Riba:
- Ikon shirya tambayoyin ganowa da kwarangwal ɗin tallace-tallace tare da AI
- Ikon samar da amsoshi masu tausayi da shaida ga sabani na gama-gari
- Ƙarfin haɓaka kai ta hanyar maimaita yanayin ƙin yarda ta hanyar wasa
Lokacin da aka fi jin tsoro a cikin tallace-tallace shine ƙin yarda: "Farashin ya yi yawa", "Ba mu da lokaci a yanzu", "Mun riga mun sami mafita". Mai siyar da ba shi da kwarewa yana jin waɗannan jimlolin a matsayin ƙin yarda kuma ko dai ya zama mai tsaro ko kuma ya yi ƙoƙarin rangwame. Duk da haka, ƙin yarda sau da yawa alama ce ta sha'awa; Idan abokin ciniki ba shi da sha'awar gaske, ba zai ma damu ya ƙi ba. A cikin wannan naúrar, za ku koyi yadda ake gina kyakkyawar kiran ganowa, kwarangwal na filin tallace-tallace, tsarin ba da amsa na ƙin yarda da shaida, kuma watakila mafi ƙarfi duka: yadda ake maimaita tattaunawar gaba ta hanyar sanya AI a cikin rawar abokin ciniki mai kalubale.
Ganowa: Tushen Magana
Yawancin ƙin yarda ana warware su kafin su taso tare da gano mai kyau. Ganowa shine fahimtar duniyar abokin ciniki kafin ƙoƙarin lallashe su. Tambayoyin ganowa masu kyau suna buɗewa (ba a rufe tare da eh / a'a) kuma bi takamaiman tsari na yadudduka: na farko yanayin, sa'an nan kuma zafi, sa'an nan kuma tasirin wannan ciwo, sannan yanke shawara da kasafin kuɗi.
Layer
Manufar
samfurin tambaya
Matsayi
Fahimtar hoton na yanzu
"Yaya kuke sarrafa wannan tsari a yanzu?"
Batun zafi
gano ainihin matsalar
"A ina kuka fi makale a cikin wannan aikin?"
Tasiri
Auna farashin zafi
"Yaya wannan jinkirin ya shafe ku?"
yanke shawara / kasafin kuɗi
Fahimtar tsari da yuwuwar
"Wa ke shiga cikin tsarin yanke shawara kan irin wannan batu?"
Tsarin tasiri yana da mahimmanci saboda shine maganin ƙin yarda da farashi. Idan abokin ciniki ya ga abin da matsalarsa ke kashe shi a fili, ana sanya farashin maganin a matsayin saka hannun jari, ba farashi ba.
Matsayi: Kai ƙwararren mashawarcin tallace-tallace ne na B2B. Ina sayar da {{samfurin/maganin }} a cikin masana'antar {{ masana'antu }}. Shirya buɗaɗɗen tambayoyi 12 don kiran ganowa. Ƙaddamar da tambayoyin ta hanyar matakai masu zuwa: halin da ake ciki, wurin zafi, tasiri, yanke shawara / kasafin kuɗi. Sharuɗɗa: Kar a yi amfani da eh/a'a tambayoyi, kar ku kasance jagora, rubuta cikin harshe tsaka-tsaki wanda ba zai sa abokin ciniki kan tsaro ba.
Pitch Skeleton
Kyakkyawan kiran tallace-tallace ba gabatarwa ba ne, amma binciken juna. Tsarin gabaɗaya: (1) buɗewa gajere da abokantaka, (2) fayyace ajanda da samun izini, (3) saurare tare da tambayoyin bincike, (4) taƙaitaccen bayanin ƙima da aka tsara daidai da zafin da aka samu, (5) bayyana ƙin yarda, (6) bayyana mataki na gaba. Ya kamata abokin ciniki ya mamaye mafi yawan lokacin tattaunawa; Mai siyar da kyau ba shine mai yawan magana ba, amma mai yin tambayoyin da ya dace kuma yana saurare.
Tsarin Amsa Ƙarya
Bin tsari maimakon mayar da martani ga ƙin yarda yana kiyaye ku natsuwa da amana. Akwai tsarin gama gari guda biyu.
LAER: Saurara, Ganewa, Bincika, Amsa. Makullin shine kada a yi tsalle zuwa "Amsa" nan da nan; Kuskuren da yawancin masu siyarwa ke yi shine amsawa ba tare da saurare ba.
Feel-Felt-Found: "Na fahimce ku, na ga yadda kuke ji (ji); sauran abokan ciniki sun ji haka a farkon (ji); amma sun lura da wannan (samuwa)." Wannan jimlar tana gina tausayi kuma tana ba da shaida, amma yakamata a yi amfani da ita da gaskiya kuma ba tare da ƙulli ba.
Hankalin gama-gari na sassan biyu shine: saurare, tabbatarwa, sake tsarawa. Reframing ba game da musun ƙin yarda ba ne, amma game da kallon sa ta sabon salo.
