1
00:00:00,466 –> 00:00:01,333
就这个道理
2
00:00:01,333 –> 00:00:02,266
要么你熬死我
3
00:00:02,266 –> 00:00:04,933
要么我熬死你啊
4
00:00:05,700 –> 00:00:09,866
逼逼逼你也得把方案整出来
5
00:00:10,000 –> 00:00:12,100
结果有个老板整到12点半
6
00:00:12,400 –> 00:00:14,133
没整明白啊
7
00:00:14,133 –> 00:00:14,766
不整了不整了
8
00:00:14,766 –> 00:00:15,766
太累了他说放过我吧
9
00:00:15,766 –> 00:00:16,166
放过我吧
10
00:00:16,166 –> 00:00:16,766
你们放心啊
11
00:00:16,766 –> 00:00:18,100
我已经很满意了啊
12
00:00:18,166 –> 00:00:19,066
上你们课太累了
13
00:00:19,066 –> 00:00:19,533
我要我要
14
00:00:19,533 –> 00:00:20,566
我要回酒店了
15
00:00:21,366 –> 00:00:23,166
我们发现他是自己住的房间
16
00:00:23,166 –> 00:00:23,733
回酒店
17
00:00:23,733 –> 00:00:26,300
我们就派一个助教跟着他进了房间
18
00:00:26,700 –> 00:00:29,366
然后把他堵在洗手间里面
19
00:00:29,366 –> 00:00:30,300
坐在马桶上
20
00:00:30,300 –> 00:00:31,100
熬到两点半
21
00:00:31,100 –> 00:00:32,200
把方案搞出来了
22
00:00:33,500 –> 00:00:34,300
啊
23
00:00:34,966 –> 00:00:35,866
掌声鼓励一下
24
00:00:36,200 –> 00:00:38,133
beautiful
25
00:00:40,133 –> 00:00:41,066
这就叫
26
00:00:41,866 –> 00:00:42,966
这就叫负责任
27
00:00:43,700 –> 00:00:45,066
因为你要的是方案
28
00:00:45,866 –> 00:00:47,366
所以把那20套方案讲完了之后
29
00:00:47,366 –> 00:00:47,966
你你你
30
00:00:47,966 –> 00:00:49,400
最起码你的方案出来了
31
00:00:49,900 –> 00:00:52,600
你回去你才能变现呢
32
00:00:52,666 –> 00:00:53,333
来你们告诉我
33
00:00:53,333 –> 00:00:54,133
对还不对
34
00:00:54,333 –> 00:00:55,600
再有你们有没有发现
35
00:00:56,166 –> 00:00:57,166
关于这样的课程
36
00:00:57,166 –> 00:00:58,566
人就不适合很多
37
00:00:58,866 –> 00:00:59,700
如果三四百人
38
00:00:59,700 –> 00:01:00,866
我都不知道怎么讲了
39
00:01:00,866 –> 00:01:01,766
我直接疯了
40
00:01:01,766 –> 00:01:02,700
你知道吗
41
00:01:02,866 –> 00:01:07,066
为什么因为我讲的每一个原理
42
00:01:07,066 –> 00:01:07,733
他们要讨论
43
00:01:07,733 –> 00:01:08,366
他们要分享
44
00:01:08,366 –> 00:01:09,866
他们要自己列自己的方案
45
00:01:11,366 –> 00:01:13,900
你记住他写不出来的东西
46
00:01:14,100 –> 00:01:16,366
他自己总觉得不是方案那
47
00:01:16,900 –> 00:01:17,966
那很纠结的
48
00:01:18,300 –> 00:01:20,366
那你不得引导他把它做出来吗
49
00:01:20,866 –> 00:01:21,666
知道吗
50
00:01:22,066 –> 00:01:22,900
来跟我说
51
00:01:22,900 –> 00:01:23,866
脑袋里的
52
00:01:25,200 –> 00:01:26,066
叫灵感
53
00:01:26,966 –> 00:01:27,933
写出来的
54
00:01:28,166 –> 00:01:29,866
写出来的才是方案
55
00:01:30,966 –> 00:01:32,566
所以现场都要让他写出来
56
00:01:32,566 –> 00:01:34,566
让他列出来啊
57
00:01:34,666 –> 00:01:36,700
你觉得这样还可以吗
58
00:01:37,766 –> 00:01:38,766
现场不让他搞出来
59
00:01:38,766 –> 00:01:39,966
那个灵感不搞出来
60
00:01:39,966 –> 00:01:42,333
回去不好意思忘了
61
