoo.

| Kev cob qhia tsom | Tool

[^ 1]: Kev nkag siab txog cov ntsiab lus mob ntawm cov neeg siv khoom yog qhov tseem ceeb rau kev txiav cov kev daws teeb meem uas cuam tshuam nrog cov neeg yuav khoom, tshwj xeeb tshaj yog nyob rau lub sij hawm nyuaj.
[^2]: Tshawb nrhiav lub zog ntawm kev xa mus thiab yuav ua li cas lawv tuaj yeem txhim kho koj txoj kev muag khoom.
[^3]: Nkag siab txog kev sib tham txog kev muag khoom uas ua ntej cov neeg siv khoom xav tau thiab tsim kev sib raug zoo mus ntev.
[^4]: Tshawb nrhiav yuav ua li cas muab koj cov khoom muag raws li kev daws teeb meem rau cov neeg siv khoom ceev ceev hauv lub sijhawm nyuaj.
[^ 5]: Tshawb nrhiav cov tswv yim muag khoom pov thawj uas tuaj yeem pab koj taug qab cov teeb meem kev lag luam thiab kev sib raug zoo.
[^6]: Tau txais kev nkag siab txog yuav ua li cas kev lag luam cuam tshuam rau kev muag khoom thiab yuav hloov koj cov tswv yim li cas.
[^7]: Kawm paub yuav ua li cas ua khoom siv tes ua thiab sib txuas lus cov lus pom muaj txiaj ntsig zoo uas cuam tshuam nrog cov neeg yuav khoom.
[^8]: Tshawb nrhiav cov tswv yim uas tuaj yeem pab cov kws tshaj lij kev muag khoom hloov mus rau cov teeb meem kev lag luam thiab tau txais cov neeg siv khoom tshiab zoo.
[^9]: Tshawb nrhiav cov txiaj ntsig ntawm kev tswj hwm kev sib raug zoo nrog cov neeg siv khoom uas twb muaj lawm rau cov thawj coj tshiab.
[^10]: Tshawb nrhiav yuav ua li cas los qhia txog kev pheej hmoo ntawm kev tsis ua haujlwm los tsim kev kub ntxhov hauv koj qhov kev sib tham muag.
[^11]: Tshawb nrhiav cov kev qhia tseem ceeb uas tuaj yeem txhawb pab pawg muag khoom kom ua tiav hauv lub sijhawm nyuaj.