1
00:00:00,100 –> 00:00:00,900
耶
2
00:00:11,466 –> 00:00:13,100
好请坐来
3
00:00:13,100 –> 00:00:14,866
各位亲爱的同学们
4
00:00:14,866 –> 00:00:16,933
大家晚上好
5
00:00:17,300 –> 00:00:18,100
好
6
00:00:18,533 –> 00:00:21,600
这个我们今天呢把招商讲完之后呢
7
00:00:21,966 –> 00:00:25,333
今天晚上会有很多
8
00:00:26,800 –> 00:00:30,000
非常非常重要的作业就是
9
00:00:31,733 –> 00:00:35,166
很多问题的答案不在我这里
10
00:00:35,533 –> 00:00:37,466
而在你这里
11
00:00:37,566 –> 00:00:42,866
因为你最清楚你需要解决什么问题
12
00:00:42,900 –> 00:00:44,266
那我想请问你
13
00:00:44,333 –> 00:00:47,800
你觉得是发现问题更容易
14
00:00:48,000 –> 00:00:51,066
还是解决问题更困难
15
00:00:55,200 –> 00:00:58,366
是解决问题难还是发现问题难
16
00:01:00,266 –> 00:01:01,066
啊
17
00:01:02,000 –> 00:01:03,100
解决问题难
18
00:01:04,533 –> 00:01:06,166
同意解决问题难的请举手
19
00:01:07,133 –> 00:01:07,366
好
20
00:01:07,366 –> 00:01:08,166
手放下
21
00:01:08,266 –> 00:01:09,900
同意发现问题难的请举手
22
00:01:10,566 –> 00:01:11,566
好手放下
23
00:01:11,733 –> 00:01:12,700
我再问你
24
00:01:13,133 –> 00:01:15,366
招人难还是遇人难
25
00:01:17,133 –> 00:01:18,966
育人难还是用人难
26
00:01:20,766 –> 00:01:22,400
用人难还是留人难
27
00:01:23,666 –> 00:01:24,533
上次一个老板说
28
00:01:24,533 –> 00:01:25,533
陈老师你别说了
29
00:01:25,533 –> 00:01:26,500
这都挺难
30
00:01:29,700 –> 00:01:36,066
对发现问题比解决问题更困难
31
00:01:36,733 –> 00:01:37,533
因为
32
00:01:38,066 –> 00:01:41,866
你已经对你现在的问题解决了很多
33
00:01:42,000 –> 00:01:44,566
但是你发现无效
34
00:01:44,766 –> 00:01:46,133
效果不佳
35
00:01:47,166 –> 00:01:47,700
各位有没有
36
00:01:47,700 –> 00:01:49,200
有没有发现这个问题
37
00:01:49,200 –> 00:01:52,366
有没有你东试试西试试
38
00:01:52,466 –> 00:01:55,466
最后发现效果非常好
39
00:01:55,466 –> 00:01:57,066
还是效果不理想
40
00:01:58,066 –> 00:02:00,266
对解决问题效果不理想啊
41
00:02:01,000 –> 00:02:02,100
所以我们会给你布置作业
42
00:02:02,100 –> 00:02:03,500
你晚上要认真做作业
43
00:02:03,600 –> 00:02:04,500
这很重要
44
00:02:04,966 –> 00:02:07,500
刚才在电梯里碰到一个同学
45
00:02:07,566 –> 00:02:09,066
他说陈老师
46
00:02:09,200 –> 00:02:11,966
你你你一直讲你的咨询啊咨询啊咨询
47
00:02:11,966 –> 00:02:13,300
你咨询是什么意思
48
00:02:14,200 –> 00:02:15,566
我说咨询呢
49
00:02:16,266 –> 00:02:18,266
他就是就这么说吧
50
00:02:18,266 –> 00:02:21,733
我说呃课程呢
51
00:02:22,566 –> 00:02:26,766
相当于给你吃个保健品
52
00:02:27,533 –> 00:02:28,600
吃个保健品
53
00:02:29,000 –> 00:02:33,366
咨询呢相当于给你做个小微创手术
54
00:02:34,166 –> 00:02:35,200
大概可以这么理解
55
00:02:35,200 –> 00:02:38,300
比如说一个女人让自己变美
56
00:02:38,666 –> 00:02:40,933
让自己皮肤变美有几种方式
57
00:02:40,933 –> 00:02:42,733
比如说第一个敷面膜
58
