Chapter 9 8. Communicate based on facts, say "you are one hour late", don't say "you have no sense of time"

After the plane took off, Du Lala woke up. She turned her head and looked out of the window. The sky was still bright, and the sparse clouds were nothing to show. It was like the lives of the little people all over the city today. No matter how hard they tried to save money, they couldn’t fundamentally change their lives, but they had to keep saving money. The repetitive days were monotonous. It is dull, and the prospect of a bright future makes people feel confused. Lala looked at the floating clouds and thought wildly, and soon closed her eyes in a daze. When Lala woke up again, when she opened her eyes, the night was already very pure. The scorched yellow moon hung in the dark blue sky, motionless, like a piece of warm and beautiful jade displayed on the velvet background with the attitude of a virgin. "Such a big moon." She said to herself.

Shi Nansheng was originally sitting next to Lala. After boarding the plane, Shi Nansheng saw his regional manager Chen Feng approaching, so he changed seats with Chen Feng knowingly. Chen Feng has always been very energetic. On the plane, he kept his head buried in reading quietly. Seeing Lala wake up at this time, he asked with a smile, "I woke up, what do I want to drink?" Lala stroked her hair back and said, "I want tea." She turned her face to point to the moon, and said to Chen Feng, "Isn't it beautiful? It's different from what I usually see on the ground."

Chen Feng followed her instructions and grinned: "It's very beautiful." In fact, Chen Feng's heart is a typical sales heart, he doesn't care whether the moon is beautiful or not, he just responds to Du Lala's Feeling hurt. The stewardess brought tea, and Chen Feng handed it to Lala, reminding her: "Be careful, it's a little hot." Lala thanked her, took it and held it in her hand and took a sip slowly.Chen Feng didn't speak. He noticed that Lala's wrist was wearing a huge black bracelet. This bracelet was made of agate. It was black and shiny. It looked cool and cold, which made Lala's wrist bones delicate and delicate. , the two are quite complementary.

Chen Feng looked at the bracelet with a smile and praised implicitly: "Where did you get it?" Lala shook her arm and said triumphantly, "I bought it at Kunming Wujiaba Airport last time. How's it going, isn't it cool?" Chen Feng smiled and said: "That's right. You bought this at the airport? There is a flower and bird market in Kunming, and there are many such things for sale. If you like it, let the local salesman take us there next time. The price should be much cheaper than that at the airport." , there will be more choices.” The location of the quarterly manager meeting in the Southern District of the commercial client department is Lijiang, Yunnan.The "Guanfang" hotel where they stayed was facing the Jade Dragon Snow Mountain.

After dinner, Chen Feng invited Lala for a walk.On the plateau in late September, the vegetation has withered and yellowed. Du Lala, a new investor who has not been saddened by stocks, began to advocate 0539 Guangdong Electric Power and 0002 Shenzhen Vanke in the fresh air in the evening. In the autumn of 2005, when the Chinese stock market was in mourning, the Shanghai stock market hovered numbly around 1000 points.Chen Feng was ten years old at the time, and he had a lot of skills in stocks, but he always kept it secret. He disagreed with Lala's point of view, but thought her nonsense was harmless, so he didn't point it out, just smiled Let her continue her stock review.

Lala preached for a while, but she didn't hear any substantive response except humming and haha ​​insincerely. She said suspiciously, "Why don't you talk? You are a salesman. Salesmen should be good at invigorating the atmosphere. You should initiate the topic." Chen Feng argued: "I am listening to you carefully. Salesmen must be good at listening. Listening is more important than speaking." Lala suddenly changed the subject and said, "Hey, Chen Feng, do you want to manage trainees?" Chen Feng has long been used to her jumping thinking, and immediately replied: "Oh, it's best not to assign it to me."

Lala glanced at him sideways and said, "Why?" Chen Feng said nonchalantly: "What will newcomers do? You don't have to teach them everything! According to the way of management trainees, they praise newcomers so highly and grow abnormally in a false environment. There is no benefit. Other employees will also feel that it is unfair. They work hard from scratch and are promoted based on their ability and contribution. Why can management trainees get special training without any contribution? I advocate that newcomers should You have to be down-to-earth like other colleagues, start from scratch, and prove your ability with performance—to borrow the phrase you often say, it’s a mule or a horse, pull it out.”

Lala persuaded him: "Chen Feng, the newcomers selected according to the company's set of procedures have high EQ and IQ, and they are worth cultivating." Chen Feng nodded and said: "I believe this. The question is, Lala, which one of our TOP10 (referring to the top 10%) employees has a low EQ and IQ? And they are all used in the actual performance of DB. You have proven yourself. Those newcomers of yours have never proven themselves, smart people may not really be able to make good performance." Lala also felt that what Chen Feng said was reasonable, so she turned to persuade from the perspective of the overall situation: "Since the company is going to do this project, can you just take three of them? It's just to complete the task."

