Common sense wins the world: the common secret of successful people

Chapter 6 Common sense of work - 80% of people walk with only one foot (1)
At work, most of us are not very bright, make mistakes, but can be good learners.The common sense of work is not something that people are born with. It requires us to form good habits in constant practice and summary.This chapter will help you change your bad habits at work, re-import new work procedures for yourself, and insert a pair of powerful wings for your career.

How to work so that you can walk ahead of others?

Exchange of results: Only those who are successful are valuable

The essence of work is the exchange of results, and all our efforts and efforts are carried out around this goal.So what exactly is result exchange, and how do you judge whether your work meets this standard?
I can give an example.Once I needed to go on a business trip to Beijing, I arranged for my secretary to book the air ticket and hotel for me.Two hours later, the secretary reported anxiously: "Boss, the air ticket is booked, but the hotel is not available yet. I tried several hotels, but there is no room for the past few days. What should I do?" You see, she received the order and went to Did it, took action, but it was only half done, and came to me asking what to do.Instead of solving my problems, she added to them.

This thing is an "action exchange", not an exchange of results.I asked her to do one thing, and she obediently did it, but what she emphasized was "action", which is "doing", not the result of "making it".After working hard for a long time, but there is no result, this is only paying attention to action-it is the opposite of the exchange of results.The exchange of results requires that you must get good results when you work, complete the requirements, and achieve the goals, rather than how much effort you have made or whether you have paid.The latter, while a necessary condition, is not a sufficient condition for doing a good job.

So, I told the secretary: "I'll give you another chance, book a hotel in Beijing area for me within 30 minutes, and tell me the result, if you don't make a reservation, you can leave." The secretary's face turned red , act now. 15 minutes later, she had it done.She wasn't fired, but she went to cry quietly outside the corridor.I think it was worth it for her, a lesson that will last her a lifetime:
What the boss buys is the result of your work, not your actions themselves.

Although there is no result without behavior, no matter whether it is ordinary work or business, none of us spend money to buy a person's behavior-what he does and how he does it is of little significance to the buyer. What we buy is the result .This is the common sense of exchange of results.We have to keep this in mind and allow ourselves to be mindful in this regard.

1. Relationship positioning: employees and companies are in the relationship of commercial exchange; companies and customers are also in the relationship of commercial exchange.A business relationship is an exchange of results.Everyone's relationship orientation at work is based on this premise.

2. Outsourcing thinking: Any work is a kind of "outsourcing", and the contractor provides the results.Once you know this common sense, you will have outsourcing thinking, and you will understand "why you get paid" and "how much you can get paid".

3. Results define actions: Actions are defined by results. Different results are required, and the directions and methods of actions are different.And results are defined by the customer, and the customer is paramount.

4. The results reflect the value: employees use the results to reflect their value in the company and get paid; the company uses the results to reflect their value to customers and obtain profits.

5. Results elimination mechanism: Employees who fail to provide results will be eliminated by the company; companies that cannot provide results will be eliminated by the market.

6. The result is the professional instinct: providing results should be the professional instinct of a person or a company, and it is a concrete manifestation of professionalism.The biggest job common sense should be - you lose your job if you don't deliver results.

7. Realize the mission of work: We not only need to exchange results, but also know that the results represent the mission of our work. It is your responsibility to yourself, and it is also a pursuit beyond interests and the realization of your own value.

Just like in a corporate training, I said to the executives in the audience: "Work needs to make oneself professional. Enterprises need professionalization, and business people also need it. What is professionalization? Don't think of yourself as the master anymore. Create a sense of employment. The company has hired you, and customers have also hired your company, which is called professionalism. With this kind of thinking, you can not only do a good job, but also develop stronger and stronger."
This is a basic common sense for European and American companies, but it is difficult for Chinese companies and entrepreneurs to accept this concept.At least in our surveys in recent years, a considerable proportion of Chinese people have not taken it seriously.More people care about what they are doing rather than what they have accomplished; they are staring at the rewards rather than what they have paid.Some people are thinking about how much they should be paid before they start working, and some companies are thinking about how much money they can earn in a year before they start their business.In the end, the plan fell through, and they were disappointed.

A middle-level Mr. Deng who works in a technology company in Wuhan went to the United States for vacation. He attended a local Chinese party, and I happened to be there.When Mr. Deng heard that I was doing corporate executive training and market research, he poured out his bitterness on me for a long time: "I have been in the company for 9 years, a full 9 years!" He emphasized this time, "There is hard work without credit. Do you think I should enter the management? I am the first batch of veterans. I was there on the first day of the company's establishment. I followed the boss when he went to the industrial and commercial department to go through the registration procedures. I was his hard-core follower, but now what? Some of the other veterans have become shareholders, some have become deputy general managers, and some manage branch companies in Shanghai and Beijing, live in big houses, drive luxury cars, eat well and drink spicy food. As for me, I still A small department manager, the longest-serving department manager in the company. Don't you think I'm pitiful?"
He said that it was fine if he was not promoted, and his salary was not high, he was already a wife, and the boss never wanted to promote him.It sounds like Mr. Deng felt that he had been wronged by "the sky".But wait a minute, people think that they give more than others, and have more reason to be promoted and raised, but why are some people always "unlucky" who don't get paid?

