Twenty Wonders in Negotiation (12)

Blindness: How to prevail in the relationship of competition and confrontation is to hide your own purpose and intention, so that the other party can not find and be ridiculous; or use false scorpions to make the other party unable to identify and believe. Then, we have the conditions and timing to calmly complete the original plan. Blindness covers his eyes, or disturbs and misleads his eyes. The main methods are: 1 fish eye mixed beads: the fake target tree is a serious, let the enemy believe that it is true, then I will hit the west. 2 blind eye method: do a lot of actions to make the enemy difficult to distinguish between true and false, tired of suspicion and coping, or ignore the innocent and relax vigilance. In addition, concealing our weaknesses is also a function of blindness. The twelve tactics in the summary summarize the main methods of blinding. According to the principle, they can be divided into three categories: one, disguising their own strength on the outside to deceive the enemy; second, misleading the enemy and causing it to fall into chaos; If you avoid the reality, you will be imaginary. It should be especially emphasized that there is nothing wrong with blinding the use of goodwill and malicious intentions and using a knife. At the same time, after knowing how to cover the scam, you can only see and deal with the treacherous deception, and you should not be dismissed because of it. 1. When the sound of the East hits the West, when you hide the Zeng Guofan training, you will always invite the fans to play Go after lunch every day. One day, suddenly a person told him that a leader had to betrayed. The informant is the subordinate of this command. Zeng Guofan was furious and immediately ordered his men to kill the informants. After a while, the accused secretly led the mutiny to come to Zeng Guofan. Zeng Guofan’s face changed, his face was gloomy, and he ordered the head of the army immediately. The aides did not know why, Zeng Guofan said with a smile: "This is not what you can understand." After that, the order took the lead. He also said to the aides: "The whistleblower said that it is true. If I don't kill him, the commander knows that he has been accused, and he will immediately betray. Because I killed the informant, I deceived the lord. The most crucial thing to blind others is to cover up their true intentions and purposes. It can't be discovered, it can't be foreseen. So when the fraudsters blind others, the tricks that are often played are the sounds of Taitung Taixi. Pretending to aim at a target, there is a way to attack it. In fact, it secretly targets the targets that others don't pay attention to, and then waits for a fatal blow. Sometimes he seems to inadvertently reveal his own thoughts, in fact, is defrauding the attention and trust of others, the purpose is to suddenly make trouble and surprisingly win. In the spring of 1968, Czechoslovakia set off a top-down reform movement. The reform leader Dubcek took over as the first secretary of the Central Committee of the Communist Party of China, reorganized the Central Bureau and the Secretariat, and adopted a "Programme of Action" with new ideas for reform. This movement in Czechoslovakia not only angered the leading groups of the former Soviet Union, but also made the countries of Eastern Europe fearful. However, after the announcement of the six-nation agreement of the Warsaw Pact reached in Czechoslovakia on August 3, people were generally relieved. Because the former Soviet Union promised not to take military action against Czechoslovakia in the agreement. For a time, the citizens of Prague had a variety of optimism. On the night of August 25th, a former Soviet civil airliner appeared in the Czech Republic. After a few laps, an emergency signal was sent to the Prague airport, claiming that the aircraft had a mechanical failure and requested an emergency landing. The person in charge of the airport agreed to its requirements in accordance with international practice. When the aircraft stopped at the airport runway, dozens of fully armed former Soviet commandos rushed out of the hatch, quickly occupied the airport tower, and directed the subsequent large Soviet transport planes to land. When a tank and armored vehicle drove off the plane and headed for the city, people understood the true meaning of the former Soviet Union. It turned out that the former Soviet Union used a trick to slow down the military and induced Czechoslovakia to relax its alertness. After the time was ripe, another dark night sneak attack took place, and the entire territory of Czechoslovakia was occupied without any effort. The patent that blinds others is not a treacherous person, it can also be used to achieve this good deed. For example, in interpersonal communication, people engage in communicative activities with a certain purpose, or to seek friendship and deepen feelings; or to exchange ideas and exchange information; or to seek cooperation and gain benefits; or to seek help, get rid of Dilemma. In general, both parties have a clear communication purpose, which is convenient for mutual reciprocal interaction and can echo each other. But sometimes, the purpose of communication is too obvious, but it will hinder cooperation and is