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顾客只关心自己遇到的冲突,而不关心你的产品有什么长处。顾客购买的是他遭遇的冲突的解决方案,而你的产品只是可能刚好成为了这个解决方案而已。你在买面包的时候,主要是因为这个面包质量很好,很值得买吗?还是因为你肚子饿了,而这个好吃的面包就恰好是最好的解决方案。
Customers only care about the conflicts they encounter, and do not care what your product strengths. The customer is buying a solution to the conflict he encounters, and your product may just happen to be the solution. When you buy bread, mainly because the bread is of good quality, is it worth buying? Or because you are hungry, and this delicious bread is just the best solution.