As soon as I speak, I can convince everyone

Chapter 12 If you can’t talk, you’ll be exhausted to death (1)
Learn leadership eloquence from Ma Yun, and you can inspire mediocrity into capable men
Always speak from the perspective of employees

In a company, there will always be new employees joining and old employees leaving.How to face this problem can tell the level of the company's managers.Ordinary companies use affection to trap people, talking about the so-called gathering and separation of favors, trying to make those old employees reluctant to leave.

Doing so also has some effects, but it is often not ideal.If you can't provide employees with a comfortable and comfortable environment, if you can't make them happy, or if you can't give them more income, then you will not be able to retain employees.A clever boss will make employees believe that staying in the company is the best choice.And a boss who is not clever enough always tries to use the so-called favor or loyalty to retain employees.The former can always keep the turnover of its own employees to a minimum, and can always retain those employees who have dreams. The company must also have a certain degree of anger.As for the latter, although some people can be temporarily retained, those people are often not unwilling to leave, but embarrassed to leave.In this way, although people are retained, they cannot be retained.The result is that there are many employees in the company, but everyone's heart is not here, but they have their own plans, and they are dawdling around all day long.In the end, although the staff is prosperous, but the efficiency is low, it is better to let people go generously.

So there is such a difference, it is a matter of angle.Ma Yun is a person with a unique perspective on problems, and he is also good at expressing this uniqueness.Alibaba also has personnel turnover, but Ma Yun is always able to keep the best talents by his side, relying on his different expression methods.Instead of expressing grief to employees and then letting them stay because of favors, he helped them analyze the situation and let them stay on their own initiative.

Ma Yun once said to his employees:

Let me tell you again, my biggest concern is the mentality of employees after IPO.I will definitely communicate with all the old employees, especially the old employees who are "five years old".

Sun Zhengyi told a story, and this story is true.When Softbank was first established in Japan, there was a little girl who got a little bit of Softbank stock. The girl was very upset. Is this bit of stock still a stock?I don't want stocks, you give me a little more salary.All companies started their businesses with relatively little cash, and it was the same when Alibaba started their business. The salary was relatively low at the beginning, and it was also low when it came to Taobao and Alipay. Yahoo was a bit of an exception.At that time, Sun Zhengyi hoped that the salary would be lower.The girl took a little equity and didn't take it seriously.A year later, less than two years later, SoftBank went public. At this point, the stock was worth more than 100 million US dollars, and finally rose to nearly 200 million US dollars.She only took a little, and the girls behind may have taken more, and they all became shareholders with millions of dollars, and some even became millionaires with tens of millions of dollars.These little girls said that we are really lucky, so they married and married, and those who did not work stopped working, and started to buy houses and marry. No one really thanked the company, and no one really thanked the team.At this time, SoftBank had a great internal impact. Many employees of the company ran away together, and many of them set up their own companies to dig out the original company.Those who stayed at SoftBank took a huge hit, the stock took a hit, the company got hurt.Of course, according to the current statistics, none of the people who went out were successful, and they came and went faster.The gang that stayed in survived, and now the stock is getting stronger.

Let me tell you that in the past eight years or five years, some of us may think that we have nowhere to go anyway, and it is good to stay in Alibaba.I dare not say it is 80%, at least 40% of people will think that I have no place to go, just have a job to do, anyway, I can always get along in this company, so I stay in a daze.People who thought they were capable and deserved more were gone.People who thought they were sure to get higher wages, higher positions in other companies, and more equity left.These are people who thought they were smart, and those of us who didn't think they were very smart stayed.

Ma Yun did not speak ill of those who benefited from the company and went outside to develop, and did not give them a hat of ignorance. Instead, he used the real experience of those people to tell everyone: the company is a collection of people. Everyone's hard work can lead to the company's present, and only when these efforts exist at the same time can the employees have a future.This is the best way to persuade.

At this time, many people will choose to play the emotional card, and tell everyone that not being grateful is an immoral behavior.This is easy to cause rebellious psychology.What they say naturally puts the company and its employees in opposition.Ma Yun, on the other hand, boils everyone down as a whole.The former way of expression is to condemn others from the perspective of the company, while Ma Yun is thinking for everyone and the company.It is this way of expression that makes Ma Yun's words more convincing.

This is the importance of expression.Don't stand on a high point to persuade others, that will only isolate yourself.You must know how to talk from the perspective of the overall situation, treat everyone as a community, and then analyze the interests of the entire community, so that others will naturally recognize you.

Guide employees and give them the kind of compliment they want most

When explaining reason to others, many people are very strong, always giving orders to the other party in an unquestionable tone, so that the other party must do it.this is not good.You know, a firm tone can make people believe us more, but an undeniable toughness is a bit too much, and it will make the listener feel disgusted and feel that they are underestimated.

Therefore, you must change your thinking from time to time, and learn to guide others when persuading others to do something with you.You should tell others about your vision and ideas, and at the same time tell others why your vision can be realized and why your ideas make sense.Of course, the more important thing is to tell the other party what benefits it will be for them to be with us.Only by giving the other party sufficient reasons and then adding a firm tone can the other party truly accept us and be willing to do it with us.

That simple, extremely forceful way of speaking to others with a commanding tone is the most undesirable.Even if you are facing your own employees or subordinates, it will probably not have good results.The other party may not refute us face to face because of our higher position, but there must be resistance in the heart.As a result, it is greatly discounted at work. The so-called nodding in front of us and laziness behind us are mostly because of this.

Therefore, it is still necessary to combine reasoning with orders, so as to have the best effect.

Let's take a look at how Ma Yun did it.

