Mark O. Haroldson of the United States is a business wizard and has written several best-selling books to introduce his methods of making money and ways of thinking about problems. Haroldson started his career in real estate and earned 1 million yuan in 4 years, achieving his self-set goal. In the book, he revealed a secret to getting rich quickly: reverse thinking. That is to say, when ordinary people are flocking to a certain economic activity, they should quickly give up and evacuate; and when most people think that a certain economic activity is unprofitable and avoid it, they should actively study it. This may be the case. Opportunities come and you need to be bold in pursuing them. Haroldson's method of thinking and judging problems is also the way to get rich by Tao Zhugong, the richest man in ancient China. In the Spring and Autumn Period, Fan Li helped King Gou Jian of Yue manage his business in dismal conditions for ten years, defeated King Wu Fu Cha, and avenged the shame of Kuaiji. He saw that Gou Jian could only share adversity, but could not seek peace and happiness, and would surely "escape the dog from being cooked and the bird to hide behind its bow", so he left quietly. It is said that Fan Li came to the land of Qilu in the north and started doing business by selling salt. He was later Tao Zhugong. The important principle of Tao Zhugong's business is "I take when others give up, and I give when others take".
Please look at another example: A few years ago, major hotels across the country launched a "minimum consumption" business index, which invisibly prevented some consumers from entering the hotel. A Guangzhou restaurant went in the opposite direction and put forward the idea of ??"maximum consumption", that is, the average consumption of each customer entering the hotel should not exceed one hundred yuan.
The hotel owner understands that excellent planning is not about following the crowd, but about finding new ways to do things that are not mine, showing his unique business personality. Moreover, due to the fierce competition at that time, some hotels mistakenly moved towards luxury banquets and gold banquets. However, after all, there were only a limited number of wealthy people, and the risk of continuing to show off their lavishness was extremely high. From the perspective of public opinion, the news media are increasingly condemning luxury consumption and have a strong tendency to block it. Therefore, as soon as the idea came out, everyone was amazed by the technology and the effect was very good. The hotel not only greatly increased its income, but also established a good corporate image.
Secrets of the Rich
The reason why reverse thinking, or the method of giving up and giving to others, can bring people opportunities and make them rich is that it conforms to the The law of reserved transformation in the development of things. The supply of a good, or the demand for a good, is never unlimited. If it seems that the supply is endless and cannot be exhausted, it often indicates that it will be scarce; if the supply is abundant and the price is low, and everyone is eager to get rid of it, then when its source is exhausted and the market is short, the price will inevitably rise sharply. If the demand is strong and people are eager to have it, they cannot get it. Then when most people have already obtained it or no longer need it, the price will inevitably drop from the peak to the bottom. Therefore, it is often possible to throw it out when everyone is pursuing it, buy it when everyone is indifferent, and get several times the profit at twice the cost. Engaging in business activities and planning against the trend are often necessary methods for getting rich. In the contemporary developed commodity economy, some people who are good at stock trading or futures trading often use this method.
Especially in business negotiations, people are often limited by their usual way of thinking and value positive arguments and forward thinking, while reverse seeking and reverse thinking are ignored by most people. In complex negotiation battles, if negotiators want to win unexpectedly, they must change their long-standing bad habits and have the courage to reverse the "natural" understanding of things. During the negotiation, try to predict in advance where the other party will be willing to end the negotiation, and at what point he will complete the deal and still feel that he left with something gained. The best way to find the "magic spot" in a negotiation is to ask questions. For example, if we're trying to get a sales estimate, we might ask "How many sales would you expect to sell if you linked something to your product?" As a rule, they will inflate the numbers slightly to give you an idea of ??their expertise. impression. But we can use that number to determine their true strength and find out their logic.
"Why is there no sunlight on his mother's face? There is a hole in the hat, it must be because there is too much sunlight on her face.
I have always disliked Yu Qiuyu and hated his showoff. , and whenever there is a competition, this guy goes out as a scholar to give pointers. If he has this time, would it be better to go home and do some learning?
”
Ha, Spider’s comment is really interesting, an example of reverse thinking
People are used to thinking about problems and seeking solutions in the positive direction of the development of things. In fact, for some For problems, especially some special problems, working backwards from the conclusion, thinking backwards, from solving the problem back to the known conditions, thinking backwards may simplify the problem, make it easier to solve it, and even make discoveries because of it. Creating earth-shattering miracles is reverse thinking and its charm.
