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

After all, Hiroshi Yamauchi was attracted by the bait thrown by Gu Ao, and made a strategic decision to give up further expansion in the field of personal electronic consumer goods and focus on large arcades.

In this process, Gu Ao has been very clever and has been used to add convincing things that have not yet happened to add fuel to the fire and increase the persuasion:

"That's right! A large tiger-type company like ibm should focus on the server market, namely, mainframes and small machines, just eat up all the meat.

If you give the useless personal computer business to Apple and Wang An and other bone-eating dogs. Only by having a specialized career can you establish a brand image and create a craftsman spirit.”

Of course, ibm has not sold its personal computer business in 1981, but the trend of using PCs to do small companies is obvious to everyone.

Gu Ao said this simply to strengthen Hiroshi Yamauchi's belief, making him believe that "Nintendo is a big business and specializes in enterprise-level customers, while Tiankun Entertainment is a small-scale game and is only worthy of making toy-grade spicy chickens like personal consumer goods."

Even Gu Ao proposed the concepts of 2b business and 2c business for the first time, and then put Yu Yamauchi in the high-end position of "2b", and then regarded himself as 2c, which was so humble that he could no longer be humble.

...

On that day, Gu Ao had to set off, so the group took the Shinkansen from Kyoto to Tokyo early in the morning, and then prepared to take a night flight to New York.

Gu Ao's maids and Akio Morita also have to go to Tokyo. The subsequent negotiation locations of the three parties were also moved to Sony's home court in Tokyo.

Yamauchi Hirohiro sent Yokoi as Nintendo's plenipotentiary representative to finalize the follow-up details. If you have any questions, call the Kyoto headquarters for instructions.

Because there are still several hours before the cross-Ocean flight takes off, Gu Ao and Ma Feng find a place to sit in downtown Tokyo.

Gu Ao chose a new landmark to Shibuya, Shibuya109 Department Store. When he came to Japan with Yang Xin, he had not built it yet. 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 loves his girlfriend quite much, but as a big man, he still wants to buy some fashionable Japanese goods for his girlfriend.

After they were tired of buying things, they found a place to drink and sit down.

Ma Feng will become Gu Ao's side and the subsequent negotiator.

This is the first time he has contacted such a large customer and discussed sales cooperation conditions, so it is certainly inevitable that he is nervous. Gu Ao also needs to take him to relax before leaving and give some words to inspire confidence.

"Brother Gu, I'm solely responsible for the subsequent negotiations. Is it really okay? I think Brother Shi's bargaining skills are sharper than mine. When I'm in such a big scene, I'm always unconfident." After taking a few sips of milk tea, Ma Feng actually said such cowardly words. People who are used to being strong and confident in the future will definitely not believe it.

But this is the real Ma Feng. He had only been confident in bargaining in small businesses and had never dealt with international giants. He was always afraid that the conditions for the negotiation would be too bad, which would cause Brother Gu to lose money.

Everyone is from inferiority to self-confidence. People who are a little familiar with history will go back to look at another time and space. In 1996, when Ma Feng went to Beijing to promote the video record materials of China Yellow Pages, he knew that he was so cowardly at that time. He was polite by the people from the relevant departments, "You have to make an appointment for this matter first", and he was so choked that he dared not be generous.

In a nutshell, money is to make cowards brave.

If you succeed and have money, you will be more confident in speaking.

People are in a state where they will be beaten up even if they apply for hotel waiters, so they are not confident.

Gu Ao knew how to cure this problem.

It can be regarded as the retribution he intervened in advance in Ma Feng’s life trajectory and encouraged the growth of seedlings. He had to personally intervene in some of the “horse wind cultivation” links.

"Shi Yuzhu wants to go to the United States with me, and he must do the front-line work of development. I have no other talents on hand, so you must bear the subsequent negotiations alone." Gu Ao first put a pressure on Ma Feng to the task, and then he enlightened him in a tempting manner.

"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 Ao's persuasion was really shocking and immediately attracted Ma Feng's full attention, leaving him without even time to feel inferior.

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

How could this be an advantage?

"Brother Gu, stop joking!" Ma Feng felt a little embarrassed, but was a little excited. He wanted to hear how Gu Ao turned decay into magic.

Gu Ao stretched out two fingers and signaled: "I ask you, do you think that a handsome and beautiful person is suitable for sales, or is a simple and ugly person, or a simple and generous fat man, suitable for sales?"

Ma Feng didn't think much: "Of course, handsome guys and beautiful women are suitable for sales results. When they see that they are so pleasing to the eye, they are naturally willing to talk to you. Once you have more opportunities to communicate, it will be easy to sell things. If you look ugly and don't want to talk to you too much, how can you achieve results?"

