The psychology of the aura that makes your heart strong

Chapter 20 When the gas field is strong, the business is booming, and the gas field has the final say on how much wealth you earn

Doing business must first be a human being

There are three types of businessmen: Those who are only greedy for profit can be a small businessman all their lives; those who can see the market clearly can only be a medium businessman; and those who can put the principles of life first can become a generation of big businessmen.The way of being a man and the way of doing business are not contradictory, they are closely linked.The smartest business philosophy in the world is "Being a man is more important than doing business", that is to say, to do business, you must first be a man.Those who only see money, and even try to do business by cheating, can only make a lot of money, and will never be able to expand their business.And those who have a clear mind, know how to put the interests of being a human being first, and can treat others with sincerity will establish their own personality brand, transform personality into intangible assets, and finally achieve a great career.

The most important quality of a person is "faith".The start of a business means the start of a good reputation. With a good reputation, there will naturally be money. This is a must-have business ethics.Just like being a human being, you must be loyal and loyal, and you must keep in mind every word you say and every promise you make, and you must keep it.On this point, Li Ka-shing, a giant Chinese businessman, not only puts the word "letter" on the business field, but also embodies it in every aspect of life.There is one little thing that best illustrates his integrity.

In the 20s, when Li Ka-shing first started making plastic flowers, there was a Duke’s House on Queen’s Road in Hong Kong. He often went there to do business, and he often saw a well-mannered woman in her 50s from other provinces begging there.Although she is a beggar, she never asks for money.Li Ka-shing would give her money every time.Once, it was very cold, and Li Ka-shing saw people walking by quickly and ignored her, so he talked to her and asked her if she would sell newspapers. She said that some of her fellow countrymen also did this business, so Li Ka-shing asked her to sell newspapers. Bring fellow countrymen to meet him, and want to help her start a small business.

The time was about 2 days later at the same place, but a customer asked to visit Li Ka-shing's factory that day. Customers are paramount, and Li Ka-shing had no choice.During the conversation that day, he suddenly said "Excuseme" and ran away in a hurry.The customer thought that Li Ka-shing went to the bathroom, but in fact, he ran out of the factory and flew to the agreed place.On the way, I did all the speeding and dangerous driving. Fortunately, I didn’t miss the appointment. I saw the woman and the newspaper seller from my hometown. After asking some questions, I gave her the money. She asked Li Ka-shing’s name, but Li Ka-shing didn’t say anything. As long as she promised herself one thing, she would work hard and never let him see her begging anywhere in Hong Kong.After the incident, Li Ka-shing drove back to the factory again. The customer was anxious and asked, "Why can't I find you in the bathroom?" Li Ka-shing smiled, and the matter was over.

Keep promises to people, and loyalty to friends. Today, many people may not believe that credit and loyalty have an important impact on their careers, but looking at those big businessmen who have achieved success in their careers, for them, the word "righteousness" , It is a lifetime benefit.

Li Ka-shing's "faith" to his career is inseparable from his "sincerity" to people. The combination of integrity and integrity is "righteousness".

In his youth, Li Ka-shing wanted to start his own business and own a business world of his own. He left the plastic company that had been kind to him full of guilt.The boss is a kind person. Instead of blaming him, he even held a banquet to practice it for him, which moved Li Ka-shing even more. More than 20 years later, due to the impact of the world economic crisis in 1973, Hong Kong's plastics industry experienced an unprecedented raw material crisis.Li Ka-shing, who is already the chairman of the Chaolian Plastic Industry Chamber of Commerce, took command to save the industry. At the same time, he allocated the raw materials in his company to the plastic company he used to work for, and saved his benefactor's company from the brink of bankruptcy.The owner of a plastic company who is over sixty years old said with tears in his eyes: "I did not misunderstand Ah Cheng's character."

Some people may think that traditional morality and commercial culture are quite different and incompatible.But Li Ka-shing, who has become a business giant, can integrate the two well.In the materialistic commercial society of Hong Kong, he embodies the traditional virtues that a Chinese businessman should have, which is indeed commendable.

The Law of Cultivating Personality Charm for Businessmen
Business is made by people.A person who is popular everywhere, his performance is naturally much higher than other peers.If you want to outdo others and excel in business, then enhancing your charisma is a top priority.Generally speaking, if you want to be successful, you must have eight kinds of personality charm.