An interesting question is this: There are four identical bottles, how to place them so that any two of them have the same mouth. Are the distances equal? ??Maybe we have been thinking about it for a long time and still can't find the answer. So, what is the solution? It turns out that we put the three bottles at the vertices of the triangle and put the fourth bottle upside down in the center of the triangle. The answer comes out. Turn the fourth bottle upside down, what a vivid example of reverse thinking!
There are many examples of success through reverse thinking in daily life. >The manager of a fashion store accidentally burned a hole in a high-end woven skirt, and its value plummeted. If he used darning to repair it, he would just get away with it and deceive customers. The manager had a sudden idea and simply added another piece of clothing around the hole. After digging many small holes and being good at modifying it, they named it "Fengwei Skirt". Suddenly, the sales of "Fengwei Skirt" suddenly became popular, and the fashion store also became famous. The reverse thinking brought considerable economic benefits. . The birth of heelless socks is similar to that of "phoenix tail skirts". Because the heels of socks are easy to break, a pair of socks will be destroyed once they are broken. The merchants used reverse thinking to successfully trial production of heelless socks, which created a very good business opportunity.
It is said that reverse thinking can make people younger. Everyone has to go to next year, and next year will be one year older than this year, so this year is one year younger than next year. For the elderly, such reverse thinking can make people live longer. Young; for young people, you can cherish your time and work harder.
There is a story in ancient my country. A mother had two sons. The eldest son opened a dyeing workshop and the younger son worked in the umbrella business every day. When it rained, the old mother was worried that the cloth dyed by her eldest son would not be able to dry; when the weather was sunny, she was afraid that no one would buy the umbrella made by her younger son. The younger son's umbrella business is booming; on a sunny day, the eldest son's dyed cloth can be dried quickly. Reverse thinking makes the old mother smile and regain her vitality.
On the road of creating inventions, she needs more. Reverse thinking can create many unexpected miracles in the world.
The spindle of the washing machine's dehydrating tank is soft. If you push it lightly with your hand, the dehydrating tank will tilt at high speed. When rotating, it is very stable and the dehydration effect is very good. When it was originally designed, in order to solve the problem of vibration of the dewatering tank and the resulting noise, the engineering and technical personnel thought of many ways. They first made the rotating shaft thicker, which was ineffective, and then added a hardened rotating shaft. Still didn't work. Finally, they came up with a reverse idea and replaced the hard shaft with a soft shaft, successfully solving the two major problems of vibration and noise. This is a classic example of invention born from reverse thinking.
Traditional icebreakers rely on their own weight to crush ice, so their heads are made of high-hardness materials and are designed to be very heavy and very inconvenient to turn. Icebreakers are very afraid of water drifting sideways. Scientists from the former Soviet Union used reverse thinking to change from pressing the ice downwards to pushing the ice upwards, that is, letting the icebreaker dive underwater and rely on buoyancy to break the ice upwards from under the ice. The new icebreaker is designed to be very smart, which not only saves a lot of raw materials, but also does not require a lot of power, and its own safety is also greatly improved. When encountering thicker ice, the icebreaker moves up and down like a dolphin, and the icebreaking effect is very good. This icebreaker is hailed as "the most promising icebreaker of this century."
The "two-way rotating generator" invented by Chinese inventor Su Weixing was born in 1994. In August of the same year, it won the gold medal of the China High-tech Cup and attracted the attention of the United Nations TIPS organization. In 1996, a large Danish company wanted to buy out its patent for 3 million yuan, which shows the huge value of its invention.
Speaking of the invention of the "two-way rotating generator", we should also attribute it to reverse thinking. Looking through domestic and foreign scientific and technological literature, the most common structure of a generator is that it has a stator and a rotor. The stator does not move and the rotor rotates.
The stator of the "two-way rotating generator" invented by Su Weixing also rotates, and the power generation efficiency is four times higher than that of ordinary generators. Su Weixing said, let me think in reverse and make the stator "rotate" too. This was the basis of his thinking for invention and his great contribution to the creation of inventive ideas.
