After three days of intense tripartite negotiations, Gu Ao, Akio Morita and Pu Yamauchi basically reached an agreement.

After all, Yamauchi was attracted by the bait thrown by Gu Ao, and made the strategic decision to give up further expansion in the field of personal consumer electronics and concentrate on large arcade machines.

In this process, Gu Biao poured ecstasy soup with a lot of skillful tongues, and even decorated things that had not yet happened and added oil and vinegar to increase persuasion:

"That's right! A big tiger company like IBM should focus on the server market, that is, mainframes and small computers, and just eat up the meat.

And throw the chicken ribs of the personal computer business to Apple and Wang An, which eat bones. Only by specializing in the art industry can we establish a brand image and make a craftsman spirit. ”

IBM in 1981, of course, had not sold its personal computer business, but the trend that it could not engage in PCs for small companies was obvious to all.

Gu Biao said this, which is nothing more than to strengthen Yamauchi's belief and make him believe that "Nintendo is a big business and wants to specialize in enterprise-level customers, while Tiankun Entertainment is a small fight, and it is only worthy of making toy-level spicy chicken for personal consumer goods."

Even, Gu Biao also put forward the concept of 2B business and 2C business for the first time, and then put Yamauchi Pu in the position of "2B", and then regarded himself as 2C, which is so modest that he couldn't be more modest.

……

On this day, Gu Biao had already had to leave, so the group took the Shinkansen back to Tokyo from Kyoto early in the morning, and then prepared to take a night flight to New York.

Gu Biao's horses, as well as Akio Morita, are also going to Tokyo. The venue for the subsequent detailed negotiations between the three parties was also moved to Sony's home stadium in Tokyo.

Yamauchi sent Gunpei Yokoi as Nintendo's plenipotentiary to finalize the follow-up details, and if in doubt, call the Kyoto headquarters for instructions.

Because there were still several hours before the transoceanic flight took off, Gu Biao and Ma Feng found a place to sit in downtown Tokyo.

Gu Biao chose to go to Shibuya's new landmark, SHIBUYA109 Department Store - this place, when he first came to talk to Yang Xin, it had not yet been built, it was a SHOPPING-MALL that had just been built for more than a year, and it was a fashion landmark in Tokyo.

Ma Feng still loves his girlfriend a lot, and as a big man, he still wants to buy some fashionable things for his girlfriend to go back.

When they were tired of shopping, they found a place to drink and sit.

Ma Feng will become Gu Wei's side, the follow-up negotiator.

This is the first time he has approached such a large customer to discuss the terms of sales cooperation, so of course nervousness is inevitable. It is also necessary for Gu Biao to take him to relax before leaving, and explain some words of encouragement to his confidence.

"Brother Gu, I am fully responsible for the follow-up negotiations, is it really no problem? I think that Brother Shi's bargaining skills are sharper than mine. When I came to this kind of big scene, I was always unconfident. After Ma Feng drank a few sips of milk tea, he actually said such cowardly words, and people who are used to seeing strong and confident horses in later generations will definitely not believe it.

But this is the real Ma Feng, he only had confidence in the bargaining of small businesses before, and he really never dealt with international giants, so he was always afraid that the conditions negotiated would be too poor, causing Brother Gu to lose money.

All of them are from inferiority to self-confidence, people who are a little familiar with history, go back and look at the video records when Ma Feng went to the capital to promote the Chinese Yellow Pages in another time and space in 96, and you can see how cowardly he was at that time. was politely said by the people in the relevant departments, "You have to make an appointment for this matter first", and he was so choked that he didn't dare to get out of the air.

In a word, it is Qian Zhuang who instigates people's courage.

When you are successful and rich, you will be more confident in speaking.

People are in a state where even applying for a hotel waiter will be brushed off, and they can't be confident.

Gu Biao knew how to cure this problem.

It can be regarded as his retribution for intervening in Ma Feng's life trajectory in advance and promoting seedlings. In some "horse style cultivation" links, he had to intervene personally.

"Shi Yuzhu wants to go to the United States with me, and he must do the front-line work of pioneering, and I don't have other talents on hand - so you must carry out the follow-up negotiations alone. Gu Biao first put pressure on Ma Feng for a task, and then enlightened him step by step,

"But don't be afraid, in fact, people like you are very suitable to become a top sales talent - even your image is an advantage. ”

Gu Biao's persuasion was really shocking, and it immediately attracted all of Ma Feng's attention, making him feel inferior and inferior.

Because Ma Feng is very self-aware, he knows that he is ugly.

How can this be an advantage?

"Brother Gu, don't be kidding!" Ma Feng was a little embarrassed, but faintly excited. He really wanted to hear how Gu Biao turned decay into magic.

Gu Biao stretched out two fingers and gestured: "Let me ask you, do you think that a handsome and beautiful person is suitable for sales, or a simple and ugly person, or a simple and bold dead fat person, suitable for sales?"

Ma Feng didn't think much about it: "Of course, handsome guys and beauties are suitable for sales results, people see that they are good looking, they are naturally willing to talk to you more, and when you have more opportunities to communicate, it will be easy to sell things." If you're ugly, people don't want to talk to you more, how can you make a performance?"

