As soon as I speak, I can convince everyone

Chapter 19 I don't want to convince the people who scold me behind my back, but I want to convince the people who question me in front of me (1)
Talk like Ma Yun, you can also have an atmosphere

If you want to attract attention, you must first grasp the hearts of others

If you want your own words to attract others, it is not only about knowing a lot of speaking skills, but also about speaking from your heart.When facing a person, everyone has a certain judgment, and it is easy to hear whether the other person is telling the truth or lying.Many times, a person thinks that he has lied to the other party, but in fact, he may not. Most of the time, it is just that the other party is unwilling to expose his lies.At this time, although the other party will smile and nod, after this conversation, there will be no further contact.This is failed communication.

A truly successful communication is not only to make the other party agree with our words, but also to agree with our people and our hearts.At this time, we must rely on heart-to-heart communication.Don't be afraid, and don't be conservative, boldly speak out what is in your heart, and confess your heart to the other party, it will be easier to win the approval of others.

Ma Yun's success lies in his daring to speak the truth, and often speaking from his heart.It is his sincerity that makes people have infinite recognition and love for him.No matter how good an eloquent person is, if he never speaks his heart, he will not be recognized by others.

In the 2010 China Local and Industry Website Summit, Ma Yun made a wonderful speech, he said:
I was in Shanghai in the morning, and someone asked me a question. The three big mountains of China's Internet currently suppress the development of small Internet companies, and asked me what I think.I said it at the Internet Conference in Shenzhen, and someone gave me an opinion: Ma Yun is your Taobao that ruined all our innovations, making our e-commerce B2C impossible to do in one way or another.Let me tell you a bad news first, Taobao will not stop waiting for you, Taobao will continue to grow bigger and bigger.But to tell you a piece of good news, or a point of view of my own, it is not that if the landlords in the village are defeated, the villagers will get rich.How does the Internet develop, and how does human society develop?Let's think about the development of technology. When we saw Microsoft in the 20th century, we felt so horrible in our hearts. With a company like Microsoft, can we still develop?I hate living in this era.And then Yahoo and Ebay appeared, and even Google later appeared, and then Facebook appeared again. Did they snatch all these jobs, and all the easy jobs were done?With Sina Netease, there will be no Internet companies?Today there is a new generation.I think both Alibaba and today's Internet will be defeated by small and medium-sized websites. Only after we are defeated can China's Internet have hope.This is not the spirit of the Internet. The spirit of the Internet is to be more open, more transparent, more sharing, more responsible, and more global.So I want to come here to learn from you. I don’t want to say hypocritical things about you, because your innovation ability must surpass mine today, but starting a business is very difficult, and many people want to start a business.I think 100 people start a business, and 95 people die because they didn’t hear their voices. If 100 people died, 95 people died, and there are four or five people who died while you watched them die. Maybe only one person can survive.This person survived not only because he was smart, capable, and hardworking, but also because of many opportunities. He was grateful for the support of the society, had good times, good friends, good investors and good customers, and had awe heart of.Social change, many developments are beyond your imagination, and must be more complicated than you imagined.Many people want to learn from today's Tencent, today's Baidu, and today's Taobao. In fact, every company will have a lot of grievances and sadness at the beginning of its establishment.We encountered management problems today, capital problems tomorrow, and other problems the day after tomorrow. We have all encountered these problems, and our generation of entrepreneurs have encountered these problems, but we have not given up.Someone asked me, where does luck come from?Luck comes from gratitude; how does luck get hold of it?Be in awe.Don't think that if you take one chance, you will take a second.Choose the easiest and happiest thing to do, and remember not to look for the most important thing to do.Don't look for the deepest well in the desert, but dig a strategic well after you have dug seven or eight wells with water.

A paragraph, every sentence is sincere, and it comes from the heart when you hear it, so it can resonate with the listener.When it resonates with the listeners, it means that the speaker has succeeded, and this is the function of revealing one's heart.It can instantly narrow the distance between hearts and make others agree with us from the bottom of their hearts.Don't feel embarrassed to tell others what is on your mind. In fact, it is the most sincere way of communication.After confessing your heart to others, you will find that there are true feelings everywhere in this world.Because our sincerity will touch them and share their true inner feelings with us.

Create an aura with a strong tone

Don't speak in a false way, but tell the truth, and don't always speak boldly. This is the standard we must uphold.Sometimes, however, slight changes can be made if the context demands it.However, keep in mind that no matter how you change it, lies cannot be told. Truth is a principle that can never be changed, and lies are not worth advocating even if it is a last resort.

