As soon as I speak, I can convince everyone

Chapter 28 When you show off your smarts, you start to be stupid (3)
Through this principle, we can also conclude that when communicating with others, don't be too direct, let alone be too arrogant, and know how to leave room for others.If you are too flamboyant and always showing off yourself, then there will always be times when you will be abandoned.

Showing off or arguing brings us no glory, only loss, which may be an opportunity or a friend.Therefore, don't show yourself too much, and be humble when you meet others who lift you up.Pay attention to maintaining the equal status of both parties in the communication, so that we can really get what we want.

In a speech, Jack Ma said:

I remember buying a magazine at the airport, and a person was introduced in the magazine.I said why this person is so powerful, and when I turned it over, I felt that this person was me, but not me at all, exaggeration!However, I want to emphasize one point, don't go after something blindly.When you first started your business, what did you want to do, and what exactly did you want to do?Don't be influenced by the outside world, you have to make sure that you are going to do this today, and you have to be determined.I remember when I was doing Alibaba, I had an opportunity.A very large company offered me an annual salary of $150 million, not including bonuses and stocks.It was a great temptation, but I didn't say yes.My family said I was crazy, so much money, you don't want it.I just said that I don’t want this opportunity, I just want to start a Chinese website, so sometimes what you have to do, when your desire is very strong, you will resist many temptations.Now many companies will not ask what can you do?Because there are more people in this world who can do what you can.

With this point, you will be very unique, because you think very deeply. In the past two years, I have not discussed Alibaba's model with others.The next five years I talked about today are also very vague. To be honest, I really don’t understand what Alibaba’s model is.To be honest, if you really have a good model, don't tell others.Is this the truth?If you have a pot of gold under your bed, you can't tell everyone.All good models are explored.A month ago, I participated in a business meeting. At the Yabuli meeting, several people were talking about how to be a successful entrepreneur.Later, I analyzed several of them, and they basically all failed several times.

Generally speaking, successful people often cannot explain how they are successful.There are many, many reasons and reasons you don't know, there are also many elements of luck, and Feng Shui, etc.I think Alibaba has made countless mistakes over the past few years, but that is not a mistake.In the process of starting a business, many disasters are unexpected to you.The vast majority of enterprises in China have not reached this point today. Most enterprises are tactics, and tactics are to survive.When you survive, when you reach a certain scale and for a certain period of time, you can then consider the strategy.

This is Ma Yun, who has career and status, but has no airs.He is always able to straighten out his own position and not face others with a superior attitude.He knows how to leave room for others, and others will naturally give him more recognition.If a person says that he is much stronger than others, then he will definitely taste the bitter fruit.Because there may be absolute winners in this world, but there are few absolute strong ones.More often, our so-called advantages are just because we have spent more time in a certain field and have more accumulation, not because we are several times higher than others in terms of IQ.

Since the world is fair, there is not much difference between people.Then, those who speak with different thinking will inevitably suffer.

Don't show off too much, let alone argue with others for no reason, that will do us all harm but no benefit.

Go to the end, let others realize their own insufficiency
Throughout life, we will always encounter such and such problems, some of which we can solve, and many of which we cannot solve.When encountering things that cannot be solved, it is often necessary to ask friends and relatives for advice.Conversely, others are the same, and they will also ask us for advice.At this time, how to answer, there is learning in it.

Generally speaking, many people will choose the gentle answer.The so-called gentle answer is that although they deny some of the other party's current practices and tell them that it is their mistakes that caused the current troubles, they do not directly point out, but put forward very gently, some in a soft tone, Others first affirm that those practices have a good side, and then come with a "but".Everyone felt that such an approach was not hurtful, it gave the other party face, and it seemed less harsh.

This kind of thinking is good. Although we tell the truth, it is better for people to hear it relatively comfortably.However, in terms of solving the problem, this method is not helpful at all.If you really want the other person's good, you might as well speak directly without beating around the bush.

Let's first take a look at what Ma Yun has done.He once served as a judge on the program "Win in China". The following is a conversation between him and a contestant:
Jack Ma: Is the market for your products aimed at foreign countries, North America?
Li Hongmei: At this stage, it is the North American market. The US market is a mature market, while other markets are less mature.