00:01:42,533 –> 00:01:43,666
稍纵即逝
62
00:01:43,800 –> 00:01:44,933
来告诉我是不是
63
00:01:45,466 –> 00:01:46,500
那怎么能行呢
64
00:01:47,266 –> 00:01:47,866
啊
65
00:01:47,866 –> 00:01:49,733
你对学习陈老师的核报有兴趣的
66
00:01:49,733 –> 00:01:51,466
举个啊
67
00:01:51,533 –> 00:01:53,000
这个这个课程非常重要
68
00:01:53,000 –> 00:01:53,766
我跟你讲
69
00:01:53,766 –> 00:01:54,800
你这次不学
70
00:01:55,400 –> 00:01:56,700
你要真瞧不上我
71
00:01:56,933 –> 00:01:58,333
你真瞧不上我
72
00:01:58,366 –> 00:01:59,466
你学你不学你
73
00:01:59,466 –> 00:02:00,466
学别的老师的也行
74
00:02:00,466 –> 00:02:00,933
我跟你说
75
00:02:00,933 –> 00:02:02,200
商业模式太重要了
76
00:02:02,200 –> 00:02:02,566
来给我说
77
00:02:02,566 –> 00:02:06,533
商业模式是撬动这个世界的支点
78
00:02:08,266 –> 00:02:11,400
商业模式是一切的起点
79
00:02:11,400 –> 00:02:13,000
是商业一切的起点
80
00:02:14,733 –> 00:02:16,000
起点即是终点
81
00:02:16,166 –> 00:02:17,400
起点即是终点
82
00:02:17,600 –> 00:02:18,400
对啊
83
00:02:18,866 –> 00:02:19,666
所以
84
00:02:19,866 –> 00:02:24,600
新时代赚钱的逻辑发生了巨大的改变
85
00:02:25,166 –> 00:02:27,533
理解吧今天我告诉各位老板
86
00:02:27,533 –> 00:02:28,333
坦率告诉大家
87
00:02:28,333 –> 00:02:30,766
今天最容易赚钱的公司就两类
88
00:02:31,200 –> 00:02:32,866
第一有渠道
89
00:02:33,766 –> 00:02:37,566
如苏宁如爵位
90
00:02:38,133 –> 00:02:41,133
如裕多如陈老师辅导的
91
00:02:41,133 –> 00:02:44,333
有呀如陈老师辅导的九客栈奶茶
92
00:02:44,400 –> 00:02:46,700
如陈老师辅导的鹤翼燕窝
93
00:02:47,300 –> 00:02:48,600
这全陈老师辅导的
94
00:02:48,966 –> 00:02:50,533
都是几百家店
95
00:02:50,533 –> 00:02:52,500
上千家店啊
96
00:02:52,500 –> 00:02:53,300
全这个逻辑
97
00:02:53,333 –> 00:02:55,133
第二个有用户的公司
98
00:02:55,333 –> 00:02:57,466
我有庞大的什么用户
99
00:02:57,933 –> 00:02:59,066
我有庞大的用户
100
00:02:59,700 –> 00:03:01,066
以渠道为中心
101
00:03:01,100 –> 00:03:03,000
你能不能调整你的产品结构
102
00:03:03,000 –> 00:03:04,266
符合渠道的需求
103
00:03:04,333 –> 00:03:06,266
那我想请问你渠道是什么需求
104
00:03:07,400 –> 00:03:09,000
人家为什么做咱家渠道
105
00:03:09,366 –> 00:03:11,300
为人家为什么卖咱家产品
106
00:03:11,300 –> 00:03:12,800
人家为什么做咱家渠道
107
00:03:12,800 –> 00:03:14,100
渠道的需求是什么
108
00:03:15,300 –> 00:03:16,533
渠道需求就两个
109
00:03:17,100 –> 00:03:17,800
来跟我说
110
00:03:17,800 –> 00:03:18,733
产品好卖
111
00:03:19,600 –> 00:03:20,333
来跟我说呀
112
00:03:20,333 –> 00:03:21,366
产品好卖
113
00:03:22,900 –> 00:03:23,800
容易卖好
114
00:03:24,100 –> 00:03:24,800
容易卖
115
00:03:24,800 –> 00:03:25,933
好容易赚钱
116
00:03:26,266 –> 00:03:27,066
容易赚钱
117
00:03:27,866 –> 00:03:29,766
你要设计一个模式
118
00:03:29,766 –> 00:03:31,866
让你的产品变得很好卖
119
00:03:31,966 –> 00:03:33,500
让你的渠道赚钱
120
00:03:33,566 –> 00:03:34,733
