Chapter 22 Chapter 10 The Attraction Everyone Loves

My hometown is a small town in the state of Missouri, and there is a town called "Carme" nearby, which was the leader of the American bandit "Kees". James' hometown, I've been to Cameron, Keith's son is still there. His wife told me how Keith robbed banks and trains; then donated the money to poor neighbors to redeem the pawned fields. At the time Keith.In James's mind, he may think that he is an idealist-just like Sultz, "Two Guns" Crowley, and Capone two generations later.It is true that everyone you see—even the person you see in the mirror—has a high opinion of himself, and his estimate of himself, hopefully, is good and unselfish.

The banker Morgan said in one of his analysis manuscripts: There are two reasons for people to do something... one is pleasant, and the other is true. People will often think of the real reason, and we are all idealists in ourselves, and we prefer to think of good-sounding motives.So to change a man's will, he needs to stimulate his noble motives. Is that method ideal for commercial use? .let's see.That's the case of Mr. "Flier" from a housing company in Pennsylvania: Freer had an unhappy tenant who threatened to move out of his apartment, but the tenant's lease was not yet in force. There were four months to go, and the rent was fifty-five dollars a month, but he claimed to be moving out immediately, regardless of the lease.

When Freer called out the story, he said, "The tenant has lived here for the winter. I know if they move out, the house won't be easy to rent out until this fall. I see Two hundred and twenty yuan is about to fly away from my pocket... I'm really anxious. If this happened in the past, I would definitely go to the tenant and ask him to read the lease again...and point out to him that if we move out now, the four months' rent must still be paid in full. However, this time I took a different approach. I started to say to him: "Mr. Du, I heard that you are going to move, but I don't believe it is true. I deduce from various experiences, I think You're a man of your word, and I can bet myself you are."

The tenant listened quietly, without any special expression, and I continued, "Now, my suggestion is this, put aside the matter you have decided for a while, and you might as well think about it again. Starting today From now on, before the rent is due on the first day of the next month, if you still decide to move, I will promise you and accept your request..." I paused for a moment, and then continued: "At that time, I will admit that my inference is completely wrong... However, I still believe that you are a man of credibility and will abide by the contract you made. Because, in the end Whether we are humans or monkeys, that is our own choice."

Sure enough, as I expected, the gentleman will pay the rent by himself next month.He told me that this matter has been discussed with his wife, and they decided to continue to live.They concluded that there was nothing more honorable than honoring a lease. The late Sir Northcliff saw a newspaper published a photograph he did not wish to publish, so he wrote a letter Write to the editor of that newspaper.It didn't say in his letter, "Please don't publish that picture of me again, I don't like that picture." He wanted to stir up noble motives, and he knew that everyone loves their mother, so he put it in that letter. In the letter, I changed to another tone and said: "Because my mother doesn't like that photo, please don't publish it in your newspaper in the future."

when john.When Rockefeller wanted to prevent photographers from taking pictures of his children, he also aroused a noble motive.He didn't say, "I don't want my child's photos to be published." He knew that everyone had a latent desire not to hurt their children.He changed his tone and said, "Guys, I'm sure many of you are the fathers of your children, and it would not be appropriate for your children to be in the news. Curtis, originally a poor boy in Maine, became the head of the Saturday Evening Post and Ladies' Home Magazine, earning millions.At the beginning of his establishment, he could not pay high prices for manuscripts like other newspapers and magazines.He could not afford to hire the first-class writers in the country to write for him, but he used people's noble motives.

For example, he would ask Alcod, the author of the famous "Little Women", to write for him, and it was when she was at her most prestigious.The method used by Curtis is outstanding!What most people don't expect... He signed a check for one hundred dollars, and he didn't give the check to Alcord, but donated it to one of her favorite charities. Some may say incredulously: "It may work in this way on Northcliff, John Rockefeller, and emotional novelists... But, my friend, your method on me Is it equally effective to collect those unreasonable people?" Yes, this is quite true, there is no one thing that can produce the same effect in any situation--no one thing can produce the same effect on everyone.If you're happy with the results you're getting now, why change?If you feel dissatisfied, why not give it a try?

Anyway, I believe you will like a true story told by my former student Thomas: In a certain car company, six customers refused to pay for a repair bill. It was not that they did not recognize the account, but that some of the accounts were written incorrectly.But every bill for car rental or maintenance has their autographs, so the company believes that there is no mistake in these bills. Here are the steps that the credit department clerk of the car company took when they went to collect the money. Do you think they will be successful? 1. They visit every customer and tell them frankly that they are sent by the company to collect the outstanding accounts.

Second, they made it very clear that the company will never make mistakes, and all mistakes should be the responsibility of the customers. Three, they imply that when it comes to the automotive business, the company is obviously much more knowledgeable than the customer.Therefore, there is no need for unnecessary arguments. 4. As a result, they argued. Taking these methods can make customers willing to pay?You might as well find out the answer from that question yourself When the matter got into such a state, the director of the credit department of the automobile company should send a team of "legal talents" to deal with it. Fortunately, the general manager found out about this matter.The general manager checked the past payment records of those customers who owed their bills, and found that they had paid on time in the past.After the general manager discovered this information, he believed that the mistake must be on the company's side-the method of collecting the account was wrong.So, the general manager called Thomas in and asked him to collect the "bad debts" that couldn't be collected.

Here is Mr. Thomas, the steps taken -- Thomas himself put it this way: "1. I visited every customer, and I also went to ask for a long-deserved account... But I didn't say a word about these. I explained that I came to investigate the company's service to customers. 2. I clearly stated that I will not express any opinions before I have listened to the customer's impressions.I told them that the company was not absolutely infallible. 3. I told them that I only care about their cars; and they know their own cars better than anyone else, so on this issue, listen to their opinions first.

4. I asked them to express their opinions as much as possible. I listened quietly and expressed great sympathy for them... Of course, this is what they hoped for me. 5. In the end, those customers seem to be relieved. I want them to think about this matter fairly. Of course, I want to stimulate their noble motives, so I say this: "First of all I want you to know that I also don't think this was handled properly. You have been bothered, irritated, and inconvenienced by our company's last representative. That should not have happened. , I feel very sorry! I apologize to you on behalf of the company. After listening to what you just said, I cannot but be moved by your patience and fairness. It is because of your generosity that I dare to ask you to do something for me... This thing will be better and more suitable for you than anyone else.At the same time, you know better than others that this is my bill for you. Please check it carefully and see if you have made any mistakes. It is as if you are the general manager of our company checking the accounts. I ask you to take full responsibility. Lord, you can do whatever you say. " Did he read the bill?Yes, of course he did, and he seemed quite pleased with the bills, which ranged from one hundred and fifty to four hundred dollars.But do customers take advantage?Yes, one of the customers refused to pay a penny of the disputed amount.But the other five customers all let the company take advantage of the account.Here is the most exciting part of this matter. In the next two years, those customers bought new cars from our company. " Mr. Thomas said: "Experience tells me that when you don't know what to do with a customer, the most perfect way is to have such a point of view in your heart--you want to treat that customer as sincere, honest, and reliable. And he is very willing to pay the bill. Once he is convinced that the account is correct, he will not hesitate to pay the debt. That is, people are honest and willing to perform their due obligations. There are very few exceptions in cases like this... I believe that if there is really a difficult person, if you make him feel that you think he is so honest, fair, and upright, most of the time he will give it to you. You have the same reaction you gave him. " So, if you're going to get people to agree with you, it's generally a good thing to follow the tenth rule, which is: Inspire higher motives.