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03 Study Notes / Training Course

Six Steps to Selling AI Products (Training Outline Notes)

Author: Yaki
Source: Training Outline Notes (Organized and Reformatted by Claude Code)

Step 1: Analyze Your Customers (Finding the Right People Matters More Than Anything Else)

How to Find Customers

Don't wait for the company to assign you customers. You'll never grow big that way.

Analyze Your Customers

Group customers by industry: furniture, doors and windows, manufacturing…

Key Point: Tap into Your Customers' Networks and Resources

Remember this principle:Every customer has at least 5 more potential customers in their network
Your customers' customers are where the possibilities are endless
Look for the "owner of the fishpond" rather than catching fish one at a time

How Do You Put This into Practice?

If you make only one sale to a customer, you're wasting resources.

Step 2: Build Trust (If They Don't Trust You, Nothing You Say Matters)

When customers first meet you, they are 100% distrustful. Every sale is built on trust. If you can't get past this hurdle, everything that follows is pointless.

Build Trust Through Action

Build trust through expertise

First, you need to believe in yourself and project confidence.If you don’t believe in the product, how could customers possibly believe in it?

Expertise comes with practice:

Make customers feel valued

Remember: serve instead of sell. Good service leads customers to refer others.

Step 3: Understand their needs (know what the customer wants)

The 5 core needs of business owners

  1. Reduce costs and improve efficiency (save money)
  2. Marketing and customer acquisition (make money)
  3. Business growth (make more money)
  4. Recruit and retain employees (it’s hard to hire)
  5. Solve operational and management problems (it’s exhausting)

The four essential sales skills: ask, listen, answer, and reframe

① Ask — prepare 10 essential questions in advance

② Listen — take careful notes in a notebook
Taking notes is the best way to listen and makes customers feel valued.

③ Answer — prepare for the 10 questions customers are likely to ask
Learn the standard answers by heart and continually refine your talking points.

④ Reframe — learn to shift the customer’s perspective
The customer asks a question that puts you on the spot? Don’t push back—steer the conversation in a more favorable direction.
For example, if a customer says, "It’s too expensive," don’t explain why it costs so much. Shift the focus to "how much money it can save you."

List 20 customer pain points in advance

Prepare a solution for each pain point. When a customer brings one up, you can respond right away—that’s what being professional looks like.

Step 4: Demonstrate value (it’s not about you saying it’s good; it’s about the customer seeing its worth)

We’re not selling an AI tool; we’re offering a complete system solution.

Others just sell a digital human. We provide:

How do you demonstrate value?

① Share case studies
Organize case study presentations by industry and show actual results and data. Make it interactive when presenting—don’t just read through it by yourself.

② Present the data
Let real data speak for itself: how much the number of inquiries increased, how much the conversion rate improved.

③ Compare the costs (this is the most effective approach!)

ItemMonthly costAnnual cost
Marketing director12,000 yuan144,000 yuan
Graphic designer7,000 yuan84,000 yuan
Our productAbout 800 yuan9,800 yuan

How much can you save in a year? The numbers make it clear.

④ Demonstrate value from multiple angles

Powerful capabilities + Easy-to-use tools + Practical implementation + A complete solution = Selling solutions, not products

Step 5: Handle objections (the customer's concerns are not obstacles)

It's normal for customers to have concerns. The key is how you guide them.Remember: As long as they're alive, they can be guided!

Common objections and suggested responses

Objection 1: "It's too expensive"

❌ Wrong:"贵有贵的道理"、"一分钱一分货"
✅ Right:"很能理解，第一次接触AI都会这么想。跟单纯数字人比确实稍贵，但跟一年能省的钱比，真的很便宜。您想想，光营销部一年能省多少人工？" → Quickly shift to the section on improving efficiency. Don't get bogged down in price.

Objection 2: "Can I try it first?"

"您买了别家都用不好，试用结果会好吗？我们跟别家本质不同，别家只是数字人，我们是系统解决方案。AI转型升级，转的是思维，升级的是AI+模式。就像谈恋爱，不能因为上次失败就要求试睡一下吧？"

Objection 3: "Can we pay quarterly?"

"9800还按季度？别人家都是19800起。我们9800就是季度定价，现在直接用一年。一个月才800块，您抽烟都不止这个数吧？"

Objection 4: "I'm worried it won't deliver results"

"那万一效果好得不得了怎么办？万一给您节省人工，一年多赚98万呢？9800的试错成本真的太低了。目前99%的企业效果都很好，您放心。"

Objection 5: "There aren't any case studies in our industry yet"

"太好了！我们就想把您打造成标杆。您在行业里先冲出来，不是更好吗？为什么一定要做跟随者？第一个吃螃蟹的人才赚钱。您能接受新鲜事物，说明格局大，未来发展肯定好。"

Objection 6: "We bought a competitor's product but never put it to use"

"那是您选错了，找错人了。不能因为一婚娶错了就不相信爱情吧？不能因为第一次失败就不相信AI。今天咱们见面了，我有责任帮您用起来。"

Core principles for handling objections

Step 6: Close quickly (if you don't collect payment, you're not serious)

The closing mindset: Have the courage to close the deal and collect payment!
Without closing deals, there can be no success. To help customers succeed, you must first close the deal with them.

Closing script

"Mr. Wang, I'm asking you to commit to this 9800 purchase, and I hope you'll let your guard down. I believe 100% that this is a great product that has genuinely helped customers make money. You've traveled 1000 kilometers to get here, and I truly want to help you. Once you pay 9800, you'll be my most valued customer. I'll make sure to help you build traffic and improve efficiency."

Closing techniques

① Frame value through comparison
Don't just mention 9800; create a contrast between large and small purchases. "Businesses generally start by buying 5 accounts, but you can start with 1." Set a benchmark that makes customers feel they're buying too little.

② Back it up with service
Serve tea, water, and fruit, with multiple hosts (a mix of men and women). Work together to close the deal, with one playing good cop and the other bad cop.

③ Closing Steps

④ Clients Who Come to You Must Be Won Over
If a client comes to you and you can't close the deal, that's on you. 9800 is so affordable—you must close the deal on the spot!

Core Philosophy

  1. Every business is worth reinventing with AI: The next 3-5 years will be the golden age for making money with AI
  2. Belief Matters: Love what you do. If you don't believe in it yourself, how can your clients?
  3. Traffic Matters: Don't rely solely on the company to assign you clients; actively attract traffic yourself
  4. Perception Matters: Make clients feel that AI is important and that you are a professional
  5. A Service Mindset: Replace selling with service; good service leads to referrals
  6. Every Client Has More Clients Behind Them: Tap into your clients' networks; each client should bring in at least 5 more clients

Immediate Action Checklist

Do these today:

Medium-Term Goals:

The six-step sales process is not just a simple procedure; you need to dig into the details of every step. Only by serving customers wholeheartedly and building trust can you truly close deals and earn ongoing referrals.

The AI market has enormous potential. It’s not too late to get in now.

I'm Yaki—off work~