As soon as I speak, I can convince everyone

Chapter 23 Always speak in unexpected ways (2)
At the beginning, I will introduce my itinerary. It seems simple, but it is actually purposeful and effective.The purpose of Ma Yun's speech is very simple, to convince the other party and make the other party trust him more.At this time, they need to give them a reassurance.As for the itinerary before I came here, by expressing that I am very busy, and the busy things are all big things, it shows that Alibaba is valued by others, so I strengthen the determination of members and let them recognize Alibaba more.At the same time, it also expresses another meaning, I attach great importance to you.In such a busy situation, I still come to meet and chat with you, which shows that I take you to heart.

Many people don't understand this approach.They also value the person they are talking to, but never express it.this is not right.We must respect everyone we talk to and chat with, but at the same time, we must express this respect so that the other party can receive it.

If we don't express it, then the other party will just feel that this is an ordinary conversation or chat, and will not get closer to us.In that way, our attention will not be effective.

Of course, there are also skills in expressing the importance of others. Like Jack Ma, it is best to express it quietly.And the worst expression is to tell the other person directly that I value you very much.Not only will that not make the other party feel comfortable, but it will easily arouse their resentment, thinking that we are gaining approval from others by means of kindness, and that we are asking for favors.

In short, to express, it is necessary to express skillfully.It can stand out from the side, or be expressed in a storytelling way.For example, tell them we had another date, but turned it down in order to see him.that's enough.Don't add a sentence after saying this, "Because I value you", that will have the opposite effect.

Paying attention to the other party you communicate with is a quality, and it is the key to the success or failure of communication, but how to express this attention is the most important thing.Express your own importance and let the other party know that they have a certain status in our hearts, and we can naturally gain the other party's favor, so the conversation will be easier.

Everyone hopes that they are the most eye-catching one in the crowd, and they also hope that everyone they know likes them. At this time, we must satisfy them.Let them know that we really value them.Only after doing this can the distance between each other's hearts be brought closer.The closer the heart is, the easier it will be for everything.When we need their help, they will lend a helping hand, and when we occasionally make small mistakes, they will forgive us.True friends start with valuing each other.

Always speak in ways that others can't think of

If you want to be remembered, you must be different from others.That is what we often say to have personality.Ma Yun is a person full of personality.His personality is not only reflected in his style of doing things, but also in his language expression.

Ma Yun's words have always had a strong personal style, crisp, powerful, and emotionally appealing. Of course, they often have different angles.This kind of words, Ma Yun has said many times, such as "Today is cruel, tomorrow will be more cruel, and the day after tomorrow will be beautiful, but most people will die tomorrow night." Such words with a strong Ma style are Ma Yun's words. Label.

If you want to become a master speaker, you don't have to learn Jack Ma's style, but you must have your own style.This style is our label.At that time, no matter where we go, people will know us.This is the best business card.

Let's take a look at how Jack Ma expresses his language personality.The following is a conversation between Jack Ma and the host when he was a guest on "Fortune Life".

Ye Rong: I think it’s very funny. Some time ago, I was chatting with Zhen Ronghui, the CEO of Wuyou, and he said that in the past two years, life in the Internet was very difficult, but suddenly it seems that the spring of the Internet has come. , For example, Netease and Sina have announced their profits. I would like to inquire about the current operating conditions of Alibaba.

Ma Yun: Actually, I think people think that the spring of the Internet is coming, but I don't think so.In fact, we are preparing for winter, and I hope that the longer the winter, the better.

Ye Rong: Why do you say that?

Ma Yun: First of all, I am an optimist. I think that if there is winter, there must be spring, and if there is spring, there must be winter. It will not be like spring all year round. In that case, you will get tired of it, right?People get sick too, right?Then I think not everyone will die in winter, and not everyone will bloom and bear fruit in spring, so I think any industry has such a process.So, everyone is well today, but I am more vigilant.Just because everyone is well does not mean that I will be well. In previous winters when everyone was not good, it does not mean that we are not good.In fact, Alibaba has been operating well now, and its profit this year should be more than [-] million yuan, so the whole company has slowly entered a better (state).

This is Jack Ma's style.Even people who don't know what he has done, as long as they hear such a passage, they will immediately become interested in him, wanting to know what kind of person he is and what he has done.Ma Yun's way of speaking with a strong self-style has naturally helped him a lot in his life and career.