00:02:43,200 –> 00:02:45,333
第二个涂护肤品
59
00:02:45,566 –> 00:02:47,733
第三个这个
60
00:02:49,000 –> 00:02:51,133
呃这个化妆
61
00:02:51,900 –> 00:02:54,266
呃第四个呃
62
00:02:54,400 –> 00:02:54,966
抛光呃
63
00:02:54,966 –> 00:02:55,966
不是抛光那个
64
00:02:56,666 –> 00:02:57,300
不是
65
00:02:57,300 –> 00:02:58,066
不是那个
66
00:02:58,066 –> 00:02:58,866
叫什么
67
00:02:59,933 –> 00:03:00,733
水水
68
00:03:00,800 –> 00:03:01,900
水光针
69
00:03:02,866 –> 00:03:05,166
水光针还有什么方法
70
00:03:06,533 –> 00:03:08,066
啊玻尿酸
71
00:03:09,466 –> 00:03:10,466
不就玻尿酸吗
72
00:03:10,466 –> 00:03:11,700
对是不是嘛
73
00:03:11,700 –> 00:03:14,766
对那同意的举个啊
74
00:03:15,466 –> 00:03:19,866
对那哪种方式最好呢
75
00:03:20,266 –> 00:03:22,133
其实因人而异
76
00:03:22,900 –> 00:03:23,600
因人而异
77
00:03:23,600 –> 00:03:24,300
告诉我是不是啊
78
00:03:24,300 –> 00:03:25,100
是
79
00:03:25,500 –> 00:03:27,533
就是那有人呢
80
00:03:27,533 –> 00:03:30,000
他他就敷个面膜啊
81
00:03:30,200 –> 00:03:32,100
他就把皮肤变变好了
82
00:03:32,100 –> 00:03:33,733
变白了然后
83
00:03:33,766 –> 00:03:34,900
那有些人呢
84
00:03:34,966 –> 00:03:36,866
就是化个淡妆啊
85
00:03:36,866 –> 00:03:37,900
那有些人啊
86
00:03:38,133 –> 00:03:39,266
洗面奶洗一洗啊
87
00:03:39,266 –> 00:03:43,100
没事就这个这个美美容啊
88
00:03:43,100 –> 00:03:44,166
那有些人呢
89
00:03:44,200 –> 00:03:45,866
面部微调一下
90
00:03:45,866 –> 00:03:46,900
搞个线雕
91
00:03:46,900 –> 00:03:47,766
搞个微调
92
00:03:48,466 –> 00:03:49,566
就越来越好了
93
00:03:49,566 –> 00:03:52,066
那因此什么叫咨询案呢
94
00:03:52,300 –> 00:03:54,500
咨询案就是老师
95
00:03:54,866 –> 00:03:57,300
手把手的帮你
96
00:03:57,366 –> 00:04:00,400
把方案跟你共同的梳理出来
97
00:04:00,400 –> 00:04:01,200
这就叫什么呢
98
00:04:01,200 –> 00:04:04,100
这就叫咨询案啊
99
00:04:04,100 –> 00:04:08,100
那所以我简单给你介绍一下就是
100
00:04:08,133 –> 00:04:10,566
所以有有一些同学好像说
101
00:04:10,566 –> 00:04:12,500
老师我我我也不差钱
102
00:04:12,600 –> 00:04:14,366
你呢你给我干了得了
103
00:04:15,000 –> 00:04:16,333
那其实呢
104
00:04:16,333 –> 00:04:17,733
还不是我给你干的
105
00:04:17,800 –> 00:04:22,733
因为我对你最大的价值是方案
106
00:04:22,966 –> 00:04:24,000
还是那句话
107
00:04:24,200 –> 00:04:25,666
如果我能干的话
108
00:04:25,666 –> 00:04:26,733
那我还讲吗
109
00:04:26,733 –> 00:04:27,566
因为我干不了
110
00:04:27,566 –> 00:04:28,666
所以我才讲啊
111
00:04:28,766 –> 00:04:31,200
你你还没明白我讲话多实在吗
112
00:04:31,733 –> 00:04:33,600
多么实在和真实的老师啊
113
00:04:33,600 –> 00:04:36,333
在你面前像裸体一样毫无保留
114
00:04:36,566 –> 00:04:37,800
你们说对还是对啊
115
00:04:38,400 –> 00:04:39,200
啊
116