1. Enthusiasm
Enthusiasm is one of the emotional traits of character.You must be full of enthusiasm, and you must always maintain warm feelings when dealing with people in business activities.Enthusiasm will make people feel kind and natural, thereby shortening the emotional distance between the two parties, and creating a good environment for exchanging ideas and emotions with you.But don't be overly enthusiastic. Excessive enthusiasm will make people feel hypocritical, and they will be wary of you, which will build a psychological defense line virtually.

2. Cheerful

Cheerful is one of the characteristics of an extroverted personality, manifested as frankness and straightforwardness.People with this kind of personality can actively communicate with others, and can absorb nutrition, increase knowledge and cultivate friendship in the communication.

3. Gentle
Gentleness is one of the character traits, manifested as not being harsh or rude.People with this kind of personality are willing to discuss with others, can accept other people's opinions, make others feel kind, and can easily establish a close relationship with others.However, gentleness should not be too much, which is boring and not conducive to communication.

4. Perseverance
Perseverance is one of the will characteristics of character.The tasks of business activities are complex, and achieving the goals of business activities is always accompanied by overcoming difficulties, so you must have a firm character.Only with a firm will and perseverance can you find a way to overcome difficulties and achieve your desired goals.

5. Patience

Patience is manifested as a character that can endure and not be impatient.As an intermediary between your own organization and customers, employers and the public, you will inevitably encounter complaints from the public, and the complainants will be used as "punching bags".Therefore, if there is no patience, it will further intensify the contradictions between one's own organization and customers, employers and the complaining public, and the work will not be carried out.When the complaining public is being used as a "punching bag", it is best to force yourself to immediately stand in the complainant's shoes.Only in this way can we endure the challenge that persecutes our mind, then evaluate the situation objectively and resolve the conflict smoothly.In your day-to-day work, be patient too.You should not only be a patient listener, expressing interest and concern for other people's speech, but also be a patient persuader, so that others can happily accept your ideas without feeling forced.

6. Tolerance
In socializing, you have to allow for different viewpoints.If someone inadvertently violated your interests, forgive him.If you forgive others' faults and allow others to be different from you in all aspects, others will feel that you are a magnanimous person and are willing to associate with you.

7. Generous
To be generous is to behave naturally and without restraint.Sometimes, you need to communicate with all walks of life on behalf of the organization and participate in various social activities. Therefore, you must pay attention to posture and demeanor, and behave in a generous, stable and dignified manner.Don't be timid or coy; don't be fussy or flustered; and don't be inattentive or aggressive.Sitting and standing postures should be correct, walking steps should be steady, the tone of conversation should be calm, and the tone of voice and gestures should be moderate.Only in this way can people feel that the company you represent is reliable and mature.

8. Sense of humor

A sense of humor is an interesting and meaningful quality.You should try to be funny and humorous in your words and deeds, especially in your speech.Be able to make people feel excited and alive because of you, and let people get inspired and encouraged from you.

The Five Qualities of a Successful Businessman
Looking at those people who have achieved success in their careers, some of them are people who can rely on their talents and pride, but more of them are people who have friends all over the world and can use their strength to travel.As the old saying goes, people must have IQ, EQ, and financial quotient. When the EQ is high enough, they can tap the potential of their network, gather endless popularity, and make extraordinary achievements.

Those who can expand their business are well versed in the principle of "small businessmen do things, medium businessmen make markets, and big businessmen behave themselves".There are generally common qualities in these people.

1. Be generous and make friends
American oil tycoon Rockefeller once said with emotion in his heyday: "If the ability to get along with people can be bought like sugar and coffee, I will pay more for this ability."

In the West, there is a famous saying that at the age of 20, you can make money by your physical strength, at the age of 30, you can make money by your brain power, and after 40, you can make money by your friendship.

Both talk about the same meaning, the more friends, the more opportunities to make money.And how to cultivate friendship?A complete interpersonal relationship includes three stages: discovering contacts, managing friendships, and discovering noble people.

Some people may say: Those who eat and drink often are wine and meat friends, and they may not be sincere.However, the starting point for developing contacts is to "travel" first, and then select the targets that can be focused on for development. Take the first step, be generous to people, and let people feel your atmosphere.