The reason is simple, because the company is obeying the rules of the exchange of results.No matter how hard you work, even if you work overtime until midnight every day, even if you sacrifice yourself at work, if you can't provide the company with the desired results, what's the point of your work?Although Mr. Deng is a veteran, he still cannot escape the common sense control of this employment relationship and exchange of results.

This is not only a human law, but even a cosmic law.People and people, people and enterprises, enterprises and customers serve each other, and the celestial bodies of the universe also provide gravitational force to each other to achieve balance and maintain a stable order. No one can escape the control of this law.

There is also Mr. Song, who is in the clothing export business, and he is very distressed recently.His products are always returned by the relevant import companies in the United States, but the reasons are not sufficient in his opinion: "My products are not defective, and they are delivered on time, why are they returned?" Deviations, but generally do not constitute a major impact, and will not be returned in full.Mr. Song thinks so, "Americans are deliberately finding fault in order to lower prices!"
But after reviewing their commercial contracts, I found that the importer had agreed on an extremely stringent quality requirement out of their own special needs—their clothing was to be supplied to relatively high-end shopping malls in the United States, and all the people who came here to shop were White middle-class and rich people have very high requirements for the quality of goods.Therefore, shopping malls are also very strict on the return and deduction conditions of import companies. As long as there is one defective product in a thousand pieces of clothing, they may deduct the payment for 100200 pieces of clothing.The American company had to set stricter standards for Chinese suppliers in order to obtain the best products.

From this point of view, Mr. Song did not provide the desired result to the other party, so he could only accept the other party's return.Mr. Song may think that "almost" is enough, but in fact it is much worse-this business is a lose-lose result.Without good products, there will be no good cooperation. This is what customers require of us, and you must understand and accept this.

In the work, each link should only conduct dialogues on "results", rather than focusing on the action itself, or the evaluation of the value due to the impact of the action.Only in this way can we ensure a win-win situation, otherwise there will always be a loser.Compared with the company, the result of the behavior of each of us is the product that we can provide, and we exchange the corresponding rewards with our own products.Only when you know how to exchange the company's requirements for you into results, can you exchange for reasonable remuneration and obtain your own career development.

The most basic requirement for result exchange is "accurate", not "almost";

You must let yourself have "credit" instead of just pursuing "hard work" and let your actions have "value" instead of "meaningful" in order to do your job well;

An enterprise, like an individual, is an independent "legal person" and is the role of a supplier. What kind of service can be provided, what kind of return can be obtained;
Work only looks at the result, not the process, nor the motivation; no result is zero, no matter how much hard work you put in, if there is no result, no one will pay you.

Does it have to be "challenging"?
There is a Chinese boy in Los Angeles, his English name is Danny.He has been in the United States for two and a half years. He belongs to the type of person who went to the United States to pursue his ideals, and came across the ocean with the "American Dream".At first he was full of ambition, but lately he has been disappointed.According to his own description, he was in a terrible mood, the sky was gloomy, and he no longer had the high enthusiasm and high fighting spirit of the past.

Danny wrote an email asking my agency for help, hoping to help him improve his working environment and help him find meaning in life.He also called and said: "My current job is too unchallenging."
He worked as a sales assistant in a fitness equipment company in the eastern district. This was his second job after graduation in China—the first job he hated even more, was the coordinator of a courier company's headquarters in Guangzhou.In his opinion, the work of a sales assistant is too simple. Typing, contacting customers, preparing contracts, and repeating these mechanically every day, there is no challenge, and no passion is required.It's like designing a set of efficient programs, he only needs to follow the rules of the program, and there is no need to use his creativity at all.

He said: "I can't learn anything here at all. Maybe the salary is not bad. This is the only advantage. It allows me to have affluent material life in this luxurious and high-consumption metropolis in Los Angeles. If it is not for the attractive income , I left a long time ago. Now, I am suffering every day, and I really want to leave here. I hope that my future work will add more value and realize my dreams. Excuse me, should I leave this company now Go find another job?"
What's wrong with Danny?He mistakenly believes that the meaning of life is to constantly challenge difficult jobs. A lack of challenge is unacceptable. If it is challenging, it must be good; if there is no challenge, work will make him boring and lose interest.

How many other people have the same idea as him?How many similar misconceptions have people absorbed from inspirational books?
He needed to look at his job from a different perspective, and change his thinking, to break the old common sense in his head-people always discriminate against this kind of sales assistant position, thinking that there is no future.But in fact, it happens to be a very good place to start, because sales people are the most difficult practitioners in any industry to manage, and one of the duties of a sales assistant is to help the boss coordinate with these people.