not conducive to the realization of communication purposes. This requires a covert purpose. A ceramics factory produces bottles for the winery. The original price is two yuan each. When preparing to sign the next year's contract, the ceramics factory is prepared to raise the price of the wine bottle in consideration of factors such as the price increase of raw materials, but it is afraid that the winery will not accept it. After some planning, the ceramics factory launched an offensive to the winery: "Because the country is tightening its monetary policy, controlling credit and other reasons, our factory is seriously short of liquidity, and we hope that your factory can prepay one-third of the loan next year. Otherwise, Production is difficult to guarantee, and delays in bottle supply planning will have an impact on your production.” The winery is certainly not willing to pay large prepayments at once. After several rounds of negotiations, the ceramics factory made a concession: not paying the advance payment, but had to consider raising the price of the bottle appropriately. As a result, the ceramics factory got its wish. 2. True and false, true and false, "The Romance of the Three Kingdoms", Zhang Song wants to offer Sichuan map and Cao Cao. Cao Cao couldn’t afford Zhang Xiao, who was short and handsome, and went away. Cao Cao’s main book, Yang Xiu, is a eloquent person who denounces Zhang Song and arrogantly claims that Cao Yuxiang has a talented person and shows evidence of the art of military law written by Cao Cao. Who knows Zhang Songbo’s strong memory, took the book and read it again, and then he remembered it on the chest, and then laughed loudly: “This book is a three-foot child in the middle of the book. It can also be secretive. What is the 'new book'? This is the Warring States Period. Anonymous made it, Cao Yuxiang’s theft and thought that he could, and had to slap his lower ear!” Yang Xiu refuted: “The book of the sacred possession has been restored, and it has been passed down to the world. Zhang Song immediately said: "If you don't believe in the public, I will try it out." I will recite it from beginning to end, and there is no mistake. Yang Xiu was shocked. Cao Cao, who was informed of the incident, also wondered: "Is it true that the ancients and I are in harmony?" So let Yang Xiu lead Zhang Song to see him. In this confrontation, Zhang Song’s ability to defeat Cao Cao and Yang Xiu’s arrogance and arrogance is to successfully use a method of argumentation – virtual schematic method. The virtual schematic method is a kind of argumentation technique that is launched as an objective fact and tries to convince the opponent to overcome it. The implementation of this method includes two steps of virtual and schematic. The two are closely related. But in comparison, virtual is easier - the dominant is himself, to what extent, to what style, to rely on himself; and to signal is more difficult - the purpose is to believe the opponent's virtual, such as the opponent does not believe Virtual is futile. Visible, virtual is the premise, and the indication is the key. To successfully use the virtual notation, you need to master these two steps. Specifically, it is: 1 to be reasonable and reasonable, so that the other party is difficult to distinguish between true and false, is to pretend to do the attitude to the opponent. This kind of posture should be reasonable. In other words, the gap between real life and life cannot be too large. To be virtual is roughly in line with the actual situation of the time, the local, and the parties. Because people judge right and wrong, relying on perception, the correctness of perception, depends on the knowledge and experience of past practice. When the opponent's virtuality is consistent or consistent with the knowledge and experience of the past practice, the perception produces a sense of identity, and the opponent's virtual understanding and recognition. In the previous example, Zhang Song's virtual "This is an anonymous name made in the Warring States Period." Cao Cao is a commander of the unified army. To write a book of military law, it is inevitable to learn from the experience of the previous people in summing up the war. Plus his suspicion is already heavy, of course he will believe it. Conversely, if Zhang Song’s virtuality is “this is what I did to the table”, or “this is what Jiang Dong’s Sun Quan made”, Yang Xiu and Cao Cao’s perception will not be recognized. Because this is far from their practice and experience. In the argument, as an opponent, the other party always has a certain degree of alert and vigilance; what you say, instinctively will have doubts. This requires more in the virtual pair, to make a reasonable effort. Sometimes, it is not a matter of true and false, which creates a mixed situation of illusion, reality and illusion. Such as Zhang Song's "Anonymous", not to mention the specific, let you unpredictable. At this time, the opponent's perception is: real and real, virtual and real. Therefore, it is natural to believe in the entire content of your virtual, and fall into the trap. Those who speak whispering skills often use the lie of "something really" to make people think that they are really blind and very blind. 