As soon as I speak, I can convince everyone

Chapter 11 "How to say" is more important than "what to say" (3)
Speak truthfully, casually, and speak your mind.Don't be afraid of wolves and tigers, always consider other people's opinions.In many cases, other people have no opinion, and their so-called "opinion" is more often our guesswork out of thin air.

A person who knows how to speak is to speak out about himself, telling the difference between himself and others, which is the best way to attract others, and telling a true self is the best way to gain recognition from others.

Don't hide yourself, speak your mind.The so-called truth does not necessarily mean telling the truth, more often it means telling what one was thinking at the time.

Bring persistence and sincerity into the conversation
Today is an era rich in buzzwords, one of which is down-to-earth.The so-called down-to-earth is not empty, but content.In terms of language expression, it refers to speaking more cordially, which can make people have a sense of identity and substitution, instead of saying big and inappropriate words.Whether it's communicating with strangers or acquaintances, whether it's a conversation between two people or a speech in a public place, grand narratives are undesirable.That kind of big and useless empty speech can only make the listener feel bored, and it can't reflect the speaker's greatness at all.

The kindness of speech lies not only in the tone, but also in the content of the speech.You must know how to speak from the perspective of ordinary people, and talk about topics that ordinary people are more interested in.In this way, the psychological distance between two people can be shortened instantly, which can give people a sense of intimacy.

Regarding how to do this, Jack Ma's behavior is worth learning from.Ma Yun is a business elite and a famous entrepreneur, but he never forgets his original intention.In an interview, he said:

I feel that I am much more capable today than I was ten years ago, and my team is also much stronger than we were back then. I will never be able to walk again. Gratitude and awe are sincere.If there is no chance, we can't make it today. If there is no chance, we will die if we go again.The ultimate state of a person is to be himself.What do I want to do, as long as I don't hurt others.When I was the class teacher, the happiest thing was the relationship between me and my classmates, and it is the same today.Some time ago, they just came back to see me for the school celebration, and I was very happy.My colleagues and I feel the same way today.I have criticized many of my colleagues, fired them, I transferred him, he can hate me, just like when I was the head teacher, I can punish him, he can hate me, I know that after 10 years, because of my Starting point I won't regret it.

From this passage, we can see Ma Yun's mental journey. He has always kept himself very low.Although there are arrogant words, I never really feel that I am above others.It is precisely because Ma Yun feels that his success has a lot to do with opportunities, so he can maintain his original intention.This original intention makes Jack Ma always speak in a down-to-earth manner, giving people a very cordial feeling.This is the source of Jack Ma's affinity.

Jing Linbo (Director of Information Service and E-Commerce Research Office): Mr. Ma, we have been following you for more than ten years.I have a vague worry about the excessive worship of you that is slowly expanding in the society and even within your group. Just now you heard that the big title of a generation of masters on the scene has been buckled. We are really worried. Fortunately, You are still awake.

Ma Yun: I think I am me. Over the past ten years, I have experienced all kinds of pain, troubles, and happiness that ordinary people may not have the blessing to experience in life. I know where I come from. I am just an ordinary person. For the children of the family, as long as Jack Ma is proven to be successful, 80% of young people in China can be successful. This is one of the reasons why I started my business in the first place.It's the same today. When others look at me, I know that what they look at is not me, but Jack Ma in their imagination.I dare not say I am sober, but I know who I am.I know what I did and what I didn't do. I ignited a few lamps in the hearts of my colleagues, and it was a coincidence that these colleagues ignited the lamps of 700 million sellers together, forming this matter, and igniting it. Just a moment.I personally think that other people's points will also light up, I just have better luck.So the question I'm thinking today is, what else can I light!I think China's economy continues to grow. In the next three to five years, I hope it will slow down. Our pace today exceeds our soul.The faster we go, the more we pay. You don't know who you are, you don't know what you experienced yesterday, and wherever you go in the future, it will only be a bigger and bigger disaster. Our era is an era of lack of faith. It is gratitude, and admiration is awe.

Knowing who you are is a very simple sentence, but not many people can really do it.Many people's achievements are not great, but they have grown a lot. They always look high and high, and most of the words they say are empty and tasteless, blindly seeking grandeur.Such a person, no matter how much they say, will not be recognized by others, but will make people feel annoying.

No matter who we are facing, we always have to lower our posture and talk with the principles of truth and kindness, and only such conversations are meaningful.What really determines a person's status is other people's evaluation of him, not what he brags about.Blindly praising yourself will not only fail to get good evaluations from others, but will also make you lose your image among others.