We communicate with others not only to relieve loneliness and persuade each other, but also to get their approval.A language with strong labels and its own unique style is the best means to achieve these goals.

Every individual is unique and has something that sets him apart from everyone else.But some people hide these places and become like others.Such an approach is not worth advocating.This is an era of flaunting individuality, and what you want is your own unique label.We should take out our personality, show it in front of everyone, and leave more impressions on everyone, instead of hiding it deep in our hearts, and then making ourselves an individual like everyone else.

The language of personality not only allows us to attract more people's attention, but also helps us develop our own unique behavior style.These are all helpful to our life and career.

Ma Yun has been emphasizing that he is an ordinary person, but this person who thinks he is ordinary has done extraordinary things.He has a strong personality and has his own unique label.These are not necessarily the key to Ma Yun's success, but they do add a lot of points to Ma Yun's success.

To be a person is to be a person with personality, and to speak with our own unique style, so that we can stand out from the crowd.

People are light, but people are more important

When people judge a person, identity is often an important reference factor, especially when strangers meet.A person you don't know can often win more trust if you dress well and look like a successful person.And if it is a person who is dressed in rags and looks frustrated, he will often not be able to win much trust.Especially when this kind of person speaks great truths, even if it is the same truth, people are more inclined to be right about those who seem to be successful, and they don't take seriously the words of those who seem to be unsuccessful.

People have this judgment, but it does not mean that people are snobbish, it is mostly a consensus based on the environment.Therefore, if we want others to believe in us more, we must work hard to improve ourselves so that we can be envied by others.Then our words will have more power.

Jack Ma understands this very well, so when he first started his business, he deliberately said some of his own words as those of Bill Gates.Because, by doing so, he can attract more people's attention and convince more people.Ma Yun also expressed a similar point of view: "People think that you speak well, but more often they think you do well."

Therefore, if we want to gain the trust of more people and want others to like to listen to us, we must not only train our eloquence, but also make ourselves achieve something through hard work.

At the meeting of members in Ningbo, Ma Yun told the Alibaba customers in the audience:

I train cadre management teams to deal with problems before they happen.The work I do today, I do for today.Any decision you make is something that happens 3-6 months after the company, if no one can replace you, you will never get promoted.You are a leader only if the people below surpass you.If you can't find a replacement for six months, it means you have a problem recruiting people.If you can't find people in six months, it means you can't employ people.Leadership is about bringing out the best in people.You are looking for the advantages of this person, and if the advantages you find are not even known to the person, this is your strength.If there is a tiger chasing you, your running speed is unimaginable. Why do you run so fast?Because there is a tiger chasing you.Everyone has potential, the key is for leaders to find out this potential.How did we come up with this trick?I watch the American NBA play basketball, why does it get better and better?It was because there were 12 people sitting on the bench, and the people below wanted to get up, and they all thought that they played well.People on the court are under a lot of pressure.In this way, you need to have a system, and use the system to guarantee your company.Therefore, we have established a learning system in terms of training cadres.

In 1999, Alibaba hoped to have 8 members. When we proposed this slogan, there were only 3000 members, but we achieved 8.9 members that year. In 2000, Alibaba proposed to have 25 members, and we achieved 50 members. In 2001 we hoped to have 100 million members, but in 2001 when the Internet was down, it seemed impossible.But on December 2001, 12, our wish really came true.We achieved a balance of payments that month, and now Alibaba's turnover is growing, and it is getting better and better.

Many people think that the most discussed issue on the Internet is the conflict between investors and managers, but we don't think so.It is only possible for managers to deceive investors, and investors are unlikely to deceive managers.When an investor gives you money, you remember that one day you must pay him back. This is the quality of life.One thing we are proud of is that when we first started our business, we hardly took taxis.Once we had to take a taxi, a Santana drove over, everyone turned their heads away, and when they saw Xiali approaching, they immediately waved their hands over.Because Santana is more than one dollar more expensive than Xiali.The money we spend today is the money of investors. If we spend our own money one day, we can spend it boldly.So in the past two years, we have been proud of being stingy.

