As soon as I speak, I can convince everyone

Chapter 25 Always speak in unexpected ways (4)
Finishing touch, wake up the listener with a key ending

When writing essays when I was a child, the teacher would specifically explain that I should learn to outline and outline, but the same is true for speaking.Many times, a truth can only be explained clearly after a long explanation. However, after a while, the listener will forget what we said.If you want them to remember it, you must know how to refine it, especially at the end. Make a short and appealing summary, which will definitely keep the listeners in mind.

This summary is a refinement of what I said, and it is also a sublimation of what I said.This is the so-called finishing touch.

However, many people are not good at this, or they don’t have this kind of awareness, so they always say a lot, thinking that they have explained clearly, and the listener understands and remembers it, but they don’t know, that’s just Temporarily, it won't take long before the other party will forget everything.

In this regard, Ma Yun is definitely a master. The reason why he often has popular short sentences circulated is that he has a strong ability to refine.Perhaps this has something to do with his experience as a teacher.

In a speech, Ma Yun showed this ability to the fullest.

When I heard that I was going to give a speech at the door just now, I was a little excited, and immediately thought of two words-dream and persistence.I want to tell you that as an entrepreneur, you must first give yourself a dream.In 1995 I came to America by chance and discovered the Internet.

After discovering the Internet, I am not a technical talent, and I hardly understand technology.So far, my knowledge of computers is limited to sending and receiving emails and browsing pages.I was still saying this morning, until now I still can't figure out how to use a USB drive on the computer.But it doesn't matter, what matters is what you dream of doing!
In 1995, I discovered that the Internet will change human beings one day, and can affect all aspects of human beings, but who can change it, and how should it affect human beings?I didn't think clearly about these issues in 1995, but I vaguely felt that this was the career I wanted to do in the future.After I came back, I invited 24 friends to my home, and we all sat together.I said that I was going to resign from the university to build an Internet, called the Internet. At that time, the Internet was not called the Internet, but the Internet.Because I don't understand technology, I spent nearly two hours convincing 24 people that this is a very interesting thing.

Within two hours, I must not have explained clearly what the Internet is, and they must have been confused.Two hours later, everyone voted, 23 people opposed and 1 person supported.Everyone thinks this thing is definitely unreliable, so don't do it, besides, you don't even understand computers, and there is no such network at all.

However, after a night of consideration, I decided to resign the next morning to realize my own dream.Why is this so?I found that many young people who study abroad think about a thousand ways at night, and walk the same way when they get up in the morning.Before going out at night, I said that I would do this job tomorrow, and I still followed my original route the next morning.If you don't take action and give your dreams a chance, you'll never have a chance.So I stumbled onto the road of entrepreneurship.

Ma Yun's whole speech is actually telling a truth, that is, to do what you want to do immediately, don't procrastinate, the result of procrastination is nothing but regret and regret.Not many have been said about such views, but they are mostly forgotten.But Ma Yun made a brief refinement later, which is memorable.

The key lies in the phrase "Think about a thousand roads at night, and walk the same road when you get up in the morning". This is a refinement of small details of life, but it expresses the aspirations of most people.The shocking effect of this sentence is very strong. Many people were shocked by this sentence and took it as their motto.And Ma Yun's words have indeed become more contagious because of this sentence, and the memory is also extremely high.

This is the effect of refining.Not only to tell the truth, but also to know how to summarize the truth with a short and powerful sentence.Only by doing this can your words truly impress others.It doesn't work if you just say it blindly.No one wants to memorize a long paragraph, but many people are willing to memorize some short and powerful proverbs.

Therefore, if you want to have good eloquence and become a person who can speak, you must practice your refining ability and refine some short and concise sentences, especially at the end of the speech, which will move others more.

"It's better not to talk than to talk too much"

People love beauty, and we are always willing to dress up beautifully, which not only improves our own image, but also brings joy to others. It is a respect for ourselves and others.

In fact, how to speak is also a way to dress yourself.But this way is different from other dress up.In general, the more solemn and extravagant the dress, the more recognized by others, and the easier it is to achieve the effect you want.Speech is just the opposite.The more gorgeous and empty the language is, the more you want to create a big atmosphere for people, the easier it is to be hated by people.

Many people are afraid of being looked down upon by others, so they deliberately hide a lot of things, or even lie deliberately, in order to highlight themselves.But the result is often backfired. Not only did this fail to achieve the desired effect, but it became a talking point in people's mouths and was ridiculed by others.

It is always the truth that can really be recognized by others, not the lies we made up.Only by telling what we really think and what we really have to face can we give people a better impression.

In a speech to employees, Ma Yun said to everyone like this:
I have been worrying a lot lately. I always have dreams at night, climbing mountains and ladders, and I can’t grasp every stone. It may be a lot of psychological pressure. In fact, my biggest psychological pressure is worrying about young people.We have no choice but to do it while running.I don't promise you to get rich, I don't promise you to be promoted, you have a lot of hardships, grievances, dissatisfaction, and moaning in this company... But I promise, after experiencing all these, you will really know how to build greatness, strength, and courage. company of.

When many bosses speak to employees, they will use a way of drawing big cakes.They will build a gorgeous dream for their employees and tell them what a good life they can get by then.And think that only in this way can we guarantee the fighting spirit of our team and make our team more united.But those who do so often fail.On the contrary, it is Ma Yun who speaks out about the difficulties he is about to face, who has made his company the biggest.