00:04:39,333 –> 00:04:41,300
就是就就是
117
00:04:42,166 –> 00:04:43,666
无数的老板说
118
00:04:43,666 –> 00:04:45,400
老师我学了这个课
119
00:04:45,400 –> 00:04:46,966
你能不能让我拿到结果
120
00:04:47,666 –> 00:04:48,766
我要告诉你的是
121
00:04:49,100 –> 00:04:53,533
我给你最大的结果就是方案
122
00:04:53,966 –> 00:04:57,100
因为你想要的结果是融1,000万
123
00:04:57,333 –> 00:04:59,166
是招1,000家店
124
00:04:59,500 –> 00:05:02,466
这个事我是不能给你承诺的
125
00:05:02,466 –> 00:05:04,200
因为我承诺了
126
00:05:04,200 –> 00:05:06,366
那我和骗子有什么区别
127
00:05:07,366 –> 00:05:11,100
我不能说不能承诺
128
00:05:11,100 –> 00:05:13,933
我不确定和无法兑现的
129
00:05:13,933 –> 00:05:15,666
如果说了那样的话
130
00:05:15,666 –> 00:05:16,900
我为了成交你
131
00:05:16,900 –> 00:05:18,300
我为了收你的钱
132
00:05:18,333 –> 00:05:19,300
我就说没问题
133
00:05:19,300 –> 00:05:19,966
你放心吧
134
00:05:19,966 –> 00:05:20,733
我想办法
135
00:05:20,733 –> 00:05:22,066
绝对让你融1,000万
136
00:05:22,100 –> 00:05:24,366
绝对让你像九颗蛋一样开起百家店
137
00:05:24,666 –> 00:05:25,933
那就违背了道
138
00:05:26,666 –> 00:05:29,300
那就违背了一个商业的底线
139
00:05:29,533 –> 00:05:32,333
那就等于是我为了收你钱
140
00:05:32,333 –> 00:05:33,366
为了成交你
141
00:05:33,366 –> 00:05:35,266
我做了过多的承诺
142
00:05:35,400 –> 00:05:35,966
那么
143
00:05:35,966 –> 00:05:40,300
我觉得这本身就违背了我的商业人格
144
00:05:40,300 –> 00:05:40,900
你们告诉我
145
00:05:40,900 –> 00:05:41,700
是还不是
146
00:05:41,966 –> 00:05:43,533
对我不能那么说
147
00:05:43,600 –> 00:05:44,966
我不能那么干
148
00:05:45,100 –> 00:05:46,700
来拿板板来看
149
00:05:47,533 –> 00:05:49,566
就是坦率来说
150
00:05:50,366 –> 00:05:54,000
任何一个老板听任何一个老师的课程
151
00:05:54,166 –> 00:05:58,966
咱们都不想白听几天浪费时间
152
00:05:59,000 –> 00:06:01,300
都不想花了冤枉钱
153
00:06:01,300 –> 00:06:01,900
来告诉我
154
00:06:01,900 –> 00:06:02,700
是还不是
155
00:06:03,300 –> 00:06:04,500
其实呢坦率来说
156
00:06:04,500 –> 00:06:06,800
老板并不怕花钱
157
00:06:06,866 –> 00:06:10,166
但是呢老板花怕花冤枉钱
158
00:06:10,166 –> 00:06:12,766
因为谁的钱也不是大风飘来的
159
00:06:12,766 –> 00:06:14,500
谁的钱也不是捡来的
160
00:06:14,500 –> 00:06:15,166
告诉我对还不对
161
00:06:15,166 –> 00:06:16,800
对因此呢
162
00:06:16,800 –> 00:06:20,466
你要的是结果
163
00:06:20,866 –> 00:06:22,066
你要的是
164
00:06:22,733 –> 00:06:23,533
写这里吧
165
00:06:23,533 –> 00:06:25,166
你要的是结果
166
00:06:26,000 –> 00:06:26,733
什么结果
167
00:06:26,733 –> 00:06:29,933
比如说融个1,000万啦
168
00:06:31,200 –> 00:06:34,933
比如说这个开个几百家店啦
169
00:06:35,533 –> 00:06:42,066
比如说吸引几百家这个代理商啦
170
00:06:43,100 –> 00:06:47,333
啊让你的现逆流放大5-10倍啦
171
00:06:47,666 –> 00:06:48,866