Japan is an economically powerful country, but it is also a resource-poor country, so they advocate frugality very much. When copiers were devouring large amounts of paper, they used both the front and back of a piece of white paper, one on top of two, saving half. Scientists from Japan's Ricoh Company were not satisfied with this. Through reverse thinking, they invented a "reprinting machine". After the copied paper passes through it, the images and text on it disappear. Return to a blank sheet of paper. In this way, a piece of white paper can be reused many times, which not only creates wealth and saves resources, but also enables people to establish new values: frugality is important, but innovation is even more valuable.
The most valuable value of reverse thinking is that it challenges people's understanding and deepens their understanding of things, which produces as much power as an "atomic bomb explosion". We should consciously use reverse thinking methods to create more miracles.
In the mid-1960s, Iacocca, then a deputy general manager of a Ford branch, was looking for ways to improve the company's performance. The panacea for that, he decided, would be to launch a new car with a bold design that would arouse widespread public interest. After determining that the person who ultimately determines success or failure is the customer, he begins to draw a strategic blueprint. Here's how Iacocca started with the customer and worked backwards to the steps of designing a new car: The only way a customer could buy a car was to test drive it. In order for potential customers to test the car, the car must be placed in the car dealer's showroom. The way to attract dealers is to carry out large-scale and attractive commercial promotion of new cars, so that dealers themselves are enthusiastic about the new models. To put it more realistically, he had to build the car and send it to the dealer's showroom before the marketing campaign began. To achieve this, he needs 100% support from the company's marketing and production departments. At the same time, he also realized that the manufacturers, manpower, equipment and raw materials required to produce car models had to be determined by the company's senior executives. After Iacocca identified the names of those who needed to be agreed upon to achieve his goals, he reversed the process and moved forward from the beginning. A few months later, Iacocca's new car, the Mustang, rolled off the assembly line and became popular in the 1960s. Its success also propelled Iacocca to become vice president of the entire car and truck group at Ford.
Reverse thinking is a shortcut to success.
Reverse thinking is a way of thinking that changes people's conventional thinking. It is the opposite of habitual thinking. In marketing, people who often use reverse thinking will receive unexpected results.
Give an example from life.
Two years ago, my 23-year-old brother took a bath one day, lay on the bed, held his head, and complained that he had a headache. Ask him why.
He said: "When I was taking a bath, my ears were filled with water."
"Smell, the ears are facing down, just empty the water." I said.
"I've done it, but it still won't come out."
"Don't be afraid, it will come out after a while." I comforted him.
"It won't come out, sister, really, it won't come out." He held his head and looked at me and said firmly, "I just did an experiment and poured it in again with a spoon. Half a spoonful of water, it didn’t even come out.”
“Really?!” I couldn’t help laughing after hearing what he said.
Of course, this is just an example of reverse thinking, but it left a deep impression on me. To this day, I still laugh when I think about it.
In marketing activities, my reverse thinking manifested itself as me helping him rather than begging him to sell or buy.
For example, once, I was selling to a shopping mall. After entering the door, the other party was busy with his own business and asked, "Which company are you from and what are you promoting?"
I didn't rush to hand over my business card and report my company, but explained my purpose of visit without lying or hastily: "Manager Zhang, the peak season is here, I'm here to help you."
"Help me?!" He stopped what he was saying.
“Yes.
"
"What can you do for me?"
"I'll help you increase your sales and profits. "
"Really?" he asked with interest.
"Yes. You see, the peak season is here, and your designs and varieties are still relatively monotonous. Let me help you add new styles and colors. "
"Then——"
I handed over my business card and brochure, and further said: "This variety has brought a lot of success to merchants in other cities across the country. Considerable profits. ”
“Well——”
After setting the tone of helping him make profits, he laid the groundwork for his business negotiations, and in the future sales process , and a lot of unnecessary troubles were avoided. (However, there is a big premise, no matter what is promoted, it depends on whether the market needs it.)
I remember another time, on a sunny early summer day, I asked the agency. When I was selling air conditioners, I met with the leader and I said:
"The weather is hot. If you install air conditioners this year, you will be much more comfortable at work than last year. "
"That is. "He nodded.
I didn't speak anymore, but left him some time to recall the scene of last year's hot summer and my expectations and associations after installing air conditioning this year.
" I have this plan this year too. "He said.
"I can help you with this. "I said.
"Which air conditioning factory are you from?" he asked.