2 The gesture is to be sloppy and not leaking, the attitude is sincere, and the main form of expression is the language. At the same time, it should be supplemented by emotions and demeanor. Help with actions, intonations, etc. The degree of virtual acceptance of your opponent depends on the depth of perception and understanding of your gestures. The clearer, more precise, more persistent, and more tempting your own gestures, the stronger your opponent's perception and understanding, and the higher the chances of illusion. For example, in the case of Zhuge Liang, for the joint work of Sun and Liu, when he persuaded Zhou Yu, he immediately said that "Cao Cao was on behalf of Jiangnan, in order to get two Joes." In order to make Zhou Yu convinced, his gestures are quite meticulous: firstly, the "Lian Erqiao in the East and West, if the sky is locked" in Cao Zhi's "Tongquetai Fu" is changed to "Luo Erqiao in the Southeast" "The eve of the eve of the music", cleverly moved with the second Joe. After arousing Zhou Yu’s wrath, he also detailed the form of fear. He even said: “False, death, and death!” After the week’s intention to break Cao’s intention has been fixed, he will continue to persuade him to “think twice and avoid regret. ". This will consolidate what you want to achieve. Therefore, it can be said that the gesture is to manipulate the perception of the opponent. Once the virtual implementation is carried out, it is necessary to do everything possible to mobilize the opponent's emotions, so that he can build enough trust in himself, and he must do his utmost to maintain his own virtuality, so that the opponent has no room for doubt. Let the opponent understand that if you don't believe what you said, then you will bring trouble to yourself; only by believing what you said can you gain benefits. This is a hypothetical reasoning tree that puts a sufficient and necessary condition in front of the opponent, forcing him to make the only choice of "believe what you said." In order to be more effective, the gesture can also make use of the people's recognition of the common point, stand on the opponent's point of view, put on the ground to serve the interests of the opponent, so that the opponent feels that he is good for him, the interests of both sides are the same. And use some words to ease the vigilance of the other party. For example, Zhuge Liang’s “Think of things, avoid regrets”. Modern society such as "taking into account the interests of both of us" "this is well known" "as long as it is" "smart people will do this" and the like. In this way, the opponent's defense will eventually collapse, and consciously and unconsciously will believe in your virtual. One year at the China International Famous Wine Festival held in Guiyang, the negotiation of a certain economic and trade company in Guizhou Province and a winery in Guizhou, the winery successfully used this method. The company wants to order 10 tons of liquor. However, Guizhou's wineries such as Lin and famous wines are like clouds, and each competition is fierce. It is hard to decide which one to order. During the negotiations with this winery, the manufacturer was hiding the excitement of such a big business, calmly and apologetically said: "Sorry, our goods have already been booked this year. We have already ordered next year. If You need, we try to arrange for you to be early next year." In this virtual, the company is of course an accident: "Is it? The day before yesterday, you are still in the big customers! The family immediately implemented the gesture skills and put on a sincere: "Shopping malls are like battlefields, you are smart people, you don't understand?" That is one of our strategies. As we all know, our wine does not need to 'pull' at all; let alone one day, the situation will remain the same? This is not, today, early in the morning, a Guangdong company has completed the final batch of 10 tons this year. You can ask them! "This is really effective, the company is a little anxious:" Yes, I heard that your wine is good, we came to admire. It’s not easy for us to come and see, can we get through and give us some? The family further gestured, making it difficult. The company is more anxious and has a lot to say. The manufacturer said in a caring and sympathetic tone: "Since you have to cooperate with us for a long time, considering our long-term interests, we can do work for other customers, and each one will evenly give you 10 tons." The company is overjoyed. Manufacturers are even more gratified. 3. Use fake actions to disturb the other party's sight. At the end of the Eastern Han Dynasty, the Yellow Turban Army rose and the uprising team grew stronger. Beihai Taishou Kong Rong was trapped in Duchang City, and the siege of the Yellow Turban Army became more and more tight. Kong Rong had to let Tai Shici take the troops to break through and ask the uncle Liu Bei to come to the aid. The Yellow Turban army surrounded the city like an iron bucket. How can it be washed out? Tai Shici thought about a plan. Tai Shici rode out of the city with a bow, and several people behind him followed the target. The Yellow Turban Army outside the besieged city was very astonished and immediately waited and prepared to kill. And Tai Shici went to the shackles under the city, supporting the target and rushing. After