赚的很好赚
121
00:03:35,566 –> 00:03:37,500
你的渠道就不会叛变
122
00:03:37,966 –> 00:03:38,966
坦率来说
123
00:03:39,866 –> 00:03:42,700
你的渠道是没有忠诚度的
124
00:03:43,266 –> 00:03:44,733
陈老师的渠道也是
125
00:03:44,733 –> 00:03:47,366
你永远要想着站在渠道的角度
126
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去替渠道思考
127
00:03:49,500 –> 00:03:53,300
帮助渠道解决他的痛点
128
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满足他的需求
129
00:03:55,866 –> 00:03:58,200
各位请问同不同意
130
00:03:59,500 –> 00:04:01,566
第二个以用户为中心
131
00:04:01,800 –> 00:04:03,800
你得调整你的产品结构
132
00:04:04,066 –> 00:04:07,100
更符合用户的需求
133
00:04:08,166 –> 00:04:11,466
符合用户的需求啊
134
00:04:11,466 –> 00:04:13,500
那用户有什么需求
135
00:04:14,466 –> 00:04:17,066
体验感很好
136
00:04:18,100 –> 00:04:21,066
而且还愿意重复
137
00:04:21,700 –> 00:04:23,500
重复消费
138
00:04:24,300 –> 00:04:27,266
所以这是用户的需求
139
00:04:28,066 –> 00:04:31,766
就是用户的需求跟渠道的需求
140
00:04:31,766 –> 00:04:34,300
他是一类需求还是两类需求
141
00:04:35,066 –> 00:04:36,100
一类还是两类
142
00:04:37,200 –> 00:04:38,133
哎仔细回答
143
00:04:38,133 –> 00:04:39,133
一类还是两类
144
00:04:40,100 –> 00:04:40,800
两类需求
145
00:04:40,800 –> 00:04:41,600
举例说明
146
00:04:44,533 –> 00:04:45,700
他是我的用户
147
00:04:46,100 –> 00:04:47,266
就他是我的用户
148
00:04:47,600 –> 00:04:49,500
你来上了我的课
149
00:04:49,933 –> 00:04:50,733
是我的用户
150
00:04:51,100 –> 00:04:52,466
他的出发点是
151
00:04:52,800 –> 00:04:54,400
老师讲的课对我有没有用
152
00:04:55,166 –> 00:04:56,533
能不能帮我落地
153
00:04:57,533 –> 00:04:59,766
老师这个课能不能给我带来方案
154
00:05:00,000 –> 00:05:02,333
老师的课能不能有融资方案
155
00:05:02,966 –> 00:05:04,266
有招商方案
156
00:05:04,600 –> 00:05:06,133
呃把模式整出来
157
00:05:06,333 –> 00:05:07,166
站在用户的角度
158
00:05:07,166 –> 00:05:08,066
这是不是用户的需求
159
00:05:08,066 –> 00:05:09,066
对不对对
160
00:05:09,166 –> 00:05:11,133
结果呢它是我的渠道
161
00:05:11,666 –> 00:05:12,566
啥叫渠道呢
162
00:05:12,566 –> 00:05:16,133
就是他身边有很多老板的资源
163
00:05:16,366 –> 00:05:17,200
他是做什么呢
164
00:05:17,200 –> 00:05:18,400
他是商会的会长
165
00:05:18,700 –> 00:05:20,566
他是啊
166
00:05:20,966 –> 00:05:25,500
某某代理型渠道型培训公司的老板
167
00:05:26,133 –> 00:05:28,966
他呢有很多爱学习的老板的资源
168
00:05:29,400 –> 00:05:31,133
那他的需求是啥
169
00:05:31,133 –> 00:05:32,200
他的需求是
170
00:05:32,600 –> 00:05:35,133
他想把他的老板带到陈老师的课堂上
171
00:05:35,500 –> 00:05:37,366
报课他能挣钱
172
00:05:37,533 –> 00:05:38,066
来告诉我
173
00:05:38,066 –> 00:05:39,300
是不是这个道理是
174
00:05:39,333 –> 00:05:43,066
所以我在讲课的过程当中
175
00:05:43,066 –> 00:05:45,133
既得满足他的需求
176
00:05:45,200 –> 00:05:46,933