Amsoshi-Tsakan Shaida ga Abubuwan Gabaɗaya
Duk amsoshin da ke ƙasa dole ne ba a buga su kuma za a iya tantance su; Manufar ba shine nasara ba, amma don bayyana damuwa na gaske.
adawa
Tambaya mai yiwuwa
kusanci
"Farashin yana da yawa"
"Shin ya cancanci farashi?"
Tuna da tasiri, hanyar haɗi zuwa ROI, fayyace iyaka
"Bamu da lokaci"
"Wannan shine fifiko yanzu?"
Da fatan za a nuna farashin jinkirtawa
"Muna da mafita data kasance"
"Yana da kyau a canza?"
Gano gazawar mafita na yanzu kuma samar da kwatance
"Ba ni da iko"
"Wane ne ke gudanar da aikin?"
Ku san mai yanke shawara, ba da shawarar gabatarwa
Wani abokin ciniki ya ce, "{{ jumlar ƙin yarda }}". Daftarin amsa wanda ya dace da wannan tare da tsarin LAER.- Na farko, tabbatar (babu tawali'u) - Sannan bincika ainihin dalilin ƙin yarda tare da tambayar ganowa.- Sai kawai, amsa tare da tabbataccen shaida. Dokokin: kar a matsa lamba, rangwame bai kamata ya zama wuri na farko ba, kar a yi amfani da ƙari ko tabbaci.
Misali, raunan martani ga ƙin yarda "Farashin yana da girma" nan da nan ya ce "Zan iya ba ku rangwame 15%. Amsa mai karfi ya fara tabbatar da ("Na fahimci cewa kasafin kuɗi yana da mahimmanci"), sannan ya bincika ("Me kuke kwatanta farashin; muna la'akari da abin da hanyar da ake amfani da ita a yanzu?"), Kuma kawai sai ya haɗu da mafita ga tasirin da aka tattauna a cikin binciken.
Hankali: Ƙoƙarin rangwame da zarar an ji ƙin yarda shine kuskuren gama gari kuma mai tsada. Lokacin da aka yi rangwamen kafin a tabbatar da darajar, yana lalata ribar riba kuma ya ba da sakon cewa "samfurin ba shi da daraja sosai." Bayyana ƙimar farko; Idan akwai sassaucin farashi, daidaita shi tare da tanadi (misali kwangila mai tsayi).
Rehearsal wasan kwaikwayo tare da Hankali Artificial
Ɗaya daga cikin mafi ƙarfin amfani da hankali na wucin gadi a cikin horon tallace-tallace shine abokin aikin maimaitawa (playplay). Kuna iya ba AI matsayin mai siye mai tauri kuma ku aiwatar da tattaunawar ku akai-akai kafin ku shiga tare da abokin ciniki na gaske. Asirin shine a ɗora AI tare da halayen gaske mai wahala da gaske; "abokin ciniki" mai ladabi da ladabi ba zai koya maka komai ba.
Matsayi: Kai abokin wasan kwaikwayo na tallace-tallace ne. Hali: Manajan siye a {{ masana'antu }}. Wani wanda ya kasance mai shakka, mai amsawa, mai kula da kasafin kuɗi, kuma ya riga ya yi amfani da mafita mai gasa. Kar a yi saurin lallashi. Dokokin: - Kawai magana a cikin rawar abokin ciniki, kada ku koyawa.- Ka ba ni ƙin yarda na gaskiya: farashi, lokaci, mafita mai samuwa.- Kada ka ce "eh" a farkon motsi; Tsaya aƙalla zagaye 3. - Lokacin da na ce "BREAK", sauke rawar. Ni ne dillalin, na fara zance. Idan kun shirya, fara kawai da cewa, "Ga ku, ina ji."
Bayan maimaitawa zaku iya sanya AI cikin yanayin koci:
Ajiye rawar. Zama kocin tallace-tallace yanzu. A cikin wannan taron: - Wace ƙiyayya na yi da kyau? - A ina na yi rangwame da wuri ko matsa lamba? - Wace tambaya ce na gano na tsallake tambaya? Ba da kankare guda 3, shawarwari masu aiki.
Tabbacin Mataki-mataki Gudun Aiki
- Ƙayyade yanayin: Gano masana'antu, matsayin mai siye, mutum da babban ƙin yarda.
- Ba AI aiki mai wahala kuma ku bayyana a sarari cewa kuna son juriya na gaske.
- Kunna tattaunawar: A cikin kalmomin ku, kamar kuna cikin ainihin zance.
- Yi la'akari da lokutan wahala: Wane ƙin yarda ya kama ku?
- Juya AI ya zama koci kuma ku sami ingantaccen ra'ayi.
- Yi sake kunna wannan yanayin kuma auna ingantawa.