shooting for a while, I went back to the city. After a few days, Tai Shici went out to shoot the city, and the people in the besieged city did not agree. Only a few people stood still watching. So ten days have passed, and the people in the besieged city are used to it. They are lying on the ground and do not move. Another morning, Tai Shici routinely shot out of the city and suddenly jumped out of the whip and rushed out of the encirclement. When the Yellow Turban Army wants to catch up, it’s too late. In a few days, Tai Shici moved to save the army and solved the difficulties of trapping the city. Do something seemingly meaningless or even stupid, can paralyze the enemy, distract the enemy's attention, and then take the opportunity to take action. This method of blinding focuses on disturbing the line of sight of the opponent, as if it were a sham, a blind eye. Tai Shici is the master of this. Another type of fake action is to hide the strength of one's own side, as well as to conceal the day when the enemy is willing. The opposition parties of a commercial organization and the authorities sent competition management authority, and they wooed the equity. After starting to register the equity, the activities in the wild are very strong, and the equity that has been drawn has exceeded the authorities. Confidence has already won the vouchers, and it is slack for the attention of the authorities. Who knows that the authorities have temporarily arrested the shares that have been drawn up, and do not go through the registration formalities. It is really a matter of the expiration of the registration deadline, and all of them are brought to the registration. It is really the way of the Sun abdomen to reduce the stove. There are also fake actions intended to arouse the curiosity of the enemy, and then make it suspicious, to achieve the purpose of distracting the opponent's mood, and even relieve their own tension. The act of letter-writing and calligraphy can produce results regardless of the psychology of oneself or the other. For myself, this unconscious hand movement that is arbitrarily doodled on paper can naturally ease the tension of the first meeting and restore oneself. It is said that when a woman went to a blind date, she often tore the straw mat on the upper floor. There are also many people who are constantly playing around with little things or shaking their bodies when they are nervous. This is an unconscious movement that attempts to eliminate mental stress by shaking the body, as well as casual doodles. As for the psychological effect brought to the other party, it is to disturb the other party's emotions. If you talk to people with a random doodle, you will give people an impression of absent-mindedness, and the other party will also have a feeling of being underestimated. Feeling to be despised, on the contrary, it is equal to the recognition of the other side's advantage. In addition, because you take this kind of old-fashioned attitude, once the other party asks a question that is difficult to answer, you can use u to not hear the important part. "As an excuse, the topic is forked. That is, because it was taken This kind of strategy can leave room for manoeuvre between you and the directly opposing counterpart. Some people think that this kind of approach is not fair and upright. However, in the initial commercial negotiations where intense bargaining must be carried out, if the frontal attack method is adopted, there is It is easy for the other party to take the nose away, so occasionally it is necessary to cooperate with this confusing tactic. I believe this is undoubted. The commonality of the above three types of fake actions is the eye of the enemy, disturbing the other party’s sight. In addition to being able to win, it can also be used for defense and self-protection. We know that it is easy to kill birds flying in a straight line, but it is very difficult to kill the birds that change the route. If the unscrupulous person wants to calculate you, you must change frequently. The way of action, to make it confusing, can be a high chess player. The chess player is never going to take the chess piece in the middle of the enemy, and will not let the enemy On the contrary, if you act according to your habits, others will touch your laws, and it is easy to think about harming them. 4. The virtual and real smoke screen knows oneself and knows oneself, it is hard to win. But both sides are confidant, so you can't win every battle. So you have to know yourself, and you want to know yourself, you must know each other, and you want to be ignorant of you, knowing and not knowing, not right. You, hope is not known to you, this power is in your own. Your truth is completely remarked, and you will fail in the direction of your weakness. Only the illusion of putting the weakness into an advantage makes the other person think that he knows the mistake. If you stop the attack, you can turn the crisis into safety. If you are good at the enemy, the grain will be exhausted. In this case, it is unfortunate that the enemy is deeply aware that the crisis is urgent and the enemy is fighting hard. The planting Taoji releases the smoke screen to cover the weakness, the sand in the night, camouflage White rice, the enemy thought that