1. Establish customer trust?
At first Fan Wei felt distrustful of Zhao Benshan’s claim that he had a leg problem. Through analysis, Zhao Benshan concluded that Fan Wei was not a wealthy man. It made Fan Wei feel that his was a bit credible.
2. Explore customer pain points and attack them deeply?
Fan Wei did not believe that there was something wrong with his legs, but in Zhao Benshan’s “fooling + on-site simulation”, Fan Wei gradually began to Be aware of your own problems. Fan Wei gradually began to trust Zhao Benshan. ?
Extended information
This sketch tells the story of the big liar "Zhao Benshan" who used superb "fudge" methods to sell a pair of crutches to a stranger with healthy legs.
Screenwriter Gong Kaibo once told Fan Wei a few real stories in a tavern. Fan Wei liked it very much, but the prototype characters in the stories were doctors and sick patients, so Gong Kaibo and Fan Wei stripped out the story and replaced it with two characters, Zhao Benshan and Fan Wei. Later, Zhao Benshan came to Beijing, and the three of them sat down and discussed again, and decided to adapt the story into a sketch, and named the sketch "Selling Abduction."
The writing of the script for "Selling Kidnappings" began in the spring of 2000 and continued until the Spring Festival Gala of the following year, which lasted more than eight months. During the sketch rehearsal time, screenwriter Gong Kaibo and author He Qingkui slept in reverse shifts and revised the script. The rehearsals were rigorous, and screenwriter Gong Kaibo had to accept all the confusing opinions.