逆向思维Converse thinking逆向思維

2017/02 26 02:02

  有一位长居海外的华人朋友,详细介绍了海外菜贩与中国菜贩截然不同的卖菜方式:在海外,凡有顾客来买菜,菜贩总会把当前最好的一份卖给顾客,先把好的卖走,接着才卖差的,循次而售。每一个前来光顾的客人,都认为自己买到的菜就是最好的,感觉受到了商家的尊重,所有人都高高兴兴而去。菜贩既做了生意,又赢得了顾客的心,赚取了信誉,可谓一举两得。

  而在中国,情况却恰恰相反,菜贩们都想尽办法先把不好不新鲜的菜卖出去,其中更不乏移花接木、以次充好的行为,以免落到最后,有不好不新鲜的菜会剩下来,形成损失。如此一来,买菜的顾客时常会有吃亏的感觉,尤其是在不知情的情况下买到死鱼或残损不全的蔬菜,即使涵养再好的人,心里也多少是有些不舒服的。

  可是菜贩也并未占到多少便宜,因为好的菜经过留放,时间一长,也会变得不新鲜,为了避免损失,菜贩只能周而复始地处在先卖差的、留下好的循环当中。而且,就算是菜的品质不变,但因没有对比,即使面对一份最好的菜,顾客也会觉得这是别人挑剩的东西。结果是买卖双方都一肚子的怨气,形成双输。

  我平日上菜市场买菜,发现确实如此。鱼贩们总有一双比刘谦还要灵巧的手,可以大变戏法,顾客明明挑选的是一条活蹦乱跳的鲜鱼,但最后进入菜篮子的,常常会是一条翻肚已久的死鱼。肉贩们的刀法则堪比杨志,顾客明明指着瘦肉点要,但一刀切下去,瘦肉下面竟然是厚厚的肥肉,不明其中诀窍的顾客,只能暗暗怨怪自己看走了眼。卖活鸡的小贩,拼命地给鸡灌食,顾客买一只鸡,往往是买了一部分的玉米或石子……大多数人眼中看到的都是近利,总是想方设法把风险、把不利的部分转嫁给顾客,没有长远的经营规划、积累信誉、树立形象的理念。在这样一种浮躁的氛围下,菜贩的经营规模总是有限,顾客也常为买不到好菜而发抱怨,笑容和好心情始终远离每一个人。

  其实只要改换一下经营理念,情况或许就会大为不同。我认识一个做卤味销售的商人,把以诚待客奉为经商之本,他的卤味,凡是对人体有害的色素和添加剂一概不用,加工环节也是一丝不苟。由于他的商品在卖相上不那么诱人,加之真材实料,售价也比别人要高不少,所以最初的销售量很差。但他恪守原则,如果卖不了的卤菜不再适合销售,就自己吃掉或分赠亲友。经过一段时间的坚持,他的卤味终于被大众所接受,产品供不应求,许多大酒楼和娱乐场所都找他订货,成为了远近知名的品牌卤食。

  如果我们能把眼光放得更远一点,所得的或许也会更多。

下面是金鑫翻译所得
Have a Chinese friend with long abroad room, introduced the fashion selling food with abroad greengrocer and Chinese disparate greengrocer in detail: Overseas, every has a client to buy food, greengrocer always is met sell a customer a current and best, first sell well, just sell difference then, abide second and carry out. Each come round the guest of patronage, the dish that thinks oneself are bought is best, the feeling got the businessman’s esteem, everybody is cheerful and go. Greengrocer did the business already, won the client’s heart again, earned reputation, kill two birds with one stone of it may be said.

And be in China, circumstance however rather, greengrocer people think method to sell bad Biedermeier food first, among them more graft one twig on another thering is no lack of, shoddy behavior, lest fall to finally, bad Biedermeier dish can be remained come, form a loss. Come so, the regular meeting when the customer that buys food has the feeling that be in an unfavorable situation, buy the vegetable with dead fish or damage not total damage below unwitting circumstance especially, although self-restraint is again good person, more or less be also a little uncomfortable in the heart.

But greengrocer also did not take how many petty gain, because good food is put through staying, time grows, also can become not fresh, to avoid a loss, greengrocer can ground of go round and round lies to sell difference first, among the loop that has stayed. And, the character that is dish is changeless, but because do not have contrast, although face a best course, the client also can feel this is the thing that others picks remnant. The result is buyers and sellers the complaint of skinful, form is geminate be defeated.