the food was sufficient, and the previous investigation was completely wrong, and he did not dare to attack. This method of blinding is the application of "virtual reality", which requires a seamless cover-up technique. There is a guts in the neck of the knife holder to achieve the goal. In the past, a bank issued banknotes. Once, there was an unsettled message, the bankers were going to run, the bank was squeezed, and the situation was very serious. The attitude is still calm, never panic, set up the inventory of cash, all moved out, piled up in the store, another side to lengthen the time, one for the industry to borrow cash, the store is full of cash, high ceiling Outside, it was carried out in a box and a box. The people who saw the run saw so many cash, knowing that the bank is strong and unstable, it is not clear. Only a small number of people still have to cash, a large number. The people still bring the banknotes back, and a wave of bankruptcy has disappeared. The bank’s credit has become stronger and stronger through this trend. The “virtual and real” smoke screen can also be changed to “avoiding the reality”. The blindness used in the virtual "active" attack. By circumventing the power of the enemy, it means covering up its weaknesses and making the opponents defensive and difficult to attack. Reuters is now the British Reuters Newsletter The founder of the agency. Before he founded this international news agency, he worked for a news agency in the ancient city of Aachen in Germany for some time. Here, he laid the foundation for all aspects of his future take-off. In October 1849, the Pluto government officially opened a telegraph line from Berlin to Yashen and delivered it for commercial communication. In this way, the location of Asia and Shenzhen is important at once. It is also a very profitable business to use the telegraph line between Berlin and the Asian class to serve. Upon learning of this message, Reuters immediately took action and was ready to seize this opportunity for a career. He rushed to Berlin and wanted to run a news agency in Havas, where he followed Paris. However, another person named Wolfe has already taken the lead in front of him and established the Wolff office in Berlin. Wolff's family is rich in wealth, economically strong, and has the same savvy mind and talent as Reuters. In the face of such an opponent, Reuters understands that he is unable to challenge. However, Reuters did not feel discouraged and desperate. He sneaked into a "blitzkrieg" and rushed to Yashen. As soon as the business of Asia-Shenzhen was still untouched, Reuters was overjoyed and immediately opened a small, separately operated telegraph office. Reuters collects a wide range of market newsletters from major European cities, compiles them into a Reuters Newsletter, and then provides them to subscribers using the fastest possible traffic contact tools. Due to the hard work, Reuters's business market quickly opened. After a period of time, there was a situation in which it was rushing to order Reuters newsletters. Reuters finally stood on the heels. 5. The grandson’s twelfth martyrdom can’t be mentioned without mentioning Sun Tzu and Sun Tzu’s Art of War. The summarization of this strange book, although from the perspective of military law, is fully applicable to human manipulation, and it is complete and clear. In terms of tactics, the grandson's central concept is: "The soldiers, the martyrdom." He advocates that the soldiers do not deceive. Before the war, they must hide their own strength, causing the enemy to make a wrong estimate, and then "attack it without any preparation, and unexpectedly." The key to psychological warfare: to avoid the enemy's sharpness and attack its arrogance, to disturb the enemy's military heart, to make the enemy exhausted, and then to take advantage of the emptiness of the people, that is, the so-called strategy of avoiding the actual use of virtual. Sun Tzu cites twelve tactical rumors that are generally used in three major categories. The first type is the appearance of disguising the strength of one's own side, in order to deceive the enemy. His method is: can show that it can not: its own strength is strong, but hidden to relax the enemy's warning. It is not used: it has been sent out, but it has been installed as a soldier. Close to the far and far, and to show the near: deliberately make the enemy admit the distance of their own, in order to attack it. The second type is misleading and chaotic of the enemy. His method is: to lure and induce: to make the enemy mistakenly think that it is beneficial and to induce it to enter. Get it out of chaos: chaos the enemy, take a gap. The third type is to deal with the enemy with strong strength. His method is: to prepare it: to be fully guarded against the powerful enemy. Strong and avoid: avoid the enemy's strong troops. Enraged by anger: anger the enemy, making the other party chaotic. Despicable and arrogant: Demonstrate a low posture to raise the enemy's arrogance. Easy to work: When the enemy is comfortable, harass them to make them exhausted. Pro-independence: Try to separate the inside of the enemy. The blindness in front of us has not exceeded the scope of the 12th martyrdom of the grandson. It shows that no matter in the battlefield, in