Gu Biao shook his head in disappointment: "Then you are wrong - I will tell you the answer now, this question depends on the situation, depending on whether you are selling 2B or 2C."

The concept of 2B and 2C, listening to my negotiation with President Yamauchi in the past two days, you should understand it, right? The former is for corporate customers, and the latter is for individual or consumer customers.

When you are dealing directly with the end consumer, you have a zero-sum game relationship with him. The more he pays, the more money you make, the better you sell, and the better the other party can get.

In this case, the salesperson must be beautiful or handsome, in order to eliminate the distress of some consumers to pay money, which is conducive to shipment. Therefore, the male clerks in the Apple computer experience store are all relatively handsome, and the car models at the auto show are all relatively beautiful.

But when you're dealing with an enterprise customer, or the 'operator' in our case, you're complicit with the other party, you're a collaborator, trying to cheat third-party consumers for money.

At this time, the other party doesn't mind whether you are handsome or not, beautiful or not, he is not for his own pleasure, he is not in the 'consumption' mentality, but in the 'work' mentality. All he cares about is whether you can bring benefits to him as a person.

First of all, he will feel that the supplier is not fancy and does not spend more wages to hire handsome guys to sell, so their marketing costs are lower, the material costs of goods are higher, and they are more solid and cost-effective.

Secondly, if you look honest and bold, even a fat man with a beer belly, they will also think that you will not be tricky and divide the benefits, the quotation will not be cheating, and it will be more fair to share the spoils.

Scientific studies have shown that three other workers with the same ability, handsome or beautiful, will increase their income by about 20%, and the ugly one will fall by 20% compared to the average. Most people may not have a quantitative concept, but they subconsciously know that the same position is more expensive than handsome.

If you're handsome, but you have an ugly colleague who makes as much money as you, then you should be wary: the person must be 40% better than you. When the customer enters a prudent 'work mentality' and thinks this logic through, the ugly sales will give people a good impression of safety and honesty. ”

Gu Biao's tirade was speechless.

"Although this is unheard of, it seems to be reasonable......" Ma Feng looked confused, but suddenly found more confidence in life.

It turns out that being ugly has such a significant positive significance.

After pondering for a long time, he found the problem: "But it's not right! Those big factories in China, the female public relations of the supply and marketing department are all very beautiful! Even if it is to promote corporate customers!"

In response to this rebuttal, of course, Gu Biao immediately clarified: "China is not a market economy, of course this is the case - the person in charge of domestic procurement customers is not saving money for himself, even if he buys cheap and good quality goods, he is also saving money for the country." So of course they are willing to use the power in their hands in exchange for some hue benefits.

However, Ben and the United States are countries where capital pays attention, they are pure market economies, and the heads of the purchasing departments of large enterprises are all trusted henchmen of the boss, and they have common interests with the boss. Their professional considerations after entering the state of 'work thinking' are of course different from those in the domestic supply and marketing department!"

What he said was the truth.

Ma Feng, Dong Minzhu, these people are all representatives of ugly but strong marketing. But they are destined to only be marketing strongmen for 2B business.

If you have to have 2C,

For example, if Ma Feng is replaced by a waiter in his hometown chicken in Kentucky, there will definitely be no diners to eat fried chicken.

Another example is to let Dong Minzhu (even if it was young) to be a car model, and the luxury car endorsed will definitely not be sold.

If the first job of Cheng Wei, a building sweeper and dead fat man, is changed to a clerk in an Apple experience store, then it is inevitable that the performance will hit the street.

"So, no matter whether you are beautiful or ugly, you can do a good job in sales and business negotiations. Your appearance is a hint to show the sincerity of our Tiankun Entertainment. In the world, there is no one who can't do sales because of appearance, the key is to choose the right model for you and find your advantage point. Gu Biao finally patted Ma Feng's shoulder earnestly and injected BUFF points.

"I understand! Brother Gu, you are really my life mentor! Don't worry, I will be confident that I will help you get the best conditions for this negotiation!"

"I believe in you. Gu Biao raised his wrist and looked at his watch, "It's almost time, I'm going to meet with President Morita and then prepare to ascend the throne." You go back to the hotel to adjust your condition, and it's up to you from tomorrow onwards. ”

"I'll take you to the airport. "Ma Feng sold very diligently.

Ma Feng became the talent tree of the 2B business mediation madman, and at this moment, Gu Biao lit up the first skill point, as for the extent to which the follow-up will be deep-rooted, it is not something that Gu Biao can control.

——

(PS: To clarify a little, it is said that the ugliness of the particularly sharp-beaked monkey gills is so ugly that if it makes people feel uncomfortable when they see it, it will indeed be a little more difficult to make sales.) The above-mentioned ugliness with 2B advantages mainly refers to the two styles of rustic simplicity and dead fat and boldness, which are particularly deceptive.

The words of this chapter are based on evidence and experience. If it provides one more possibility for the life of a genuine book friend who has just embarked on a job, remember to come back and reward me after success in the future, even if you have a conscience. ）