这是你想要的果
172
00:06:49,000 –> 00:06:51,766
而各位我要告诉你的是
173
00:06:52,600 –> 00:06:53,566
这些结果
174
00:06:53,800 –> 00:06:59,800
其实是取决于你有拿到结果的路径
175
00:07:00,166 –> 00:07:01,666
方法方案
176
00:07:01,666 –> 00:07:03,000
如果没有路径
177
00:07:03,000 –> 00:07:03,933
没有方案
178
00:07:04,100 –> 00:07:07,566
你光紧紧的追逐这个结果
179
00:07:07,566 –> 00:07:11,166
而这个结果他就一直无法开花结果
180
00:07:11,166 –> 00:07:12,400
告诉我是不是这个道理
181
00:07:13,100 –> 00:07:14,666
因此我能给你什么
182
00:07:14,666 –> 00:07:15,266
知道吗
183
00:07:15,266 –> 00:07:20,200
我能给你的是一套整体的解决方案
184
00:07:20,200 –> 00:07:22,166
因为我卖的是方案
185
00:07:22,166 –> 00:07:25,600
我只能给你兑现的
186
00:07:25,733 –> 00:07:26,733
约定的是
187
00:07:26,733 –> 00:07:30,500
我们给你一套让你很有感觉
188
00:07:30,733 –> 00:07:32,533
让你很有信心
189
00:07:32,666 –> 00:07:36,666
让你觉得这个是很可以适合你的
190
00:07:36,666 –> 00:07:40,666
能够往前推进的一套商业模式的
191
00:07:40,733 –> 00:07:41,933
融资模式的
192
00:07:41,933 –> 00:07:44,200
以及招商模式的方案
193
00:07:44,366 –> 00:07:46,666
各位当你有了方案
194
00:07:46,900 –> 00:07:48,300
在推行的过程当中
195
00:07:48,300 –> 00:07:49,866
你才会产生结果
196
00:07:49,866 –> 00:07:51,566
如果你没有这套方案
197
00:07:51,733 –> 00:07:53,533
你总是想追求果
198
00:07:53,666 –> 00:07:58,266
但是记住果源自于因
199
00:07:58,400 –> 00:08:00,666
果实源自于种子
200
00:08:00,900 –> 00:08:02,200
种子是方案
201
00:08:02,300 –> 00:08:04,000
有了方案的种子
202
00:08:04,100 –> 00:08:06,733
就很容易结出结果的果实
203
00:08:06,733 –> 00:08:08,200
大家告诉我是不是这个道理
204
00:08:08,966 –> 00:08:11,600
但是我不能给你承诺果实
205
00:08:11,666 –> 00:08:13,400
如果我给你承诺了果实
206
00:08:13,466 –> 00:08:15,500
这就违背了商业逻辑
207
00:08:15,500 –> 00:08:16,300
违背了道
208
00:08:16,366 –> 00:08:18,933
因此我卖给你的是一套方案
209
00:08:19,566 –> 00:08:20,166
你报核报
210
00:08:20,166 –> 00:08:22,333
我们给你20个商业模式的方案
211
00:08:22,366 –> 00:08:24,266
那你想陈老师把融资的
212
00:08:24,266 –> 00:08:25,800
把招商的全国整出来
213
00:08:25,800 –> 00:08:28,066
老师我就想像他们一样开几百家店
214
00:08:28,066 –> 00:08:29,766
融几几几几几几千万
215
00:08:29,766 –> 00:08:33,366
那好那你我来问
216
00:08:33,700 –> 00:08:36,666
你来答你来问我来答
217
00:08:36,733 –> 00:08:39,166
然后我们通过提问
218
00:08:40,066 –> 00:08:41,300
现场梳理的方式
219
00:08:41,300 –> 00:08:42,400
我们每一次呢
220
00:08:42,500 –> 00:08:46,200
大概只有20家到25家企业的样子
221
00:08:46,200 –> 00:08:48,966
我们呢去有一个咨询案
222
00:08:49,166 –> 00:08:50,800
这个咨询案呢就是方案
223
00:08:50,900 –> 00:08:54,566
然后这个方案呢得乘以你的信念
224
00:08:55,533 –> 00:08:57,166
那成为你的信念
225
00:08:57,166 –> 00:08:58,166