the officialdom or in the communication field, all the competitions and manipulations are all through the same human and psychological principles. Let's take another example of "being arrogant" in the officialdom and blinding the enemy. In the middle of Jiajing, Yan Yan and Xia Yan were both ministers of the court. Before Xia Yanke was strict, his status was above Yan, and he wrote a good article, which was deeply weighted by the emperor. However, he is self-satisfied, and it is inevitable that there are some people in his eyes. He especially likes others to flatter him. Yan Yan is not convinced of him, but he is also a very thoughtful person, not showing a little edge, patiently waiting for the opportunity. He used the relationship with Xia Yan as a fellow in Jiangxi and tried to please Xia Yan. Once, he prepared a wine cellar and went to Xiayan House to invite Xia Yan. The mantra did not put this fellowship in his eyes, and he found an excuse to not see him. Yan Yan hated to bite his teeth, but the surface was very humbly. He laid a mat in front of the hall and knelt down and read the invitation he brought with him over and over again. Xia Yan was very moved, thinking that Yan Yan really respected himself to this kind of situation; this is also in line with his psychology of seeking glory and flattery. Since then, Xia Yan has been very strict, and he has been promoted repeatedly, and even recommended to the emperor that he took over his first position. Xia Yan probably dreamed of not thinking about it. It was this fellow who was pulled up by himself and finally put him back to death. Yan Yan knows that his strategy is getting better and better in one step, but his heart is very proud; but the surface is not revealing, and Xia Yan is still bowing his head, but secretly looking for and creating opportunities to knock down Xia Yan. When the time is not ripe, he will not reveal the fox's tail. Jiajing Emperor lost the channel to teach. Once he ordered the production of five incense leaf crowns, and gave a few favorite ministers. Xia Yan has always opposed the superstitious activities of Jiajing Emperor and refused to accept it. However, Yan Yan put the scented crown on the emperor when he was summoned, and he also solemnly covered the veil. The emperor greatly appreciated the loyalty of Yan Yu and was very dissatisfied with Xia Yan. Moreover, the Qing dynasty written by Xia Yan also made the emperor dissatisfied, but Yan Yan just wrote a good word. Yan Yan also took advantage of this opportunity to do a lot of research in writing green feeding. At the same time, he also catered to the emperor's mind and introduced him to several "senior people". The emperor is more and more satisfied with Yan Yan and alienated Xia Yan. Another time, Xia Yan went on tour with the emperor and did not work on time, causing the emperor to be angry. The emperor had ordered that the ministers on the Xiyuan duty must take the carriage, while Xia Yan took the waist. Several things have caused the emperor to be unhappy, so the emperor is increasingly dissatisfied with Xia Yan. Yan Yan saw the time had come, immediately changed his humility in the past, colluded with the Taoist Tao Zhongwen, who was favored by the emperor, and added a lot of bad words to Xia Yan in front of the emperor. The emperor had already had a lot of dissatisfaction with Xia Yan. Now he is his two favorite ministers to expose even more faults. He has no doubts. In his anger, he dismissed all the duties of Xia Ji, and Yan Yan replaced Xia Yan. First lose position. 6. How to make people "buy money to buy happy" blindness is not dedicated to doing bad things, this is what we have repeatedly stressed. For example, in business communication, it is not a bad thing to understand the consumer psychology, to vote for it, and to achieve the purpose of promotion. Although we hide our purpose, we also use and manipulate people's psychology. The same is the consumption of money, who does not want to spend money to spend a happy, "goodwill blind" is nothing wrong. Here are five ways to share with you: 1Using people to pursue fashionable psychology, “pushing the boat”. Nowadays people's living standards have improved, and the pursuit of fashion has become a topic that people often discuss after a meal. Smart costume promoters often seize the psychology of people to open up the sales situation. There is a private small clothing store, the owner was originally a retired worker. In the first two years, business has been poor. The reason is that the clothing sold is not novel from style to suit. This spring, the store was taken over by his son. The young man has a wide range of knowledge and a living mind. In the observation of people's daily life, he notices that people are pursuing new trends and pursuing fashion, especially girls and young people. As long as they are fashionable clothes, they spend more money and do not hesitate. He quickly entered a group of fashionable, chic, elegant and fashionable new styles and fabrics from Shanghai, Guangzhou and other places. On the mold, he stood at the door of the store to attract customers. This trick is true! Many customers, especially young men and women, have come to the door, and buyers are like clouds. He opened the situation and many manufacturers of trendy clothing also took the initiative to find the door and asked him to sell the product. 