望梅止渴把客户带入他熟悉的情景中（Hope the customers into his familiar scene）.docVIP

望梅止渴把客户带入他熟悉的情景中（Hope the customers into his familiar scene） How do you deal with driving in snowy days? If the car helps you fix the wheel automatically, can it help you? If it could fix you 100 times per second, wouldnt you worry about turning over? Bringing customers into his familiar situations will make it easier for customers to accept your product. How do you present your product and proposal during the sales process? A lot of people are sure to think, Im good at it. As sales, Ive been doing it all day long.. Boast of your product, boast of your service, and boast of your company. This is the basic skill of sale. Who will not? But is that so? Its easy to say, but its hard to say good. What you say is not important, what matters is what you say, and most of all, what customers hear. So, say this matter, or to customer centered, even if you and your product every day love, even if your product is omnipotent, the best in the world. Two principles to be aware of Only customers know what they want He knows the best about the customer, not you. The experience gained at one customer is difficult to move to another. This rule reminds us: 1., the problem of customer approval is the problem, you do not think it is. Even if other customers have this problem, at this time the customer does not, and that is not; 2., the customer approved the program is the only one he knows whether this really solve the problem, the program has not been confirmed only a pile of waste paper; 3. only customer approved value is value, only your product can provide. Value is the result of the customers use of the product, but you may not be so clear about how the customer uses the product. For example, you say that your server is small and does not occupy space, but the customer said it has just built a large computer room, so you still have the value of this feature? People value what they say and what they draw, not what they are told Thats pretty good to understand. Thats the way people ar