Therefore, it is better to keep a low profile, keep your original intention, and talk to people cordially.Don't make yourself look like you don't eat fireworks.

Peel the cocoon and let the other party accept it slowly
Ma Yun is a fan of martial arts. He especially likes Mr. Jin Yong's novels, especially "Swordsman". When answering questions from the audience, he said:

My favorite character in Jin Yong's novels is Feng Qingyang. I used to use my pen name. We use a lot of pseudonyms in our company, and my pseudonym is Feng Qingyang.I like Feng Qingyang for two reasons. First, he is a teacher. He didn't want to come out but he trained Linghu Chong.The second is that he has a move without a move. He has basically penetrated the entire swordsmanship. I think it is very good. A move without a move is a move.

This is how I feel in the company. I was still watching "Legend of the Condor Heroes" on the plane the day before yesterday.What I like now is Tai Chi. I think the most powerful Chinese culture lies in the changes of Yin and Yang in Tai Chi. Many foreigners specialize in studying my so-called fighting style.In the past few years, all my business things, they said that what you said in the morning would be on my desk at night.I said that I didn't figure it out myself, so don't study it.Now I gradually feel that, in fact, I use this philosophy to explain the enterprise from the Chinese Tai Chi philosophy, so I feel very happy.

From these two passages, we can see Ma Yun's character.He likes to have a trick to win without a trick, and the so-called trick to win without a trick is another expression of simplicity and casualness.There is no fixed routine, and you can hit wherever you think of, isn't that not casual enough?

And from liking martial arts to falling in love with Tai Chi is the proof of Ma Yun's simplicity and casualness.Taijiquan pays attention to the harmony of yin and yang, and it is a boxing method that uses static braking.When others are attacking, you can keep quiet. Without a strong and calm heart, it is definitely impossible.And such a person is naturally a casual person.

People like casual people. They are not artificial or rigid. When you associate with such people, you will feel relaxed and at ease from the inside out.

Ma Yun's character was also brought into his speech by him.Listening to Ma Yun's speech is like chatting with a casual person. You will feel kind and gentle without any sense of distance.In an interview, Jack Ma once answered the audience asking questions like this:
The core team I choose is actually just like I choose employees and employees choose me.What kind of staff do I choose?I choose ordinary people.What is an ordinary person?It's just people who don't think of themselves as elites.I don't like those elites, the elites have their eyes here (referring to the forehead).I don't like people who think they are smart.Some people say that I have a very high IQ, and generally say that people with high IQs have low EQs.No one in this world can do things alone, who can you do without?There are many people around to help you.

The employees I'm looking for are ordinary people.What is an ordinary person?Have ordinary dreams.What is an ordinary dream?It's not about fighting for socialism all your life and changing all mankind.The ordinary dream is that I will buy a house, a car, marry a wife, and have children. These are the most basic dreams of human beings.These dreams are real and they are done for themselves. I think I like such employees, really!

The 18 of us, including me, did not say that we are particularly promising or capable, we are all ordinary people.Ordinary people doing an extraordinary thing together.What is a great thing?It means doing the same thing countless times ordinary, repetitive, monotonous, and boring, and great things will be achieved.

How do I train them?is mutual.They have developed me, I have had the honor of a lifetime to work with them, and it is because they believe in me.The biggest resource in a company is trust. Do you and your team trust each other?

How do I keep them?I never kept them.Alibaba has had 10 employees in the past 22000 years, and about 10000 have left. I can’t remember clearly at once, and I have never kept anyone.

I am most afraid: "Jack Ma, you are too powerful", "I joined because of you", please don't.I am most afraid of this kind of person.From a distance like ours, it's okay, but it's not worth a penny up close.The Jack Ma mentioned in the book is very good, but the real Jack Ma is not like this.I speak very brutally, very directly.

It can be seen from these few passages that Ma Yun is indeed a casual person, and he also has this character when he speaks.When he conveyed his ideas, he spoke eloquently, without giving people the feeling of superiority at all.He can always express the most profound and incisive truths in the most common language.It wouldn't be possible without a casual personality.

The conversation between people is about ideas, but also about hearts.There is no thing in this world that only accepts one person's ideas but does not accept this person.No matter who you communicate with, only when he accepts you will he consider your ideas.And expressing one's thoughts in a casual and civilian way is the best way to gain acceptance from others.

Just like Ma Yun, he is a successful man, but he gives people a sense of common people.He eliminated the distance between him and the audience by his own way of expression, and the audience naturally accepted him and recognized him.

(End of this chapter)