2. Lower your posture to increase popularity

John Dewey, a professor of interpersonal studies at Harvard University in the United States, once said: "The most ardent need in human nature is the desire to be affirmed."

Even if you are a very generous person and invite friends to dinner every day, but always have a proud and arrogant attitude, no matter what others say, you will refute it, it is estimated that you will not have many friends.Of course, we are not advocating insincere and perfunctory friends, but to learn to "lower your posture and soften your body", learn to listen carefully to what others say, and learn to "consider other people's hearts", understand the reasons and positions of friends who say this, and try to be considerate They can not only learn their strengths, but also make friends feel respected and understood.

In short, to broaden your contacts, you need not only material efforts, but more importantly, heart-to-heart exchanges.

3. Don't despise others

Maybe you don't have a rich dad, and you don't have a lifelong partner who can reduce your struggles for 20 years, but if you understand human relations, you can also get help from noble people and many parties.

But don't manage contacts with too snobbish and short-sightedness. Now that others are rich and rich, they just serve them like a villain. Now that others are a down-and-out little person, they ignore, despise or even despise them.

Hu Xueyan, a red-capped businessman in the late Qing Dynasty, always admired his superb communication skills. Hu Xueyan's excellence is that he "sees things thoroughly, has a long-term vision, and never ignores small people."

Lai Shuhui, the founder of the "Association for Physical and Spiritual Growth" in Chinese Taipei, had a classic case of making friends with small people when she opened a real estate agency.At that time, Lai Shuhui lived in a building, and at the same time ran the real estate agency of this building. After careful observation, she found that all buyers who were interested in the building were always the first to ask the gatekeeper, "Have you recently bought a house?" The tenant wants to sell the house? How much is the price?"

What's interesting is that almost every time the administrator's answer is: "You can ask Ms. Lai who lives on the eighth floor. She likes buying and selling houses very much, so you don't have to go to other intermediaries." The news that money is urgently needed to sell the house is always the first to reach her ears.Therefore, Lai Shuhui earned more than 1000 million yuan from a property in the Capital Building.

Why is the administrator willing to help Lai Shuhui?To put it bluntly, she cares about everyone as if she were a family member. Every day when Lai Shuhui goes in and out of the gate, she will definitely say hello to the administrator on duty that day, and she will also bring some local famous products as a way of expressing her heart when she returns from business trips.

4. Seeing the truth in adversity

There is such a person, more than 200 friends came to visit him within half a day when he was sick and hospitalized.Later, he told others that the serious illness at that time made him stop breathing for several minutes and almost killed him. When he woke up and saw many friends around him bursting into tears, he immediately felt that his friends were so sincere and his life was very meaningful.

According to the theory put forward by Western behavioral experts, a person can make more than 200 friends in a lifetime, and the most core ones can have 50 friends.Ordinary people seem to have a lot of friends, but those who can be called friendship are lacklustre, while those who are active on social occasions seem to have a lot of connections, but in the end they are not those who seem enthusiastic but are willing to help him in every possible way. People who are just nodding acquaintances, but friends who you may ignore but really value your friendship with.

So how do you get your friends to cry when you're sick?The easiest way is to be friendly with them when they are healthy and safe, and to help them more enthusiastically when they are in trouble.The contacts established in times of crisis are not only useful, but also can be exchanged for a good reputation, which can also be used when making other friends in the future.

5. Adhere to principles to gain trust

Emphasizing connections does not mean that you should pursue unprincipled "friends of small people", but choose "friends of gentlemen" with principles.

Hu Gang has always regarded customers as the core of his network, but he will not change his principles because of this.A former customer wanted to donate a batch of products to the visually impaired for public welfare. As a result, halfway through the activity, Hu Gang found out that the donated products were actually very close to the expiration date, so he asked them to replace them with new ones. After several struggles After still being rejected, he resolutely chose to unilaterally terminate the activity. Not only did he lose a customer, but he also lost the money he had already paid.

But the result of this is that other clients and friends, after knowing this, realize that it is reassuring to have such a principled friend, because he is not someone who will sell principles for profit and hurt others.Therefore, although he lost a friend, he won higher popularity and popularity.

