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  • Hey guys, this is Steli Efti with Close.io. Every day I get founders to actually send

    嘿,夥計們,我是Close.io的Steli Efti。每天我都會讓創始人實際發送

  • me emails, typically asking for very tactical advice in the sales process.

    我的電子郵件,通常是詢問銷售過程中非常戰術性的建議。

  • A lot of times founder ask me for advice, especially with the deal with really large

    很多時候創始人都會向我請教,特別是與真正的大公司的交易。

  • organizations that have very complex buying cycles.

    購買週期非常複雜的組織。

  • Today Igot an email, I printed it out, because I thought that actually the answer that I

    今天我收到一封郵件,我把它打印了出來,因為我覺得其實我的答案是

  • have is going to be really useful and valuable to hopefully others as well.

    有將是非常有用的和有價值的希望別人以及。

  • So I wanted to record it, right? So I'm going to read you the email real quick.

    所以我想記錄下來,對吧?所以我'要讀你的電子郵件真正的快。

  • Subject line was reading: Sales bakeoff advice Here's what the founders said. She said we

    主題行是這樣寫的銷售烘烤的建議 這是創始人說的。她說我們

  • got invited to do an RFI process. RFI is request for information. A lot of times government

    被邀請去做一個RFI程序。RFI就是索取資訊。很多時候,政府

  • agencies and government bodies will actually send out RFIs so that multiple vendors can

    機構和政府機構實際上會發出RFI,以便多個供應商可以。

  • give them usually tons and tons of information before they narrow down who they want to work

    在他們縮小工作範圍之前,通常給他們大量的資訊。

  • with. But a lot of other large organizations do the same thing.

    與。但其他很多大型機構也是這樣做的。

  • Got invited to an RFI process with a big company. They sent us the criteria they're looking

    被邀請參加一家大公司的RFI程序。他們給我們發來了他們正在尋找的標準。

  • at. Is this going to be a waste of time because they did already decide on a provider and

    在。這將是浪費時間,因為他們已經決定了一個供應商和。

  • just want to go through the motions of having done some diligence? Another thing that makes

    只是想通過做了一些勤奮的工作?另一件事,使

  • me wonder and worry is if the evaluation is in name only, or if the criteria are actually

    我想知道和擔心的是,如果評價是在名義上,或如果標準實際上是

  • really far, because they seem to be somewhat odd, and not super-favorable to choosing us.

    真的很遠,因為他們看起來有些奇怪,並不是超級有利的選擇我們。

  • Can we get them to change their criteria at all?

    我們能讓他們改變他們的標準嗎?

  • So that was the question that I got sent to me today. And here is the answer that I have.

    這就是今天我收到的問題。這就是我的答案。

  • Pick up the damn phone and call them. Right?

    拿起那該死的電話,給他們打電話。對吧?

  • That's the simplest piece of advice I can give you.

    這'是我能給你的最簡單的建議。

  • Here's the biggest challenge that founders have in these kinds of situations. So you

    這裡'是創始人在這種情況下面臨的最大挑戰。所以你

  • get an email, some large organization that would be an amazing customer requests information,

    得到一封電子郵件,一些大型組織,將是一個驚人的客戶請求資訊。

  • and now, you are in your head, worrying, what to do or not to do, how to do what you do,

    而現在,你卻在腦海中煩惱,該做什麼不該做什麼,該怎麼做怎麼做。

  • or you decided not to do, and you're trying to come up with all the answers and all the

    或者你決定不做,你'試圖拿出所有的答案和所有的。

  • solutions in your mind. Which wastes a lot of fucking time. You're

    解決辦法在你的腦海裡。這浪費了很多他媽的時間。你

  • probably going to make mistakes. Because face it, you don't have enough information. She

    可能會犯錯誤。因為面對它,你沒有足夠的資訊。她

  • doesn't have enough information, she doesn't know anything about them.

    不'有足夠的資訊,她對他們一無所知。

  • She read probably a pretty long email and then had to make a lot of assumptions on what

    她讀了可能相當長的電子郵件,然後不得不做了很多假設,對什麼?

  • to do, and now she is second guessing herself if they even should participate in the process

    現在,她正在猜測自己是否應該參與這個過程。

  • or not, or how to actually make this a winning proposition for them, and a deal that even

    或不,或如何真正使這對他們來說是一個成功的命題,和一個交易,即使是

  • has a chance to close.

    有機會關閉。

  • So here is what you need to do when you don't have enough information... your first job

    所以,當你沒有足夠的資訊時,你需要做的是......你的第一份工作。

  • is to get more information. Reply to that email and say:

    是為了獲得更多的資訊。回覆該郵件說。

  • Hey, we're honored to be selected to be part of the RFI process, can we quickly jump on

    嘿,我們很榮幸被選為RFI過程的一部分,我們可以快速地跳上。

  • a ten minute call, we have a few very specific questions to make sure we give you all the

    十分鐘的電話,我們有幾個非常具體的問題,以確保我們給你所有的。

  • information in the best possible way?

