Hello, I am Li Liheng.
Welcome and I enhance sale power together, your issue on the belt comes the solution is sought here.
Hello, I am Li Liheng.
What I should bring to everybody today is sale concept, about how deepness explores client demand.
Respecting this client demand, a lot of people are talking how to hold the pain spot of the user.
Then alleged pain spot is rigid, the demand that can quantify, so the user has strong feeling to its, so, once capture,perhaps found this pain spot, that had what undertake interacting with the client to cut a point. Was equal to have demand at the client, then made opportunity of a sale, also had incidentally do well the pass that the user concerns.
Pain spot thinking does not have a fault admittedly, very important also, but inside whole sale thinking pain spot is not all. If staring at this merely,the point looks, often meet have one's view of the important overshadowed by the trivial, be immersed in a kind of thinking go among situation surely. Internet times user important, because once formed a large number of users,collect the scope effect that rise,be, consequence is highlighted came out, the value of the product also can be magnified by exponential level land, the gain of later period and change to be met now success will come when conditions are ripe.
Good, so 3 kinds of in decoding sale thinking namely common demand kinds that I want this first phase to be shared with everybody.
Above all, first popular science in sale opportunity of so called demand, what does that still have besides pain spot?
From sale angle for, 3 are nodded, it is respectively: Pain spot, urticant dot and excitement are nodded.
What does that have to distinguish between them?
Have of course.
So called pain spot, must want in time to solve immediately namely.
It has a kind of sense of urgency to be inside, be like you to indissoluble go anything but, also be the basiccest.
It is now e.g. you in desert, you are thirsty, you need to drink water, this moment does not have water you can die yearningly. The physiology demand with this thirsty moment is equal to the pain spot that is you. And you give this moment a bottle of his water, waited to solve the pain spot of the user then, satisfied this his requirement.
Bit more urticant, what is bit more urticant?
Itch the dot wants namely, but also did not go. Urticant dot is to make consumer heart want mediumly, go satisfying him that wants, it is contented it is a kind of depth with consumer better pursuit second desire.
Still be that case for instance, you go inside desert, thirsty, can this moment resolve your demand to a bottle of your water? Agree to will surely be solved, because you are thirsty, the water that drink bottle is good. But if this moment has a bottle of coke? Can you choose water or coke? Can then you choose coke? Because of this moment you can feel coke is the requirement that satisfied you better, and this demand is to compare in front that water is more farther, you can feel better quite.
That what is bit more excited?
Excitement is nodded even if had this east east later, instant letting a person feels very Exciting.
E.g. , still be you crossing thirsty goes in desert, and this moment not just I give you a bottle of coke, and the coke that I still give you a bottle of iced, coke adds ice, and it is coke adds ice not just, and you open that discovers your win a prize in a lottery momently, I send you a camel, let you need not be in desert pedestrian wade.
That is this bit more excited.
Good, so for the angle from demand, pain spot attributes the demand that makes fundamentality namely, urticant dot attributes expectation namely model demand, and the demand that excited dot is shriek sex.
Good, what is fundamentality demand?
Correspondence arrives client here, it is basic need, most of the foundation, also make that part that just wanted. The basiccest, not was no good, indispensable.
So return a product, the product that is you must some effect, that has this function, the user won't feel excited, but you do not have this function, you this product is inextricability also a such pain spot.
E.g. you do Internet banking, you cannot say you this product did not pay a function, how didn't you pay a function to satisfy an user to buy the demand of financial product? E.g. you make direct seeding product, you product of this direct seeding, do not have method direct seeding e.g. the user, so you see the demand of direct seeding how possibly with the mobile phone? Make company service e.g. you, your product is IT tool, if the user cannot pass a mobile phone to use, how that can satisfy the requirement that the user is operated through the mobile phone? It is this meaning.
The 2nd is expectation model demand.
Expectation demand is to build the base in fundamental demand over, the rise in value that offers for the user serves, it is to attribute the demand that perfect. You had it, the user is very happy, without it the user also won't condemn a woman.
Make the product of a browser e.g. you, you can open a webpage not only, and the webpage opens speed to still can be held out fast, and systematic natural resources takes up little, the interface is more concise also. That opens a webpage is to attribute main demand, so systematic natural resources takes up little, the interface is concise the expectation that attributes an user namely demand.