还得满足他的需求
177
00:05:46,933 –> 00:05:49,300
就是我既要满足b端需求
178
00:05:49,300 –> 00:05:50,300
还要满足什么
179
00:05:50,700 –> 00:05:51,533
c端需求
180
00:05:51,666 –> 00:05:55,200
举例说明我讲课讲的再好
181
00:05:55,700 –> 00:05:57,900
非常好只是满足了c段需求
182
00:05:57,900 –> 00:05:58,700
可是呢
183
00:05:59,266 –> 00:06:00,166
没有成交
184
00:06:00,600 –> 00:06:02,500
挂蛋没有报名的
185
00:06:02,533 –> 00:06:05,100
我靠人家给你带了好几个老板
186
00:06:05,300 –> 00:06:06,766
一个报后边课的都没有
187
00:06:07,500 –> 00:06:08,966
这就没有满足弊端
188
00:06:09,066 –> 00:06:12,266
能够把我的课程当做一个赚钱的项目
189
00:06:12,266 –> 00:06:13,600
让他赚钱的需求
190
00:06:13,600 –> 00:06:15,533
那请问他还愿不愿意跟我合作
191
00:06:15,533 –> 00:06:16,766
他愿不愿意给我介绍客户
192
00:06:16,766 –> 00:06:17,566
还愿不愿意
193
00:06:18,300 –> 00:06:19,366
就不愿意了
194
00:06:19,933 –> 00:06:21,266
理解吗来
195
00:06:21,266 –> 00:06:22,100
同意的请举手
196
00:06:22,800 –> 00:06:25,466
所以你得满满足两者需求
197
00:06:25,466 –> 00:06:26,166
理解了吗
198
00:06:26,166 –> 00:06:27,333
因此各位
199
00:06:27,333 –> 00:06:29,100
过去以产品为中心
200
00:06:29,933 –> 00:06:32,333
你只有两条路
201
00:06:33,266 –> 00:06:34,500
第一个叫低成本
202
00:06:35,333 –> 00:06:36,800
第二个叫差异化
203
00:06:37,566 –> 00:06:38,366
低成本
204
00:06:39,333 –> 00:06:40,533
要成本领先
205
00:06:40,866 –> 00:06:42,933
就是你想靠产品赚钱
206
00:06:42,933 –> 00:06:43,966
不是不可以
207
00:06:43,966 –> 00:06:46,133
各位亲爱的同学们
208
00:06:47,166 –> 00:06:50,200
要么你就把成本降到最低
209
00:06:51,866 –> 00:06:54,900
你有富士康的成本优势吗
210
00:06:55,366 –> 00:06:56,700
你有那样的量吗
211
00:06:56,866 –> 00:06:57,533
你有没有发现
212
00:06:57,533 –> 00:06:58,200
在这个世界上
213
00:06:58,200 –> 00:06:59,866
你的产品不管卖的多便宜
214
00:07:00,066 –> 00:07:02,100
仍然有人比你更便宜
215
00:07:02,800 –> 00:07:03,866
来告诉我是不是
216
00:07:04,666 –> 00:07:08,700
所以你以产品为中心赚钱只有两条路
217
00:07:09,400 –> 00:07:12,400
第一条路来跟我说成本领先
218
00:07:14,133 –> 00:07:16,500
第二条路跟我说价值创新
219
00:07:18,400 –> 00:07:21,700
成本领先是想尽一切办法
220
00:07:21,700 –> 00:07:24,466
把咱家产品的价格卖得更低
221
00:07:24,766 –> 00:07:28,566
而价值创新是想尽一切办法
222
00:07:28,566 –> 00:07:31,166
把咱家产品的价格卖得更贵
223
00:07:32,500 –> 00:07:33,733
你是品牌吗
224
00:07:33,733 –> 00:07:34,933
你是IV吗
225
00:07:34,933 –> 00:07:36,166
你是爱马仕吗
226
00:07:36,166 –> 00:07:37,366
你是Gucci吗
227
00:07:37,366 –> 00:07:40,133
你不是你是苹果华为吗
228
00:07:40,133 –> 00:07:42,766
你不是所以你不是品牌
229
00:07:42,766 –> 00:07:45,366
你没办法把你产品的价格卖的更贵
230
00:07:46,100 –> 00:07:48,666
你没有量的优势
231
00:07:48,700 –> 00:07:51,166
你没有供应链的优势
232
00:07:51,333 –> 00:07:53,900
你没有产能的优势
233
00:07:53,900 –> 00:07:57,666