Be the most popular businessman

Trish Murphy is a world-class potential master, a first-class efficiency improvement master, and a first-class sales coach.His books have been translated into many languages, and his training has helped thousands of people improve their performance.

How did he do it?

1. Invest more time in your customers
Spend more time with customers, think about customers, and build business friendships with customers.

When Trish Murphy gets along with clients, he will never be in a hurry.He wants to show people that he is willing to spend enough time to help customers make the right purchase decision, and he will never be impatient with customers.

2. Sincerely caring about customers
The more you care about your customers, the more interested they will be in doing business with you.The emotional element of caring is so strong that price, quality, delivery efficiency, and the size of the company in the market are often no match for its power.Once a customer decides that you really care about him and his situation, he will buy from you regardless of the details of the sale or competitors.

3. Respect everyone he meets
Everything you do and don't do is to earn the respect of those you value.A person's pride, dignity, and self-affirmation mostly come from the degree of respect by others.The more you care about other people's opinions, the more their respect for you will affect your behavior.

Whenever we feel respected by another person, we attach special importance to that person.If someone respects us, we think that person is better, more judgmental, more connotative, and has a better personality.

4. Never criticize, complain or accuse customers
Never criticize anyone or anything from your standpoint, or criticize your competitors.Whenever you hear a competitor's name mentioned, just smile and say, "That's a great company." Then move on to your product presentation.

5. Accept unconditionally

The desire to be accepted unconditionally by others is one of the most important needs of all human beings.All you need to do is smile and be gentle and friendly to show that you are accepting of others.People generally like to be around people who accept them for who they are without any judgment or criticism.The more accepting you are of others, the more they will accept you.

6. Agree
Whenever you compliment and agree with what someone is doing, he will feel happier and more energetic.His heart will beat faster and he will feel great.When you look for opportunities to compliment and approve of others on every occasion, you will be popular everywhere.

7. Thank everyone who has helped you

No matter who you thank for anything, it will make each other's self-affirmation rise.You'll make him feel worthy and important.

Make sure you get in the habit of thanking others at all times, especially those who keep the good things you expect going on going.

8. Envy
Whenever you envy a person's achievements and characteristics, it will enhance his self-affirmation and make him more proud.As long as your envy, approval, and gratitude come from the heart, others will be affected by positive affirmations.The degree to which they like you is equivalent to the satisfaction you make them feel about themselves and their lives.

9. Never argue with customers

Just don't argue with the client.No matter what the client says, you just nod, smile, and agree.Customers like to be around people who see the same things as they do, they don't like being around people who push back.When a client is clearly wrong, he'll hate it when you call out his problems.We should focus on establishing relationships and consider the benefits that will arise after establishing relationships.

10. Pay attention and listen to what customers are saying

When the customer is talking, you pay attention to him, which is the greatest respect for him.You want to make him feel valuable and important.

If you want to become a big businessman, your goal is to become a master of human relations, to become an expert in human relations, and your task is to become the best and most popular person in the industry.

Winning the Hearts of Customers Can Make Big Money
People have feelings, if you can use your care to win the hearts of customers, let them treat you as their friends, and start a business to make a lot of money.

In Thailand, an Oriental hotel run by Chinese is almost full every day. It is very difficult to get a chance to stay without booking one month in advance, and most of the guests are from Western developed countries.Thailand is not considered developed in Asia, but why are there such attractive restaurants?Everyone will think that Thailand is a tourist country, and there are unique ladyboy shows in the world. Maybe they have worked hard in this regard.Wrong, what they do is real skills, extraordinary customer service, winning the hearts and minds of their customers to make a lot of money.

Mr. York is an American citizen who often travels to Thailand on official business and stays at the Oriental Hotel.When he checked in for the first time, the good hotel environment and service left a deep impression on him. When he checked in for the second time, several details made him feel good about the hotel.

That morning, when he walked out of the room to go to the restaurant, the waiter on the floor asked respectfully: "Does Mr. York want to have breakfast?" Mr. York was very strange and asked, "How do you know my name?" The waiter said : "Our hotel stipulates that we must memorize the names of all guests at night." This surprised Mr. York, because he frequently travels around the world and has stayed in countless high-end hotels, but this is the first time he has encountered such a situation.