Alibaba is a company that creates and delivers dreams.But they only convey the vision, never the illusory beauty.Ma Yun has always told his employees that the future will be brilliant, but the road to the future is destined to be full of thorns.It is this honesty that makes Alibaba employees willing to work hard together with Jack Ma to realize the dream that everyone guards together.

Lies are often beautiful, but that beauty is not a real bloom after being carved by the cold winter, but a mirage-like illusion.A mirage can give people temporary pleasure, but it will always make people's dreams shattered because of its illusion.Only dreams obtained through hard work are real dreams, and only by telling others that there are hardships on the road can they be prepared enough to do things.

This is the power of the truth. It is not pretentious or pretentious. It may not sound good, but it is absolutely reasonable and can reach people's hearts.

This is the secret of many people's success, and it is also a principle of Jack Ma's speech.

We believe (believe) to learn, no matter what others say, no matter what others think of us, people in the madhouse never believe that they are crazy.Those of us here can't believe that we are stupid. It's impossible for 102 years, it's impossible for 102 years. You say that being the first is the first?Heard it, asserted it, repeated it, contagious it, asserted that I am the number one, preached it ten times, and then repeated it a hundred times, and then you became the number one, and many things happened like this.

This is Jack Ma's style. He never hesitates to weave beauty for his employees, but he never weaves illusions.The beauty in Ma Yun's mouth is cruel and true.It is precisely because of this truth that some people are willing to work hard with him.It is this truth that makes Ma Yun infected many people outside of Alibaba.

A strong person who can be generally recognized by society must be real, not illusory.Those who tell lies will be exposed one day. Only by telling the truth can you go further.

Don't be sloppy, just get to the point

Many problems that seem extremely complicated are extremely simple in the eyes of some people.The reason for this is not the problem itself, but the two people who look at it.The former's thinking depth and breadth are not enough, so they can't see the essence of the problem, and can only entangle in the surface of the problem.In this way, we will never be able to really solve the problem. We can only find out that a contradiction has developed on the other side after solving this aspect, and then rush to remedy it.A lot of effort was spent, but the effect was minimal.The latter is calm, able to directly penetrate the appearance to the essence.In their eyes, superficial contradictions are unimportant. What they see is the unified reason behind the contradiction. After finding this reason and solving it, those so-called troubles will be solved.So although the latter did one thing, it solved all the problems; although the former kept doing things, the troubles continued.The key lies in the point of view, whether you can see the essence of the problem.

This is how it works and how it is said.Moreover, in many cases, resolving conflicts depends on language.At this point, Ma Yun is a master. He can always make things that seem contradictory or extremely troublesome with a few words, so as to solve the problem in one fell swoop.

In the "Dialogue" column, Ma Yun responded to other people's questions in this way.

Tian Ning: Over the past few years, the prices of Alibaba’s advertising through-train booths and Alibaba’s diamond booths have risen year after year, so many small companies can no longer afford to be small and beautiful.Does this approach mean that Alibaba has begun to alienate small businesses and turn to large companies?
Jack Ma: Because everyone has different perspectives and ideas.All the small sellers here feel that we have not given them enough resources, and the big sellers come to our office to scold people a lot.Do you rely on us to support or rely on them?Everyone's point of view is the view in the heart.At Alibaba’s annual meeting three years ago, I told all my clients and colleagues that in Alibaba’s eyes, there is no distinction between big and small businesses, only honesty and dishonesty, whether it is hard work, or whether it is an innovative enterprise. point.Today Taobao people say that life is getting harder and harder, why didn't you come back then?Back then, I ran to many people and asked them to come to Taobao.When it was first established, I asked my friends to come to Taobao, saying that your broken business should be quickly moved to Taobao.I can't even speak up.He came to me last year, and I said you should finish your business and stop coming.Why didn't you come when I told you to come?It is said that doing business in China is becoming more and more difficult. When will it be easy to do business in China?Not easy to do.

There is no place in the world that is easy to do business with. Different eras require different efforts. You will always compete with your peers.So I think, you have to ask me, I'm not telling lies, I like small sellers the most.But I don’t exclude big sellers. There are many big companies that can’t compete with small companies. Today, most of the successful brands on Taobao, many of which have annual sales of over [-] million are completely established on Taobao. Why are they successful?So I think as long as you want to do it and think of a way, you have a chance.

Many people are entangled in Alibaba's attitude towards customers, whether it is better for large customers or small customers, and then they think that they have not been valued, so they feel slack.This kind of entanglement is not good for Alibaba.For Ma Yun, the best way is to solve people's entanglement.At this time, Ma Yun's wisdom appeared.He directly ignored the classification of size, and proposed that Alibaba uses credit classification.In this way, the problem is solved.

In many cases, things that seem irreconcilable are actually not very complicated. We feel that the complexity is just because we have not seen the essence, so we regard the appearance as the whole thing.At this time, it is necessary to find another way, find the key to the problem, and then solve the problem.

When answering other people's questions, don't follow the other person's thinking, and answer whatever the other person asks, but think about the things behind the question.Once you find the essence, you will find that many problems are not problems at all, but just a contradiction.At this time, telling them the solution to that contradiction will naturally satisfy them.If you can't find the essence, but entangle in the place where the other party asks, it will only cause the other party to have one question after another, and each question is very annoying.

(End of this chapter)