因此你的成本又无法达到极致
234
00:07:57,666 –> 00:07:59,700
你又没法把价格卖的更低
235
00:07:59,733 –> 00:08:03,066
所以说你的产品品牌没有优势
236
00:08:03,733 –> 00:08:05,566
成本没有优势
237
00:08:05,700 –> 00:08:08,500
所以说你今天卖更贵了
238
00:08:08,500 –> 00:08:09,300
别人不买
239
00:08:09,366 –> 00:08:10,400
卖更低了
240
00:08:10,500 –> 00:08:11,333
你不赚钱
241
00:08:11,333 –> 00:08:12,566
还有比你更低的
242
00:08:12,566 –> 00:08:13,466
所以你会发现
243
00:08:13,466 –> 00:08:15,300
你只要靠产品来赚差价
244
00:08:15,300 –> 00:08:18,300
你就面临最大的问题是高不成低不就
245
00:08:18,333 –> 00:08:20,333
卖的低他妈的比你还有更低的
246
00:08:20,333 –> 00:08:22,266
卖的贵那客户还不买单来
247
00:08:22,266 –> 00:08:23,333
请问是不是这个逻辑
248
00:08:24,166 –> 00:08:25,333
所以我教你换刀呀
249
00:08:25,733 –> 00:08:28,933
不要再不要再站在产品的角度了
250
00:08:29,800 –> 00:08:30,600
所以
251
00:08:30,800 –> 00:08:35,600
微商交易的核心结构是推广方式变了
252
00:08:35,600 –> 00:08:38,066
微商渠道结构变了
253
00:08:38,100 –> 00:08:38,766
没有省代
254
00:08:38,766 –> 00:08:39,700
没有地带没有现代
255
00:08:39,700 –> 00:08:40,133
没有总代
256
00:08:40,133 –> 00:08:41,166
不用开门店
257
00:08:41,333 –> 00:08:42,800
靠人人人推广
258
00:08:42,800 –> 00:08:43,666
人人分享
259
00:08:44,166 –> 00:08:45,100
人人传播
260
00:08:45,533 –> 00:08:48,700
开发了客户背后的四大功能经营功能
261
00:08:48,700 –> 00:08:51,000
传播功能消费功能投资功能
262
00:08:51,800 –> 00:08:54,966
所以招商有四件非常重要的战略
263
00:08:54,966 –> 00:08:57,400
招商招商有四大战略
264
00:08:58,133 –> 00:08:59,666
第一什么叫战略
265
00:08:59,933 –> 00:09:01,166
各位仔细听啊
266
00:09:01,500 –> 00:09:03,300
战略就是取舍
267
00:09:03,900 –> 00:09:05,266
战略就是布局
268
00:09:05,666 –> 00:09:09,400
战略就是做什么和不做什么
269
00:09:09,766 –> 00:09:13,533
战略是站在未来看当下
270
00:09:13,666 –> 00:09:16,300
战略不是未来做什么
271
00:09:16,300 –> 00:09:18,866
而是今天做什么才有未来
272
00:09:19,733 –> 00:09:22,400
你把这句话好好悟一下
273
00:09:22,400 –> 00:09:24,066
把它写上来
274
00:09:24,066 –> 00:09:28,533
跟我说战略不是未来做什么
275
00:09:29,666 –> 00:09:31,333
而是今天做什么
276
00:09:32,733 –> 00:09:34,000
我才有未来
277
00:09:36,400 –> 00:09:37,866
你今天不学商业模式
278
00:09:37,866 –> 00:09:38,866
还有未来吗
279
00:09:39,500 –> 00:09:41,533
你今天不做招商
280
00:09:41,800 –> 00:09:43,166
还有人帮你卖吗
281
00:09:43,533 –> 00:09:44,966
你今天不做融资
282
00:09:45,100 –> 00:09:46,533
你账上还有钱吗
283
00:09:47,333 –> 00:09:48,766
如果没有
284
00:09:48,766 –> 00:09:50,066
那你应该怎么做
285
00:09:50,100 –> 00:09:51,366
你懂得
286
00:09:52,300 –> 00:09:53,133
你懂得
287
00:09:54,000 –> 00:09:56,200
所以说你要明白
288
00:09:56,733 –> 00:09:57,800
这就叫战略
289
00:09:59,000 –> 00:10:02,466
所以战略不是未来做什么
290
00:10:02,466 –> 00:10:04,333
而是今天做什么你才有