冷外联（Cold Outreach）的运作公式
1 分•作者: shoman3003•4 个月前
这是一个我发明的公式，用来帮助我向团队沟通销售的运作方式……它很简单，但请相信，没有人能破解它；即使是顶尖人才也一样：
销售 = 价值 * 信赖
如果信赖为 0，无论产品多好，都不会成交。
如果价值为 0，即使是你的家人也不会购买。
我们都理解价值，这得益于我们的教育背景，但更难理解的是信赖。我们比普通人更具理性思维，所以我们倾向于认为人们信赖他们自己的逻辑。我们比普通人更“书呆子气”，所以我们倾向于假设人们会因为产品有趣而选择购买。但遗憾的是，事实并非如此：
信赖 = 历史 * 互惠
如果你与某人有很长的合作历史，并且你没有亏欠他们，他们很可能会购买。
如果他们不认识你，并且你没有亏欠他们任何东西，他们就不会购买。
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This is an equation i invented to help me communicate how sales work to the team...it's simple but trust that nobody can hack it; even the unicorns:<p>outreach = value * trust<p>if trust is 0, no matter how good the product is, no sale.<p>if value is 0, even your own family will not purchase.<p>But we all understand value considering our schooling, what is harder for us to understand is trust. We are much more intellectual than the average person, so we tend to think that people value and trust their own logic. We are much nerdier than the average human, so we tend to assume people choose products based on how interesting it is. Sadly, they don't:<p>trust = history * UoMe<p>if you have a lot of history with someone & you are not indebted to them, they most likely will buy.<p>if they don't know you & they owe you nothing, they won't buy