Generally speaking, it is okay to say some bold words when an emotional atmosphere needs to be created.Because the atmosphere of the group needs to be ignited at this time, then we must make some contributions.However, the rhetoric at this time is also exquisite. You should talk about your ideals, and don't deliberately brag.Bragging is not good.

You must understand that talking about your own ideals conveys a spirit of daring to pursue and shows a kind of fearless courage, aiming to awaken people's inner energy and arouse people's enthusiasm for struggle.But bragging rhetoric is different, it is a kind of hypocrisy that deliberately expresses oneself, it is not worth advocating, and you should not even do it.

In terms of passing on dreams, Jack Ma is naturally the best.Many people say that Jack Ma started his career by selling his dreams.This is not derogatory, because a dream that can be sold must be a dream that can be realized. Such a dream is worthy of respect and what we should pursue.

Moreover, such an approach not only arouses the enthusiasm of others to struggle, but also makes the speaker appear more domineering and aura.Let's take a look at a speech Ma Yun once had.

What is the driving force for the struggle?Not wealth.I am a commercial company and I like money very much, but I can't use it, I don't save money, and I don't have much money.From a big perspective, I really want to be a big world-class company. I saw that no Chinese company has entered the world's top 500, so I wanted to be one.

If I was born 10 years earlier or 10 years later, then I would not have the opportunity of the Internet. It is the time that gave me this opportunity.In the era of manufacturing industry and the era of electronic industry, China has more or less missed some opportunities. In the information age, Chinese people have opportunities. We just happened to encounter this opportunity. I must do it, no matter what others say, I will do it go down.I think China can have companies that have entered the top 500. We learn quickly. In this process, the brave and the wise win.

From a small point of view, since we have come out, we must continue to do so. I have also received a salary of 89 yuan. In another 10 years, I may not even reach the average living standard.I don't like to play, some people are for power, some people are for money, but I don't have this mentality.

To be honest, for himself, for this country, and for this industry, a great general is not reflected in the charge, but in the retreat.When the Internet was not working, I really realized how to run a business. Before 2000, I didn't feel like running a business, but now I feel that I am running a business, not a business.

"I saw that no Chinese company has entered the world's top 500, so I wanted to build one." "I feel that I am running a company, not a business." These are two very domineering words, but also two very powerful words Contagious words.Each of us has an ambition hidden in our hearts, and we all dream that we can become someone who can change the world and be admired by everyone.It is not shameful to say this kind of words, and it will also make us appear more domineering and aura.

You must understand that true domineering is to express one's ambitions, not to fight fiercely.The reason why people think Ma Yun has a strong aura and can control the situation is that he dares to spread his dreams.

However, you should also pay attention, don't always talk about your dreams, it still depends on the occasion.We can see that Ma Yun is more domineering when he is giving a speech, because it is a place where people gather and needs an atmosphere, but when answering questions from individual reporters or audiences, he still takes pragmatism as the first standard.This is a matter of degree.

It is not impossible to say bold words, but it depends on the occasion.If the occasion is right, we can enhance our aura and gain more people’s recognition and respect. If the occasion is wrong, or if we talk about rhetoric no matter what the occasion, we will become a nuisance.

A firm tone reassures the audience

The content of the speech is important, but the tone of voice is even more important.If you observe carefully, you will find that people with louder voices are more likely to give people a strong feeling, while those who are submissive and have a very low voice are more likely to give people a cowardly feeling.This is the effect of volume on personal image.Other than that is tone.Many people think that talking to others should be in a negotiating tone, which is good, and it will appear more polite, but it is not good if you always use this tone, because others will think that this person is easy to talk, so they are not willing Follow his orders.This is especially true when speaking to people. If you speak softly and uncertainly, it will appear more rigorous, such as adding some "should be like this", etc., which will improve the rigor, but generally the impact on people Not strong enough.

If you want others to agree with what you are saying, you must use a firm tone and give people an unquestionable feeling.Only then will our words have power.

Of course, speaking in this tone also requires occasions.If it is used to motivate others, it is natural. If it is just an ordinary friend chat, then it is unnecessary.We can occasionally do this when talking with customers, showing our confidence in our products, but we don’t have to do this when arguing with friends, just discuss naturally.

