Perguntas de Problemas GEADS para Conhecer a Oferta

Quais são os problemas GEADS que a oferta  resolve?

As perguntas de problema do tipo: “quais são os problemas que a oferta resolve?” pode ser refinada para a pergunta: “quais são os problemas GEADS que a oferta resolve.

Figura,, Perguntas de Problemas GEADS – Quais são os problemas de {GESTÃO, ECONOMIA, ATENDIMENTO, DESEMPENHO  e SEGURANÇA} que a minha solução resolve?

Essa formulação da pergunta segmenta os problemas em categorias de problemas.

  • Organiza as informações (problemas e soluções) em classes de valor (grupos de atributos de valor sinônimos)
  • Aumenta o volume de informações.
  • Facilita a memorização.
  • Ajuda a enxergar os relacionamentos entre problemas e classes de problemas.
  • Em virtude disso, amplia o nosso conhecimento.
  • Gera uma uma árvore de decisão que facilita a prospecção de oportunidades, investigação de necessidades, resolução de problemas, criar uma imagem de solução, desenvolver uma solução sob medida, aumentar a percepção de valor da solução e fechar a venda.

Qual o mapa de valor GEADS?

O MAPA DE VALOR GEADS pode ser criado à partir das resposta à pergunta: “Quais são os problemas GEADS que a solução resolve?”

Figura. Mapa de Valor GEADS –  Exemplo de Mapa de Valor Genérico; lista 5 dimensões de valor GESTÃO, ECONOMIA, ATENDIMENTO, DESEMPENHO  e SEGURANÇA; grupa 55 potenciais problemas que podem ser resolvidos pelas soluções. É um check list dos problemas mais frequentes resolvidos pela oferta. Deve ser ajustado ao seu público alvo ou para uma situação específica.


Exercício de criação de mapa de valor

  • Exercício 1: Criar o mapa de valor do seu portifólio de serviços.
  • Exercício 2: Criar mapa de valor de uma oferta prioritária do seu portifólio de serviços.
  • Exercício 3:  Criar mapa de valor de um cliente potencial.
  • Exercício 4: Comparar os resultados dos Exercícios 1, 2 e 3.
  • Exercício 5: Gerar uma matriz de valor de referência, com apenas 25 atributos (5x 5) para o seu mercado alvo.

Saiba mais. Problemas que a oferta resolve; Atributos de Valor; Atributos de Valor GEADSPerguntas de Problema, Oferta ampliada


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