I have an idea and a request. I hope that everyone here, no matter what you have done before, we will all face up to the Internet and appreciate the Internet.This thing is really strange. We couldn’t do it before, and we can’t do it more and more. We are still very weak. We haven’t had a company with a market value of more than 100 billion US dollars so far. Do you think it can become a world-class great company?Everyone got 1700 billion.But it does not mean that the spirit of the Internet does not exist.

Why should I be Ali's mother?Because Internet culture is an ecological chain, it is absolutely impossible for the Internet to become dominated by a few super-big websites.It is impossible to have only a few whales and sharks in the ocean without a large number of shrimps.Without small things, sharks and whales will die.Alibaba must have an ecological chain, and we must develop for the environment in which we will survive in the future.

Countless small and medium websites, blogs, and forums, if these do not survive, we sharks will die.When doing things for these environments, your business will be stronger.Alibaba would like to thank small and medium-sized websites. If there were no small and medium-sized websites, Taobao would be gone when Sina and Netease portals were blocked. As for making money or not, we forget it (don’t care).

Today, Alibaba has the ability to do things around strategy. Strategy is always important and not urgent, but the ecological environment is very important and urgent.

The first sentence of Ma Yun's opening is an order, but it is not strong. More importantly, it is not a specific order, but to tell people why they should implement this order. Where is his reason? .This way of speaking works very well.It's guided, not brusque.

People are more or less self-conceited, so when they hear others ordering them roughly and forcefully, they always feel uncomfortable, which leads to resistance.What we have to do is not to use more force to suppress this resistance, but to use other methods to eliminate it.The best way is to combine command and guidance, so that there is no chance of it appearing at all.

You must know that letting others do things according to our wishes does not mean making others our vassals, but pulling others to do something together.Therefore, you must not pretend that you are the boss and talk to others in an unquestionable tone.That is a wrong position, and it also deviates from our original intention.

We should learn more from people with good speech ability like Ma Yun, and then learn more from their speech methods, so that we can also become masters of speech.At that time, it will naturally be possible to persuade others very well, and will not make the other party feel resistant.

The best way to make employees work hard is to create a sense of crisis for them
From the perspective of persuasion, orders are not as good as guidance, and guidance is not as good as letting them discover the crisis.Many people don't understand this truth, and just use orders to make others obey them, thinking that this is the best way to be strong enough, but in fact this is the least effective way.

Generally speaking, if you want to make your employees more motivated and persuade them to work hard, relying on too much workload and using your own power to press them is not good.This approach is an imperative approach.This can leave employees fatigued and prone to rebellion.As a result, employees tend to slack off, and in the end, not only did they fail to achieve their goals, but it backfired.

Another method is benefit induction, which is similar to guidance. This method is effective. Motivating employees with benefits will naturally motivate them, but it is not the best method. The best method is to let employees They have a sense of crisis.

But some people get this wrong, they create a sense of crisis within the company, which is not good.For example, the elimination mechanism at the bottom, although it can make employees work hard and get rid of the fate of being eliminated by the company, it makes the whole company a slightly antagonistic environment.The greater the sense of competition with those around you, the less stable the team.Therefore, in companies that do this, generally speaking, although employees work hard, they lack an atmosphere of unity and forge ahead.

On this point, Ma Yun's approach is very clever. Let's see how he told the employees, and what effect his words will have.

Our opponent is a world-class opponent. Google is a company with more than 1300 billion US dollars. I don’t know how many companies have been knocked down.We were having a meeting at noon, and there were only 18 English site technicians, and 18 people were fighting against opponents like Google.

We require all departments of the company to provide strong support for the English site, because 65% of the turnover comes from B2B, which is carried by these 18 engineers.We are in a crisis, and this situation must be completely reversed within two or three months.Alisoft, Taobao, Alipay, Yahoo China, we need to recruit excellent engineers to this team, especially Alisoft, how many engineers are there, show me your hand?Today the B2B boss is the first to stand on the boxing ring, right?This is the real world ring, going up right away.

We need to equip excellent talents, equip excellent muscles, and wear boxing gloves and braces well.Alibaba software, smoke your people, don't say no.Today we need to cross over like volunteers. Taobao, Alipay, and Yahoo all have this mentality.We are going all out today to send the first batch of volunteers into B2B for our international website.

There are more and more open and dark arrows. Everyone knows the strength of QQ, you also know the strength of Baidu, and you also know the strength of Google.Alibaba is powerful, but our opponents are also world-class and China's first-class. QQ should be said to be world-class, but who can play IM (instant messaging)!Google is world-class, and Baidu's stock has risen to more than 200 US dollars.Tell everyone that you are very lucky to meet a good opponent.Taobao is very lucky, and Ali Group is very lucky. The opponents we met today are world-class opponents. We must learn from them and surpass them.

I want to tell everyone that our model is no worse than theirs.I think the two most powerful models of e-commerce and the Internet, the first is the portal, and the second is the search engine.So far, the real Web2.0 business model is the best, not by advertising, but by trading to make money, that is, Ebay and Taobao.

Ma Yun also created a sense of crisis for employees, but it was not an internal crisis, but an external crisis.In this way, it can not only inspire the pride of all employees in the company, but also help everyone to form a force and work together.This is what is meant by the so-called when a group of sheep are not united, the best way is not to formulate a system for them, but to put a wolf around them.

From this we can see that Jack Ma is indeed a master of management.Just a few words can create a tense atmosphere, and at the same time, it can stimulate the pride of the employees and make them motivated.Indeed, after listening to these words, what everyone thinks more is that although our opponents are strong, we are not weak. Since everyone is strong, let's do it once and compare ourselves.

(End of this chapter)