Mr. York happily took the elevator down to the floor where the restaurant is located. As soon as he walked out of the elevator door, the waiter in the restaurant said: "Mr. York, please come inside." Mr. York was even more puzzled because the waiter did not see his room card. Just asked: "Do you also know my name?" The waiter replied: "The phone above just got off, saying that you have gone downstairs." Such high efficiency surprised Mr. York again.

As soon as Mr. York walked into the restaurant, the waitress smiled and asked, "Does Mr. York still have the old seat?" Mr. York's surprise escalated again, thinking, "Although it's not the first time for me to eat here, the last time I eat here It’s been more than a year, does the service lady here have such a good memory?” Seeing Mr. York’s surprised eyes, the service lady took the initiative to explain: “I just checked the computer records, and you were on June 6 last year near the second I had breakfast at the window seat." After hearing this, Mr. York said excitedly: "Old seat, old seat!" The lady then asked: "The old menu? A sandwich, a cup of coffee, and an egg?" Now Mr. York is no longer there. Surprised, "The old menu, the old menu!" Mr. York was already extremely excited.

When the meal was served, the restaurant presented Mr. York with a side dish. Since he saw this kind of side dish for the first time, Mr. York asked, "What is this?" The waiter took two steps back and said, "This is our unique side dish." Why does the waiter take two steps back? He is afraid that his saliva will accidentally fall on the food of the guests when he speaks. This kind of meticulous service is not available in ordinary hotels, even in the best restaurants in the United States. seen.This breakfast made a lasting impression on Mr. York.

Later, due to business adjustments, Mr. York did not go to Thailand for three years. On Mr. York’s birthday, he suddenly received a birthday card from Dongfang Hotel, which also contained a text message, which read: "Dear Mr. York, you have not been to us for 3 years, all of us miss you very much and hope to see you again. Today is your birthday, I wish you a happy birthday.” Mr. York was so excited that he burst into tears Yan, vowed that if he went to Thailand again, he would never go to any other hotel, but would definitely stay in the Oriental Hotel, and he would convince all his friends to choose like him.Mr. York looked at the envelope. There was a $3 stamp on it. That's how 6 yuan bought a heart.

When you communicate with customers with humane service, the other party will have a sense of identity with you from the heart.Under such circumstances, business matters naturally went smoothly.

Be an active person in the circle

In daily interpersonal communication, people hope to have pleasant scenes, and those who can create a happy atmosphere are more popular.Here are some ways to help you become an active person in your circle.

1. Exaggerated praise

After meeting old friends and new colleagues, it is inevitable to introduce some pleasantries. This is an excellent opportunity to activate the atmosphere.Use this to make some "diplomatic rhetoric" to show off and exaggerate everyone's talents, achievements, talents, status and specialties, which can make friends feel that they are deeply understood and understood by you. admire.Especially if you use this method to recommend your friends to a third party, no one will care about its authenticity, but you have publicized the content that your friends like to be publicized most.This kind of introduction that elevates people very high, but without the sense of hypocrisy and flattery, will immediately make the whole atmosphere extremely lively.

2. Arouse a sense of empathy

When friends and colleagues get together, it is most taboo to "speech" by one person, and everyone should be the audience.A successful social is one in which everyone speaks freely, each presents his or her best talents and makes the most exciting performances.To achieve this goal, it is necessary to find the content that can resonate with the broadest audience.With common feelings, each other will express their views, the benevolent see benevolence, the wise see wisdom, and the atmosphere will be warm.Therefore, if you are the host of a social event, you must connect the content of the event with the likes and dislikes of the participants, the topics you care about the most, and your best performances, etc., so as to avoid cold spots.

3. Charismatic Mischief

It is not a bad thing to make fun of friends in good faith and in a measured manner. It is a very pleasant pleasure for both parties to play freely, transcend habits, morality, stay away from the restrictions of rules, and enjoy the unfettered "freedom" and the "relaxation" of breaking the rules.Mischief has unexpected effects, it starts with humor, and it brings laughter.When people laugh out loud, they will be deeply grateful to the clever happy maker.

4. Containing Zhuang Yu Harmony
Grace is required in business socializing, but maintaining it from beginning to end can seem tense.The way of talking in harmony with solemnity is relatively free and can be used in many occasions.Use humorous and witty language to express more important content as well.

