难搞的买家:先讲"痛",再讲"货"（第 1 课 · 板书 ② 下半场）

场景:你在给客户讲便携储能电源(板书 ① 那个 converts DC to AC 的东西)。客户很难搞,一句话把你堵回来:"说服我——为什么我要买?"这一页练的不是花哨话术,是顺序:先让客户自己看见"痛",再让产品出场。你会发现用的语法全是前两页的——定语从句、比喻、现在完成进行时。

一、四步骨架(板书原文顺序:① 开场 → ② 今天要讲啥 → ③ 痛点 → ④ let's meet Delta 3)

步骤	意图	示范句(示例,可改)
1 开场	尊重对方时间,先把场压住	`Thanks for the time — I know you're busy, so I'll keep this short.`
2 今天要讲啥	给议程:让客户知道接下来只有三件事	`Three things: the problem, why now, and what we can do about it.`
3 痛点(注意顺序)	从大背景讲到小生活,让客户自己点头	先讲天气,再讲停电,最后讲到"你家冰箱"——顺序别反
4 引出产品	痛点到位后,用一句话轻轻把货带出来	`So — let's meet the Delta 3.`

顺序原则:从大到小、从远到近。海面温度 → 极端天气 → 停电 → 你的生活。痛点是让客户自己看见的,不是被你推销出来的——你只负责按顺序摆事实。

二、痛点故事:让客户先"看见"停电

板书给的故事链(四环,环环递进):

El Niño 厄尔尼诺
→ rising temperature on the sea surface  海面温度上升
→ a series of extreme weather            一连串极端天气
→ longer storms                          更长的风暴
→ unexpected outages                     意外的停电

讲法示范(把链条说成一段话):

You may not know, but El Niño has been warming the ocean surface — and warmer seas mean wilder weather: longer storms, and more unexpected outages. So the question isn't whether the power will go out; it's how ready you are when it does.

三、"为什么是现在"的论据:趋势要用趋势时态

客户第二个问题通常是"为什么现在买?"——答案靠两个趋势句撑起来,而这两个句子正好复习两块语法:

板书句	语法点	中文口径
`Global battery shipments have been growing for years.`	现在完成进行时:从过去一直涨到现在、并且还在涨	电池出货量这些年一直在涨——"一直在"三个字就是 have been doing
`In 2025, solar power became the main source of electricity.`	一般过去时:完成时态讲"状态",过去时讲"里程碑"	板书口径:2025 年太阳能成为主力电源
`The market is like a rocket that took off in 2025.`	比喻 + 定语从句(5字诀第 ④ 片)	市场像 2025 年点火升空的火箭

注意:同一个 it's like … that …,昨天给读书画了像(escaping to a different world that keeps me calm),今天给市场画了像(a rocket that took off)——比喻和定语从句是通用"加画面"工具,不分场合。

四、产品三句"翻译":把参数翻成人话

参数	板书要点	跟客户这么说(示例)
纯正弦波输出	`pure sine wave output` vs `modified sine output`	`It gives your workstation the same clean power as the wall socket — no surges that could hurt your equipment.`
可并联扩容	`they are connected in parallel`	`If one unit isn't enough, we connect two in parallel — it grows with you.`
逆变	DC → AC(板书 ① 的 inverter 词回收)	`It's a device that converts DC to AC — that's the inverter working inside.`

翻译原则:参数是给工程师看的,痛点是给客户看的。每句参数后面都要跟一句"这对你有什么用"。

五、客户嘴硬:异议接招三板斧

买家直接把球踢回来:Convince me — why should I buy the Delta 3? 板书给了三个"口语大词",接招时按顺序用:

板书写法	作用	接法示例
`you may not know …`	先抛一个客户不知道的事实,把对话从"抬杠"拉回"听讲"	You may not know, but 一次大停电的平均修复时间是 24 小时以上。
`let me put it this way …`	换个说法,把复杂讲简单	Let me put it this way:you don't buy a spare tire after a flat — you buy it before.
`let me start with the picture / draw you a bigger picture`	先画大图,再落细节,防止陷进参数打架	Let me draw you a bigger picture first — this isn't about one blackout.

备注:板书此处还有一行课堂记录(got the length wrong dude, I've been working for hours)字迹较糊,应该是买家的一句现场抱怨,具体语境等课堂复盘时补录到这一节。

六、本页打卡

能背出四步骨架:开场 → 今天要讲啥 → 痛点 → let's meet Delta 3
痛点链条能顺下来:El Niño → 海面升温 → 极端天气 → 更长的风暴 → 意外停电
会说 Global battery shipments have been growing for years,并解释"为什么用现在完成进行时"
会讲 pure sine wave:给 workstation 的干净电(和 modified sine 对比)
会用 let me put it this way / you may not know / draw you a bigger picture 接客户的质疑
回收板书①词汇:It's a device that converts DC to AC(inverter)

商务 · 难搞的买家