After distinguishing the occasion, it is necessary to master the specific operation method.Let's take a look at how Ma Yun used a firm tone in his speech to make everyone agree with him.

Entrepreneurs have no retreat, and the biggest failure is to give up.Today is cruel, tomorrow is crueler, and the day after tomorrow is beautiful, but most people will die tomorrow night, so everyone should not give up today.

Many people are smarter than us, many people work harder than us, why are we successful?Could it be that we have wealth and others have not?of course not.An important reason is that we persisted.

I want to tell you that starting a business and running a business is actually very simple, all you need is a strong desire.That is to say: what do I want to do?What do I want to change?When you figure it out, you have to stick to it forever.

Why is my motto "never give up"?Because the biggest failure in this world is to give up, and giving up is actually the easiest.So what I want to say is that to live is to win.Persistence is the most painful thing in this world, and persistence is the happiest thing.

I have always believed that people start their own businesses all their lives.In the past, there was a slogan in Shenzhen called "Second Entrepreneurship". I don't quite agree with this.There is no way for the same group of leaders to start a business again, because you have been starting a business since the first day.

When the Internet entered the winter, we had no brand first, and very little funds available, and the overall market situation was not very good. Everyone turned around and ran away after hearing the Internet.At that time, many people came in, and many people went out.I remember a young man, when I first joined the company, I told him that I hope to persevere in the most difficult time and not give up.

The young man said: "I remember, I will never leave within 5 years." The people who came with him in the past 5 years have all left. When he couldn't hold on anymore, I told him that I Remember what he said at the time.Now that he persists, he has been very successful in both his style of doing things and his wealth.

On the Great Wall, we said that we want to build a Chinese-founded company that is the best in the world. In the most difficult times, we will always remember these things.I don't know how to define success, but I know how to define failure, which is giving up.If you give up, you have failed; if you have a dream, if you don't give up, you will always have hope and opportunity.

These few paragraphs give people a firm and powerful feeling.This is the benefit of speaking with a firm tone, making it appear that the speaker is unquestionable.It expresses not only a point of view, but also an attitude and an aura.With this attitude and aura, listeners will naturally look at us high and feel that what we express is correct.

One cannot be conceited, but one must have a certain amount of self-confidence.The best way to express confidence and cultivate self-confidence is to express your thoughts with a firm tone.Only such people can be recognized by more people.Because that's the key to leadership temperament.

If you want to cultivate your own aura, you might as well try to make your tone firm first.

I don't want to persuade those who scold me behind my back, but I want to persuade those who doubt me in front of me

In one's life, one cannot always please everyone.Around us, there will be people who love us very much, like our family and friends, and there will be some people who hate us, at least a little.This is all normal and happens to everyone.On the contrary, those who no one finds him annoying, seem abnormal.

However, although this is normal, we still want as few people as possible to disagree with us, and this is when persuasion is needed.

However, those who don't like us often don't express it in front of us, but always tell others behind their backs that they don't like us.By the time we receive this information, it may be a long time later, and most of it is heard from other people's mouths.

At this time, we can't face those who question us, but we can use our own explanations to make the person in front of us agree with us and make him feel that we are good.

Ma Yun used a similar method to answer questions when he was interviewed by "Esquire".

Host: You just mentioned that there are people who hate Jack Ma in society, but from the perspective of external observation, most of these people began to appear after 2011. What do you think is the reason?

Ma Yun: In fact, there have always been.Just after 2011, several things happened.Of course, the so-called righteous people are gnashing their teeth at me on the Alipay matter. They think that I am treacherous and violate the spirit of the contract, as if I want to kill the entire Chinese Internet and link VIE with me.

Great good is great evil, and great evil is great good.When you are doing this, you know in your heart when you can make up for it.Just like in 2007, when I made a 40% stake in Yahoo, I knew that 40% was controlled by others, and the future would be miserable.On this point, Sun Zhengyi knows best.That day I said to Masayoshi Son: Well, I, Jack Ma, am a perfidious person and a person who violates the spirit of the contract.But if I can find someone who I put $4000 million into and gets back $150 billion in return, then I'd love to find such a treacherous person.Sun Zhengyi said, yes, I found it.As of today, he has invested a total of less than 5000 million US dollars, and got back nearly 4 million US dollars in cash, and more than 30% of the shares.If I can find such a person and violate the spirit of the contract, I will be very happy.right?

(End of this chapter)