In these few passages, Ma Yun has been emphasizing how to do better.The purpose is not only to convey energy to others, but also to tell others that I have done many things, have a lot of experience, and are credible.Coupled with his own career support, he will naturally be able to convince more people.

We should pay attention to expression, but we must also be clear that expression is more often just a form, which is to introduce ourselves to others through language, so as to hope to gain the approval of others.And what makes others agree with us is ultimately ourselves.Others will make a comprehensive consideration through our qualities, achievements, etc., and then judge whether we are credible.Therefore, while we practice expressive ability, we must also work hard on these aspects.Only by exuding charm from the inside out, can more people identify with us, like us, trust us and value us.

Create interesting conversations
We are a nation that likes to miss the past. Generally speaking, no matter how old the Chinese are, they will have a deep nostalgia for their past.It's the same even for a handsome young man who has never experienced anything in the world.They haven't had much experience in life yet, but from the moment they walked out of school, they began to remember.

It is precisely because of this characteristic that many people like to talk about their past when chatting with others.In fact, this is not a particularly good topic.

When two people talk, especially two people who have not known each other for a long time, they are always willing to share their previous experiences with each other. This is to tell others that I am willing to associate with you, so I will not hesitate to tell you my past, which is my treasure. If I am willing to share with you, it means that I accept you.

This is not bad, but this kind of thing only needs to be stopped, and the other party can stop after receiving this information.The next thing to talk about is the future.Because the person in front of you cannot participate in your past, but you can plan the future together.Only after two people have done something together can they become closer to each other.Talking about the past is just chatting, but talking about the future can make two people become comrades-in-arms.That's the difference.

On the scene of the 2012 China Economic Person of the Year Awards Ceremony, Jack Ma and Mr. Wang Jianlin made a bet of 1 million yuan, which became a focus of attention of many people. Let’s start with the annual event and review it the scene at that time.

Wang Jianlin: E-commerce is a new model, and it is indeed very powerful, especially after Jack Ma has done it. Everyone should remember that only Jack Ma and his family are profitable in China's e-commerce, and they account for more than 95% of the share. He is very powerful.But I don't think traditional retail channels will die when e-commerce comes out.

Ma Yun: Let me first tell everyone, like Mr. Wang, a good news for people in the traditional retail industry: e-commerce cannot completely replace the retail industry, but also a bad news for you: it will basically replace you.

Wang Jianlin: Let me reveal a little secret to you. In fact, Mr. Ma Yun and I have been discussing and arguing about this issue for a long time.I made a bet with him, and I talked about it in public today, in 2022, 10 years later, if e-commerce accounts for 50% of the entire retail market, I will give him [-] million, and if it hasn’t arrived, he will give me another [-] million.

Ma Yun: Courage alone is not enough, although we all need courage, in front of machine guns, Xingyiquan, Baguazhang, and Taijiquan are actually the same.

Host: Were you surprised when Mr. Wang Jianlin mentioned the 1 million yuan bet?Have you had some private communication or discussed this issue before?

Ma Yun: In fact, we had an argument the day before, and he said gambling, but he didn't say the amount.I was shocked when I heard [-] million. I thought it would be okay to bet [-] million. But if I bet [-] million in front of hundreds of millions of viewers, I thought it was a gamble.

Host: Who will win and who will lose? How sure are you?

Ma Yun: I don't bet with anyone that I'm not sure about.This is because if you don’t know how to gamble, you bet 10 million, 10 years later, so I think if you don’t think that 50 years later, this retail industry or traditional industry will be impacted by 10% by Internet e-commerce, I think It is estimated that he has just entered this field.E-commerce is definitely not a business model, it is a change in lifestyle. After 50 years, the ending will only be more terrifying than we think, because what it destroys is not a business model, it destroys an old way of thinking, it is a social progress, so it is irreversible.Therefore, I think it is better for Wang Jianlin not to bet on the [-]% bet.The purpose of e-commerce is not to eliminate or overthrow anyone, but to establish a business environment that we believe will be fairer, more transparent, and more equal in the future.In fact, we say that today this company beats that company, and that company beats this company, which makes no sense at all.In other words, for example, if a sheep beats the other rams, it feels like it is number one in the world.When the wolf saw it, click, mess around, mess around, because they are fighting in two completely different thinking modes.

(End of this chapter)