Tukwici: Ajiye ƙin yarda da AI ta haifar a cikin maimaitawa zuwa ɗakin karatu. Bayan lokaci, "littafin wasan ƙin yarda" na sirri yana tasowa, wanda ya ƙunshi amsoshi na tushen shaida ga 10-15 mafi yawan ƙin yarda; Wannan ya zama tushen sanyinku a cikin tattaunawa ta gaske.
Karamin Case: Mai Saye Mai Wahala a Tallan Software
Elif yana siyar da software na CRM kuma zai gana da manajan siye na babban sarkar dillali gobe. Manajan yana sane da kasafin kuɗi kuma ya san yana da mafita. Kafin hira, ya ba da wannan bayanin martaba ga basirar wucin gadi kuma ya gudanar da zagaye uku na maimaitawa. A cikin gwajin farko, AI ta ce "Mun riga mun yi amfani da software X, me yasa za mu canza?" Elif nan da nan yayi tsalle zuwa fa'idar farashin. AI a cikin yanayin kocin ya gaya masa cewa wannan bai kai ba, cewa dole ne ya fara gano inda mafita na yanzu ya gaza. A cikin maimaitawa na biyu, Elif ya tambaya, "Me kuke nema ƙarin bayani lokacin amfani da X?" ya tambaya ya gano ainihin zafin (rauni na rahoto). A cikin ainihin hirar washegari, wannan tambayar tana aiki; Manajan ya bayyana matsalar bayar da rahoto kuma tattaunawar ta canza daga tattaunawa game da farashi zuwa tattauna ƙima. Elif yana yarda da matakin matukin jirgi ba tare da taɓa siyarwa ba.
Kuskuren gama gari
- Amsa ba tare da saurare ba: Tsallaka zuwa ga shirye-shiryen amsar ba tare da gano ainihin dalilin ƙin yarda ba.
- Ragewa: Rage farashin ba tare da tabbatar da ƙimar ba; asarar duka gefe da amincewa.
- Ɗaukar ƙin yarda da kai: Kasancewa mai tsaro, jayayya. Rashin amincewa shine alamar sha'awa.
- Tambayoyin da aka rufe: Kashe ganowa tare da tambayoyin da suka ƙare a e/a'a.
- Ketare mai yanke shawara: Yin watsi da ƙin yarda da "Ba ni da iko" da gaske da ƙoƙarin ci gaba tare da mutum ɗaya.
- Shiga cikin filin ba tare da maimaitawa ba: Gwada hira mai wahala tare da abokin ciniki na ainihi a karon farko; Koyaya, tare da AI, maimaitawa mara haɗari yana yiwuwa.
- Yin amfani da "shaida" da AI-ƙira: Idan AI ta ƙirƙira bayanin abokin ciniki ko adadi a cikin wasan kwaikwayo ko daftarin amsawa, kar a taɓa amfani da shi ba tare da tabbatar da shi a cikin ainihin tattaunawar ba.
A takaice
- Kyakkyawan ganowa yana warware yawancin ƙin yarda kafin su taso; Yi la'akari da yanayin halin da ake ciki, zafi, tasiri da yanke shawara tare da tambayoyin budewa.
- Tasiri Layer shine maganin ƙin yarda; Lokacin da farashin matsalar ya bayyana, ana sanya mafita azaman saka hannun jari.
- Bi tsarin kamar LAER ko jin-ji-samu a cikin ƙin yarda: saurara, yarda, sake tsarawa.
- Kada ku yi gaggawar rangwame da zarar kun ji ƙin yarda; Tabbatar da ƙimar farko, idan akwai sassauci, ɗaure shi a mayar.
- Yi amfani da AI azaman abokin wasan kwaikwayo a cikin rawar abokin ciniki mai kalubale, sannan a matsayin koci.
- Kar a yi amfani da kowane nassoshi ko adadi na AI a cikin tattaunawa ta gaske ba tare da tabbatar da su ba.
Aikin aikace-aikace
Ƙayyade ingantaccen bayanin martaba mai wuyar saye (masana'antu, rawar, hankalin kasafin kuɗi, mafita mai gudana). Kwatanta aƙalla zagaye uku na kiran tallace-tallace ta hanyar ba wa ɗan adam basirar ɗan adam saurin wasan kwaikwayo a cikin wannan rukunin; da sane ka bijirar da kanka ga ƙin yarda "farashin yana da yawa" da "muna da mafita mai gudana". Juya AI zuwa koci kuma samun ingantaccen bayani bayan kowane zagaye. Rubuta ɗan taƙaitaccen “littafin wasan ƙin yarda” na mafi yawan sabani guda uku waɗanda suka fito daga maimaitawa da kuma tushen shaidarku, marasa rahusa martani gare su. A ƙarshe, lura a cikin jumla ɗaya yadda zaku tabbatar ko duk wani tunani ko adadi da AI ya bayar na gaske ne.