Jack Ma: You have two core competencies. The first is to integrate resources. There are no resources abroad, and you have to explore domestically. How to integrate?The second core competitiveness is outsourcing. Is outsourcing a core competitiveness?So American companies can't do outsourcing?
Li Hongmei: The first core competitiveness is to integrate the business of data conversion and data input with the software sales business. This is one of my core competitiveness.

Ma Yun: Do you think this competition is very high?
Li Hongmei: Because American companies seldom integrate like this.

Jack Ma: How many employees do you have now?

Li Hongmei: I only have a few high-end designers in North America, about 4 of them.

Ma Yun: I think your project is very difficult, quite difficult.I sincerely suggest that you better not start a business.I have seen people who start a business very hard, but he said that I am willing to start a business.I feel like this, in terms of personality, you are not very suitable for starting a business.I often tell my friends that sometimes doing a job and doing a job you like is a good start-up.

You're a warm, kind person, and those traits can make you a very good employee, a very good volunteer, perfecting yourself for that, and that's probably fine.However, for entrepreneurship, I can honestly say that you are really not suitable.

After reading this conversation, some people may think that Ma Yun is too direct, which will hurt others, and thus think that Ma Yun is a bit cold-blooded, but they don't know that this is exactly what Ma Yun is responsible for.

In the face of a person's wrong decision, the best way to treat him is to wake him up and tell him that it is wrong to do so, and there will be no good results.If we hide it because we are afraid of hurting him, then our words will not be convincing and will not attract the attention of the other party.It might seem like we're more human, but it doesn't help the person at all.

Therefore, if you are really facing the mistakes or confusion of your relatives and friends, you should speak out directly, not afraid of being harsh or unfeeling, and not afraid of hurting the other party's face.Because, if you don't hurt his face, you can really hurt him.

If someone thinks that we are too unfeeling because of this, and they will not communicate with us from then on, then they might as well give up such a friend.A person who cares more about face than friendship is not worth dating.

It is good to leave room for speaking, but it also depends on the context; it is also good to be euphemistic, but it also depends on the context.When you have to speak up, say it out loud.This is responsible for yourself, but also responsible for others.

Not pretentious, not pretentious, just become a great tool

When it comes to Ma Yun, many people think of madness, publicity or passion, but in fact Ma Yun’s real label is his true temperament. He always says what he has, and he says what he thinks.True temperament is the essence of Jack Ma, and it is this essence that makes Jack Ma so popular.

We must understand a truth.The so-called publicity or low-key are both external manifestations and formalities.It is not these things that really determine whether a person is popular or not, but who we are.A person with a good nature will be welcomed no matter whether he is flamboyant or restrained, and a person with a bad nature will be unwilling to associate with him no matter what.

The essence is divided into many aspects, such as kindness, honesty, simplicity, and of course true temperament.The first few are also the good qualities of people, but it takes some time for people to discover them. Only true temperament can instantly resonate with others.

Therefore, if you want to gain recognition and appreciation from others quickly, you must work hard on your true temperament.When we talk and do things, we uphold a sincere heart and express our true temperament, which will naturally allow us to gain a wider social circle.

In 2007, Ma Yun visited Taiwan, and then accepted many media interviews. In one of the interviews, Ma Yun communicated with reporters, which fit the theme of this section.

Q: You founded China's first website in 1995, and then you managed the world's largest e-commerce website. How do you view your own success?
Jack Ma: Actually, I never thought I was successful.Compared with many so-called successful people, I have neither technical background nor parental protection. How can I be successful like this?However, when I changed my mind one day and found that if Alibaba disappeared from the world, at least 50 small and medium-sized enterprises would go bankrupt and close down, and millions of people would lose their jobs. It is no longer an ordinary thing.

In fact, if you want to say that Alibaba is successful, it is not always true. The media actually gave us mixed reviews.To me, Alibaba is just an ordinary company. It may develop faster and have a better reputation, but what I want to say is that for every employee who enters Alibaba, I will warn them that there is no guarantee here. You get promoted and get rich, but you can guarantee that you will work very hard.