    資訊的最佳方式?

  • If they don't want to get on a call with you, just send them a list of questions in the

    如果他們不想和你通電話,只需將問題清單發到他們的郵箱裡。

  • email.

    電子郵件:

  • How did you find us? Why did you decide to include us in the process?

    你是怎麼找到我們的?為什麼你們決定將我們納入其中?

  • How many other vendors are in the process? Do you have examples of winning bids in the

    還有幾家供應商正在進行中?中有中標的例子嗎?

  • past that could guide us in terms of what the most successful way is to give you the

    過去,可以指導我們在什麼方面給你最成功的方式。

  • information you need?

    你需要的資訊?

  • You just send them a list of all the questions that you need, but even better if you can,

    你只要把你需要的所有問題的清單發給他們就可以了,如果可以的話就更好了。

  • don't do that in email, actually jump on a... if there is a phone number in the email, dial

    不要在電子郵件中這樣做,實際上跳上一個......如果有一個電話號碼在電子郵件,撥打

  • that number immediately, call them, and say: "Hey, I just got your email, John. Really

    那個號碼立即,給他們打電話,說:"嘿,我剛剛收到你的電子郵件,約翰。真的嗎?

  • awesome that you guys included us. I need five minutes of your time to ask a few follow

    真棒,你們包括我們。我需要5分鐘的時間來問幾個問題

  • up questions and make sure that we can make a good decision if we want to be part of this

    的問題,並確保我們可以做出一個很好的決定,如果我們想成為其中的一部分。

  • or not."

    或不.&quot。

  • If there is no phone number included just send them a quick reply and say:

    如果沒有包含電話號碼,只需給他們快速回復說。

  • We're honored, we're interested. I need 10 minutes of your time to make sure that we

    我們很榮幸,我們很感興趣。我需要10分鐘的時間,以確保我們的

  • send you the right information and we have enough context to even make a decision if

    向您發送正確的資訊,我們有足夠的背景,甚至可以做出決定,如果

  • we want to be part of this, and how we actually can service you.

    我們想成為其中的一部分,以及我們如何真正為你服務。

  • Get on a call and then ask them all these questions, all the questions she asked me,

    打電話,然後問他們這些問題,她問我的所有問題。

  • she needs to ask them.

    她需要問他們。

  • Hey, how did you come up with selecting us? How many other participants are there?

    嘿,你是怎麼想到要選我們的?還有多少人参加?

  • Is there one of the participants that you guys have been further in the discussion with

    是否有一個學員,你們已經在進一步的討論中。

  • than others?

    比別人多?

  • Right? Let's talk about their criteria. You said that there's ten things that are really

    對不對?我們來談談他們的標準。你說過,有十件事情真的是

  • important to you. Can we go through them really quickly, and can you give me some context

    對你很重要。我們能不能快速地通過它們,你能不能給我一些背景資料?

  • on why these things are important?

    為什麼這些事情很重要?

  • Ask all these questions to actually create the context you need to make a decision.

    提出所有這些問題,實際上是為了創造你做決定所需的背景。

  • Is this really a waste of time or not? Can we win this deal? Is this a good fit for us?

    這到底是不是真的浪費時間?我們能贏得這筆交易嗎?這適合我們嗎?

  • Or not? And if it is a good fit and we're not wasting time, how exactly do we need to

    還是不適合?如果很合適,我們又不浪費時間,那我們到底要怎麼做呢?

  • provide information, how exactly do we need to play this game to win?

    提供資料,我們到底要怎麼玩才能贏?

  • Don't make assumptions! Don't worry about things!

    不要做假設!不要擔心事情!

  • Don't wander off in your mind, what you should and shouldn't do!

    不要在心裡胡思亂想,該做什麼,不該做什麼!

  • Don't even send emails to people, asking them. The smartest people will probably give very

    不要'甚至不要給別人發郵件,問他們。最聰明的人可能會給很

  • dangerous advice. You know, advice is nothing else than limited life experience and overgeneralization.

    危險的建議。你知道,建議無非是有限的生活經驗和過度的概括。

  • My favorite Paul Buchheit quote.

    我最喜歡的保羅記賬名言。

  • Pick up the damn phone, or hit the reply button, and ask the person that got in touch with

    拿起那該死的電話,或者按下回復鍵,然後問那個和你聯繫的人。

  • you to give you more context. Have them answer your questions, before you make a decision

    你,給你更多的背景。在你做出決定之前,讓他們回答你的問題。

  • if you want to go after that large organization, that big company, or not.

    如果你想去追那個大組織,大公司,還是不要。

Hey guys, this is Steli Efti with Close.io. Every day I get founders to actually send

嘿,夥計們,我是Close.io的Steli Efti。每天我都會讓創始人實際發送

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A2 初級 中文 美國腔 郵件 資訊 電子 創始人 供應商 問題

如何應對 RFI? (Request For Information) ("How to respond to an RFI?" (Request For Information) - sales advice by @steli)

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    alex 發佈於 2016 年 05 月 14 日
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