So, I briefly introduced the company and products.
< p> This business was successful.In fact, the entire marketing process is the process of helping others. Since we are helping others, we should be respected by them. And like it.
Not only that, I also used reverse thinking to find a shortcut for myself in finding the customer's leader and how to address him.
Many people think that finding the right person is the best way to do it. General manager, it is more polite to call him by his last name, but I went against the norm.
For example, one day, I met Chen Meida, the general manager of a certain company.
When I arrived at the company. I asked casually: "Hey, sir, where is Chen Meida's office?"
"Mr. Chen, it's on the third floor, at the end. Do you have an appointment in advance?"
I smiled cordially and shook my head.
"Are you——his friend?" he asked tentatively.
I smiled but said nothing.
"He has gone on a business trip. Come back the day after tomorrow. ”
Later, when I met General Manager Chen Meida, I also called him Mr. Meida or Teacher Chen. Because in my opinion, he must be excellent in some aspect or have rich experience. He has profound experience, and these are what I should learn from and learn from.
Of course, there are not many opportunities to succeed in one sales. In the process of contacting the customer, I maintained a cordial and equal relationship with him.
That day, Mr. Chen said: "Bring the sample tomorrow morning. ”
The next day, he did not go to work at the company due to an accident.
Early on the third day, I put the sample on his desk. He was choosing, and I could see it. , he already likes my product.
"Yesterday, I waited for you for an hour. "I said.
"I had something to do yesterday. "He said while selecting the samples.
"Then why don't you give me a page?" I said.
He raised his head and looked at me.
< p> "You broke the promise and didn't apologize to me. "I continued."He smiled. "Yes, yes. Where are your other products?"
I looked at the swivel chair behind me and said, "Can I sit down and talk?"
This time he smiled even more. Relaxed. "Of course, please take a seat."
The business was conducted in a relaxed and pleasant atmosphere. I never feel miserable, but I feel happy and fulfilled from the bottom of my heart.
The manager of a certain fashion store accidentally burned a hole in a high-end wool skirt, and his worth plummeted.
If you use the darning method to remedy the problem, you will just get away with it and deceive customers. The manager had a sudden idea and dug many more small holes around the small hole. He was good at modifying it and named it "Phoenix Tail Skirt". All of a sudden, the sales of "Phoenix Tail Skirts" exploded, and the fashion store became famous. Reverse thinking has brought considerable economic benefits. The birth of heelless socks is similar to the "phoenix tail skirt". Because the heels of socks are easy to break, and a pair of socks is ruined once they are broken, merchants used reverse thinking to successfully trial-produce heelless socks, creating very good business opportunities.
There is a story in ancient my country. A mother had two sons. The eldest son opened a dyeing workshop and the younger son ran an umbrella business. Every day, this old mother looks sad. When it rains, she is afraid that the cloth dyed by her eldest son will not be able to dry; when it is sunny, she is afraid that no one will buy the umbrella made by her younger son. A neighbor enlightened her and asked her to think the other way around: on rainy days, the younger son's umbrella business is booming; on sunny days, the cloth dyed by the older son can be dried quickly. Reverse thinking made this old mother smile and regain her vitality.
The rotating shaft of the dehydrating tank of the washing machine is soft. If you push it lightly with your hand, the dehydrating tank will tilt around. However, when the dewatering tank rotates at high speed, it is very stable and the dehydration effect is very good. During the original design, in order to solve the problem of trembling of the retort and the resulting noise, the engineers and technicians thought of many ways. They first made the shaft thicker, which was ineffective, and then added a hardened shaft, which was still ineffective. Finally, they came up with a reverse thinking, abandoned the hard and replaced the hard shaft with a soft shaft, successfully solving the two major problems of vibration and noise. This is a classic example of invention born from reverse thinking.
The invention of the "two-way rotating generator" should also be attributed to reverse thinking. Looking through domestic and foreign scientific and technological literature, the most common structure of a generator is that each has a stator and a rotor. The stator does not move and the rotor rotates. The stator of the "two-way rotating generator" invented by Su Weixing also rotates, and the power generation efficiency is four times higher than that of ordinary generators. Su Weixing said, let me think in reverse and make the stator "rotate" too. This was the basis of his thinking for invention and his great contribution to the creation of inventive ideas.