Gu Ao shook his head in disappointment: "Then you are wrong, I will tell you the answer now. This question depends on whether the target you sell is 2b or 2c.

The concepts of 2b and 2c have been negotiated with President Yamauchi these two days. You should understand them, right? The former is facing corporate customers, while the latter is facing individual or consumer customers.

When you face the terminal consumer directly, you have a zero-sum game relationship with him. If he pays more, you will make more money. If you sell better goods, the other party will have a better experience.

In this case, sales staff must be beautiful or handsome to eliminate the distress of some consumers for paying money and is conducive to shipment. Therefore, the male clerks in the experience store of Apple Computer are all handsome, and the models at the auto show are all beautiful.

But when you are facing a corporate customer, or the "operator" in our case, you are accomplices with the other party, you are a collaborator, and you are trying to find ways to cheat third-party consumers' money.

At this time, the other party doesn't mind whether you are handsome 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.

At this time, if the salesperson is ugly, what kind of hints can he give to the other party? First of all, he will think that this supplier is not fancy and does not spend more wages to hire handsome guys to sell, so their marketing costs account for a lower proportion, and the material cost of the goods accounts for a higher proportion, which is more solid and cost-effective.

Secondly, if you look honest and generous, even a fat man with beer belly, they will think that you will not be scheming and dividing interests, not cheating on quotations, and it is more reasonable to share the spoils.

Scientific research shows that three other workers with the same abilities, handsome or beautiful, will earn about 20% more than the average income, and the ugly one will 20% less than the average. Most people may not have a quantitative concept, but they subconsciously know that using ugly ones to the same position saves money than using handsome ones.

If you are handsome, but an ugly colleague makes as much money as you do, then you should be wary: the other party must be 40% better at work than you. When a customer enters a cautious ‘work mentality’ and thinks about this logic clearly, ugly sales will give people the good impression of safety and honesty.”

Gu Ao's long speech made Ma Feng speechless.

"Although this statement has never been heard, it seems to make sense..." Ma Feng was confused, but suddenly found more confidence in life.

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

After thinking for a while, he found the problem: "But it's not right! The female public relations in the supply and marketing department of the domestic large factories are all very beautiful! Even if it's sold to corporate customers!"

Regarding this rebuttal, Gu Ao immediately clarified: "The country is not a market economy. Of course, the person in charge of domestic purchasing customers is not saving money for themselves. Even if they buy cheap and good quality goods, they are saving money for the country. So of course they are willing to use their power in exchange for some luster benefits.

But Japan and the United States are capital paying attention to the country. They are pure market economy. The heads of procurement departments of large enterprises are trustworthy confidants and have common interests with the boss. Their professional considerations after entering the state of 'working thinking' are of course different from those in domestic supply and marketing departments!"

What he said was the truth.

Ma Feng and Dong Minzhu, these people are all representatives who are ugly but have strong marketing. But they are destined to be able to do strong marketing people in 2B business.

If they have to be 2c,

For example, if you replace Ma Feng with a home chicken in Kentucky as a waiter, then there will definitely be no diners coming to eat fried chicken.

For example, if Dong Minzhu (even when she was young) is a car model, the luxury car she endorsed will definitely not be sold.

If the first job of the house sweeper, fat man Cheng Wei, was changed to a clerk at the Apple Experience Store, then the performance was inevitable.

"So, no matter whether it is beautiful or ugly, you can do a good job in sales and business negotiations. Your appearance is a hint to show our sincerity in Tiankun Entertainment. In the world, there is no one who cannot do sales because of appearance. The key is to choose the right model and find the point where you can exert your strengths." Gu Ao finally patted Ma Feng's shoulder earnestly and injected buff value.

"I understand! Brother Gu, you are really my life mentor! Don't worry, I will definitely have the confidence to help you win the best conditions in this negotiation!"

"I believe you." Gu Ao raised his wrist and looked at his watch. "It's almost time. I'm going to meet with President Morita and the others, and then prepare to ascend the throne. You can go back to the hotel and adjust your status. It will be up to you tomorrow."

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

Ma Feng became the talent tree of the 2b business mediator. At this moment, Gu Ao lit up the first skill point. As for how deep the roots will be, it is not something Gu Ao can control.

(ps: To clarify a little, it is said that if the ugly one is particularly pointed-mouthed monkey cheeks, if it makes people feel uncomfortable when they see it, it will be a little more difficult to do sales. The above-mentioned ugly ones with 2b advantages mainly refer to the two styles of rusticity, simplicity, fat and generous style, which are particularly deceptive.

The words of this chapter are based on evidence and are also a matter of experience. If you provide more possibilities to a genuine book friend who has just started working in his life, remember to come back and give me a reward after success in the future, even if you have a conscience.)
Chapter completed!