Pain spot, it is the inducement of all sale, it is all commerce and everything more of the product instigate at all dot.
The pain spot thinking in sale, it is thinking of a kind of problem substantially.
Before pain spot is solved, it is a problem, it is unwell, painful to mean, complain, estrangement, difference, misunderstanding.
After pain spot is solved, it is good luck, mean comfortable, opportunity, business chance, manage consistent, collaboration, money.
Pain spot sale, compare to price of the price, character, brand, sex in the light of the client, the pain spot of salesperson, after service, adopt respectively persuade strategy, move client, close to its are made buy a decision.
Before client pain spot is solved, it is a problem, the client is painful, painful be illogical. At this moment, sale just is couldn't get with the contradiction between the client dissolve, estrangement is couldn't get eliminate, bring about mutual plan, beware of, trade cost raises, mutual between be in a kind of wasteful condition.
Dissolved user pain spot, the problem disappears, the trouble of the user is dissolved, general rule indolence, clinch a deal the opportunity comes, bilateral degree of belief promotes, trade link simplifies, trade cost is reduced, double gain final result, everyone is happy.
Simple for, pain spot is a client the problem that encounters between normal life, kink and complain, if this thing is not solved, he is met all over uneasy, the meeting is very torturous.
Sale job wants to do, discover a certain problem namely, solve a certain problem next, final hall and of emperor, put forward politely, tell customer: "I can help you solve this problem, if you have this problem, choose me. Choose me..
Hold the company sale that prohibits client pain spot, be in namely blind work. Tell from particular significance, discover client pain spot, the sale strategy that compares a company is mainer. Discovering what pain spot solves is the issue that affects way. Directional mistake, no matter strategy of what kind of sale and sale are carried out, the anticipation that realizes an enterprise hard purpose.
How to hold the pain spot of the user? Give authority " superexcellent query " mode, "Superexcellent query " 3 phase mode: "Why / suppose... meeting how / how ability " , namely --
The first, why can the user have such anguish (no-go, complain, malcontent) ?
The 2nd, if was I done... how is the user met (is the meeting satisfactory? Surprise? Shriek? Buy sheet? )
The 3rd, how do I do ability to implement such tentative plan next then?
Internet times, the pain spot in discovering the client is consumed is not difficult, difficult is to search to dig pain spot accurate pain spot, greatly, because not be every pain spot is corresponding valuable market opportunity. Seeking accurate pain spot is the first pace only, the enterprise should combine oneself resource advantage to offer corresponding " acetanilide " plan, go out sale of success of this kind of solution.
"Drop drop takes a taxi " go up oneself since the line, upgrade ceaselessly newer business mode: Drop of express of drop of suitable windmill of drop of special of drop of drop drop taxi, drop, drop, drop, drop is acting drive, drop drop spells a car... after the line on module of every new business, can open the market very quickly, welcome by the client. The reason with its successful sale is very simple -- stamp became medium people goes a pain spot with take a taxi difficult, difficult daily. "Drop drop takes a taxi " differ in the light of the client just about the pain spot of the level, rolled out what have distinguishing feature each to give a pattern continuously, solved a client to give a difficult issue. Such, drop drop takes a taxi occupational market also is in expected.
The effect way fact that is based on client pain spot is held, have 3 move normally.
The first pace: Diagnostic pain spot.
Of sale of a few companies decision-making often be a basis " we want how to be done " , is not " the client wants us how to be done " . Actually, to company sale, the place feeling place that truly valuable is a client thinks, the ultimate goal of diagnostic client pain spot also is to satisfy client requirement, gain the market. The station thinks in client angle problem, the enterprise can choose which gift more easily is a client most the pain spot that care about, thereby managing and decision-making cost, make correct sale quickly decision-making.
The 2nd pace: Highlight difference.
The essence of pain spot is to be based on contrast. For instance, exorbitant to the expectation value of product or some service, and the product that buys actually or service fail to reach value of this kind of expectation, its are fall as a result. This kind of fall that comes by contrast, meet a client bring anguish. Sale personnel should be based on contrast, find the difference of company product, service and high-quality goods, abstract advantage of dissimilation bussiness trip, just move more easily client.
The 3rd pace: Proof accrual.
The poor dissimilation value that wants figure to be able to bring a client specificly product, service, accrual is revealed come out, is not pure description. System of industrialization of 5F strategy sale, be about to in April 13, 14, 15 days weigh begin school in Tianjin grand, whole journey of presiding and advisory Mr. Jiang Tong gives China person of outstanding ability in person, expect please!
