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азазMachine Translated by Google„Да, теАкоса. Но не се притеснявайте. ако искаш, отивам и си правя специалнимогатавички за избелване на зъбити. Ще трябва да ги използвате за проследяванена системата, зъбите ви ще бъдат отново бели.няколко седмици, но акотиЕ, сигурен съм, че знаеш какъв беше моят отговор..."Да моля!не искам жълтозъби.”Зъболекарят продължи да работи по зъбите ми, и то известно времепо-късно той каза: „И така, имахте ли брекети, когато бяхтехлапе?"„Да,Направих. Как можеш да кажеш?"„Е, отново вашите две дънки обикновено зъбите се случва разместват на хора, които саимали брекети.и това„Разместват ли се зъбите ми? Сериозно? Какво можете да направите заче?"„Е, ако искаш, аз ще тиможе да изгради афиксаторза теб,помогна да запазиш зъбите си на мястото си.”"Да моля!"Когато влязох в зъболекарския кабинет същата сутрин, аздойде за безплатно почистване на зъбите. И за по-малко отна час излязох, като платих над две хиляди долараза моякомплект за избелване и моите нови ретейнери. Този зъболекар мепреведе стратегически чрез извикване на ValueLadder. мощен процес, който азимашеПърво, той създадепривличане на мечтата систръв (безплатно почистване на зъбите), която биклиент (аз).Второ, той ми осигури стойност, като ми почисти зъбитеи забелязах, че имам зъбите ми
азазазазMachine Translated by Googleстават жълти.Защото азе получил стойност,естествено исках да продължим напред и да получимдопълнителна стойност от него.След това той намери друг начин, по който може да ми осигури — помощниците— истойност доотново,естествено го прие и на това предложение.Сега за много зъболекари те правят най-много пари ипредоставят най-голяма стойност за своите пациенти, като предлагаткозметична хирургия. За щастие нямаше нужда от козметикаоперация при това посещение, или можеше да изляза десетхиляди долараили по.На излизане от вратата секретарката ме насрочи задруга среща шест месеца по-късно, добавяйки ме към тяхпрограма за "приемственост". Приемствеността е мястото, където продължаватеплащане на седмична, а вие месечна или годишна база дорешите да отмените.Този зъболекар се справи перфектноизпълнена ValueLadder (фиг. 2.2).
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