Marketing people must understand one truth - Perception- Cognitive than facts.doc

 PAGE \* MERGEFORMAT 5 Marketing people must understand one truth - Perception: Cognitive than facts Brand positioning, advertising, marketing meetings, face to face sales, fax mail message content, communication and persuasion, etc., all very rational facts and reason, the effect is not very good, why is it so? 1, the human decision-making model is always emotion precedes reason. What someone has done a brilliant exposition business, is ‘put your thoughts into someone else’s head, put other people’s money into their own pockets.’ But we finally found that even the truth, in most cases it is difficult to put someone else’s head. Because human nature is lazy and simple, to accept a new idea often requires Xiangponaodai, so people are more willing to ‘perception.’ The world has more than 80% of the business is not made by reason. Because the human emotional decision-making model is always precede reason. We often say ‘emotionally moving, enlighten them with reason,’ ‘reasonable,’ the former are sensible and reasonable in the post. ‘Anything for his friend,’ it is a friend’s feelings first, as the blades are inserted justified also followed up. Therefore, with regard to the sale of customer communication, there are so many words: ‘It’s not what you think you are, but what customers think you are.’ So, awareness of your customers more often than the fact that what you are is more important. Seekers underappreciated, painstaking research and development of enterprise products unmarketable, often as well. 2, perception is not necessarily equal to the fact that 1997, in order to meet the return of Hong Kong stuntman blues driving a car over the Yellow River Hukou Waterfall, becoming China’s first man over the Yellow River. In 1999, Shanxi guy Zhu Zhaohui motorcycle leap Hukou Waterfall of the Yellow River became the first motorcycle leap man. I would like to ask, as a news event, and leaps over the Xiangjiang River which one harder? Which on