I am ferial serving market buys food, discovery is really such. Fishmonger people always have a pair of even defter than Liu Qian hands, can big conjure, what the client chooses obviously is a frisky fresh fish, but enter food basket finally, constant regular meeting is one turns over the dead fish with long already abdomen. The flesh is peddled people knife law can compares Yang Zhi, the client shows the dot wants a lean lean obviously, but one knife is cut, thick fat is actually below lean lean, unidentified among them the client of hang, can complain secretly only blamed oneself to see an eye. Sell the butcher of vivid chicken, feed desperately to gallinaceous fill, the client buys a chicken, often be the corn that bought one share or cobble… what see in most person eye is close interest, always be try every means keeps watch danger, client of adverse partial impute to, plan without long-term management, accumulate the credit, concept that establishs image. Below a kind of such blundering atmosphere, the operation of greengrocer always is finite, the client often also is less than good food to buy and send complain, smile and good humor are far from each person from beginning to end.

Should change only actually management concept, the circumstance can differ greatly probably. I meet a businessman that makes pot-stewed fowl sale, with sincere entertain a guest act according to to be in business this, his pot-stewed fowl, always mix to the pigment with harmful human body additive entirely need not, machining link also is meticulous. Because his commodity is selling,go up so not inviting, fact of together with true material expects, price also wants than others tall many, first sale is very so poor. But he scrupulouslies abide by a principle, if cannot sell bittern dish suits to sell no longer, be eaten off with respect to oneself or cent gives relatives and friends. Pass period of time hold to, his pot-stewed fowl is accepted by masses place eventually, the product demands exceeds supply, a lot of big wine shop and public place of entertainment look for him to order goods, became the brand bittern with famous far and near to feed.

If we can put eye a bit more further, of earning also meet probably more.
下面是范秉雲翻译所得
  有一位長居海外的華人朋友,詳細介紹瞭海外菜販與中國菜販截然不同的賣菜方式:在海外,凡有顧客來買菜,菜販總會把當前最好的一份賣給顧客,先把好的賣走,接著才賣差的,循次而售。每一個前來光顧的客人,都認為自己買到的菜就是最好的,感覺受到瞭商傢的尊重,所有人都高高興興而去。菜販既做瞭生意,又贏得瞭顧客的心,賺取瞭信譽,可謂一舉兩得。

  而在中國,情況卻恰恰相反,菜販們都想盡辦法先把不好不新鮮的菜賣出去,其中更不乏移花接木、以次充好的行為,以免落到最後,有不好不新鮮的菜會剩下來,形成損失。如此一來,買菜的顧客時常會有吃虧的感覺,尤其是在不知情的情況下買到死魚或殘損不全的蔬菜,即使涵養再好的人,心裡也多少是有些不舒服的。

  可是菜販也並未占到多少便宜,因為好的菜經過留放,時間一長,也會變得不新鮮,為瞭避免損失,菜販隻能周而復始地處在先賣差的、留下好的循環當中。而且,就算是菜的品質不變,但因沒有對比,即使面對一份最好的菜,顧客也會覺得這是別人挑剩的東西。結果是買賣雙方都一肚子的怨氣,形成雙輸。

  我平日上菜市場買菜,發現確實如此。魚販們總有一雙比劉謙還要靈巧的手,可以大變戲法,顧客明明挑選的是一條活蹦亂跳的鮮魚,但最後進入菜籃子的,常常會是一條翻肚已久的死魚。肉販們的刀法則堪比楊志,顧客明明指著瘦肉點要,但一刀切下去,瘦肉下面竟然是厚厚的肥肉,不明其中訣竅的顧客,隻能暗暗怨怪自己看走瞭眼。賣活雞的小販,拼命地給雞灌食,顧客買一隻雞,往往是買瞭一部分的玉米或石子……大多數人眼中看到的都是近利,總是想方設法把風險、把不利的部分轉嫁給顧客,沒有長遠的經營規劃、積累信譽、樹立形象的理念。在這樣一種浮躁的氛圍下,菜販的經營規模總是有限,顧客也常為買不到好菜而發抱怨,笑容和好心情始終遠離每一個人。

  其實隻要改換一下經營理念,情況或許就會大為不同。我認識一個做鹵味銷售的商人,把以誠待客奉為經商之本,他的鹵味,凡是對人體有害的色素和添加劑一概不用,加工環節也是一絲不茍。由於他的商品在賣相上不那麼誘人,加之真材實料,售價也比別人要高不少,所以最初的銷售量很差。但他恪守原則,如果賣不瞭的鹵菜不再適合銷售,就自己吃掉或分贈親友。經過一段時間的堅持,他的鹵味終於被大眾所接受,產品供不應求,許多大酒樓和娛樂場所都找他訂貨,成為瞭遠近知名的品牌鹵食。

  如果我們能把眼光放得更遠一點,所得的或許也會更多。

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