Question: But many people think that you saw the opportunity of the Internet before it entered China. You are very far-sighted. How did you do it?
Ma Yun: I don't have any foresight. It's just a blind cat meeting a dead mouse. In 1995, I went to the United States to find a friend. He introduced to me the Internet, which was popular in the United States at that time, but not seen in China.I searched for words such as beer and China and found that there was no web page about China, so I set up what may be China's first website - Hangzhou Translation Agency.Unexpectedly, I received several e-mails on the night when the website was opened, and I thought that the Internet should be feasible.

So I went back to Hangzhou and borrowed 2 yuan to set up China Yellow Pages.We visited Chinese manufacturing companies one by one, and then translated their product catalogs into English and put them on the website. But at that time, no one in China knew what the Internet was, and it was difficult to register with the government because there was no classification of the Internet. Many people regard us as a scam group.

In order to build popularity, I even used the name of Bill Gates, who was well-known in China at the time, to promote it. In addition, China Post finally opened the Internet in the mainland in August 1995, and the popularity gradually increased.

At that time, all the friends around me were against me giving up my teaching position to devote myself to an unknown network career.But I was very persistent because I always felt like I felt something that they didn't see, and I felt like I should do it.

From the above two questions and answers, it can be seen that Ma Yun is a very casual and genuine person.That's the kind of person he is, and that's the kind of person who talks like that.Therefore, people don't need to know too much about Jack Ma, as long as they have a short contact with him, they will feel that this person is attractive, and they will be willing to listen to him.This is the charm of true temperament.

In this world, most people are good people, and few people are of bad quality.The way to really differentiate people is not to divide people into strictly good and bad people, but to divide people into attractive good people and unattractive bad people.In terms of enhancing attractiveness, true temperament is naturally the best.

Don't suppress your emotions, and don't deliberately create an emotion.As long as our emotions are harmless to others and do not hurt others, then we may as well express them boldly.This is the true temperament, and it is a quality that can be most recognized by others.Telling the truth is much more popular than hiding yourself and deliberately creating an impressionable expression.

appendix

Jack Ma's charismatic speeches and wonderful quotes
The full text of Jack Ma's speech at Alibaba's 10th anniversary celebration
Thank you everyone, in fact, I have not recovered from the performance just now, and I never thought that I could perform in the stadium of 10 people.Before the performance, I was nervous for at least 2 days, but I refused to come down after the performance for 10 minutes. All Alibaba executives who had just finished the performance were very sorry, we only had such a little time.Therefore, we talked for a long time in the back when we were excited, and now I will come up to share with you Alibaba's [-]-year experience.

I have probably been preparing for this evening for 10 years. Ten years ago, I imagined how I would speak to our employees, how to speak to our customers, how to speak to my friends, and what would I say in 10 years?As the 10th anniversary draws nearer, my heart becomes more and more excited, and I want to speak more and more, but these days, I can't sleep at night because I don't know what I want to talk about.Just before I came here, I saw so many people from Alibaba, so many relatives and friends from Alibaba, I don’t really need to say anything, the behavior of all Alibaba people in the past 10 years has already told us, thank you!
Ten years ago, in my home, there were 10 other colleagues. We drew a picture together. We discussed how the Chinese Internet would develop and how China’s e-commerce would develop. We talked for two hours, and we have been on this road ever since. way. After 17 years, there is no reason for us to survive. There are countless reasons, countless ups and downs, and countless situations that make Alibaba slump and even disappear in the Internet world.We ourselves are asking what keeps us alive and stronger.I believe that our people are not the most capable. I have seen many, many people who are stronger than us. The young people in Alibaba today are more capable than us 10 years ago. We are not the most hardworking. There are many more hardworking than us. people.We are certainly not the smartest, because there are plenty of people smarter than us.So what keeps us alive?Let's stick with it till now?Today I want to share with all our Alibaba people, all our relatives and friends in Alibaba.I think we are very lucky, we are lucky to live in this era, this Internet era, in China.So I say, from the first day to now, Alibaba has been full of gratitude, and there are too many people to thank.

I think I would first like to thank my 17 colleagues and 17 entrepreneurs.Thank you for trusting me and always standing firmly behind me no matter what happens.I also thank all the Alibaba colleagues present here. It is your strong spirit that has brought us to where we are today. Thank you all.

(End of this chapter)