When Chairman Mao Zedong met Mr. Liu Fei, the negotiator of the Kuomintang, he said: "You are from Hunan, right? My eyes are full of tears when I see my fellow countrymen." These words immediately relieved most of Mr. Liu Fei's nervousness and dispelled his sense of restraint. As a result, the tense atmosphere of the talks eased.

5. Ask ridiculous questions and answer cleverly
In life, people who are always serious will give people a rigid, monotonous, and boring feeling.In the conversation, interspersing some unexpected, seemingly absurd but meaningful questions from time to time is a good way to activate the atmosphere.Maybe someone will ask you some ridiculous questions. If you call the other party ridiculous or dismissive, it will not only destroy the atmosphere of the conversation, the relationship between people, but also be seen as lacking a sense of humor.

Learning to ask absurd questions that make people laugh and answer them smartly helps to form a good social atmosphere.

6. Bring props

When friends get together, they may be caught in a dilemma when they cannot open the situation when they meet for the first time, or there may be a cold silence in the middle.This is where the little props you carry with you can come into play.An exquisite key chain may trigger a lot of topics; a fan can not only write poems but also draw pictures, and can also arouse everyone's special interest.The magical effect of small props should not be underestimated.

7. Create some innocuous small loopholes

Vulnerabilities are suspense and "burden". Creating them will make people pay extra attention to what you are doing, concentrate and concentrate.After you shake off the "burden", people will laugh it off when they see that it was a false alarm.

8. Belittle yourself appropriately
Self-deprecating, self-deprecating, this tactic is the most brilliant.Often experienced and confident people take this approach.Depreciation will have the effect of suppressing before promoting, and releasing before capturing.The crowd will lift you up again amidst laughter.Self-deprecation can not only enliven the atmosphere, but also win the favor of others.

9. Deliberately expose "shortcomings"

You can occasionally play funny, or put on a carefree, disheveled look; or be reckless and mischievous, pretend to be drunk, and put on a look of indifference.These "disadvantages" are not common in you. When people suddenly observe this kind of change, they will have a special sense of freshness. Your demeanor of closing and letting go will make people laugh and make everyone look at you with admiration. .

10. May as well hurt the other party

Experience has proved that couples who are not necessarily respectful to each other may have no conflicts, while couples who are usually noisy may be more intimate.The same is true between friends, if there is no grievance, there is no barrier, making a joke, belittling each other, attacking each other a few words, punching and kicking, it is not a bad thing, but it seems to be intimate.In social interaction, being unguarded, prejudiced, and non-malicious attacks and injuries will make friends and colleagues more free.The "gentleman's demeanor" in humor and banter can most enliven the atmosphere.

Of course, in order to have an ideal business and social atmosphere, in addition to making a fuss about the form, the most important thing is to be novel and unique in content.The content itself is full of vitality, and the activities will be lively and cheerful.

11. Let the other party be the protagonist of communication

When people communicate with each other, only by respecting each other can communication activities proceed smoothly. If you always suppress the other party and force the other party to obey yourself, the other party will soon become hostile to you and lose trust in you.Therefore, in communication, we must work hard to make the other party feel that the protagonist of communication is him.

Try to pay attention to the other person's reaction and do your best to put the other person in a good mood.In interpersonal communication, if you want the other party to play the leading role, you have to prepare multiple "scripts", because you don't know where the communication will be frustrated, so you must write the predictable content of the other party's conversation into the "script", and then follow the "script" "Play a supporting role well.To make the other party the protagonist, it is very important to investigate and collect relevant information.

The content of the investigation and collection includes: What are the hobbies of the other party?What does the other person like and dislike?What are the characteristics of the other party's speech?What personal habits does the other party have?What are the opponent's weaknesses?Based on such information, write a "script" that can make the other party the protagonist and impress the other party.

If you can do this step, the other party will feel comfortable with you and have a good impression of you.

In the process of communication, if you meet someone you originally planned to use the "medium-level" communication method, but you find that this method cannot continue, then you need to modify the "script" and rehearse it.However, in advance, you should assume various problems that may arise in the communication process, and imagine what adjustments you should make in response to these problems.

In addition, you must also take into account that the other party also has a "script" for you. If the other party asks questions that you did not expect, then you may be the one who fails.

(End of this chapter)