2Using the consumer's compensation psychology, “send charcoal in the snow”. Consumers often find a psychology that requires compensation when they find that the quality of the goods they buy is not good, or that the price is too expensive and regrets themselves, so that they get a certain degree of psychological balance. One woman bought a mat in a store and spent 9 yuan and 5 horns. Later, I walked into the farmer's market and found that the size of the straw mats picked up by a farmer was the same, the quality was better, and the price per bed was 100 yuan. The woman said to herself: "Hey, buy it wrong!" This was heard by the farmer, and he asked why. The women actually said things, the farmers smiled and said: "You have to sell it for 7 yuan a bed. Anyway, do it yourself!" Women are interested. It is worthwhile to calculate, is it cheaper than 2 yuan? Lose here to make up, buy another bed, anyway, the home also needs. So the business was sold. Here, the savvy farmer immediately noticed and took advantage of the woman’s regret after asking for compensation, and subtly promoted her own goods. 3 In response to the nervousness of customers who are afraid of being deceived, they will be sent a “reassuring pill” in time. Some people who have less experience in shopping or have been deceived often have a nervous feeling of being afraid of being cheated when shopping. They are cautious and hesitant. An old lady wants to buy some rat poison to cure the messy mice at home. She came to a stall selling rat poison, left to look at it, right-handed, and asked the stall owner whether it was a real medicine or not, and bought it several times before the complaint. It was all fake, and there was no medicine for a mouse. The stall owner smiled and said: "Auntie, this medicine can't be faked. If you don't believe it, just take two packs and try it. If the medicine doesn't hurt, then take the bag back, I will pay you twice the money." Auntie thought, anyway, the fake can refund the money, why not buy a few bags for the neighbors also try? So I bought five packs at a time. This stall owner is aiming at the fear of being deceived again by the aunt, and with a sincere promise, she gave her a "reassuring", which eliminated her concerns and promoted the sale of her own goods. 4 for the consumer's temptation psychology, come to a "will count." Some consumers don't know the goods, they are not experts, they want to buy a certain kind of goods, but they don't dare to pay for it. They just ask this question or ask the east to look at it. The purpose is to find out whether the goods are true and false and the price is reasonable. . Therefore, the seller cannot blame or express impatience for such customers. Since he wants to test you, why don't you count it and try him? There is a small clothing store full of various price leather jackets. A man came into the store, this touch, the pinch, and finally took a fancy, but still not sure, so said to the owner: "This is not the real thing." The owner smiled slightly, quietly, Take a piece from the back room and show it to him. The man looked at the touch and asked what price, the owner said: "You open a price." Men do not answer. At this point, the owner looked at the other party is a layman, said: "This is a fake!" said to open the skin to tell him how to identify true and false. The man was very moved, and soon took out the banknotes and bought the original one and left with satisfaction. If the owner does not count, and does not wear the "Western mirror", he can't convince the man, nor can he promote the sale of goods, and drop the bad reputation of selling fakes. 5Using people's herd mentality, prompt consumers to make up their minds as soon as possible. When shopping, some people can't decide on a certain product, or they don't want to buy it. If they see more people buying next to them, they will follow the actions of others. This kind of psychology of consumers is called herd mentality. The seller can use this psychology to promote the sale of goods. A store has entered a number of new brands of pressure cookers, people do not know about their quality and performance, but this has caused a backlog of goods, affecting the company's capital turnover. A deputy manager of the store was quite new. He sent people to quickly investigate the city’s purchase of the pot and known names and use satisfied users, write their evaluations in an advertisement, and set up an advertisement. At the door. In the past, when you stop and see, you have to look at it. Many people are in need of their homes. When they see advertisements, they write so many affirmations and praises from users with famous names. Naturally, they are sure of the quality of the pot, so they are happy to buy. Soon, the pressure cookers were sold smoothly. This brand of pressure cooker quickly opened the market in the city, the manufacturer also sent a congratulatory letter to the store. As a general matter, the choice of the majority is always correct, and the actions of the majority are generally wrong. This is the common psychology of consumers. Many manufacturers are also aware of this mystery, so take the opportunity to promote and promote their products.