不是我的信念
226
00:08:58,166 –> 00:08:59,300
是你的信念
227
00:08:59,333 –> 00:09:01,600
是你相信的方案
228
00:09:01,733 –> 00:09:03,600
你有感觉的方案
229
00:09:03,700 –> 00:09:05,766
你很信任的方案
230
00:09:06,466 –> 00:09:09,766
这个方案才能为你创造出来结果
231
00:09:09,866 –> 00:09:12,533
而不是我信我认为好的
232
00:09:12,533 –> 00:09:13,766
是你认为好的
233
00:09:13,766 –> 00:09:14,966
是你有感觉的方案
234
00:09:14,966 –> 00:09:16,066
你们告诉我对不对
235
00:09:16,466 –> 00:09:18,200
那因此我想请问你
236
00:09:18,966 –> 00:09:21,766
这个方案是我来帮你做方案
237
00:09:21,766 –> 00:09:24,100
还是我们共同来做方案
238
00:09:25,300 –> 00:09:26,333
我告诉你
239
00:09:26,566 –> 00:09:28,400
全中国培训老师当中
240
00:09:28,866 –> 00:09:29,900
商业模式的老师当中
241
00:09:29,900 –> 00:09:30,533
为了成交
242
00:09:30,533 –> 00:09:33,466
你都在做过度承诺
243
00:09:33,466 –> 00:09:35,333
放心吧我来帮你做方案
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老师亲自给你做
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我直接给你做方案
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00:09:37,966 –> 00:09:41,000
我问你老师直接给你做方案太简单了
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00:09:41,000 –> 00:09:42,466
直接套模板就行了
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00:09:42,466 –> 00:09:43,900
给你个几十页商业计划书
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00:09:43,900 –> 00:09:44,533
方案给你了
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00:09:44,533 –> 00:09:45,666
套模板老
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00:09:45,666 –> 00:09:46,766
师给你的方案
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00:09:46,766 –> 00:09:48,500
如果你没有感觉
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00:09:48,533 –> 00:09:49,800
如果你没有触动
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你觉得这个方案不是你合脚的鞋
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00:09:52,400 –> 00:09:54,333
你最后对这个都半信半疑
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没有信念
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00:09:55,466 –> 00:09:56,500
我就直接告诉你们
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00:09:56,500 –> 00:09:59,000
这个方案十之八九对你来讲
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00:09:59,000 –> 00:10:00,166
结果拿不到
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因为你没有信念系统
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00:10:01,266 –> 00:10:02,333
你推动不起来
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最后往往无疾而终