1. He can understand various unspoken rules and explicit rules in the sales industry, making himself a person who is good at using the rules;
2. He can take into account the different interests and needs of the high-level and grass-roots in the middle, and improve his coordination ability;
3. He not only has the opportunity to observe the actual combat experience of the front-line sales staff, but also learns closely how the boss manages the company.

Judging from these three points, the position of sales assistant is not only tasteless, but a career platform with a high starting point.But how to make good use of this platform depends on whether one can use correct common sense.Through analysis, you will find that the problem lies in Danny's own thinking, and that past concepts are hurting him and forming harmful interference with his future choices.If he can look at the current situation from the perspective of a future assistant to a higher-level executive or even an assistant to the CEO, he will have another broad perspective and a positive attitude.

I said to Danny: "As a person who has not been working for a long time, it is understandable that he likes adventure and challenges. People like challenges, excitement, fun in work, and looking for jobs that interest them. That's right. .But you have to understand that this is not necessarily sane, and it may not be applicable to your current needs at any moment. This is why we sometimes make mistakes, because the attraction of mistakes is too great. So you don't take it lightly Negate the current position, you can continue to wait for a while."
Danny asked, "How long, 2 months, or 1 week?"
I said, "At least a year, maybe two years, until you see that things are different."
It didn't take long—only four weeks—for Danny to figure it out.He took a new perspective, established new habits, and found that there was so much to learn from the job.He feels that it is quite difficult to handle the relationship with executives and sales staff at the same time. This is not something everyone can do. Moreover, he began to think that he will have a good prospect in this industry--Return I can continue this job in China and do better.

Now many people regard finding a job as a higher starting point in life.They have a black-and-white attitude, like, "If I'm going to get a job, it has to be fun and exciting, or I'd rather not do anything." When deciding to change jobs, there is a similar thought: "This job makes me feel bad now, so I have to change." A job is either good or bad in their eyes.

Danny fell into this mindset - although the salary is good, the job is boring and does not meet his original ideal.Therefore, I stubbornly want to change immediately, but in fact, people's choice of career is a rather long-term process, which requires constant grinding, adjustment and adaptation.Even if you find that it is really not suitable for you in the end, it is best not to make a decision immediately. You can communicate with the senior management of the company to see if you can adjust your position for yourself, do what you are better at, and then start to pay attention to the outside world. opportunity until a better alternative is available before taking action.

If you have the job you want to do your whole life, the problem still exists—sometimes it comes on more violently and more frustratingly.Many people obviously choose a job they like very much, but they are still confused after a few years:

"Why isn't this job challenging?"
"I suddenly realized, did I get the wrong job?"
I have personally experienced this "sad" feeling when I worked in the FBI and in the early days after I founded the investigation company. There is no room for accumulation.But, Harold told me, "You can take a new job now, and I guarantee you that a year from now you'll still be dissatisfied."
What matters is our ability to dig out work and what we learn in the process of doing it.When you discover the meaning of these details, you can build up your confidence in your career.Otherwise, no matter how challenging the job is, it will only satisfy your temporary psychological needs, and it will not have much positive value for the future.The strong always need to overcome themselves, rather than expect to change the environment, or change jobs to comfort themselves.

First, planning.Why not make a long-term plan for yourself?Don't just focus on the current state, but put your eyes on the future, so as not to be kidnapped by the current needs.

Second, adapt.No matter what position you are in now, you must first adapt to it and do it well, so that you can do a good job in the future.The sign of a person's maturity is to do "what he doesn't like to do" well, instead of letting his interests decide.

Third, attitude.Attitude is always the most important thing. Keep devotion to your work, keep your focus on any work, and reflect your professionalism and professionalism.

Fourth, accumulate.Take the initiative to urge yourself, learn at work, accumulate experience, work hard to move forward, and gradually find the field you are good at.Enterprises hope to see such employees, and customers also hope to have such growing partners.Learning to build up and make your job easier, rather than making it more challenging, is the right thing to do.

What job is right for you?
Now there are many people who have dreams, but there are too few people who can be down-to-earth.People all want to find a good job that allows them to show their talents, and no one is willing to forcefully submit to a "job" that they hate, and then hang around for a lifetime.It is precisely because of this that we will pick and choose the fat and the thin, this one is not good, that one is not good, the result is that we lose our position, lose our direction, and can't do anything well.Those who feel that nothing is suitable for him, even if they give him the best treatment and the most free space, he will do a mess of work.

A young man in Beijing said: "I just graduated from university, and the work was too sudden for me. I found that I was not ready for it. I don't know much about reality, and I don't have a good way."
Another white-collar worker who just went to work said: "The reality is too cruel. I can't find the most suitable job. There is no position that can meet my ideals and provide me with a sufficient development platform. I want to change jobs, I want to resign, and I want to return Stay tuned for good jobs!"
(End of this chapter)