Good, so what is excited model demand?
Excitement demand, want to be able to talk about the G of the user to nod easily namely, let client feeling: Wow oh! Still have this kind of function actually!
That still is a browser for example this case, your browser can open a webpage not only, open speed to exceed at the same time fast, this interface is concise, systematic natural resources takes up very little, the key is to return can screen advertisement, do you feel this time very Exciting?
So corresponding arrive among sale setting, it is the opportunity that any can satisfy client requirement, have the opportunity that clinch a deal actually, that in other words, you capture the demand of any client, OK.
Make great efforts truly inside the sale so do not depend on selling, and depend on digging.
What to dig?
That affirmation is not excavation, also not be to dig mine, it is mining demand.
So above the opportunity dot of the type of 3 kinds of demand that we had mentioned and corresponding 3 demand backside, it is need we go to deepness disentombing among the process in the sale ability goes finding, it is to build communicating for a long time and over foundation of deepness explore target-seeking.
So, dot of the wants a client namely demand that you should make in the sale and this opportunity and your product makes a parallel connection. Simple for namely: What kind of client demand and demand are nodded, I offer what kind of product. Again a bit tougher view is: No matter your what needs demand of sue for peace to nod, my product can all is done calm.
That is this meaning, that also has such ability to speak of a dot going up only, one sword seals larynx, otherwise you with respect to deviate orbit, talk nonsense.
With going we are in the inchoate product in A exemple, so the main demand of some clients is: I should enlarge my export trade opportunity, the information content that the pain spot because of him is him is too little, that corresponding demand is I want more information.
So return some client, he is to say to want to enlarge export trade opportunity not just, need more information, he still wants to raise oneself to be spent in the major of foreign trade domain. This demand itchs namely actually dot, so our product still can give him more grooming service, can satisfy him so this urticant dot.
That still has more special client: "Above, go, it is good of course to have, but I most those who let my excitement and scream is not these, however I want to learn how to become big company with your Alibaba, how to go running a company. How to go running a company..
Be in so in the past among the experience of our sale, you can discover, actually dots of any a kind of demand are cut, can sign actually about, can bring clinch a deal, because the client's need is different.
The demand of the oneself that says every client so he is different, so corresponding the market space of the product to you and service and combination are different.
So be based on pain spot, urticant dot and excited dot and 3 kinds big demand type, we very realised clearly a bit, it is demand of user of so called mining, what is those who dig after all.
Because a lot of Sales are in,this part did not work right. Look in me even, it is to do not have art of composition more very, without train of thought, do not have strategy more. Actually you are mixed around pain spot, urticant dot namely excited dot, go judge and analysing a client to be opposite which most cold, be opposite which most have fun at.
And the process that digs demand matchs namely actually, the process of conjugate, it is the product with you has pair. That spoken parts in an opera the product that is you cannot be all-purpose, right? There also is such product on the world, if have, this affirms even if we exaggerate it. You say to have a such products whats can satisfy you, this affirmation is impossible, that is to have certainly most economic effect is best and first-rate.
Then we should do should find that namely the most appropriate match a feature, the conjugate that finish.
That as to how to dig demand, we have detailed introduction in advanced face first phase, here did not say, because this is a thing.
Go up from theory so for, any product correspondence arrives client demand, have actually so called optimal match. So right Sales, mastered this so called optimal after matching, can install standardization a series of the way that digs demand and method, that includes word method.
And inside the sale mode with oriented demand, deciding what clinch a deal finally often is this thing, at least it is occupied comparing is the biggest.
Also have exception of course, on big probability for, if your product is insoluble perhaps satisfy me among them a demand, actually this kind of probability that clinch a deal often is lower, and this I need everybody to must realise.
Good, then we sum up this to the knowledge of first phase is nodded and reduce ability surely finally.
Two knowledge nod:
One is type of 3 kinds of demand, it is fundamentality demand respectively, expectation demand and excitement demand.
The 2nd, 3 demand opportunity nods: Pain spot, urticant dot and excitement are nodded.
One reduces ability surely: The product value that a client demand and demand dot and you should be good at in the sale does not to have seamed join, become a line repeatedly, finish without seamed conjugate.
Knowledge is a manner, skill is experience, strategy is the biggest productivity that wisdom sells.
From now on, do a sale that has strategy to win the home together with me!