Chen Feng said with a smile: "If these newcomers don't take up my headcount and take your face, I will pick up two, just as a contribution to the company's talent cultivation, up to two, and I have to send someone to teach them They: if my headcount is taken up, how much performance can the newcomers do? Don’t they have to work hard for other salesmen, spend energy teaching them, and help them complete the targets that they can’t do—Lala, look at my pressure It's so big, it has white hair, I'm really a radish and a pit here, you know this best, do you have the heart to treat me like this?"

Chen Feng's last sentence was sensational, and Lala found a point to fight back, and she immediately retaliated against him in the same way: "Do you have the heart to treat me like that? How can I explain to the boss?" Having said that, The discussion on working language between the two ended, and they began to negotiate in a private way. Chen Feng rolled his eyes: "You can discuss it with Sun Jiandong." Lala glanced at him and said in a drawn-out voice, "It turns out that my friendship with you is not as good as that with Sun Jiandong." Chen Feng said in a confessional tone: "Hey~~~~ Where did you say that!"

Seeing Chen Feng playing tricks, Lala revealed dissatisfiedly: "You just expect Sun Jiandong to be stupider than you, right?" Chen Feng was overwhelmed, so he had to say: "Lala, let's see how the other districts respond first. If everyone else picks up, I'm fine. I'll help you if my hair is all white. If no one else picks up Pick it up, don't ask me to pick it up, okay?" Lala nodded with satisfaction and said, "Naturally. At most, I will pay you to go to the 'famous general' on Panfu Road to get your hair dyed." Chen Feng said: "I'm not dyed, it's better to maintain a sense of vicissitudes." After the walk ended in a friendly atmosphere, Lala went back to her room to take a shower and change clothes. The room in the "official room" villa is very big, and the bed is also very big. Lala climbed onto the wide bed, put a big pillow on it and lay down. When she woke up, it turned out to be the book "Lijiang's Soft Time", a page was folded and marked by a previous guest, she lazily opened it, and it was written hypocritically: "Either you go to find an affair, or you get an affair." Lala put the book aside disapprovingly, Aventure, Aventure as a meal?It's like wearing a long gown on the bare feet below, and eating a simple noodle, but you have to prepare a dozen kinds of ingredients, two words: hypocritical.No wonder that "petty bourgeoisie" means "poor people".Qi*shu$net collection, she thought, besides, the Aventure should have come across by accident, so why did you rush to find it? Thinking of the negotiation with Chen Feng during the walk, Lala felt that something was wrong. This management trainee program was originally a job, so why did it take advantage of personal friendship to force Chen Feng to continue, as if forcing him to do her a personal favor? up.Lala felt that Chen Feng's words sounded reasonable, but in fact she was inclined to Chen Feng's view, or the management trainee system is not suitable for DB? Lala thought in her heart that she would have a talk with Sun Jiandong as soon as she returned to Guangzhou to check his attitude. Someone knocked on the door, Lala was surprised who knocked on the door so rudely at this time, and heard the door say: "Waiter." Lala had already changed into her pajamas, and she was very upset that someone disturbed her. She opened a crack in the door and asked why. Say, "Need a glass of milk for you?" Lala was a little embarrassed when she heard this, she obviously didn't want it, but to make up for her unfriendly attitude when she opened the door just now, she said "yes". During the day of the next day, they were bored in the hotel and had a meeting all day. After a boring buffet dinner, the tour guide led everyone into the ancient city, first enjoyed a Naxi ancient music, and then went to the bar without waiting Everyone sat down, Shi Nansheng patted the long wooden table with both hands, and shouted excitedly at Chen Feng: "Boss, I strongly demand to drink Chivas Regal and mix it with green tea!" The sitting position is by the wooden window facing the street. The window lattice is at the same level as the long wooden table top. Brother Fat Jin and Sister Fat Jin are divided into two groups, and they are singing to each other at the top of their voices across the stream. It seems like running water rings day and night" and sang "I would rather watch you sleep so peacefully than wake up ruthlessly broken." The bar owner said that these people have been right for four or five hours. Chen Feng said with emotion: "Young Yeah, physical strength is good." Shi Nansheng and Wang Haitao asked the tour guide to help film the DV. They both drank too much and performed the most affectionate gaze. Shi Nansheng stared at the bridge of Wang Haitao's nose very experiencedly, and took the time to point it out. The tour guide reminded: "Black and white, nostalgic style." As a result, Wang Haitao was defeated. Although his eyes were bigger than Shi Nansheng's, he was obviously not as good as Shi Nansheng in black and white. Chen Feng asked the people next to him: "Do Lala and Tian Ye know we are here?" The tour guide on the side quickly replied: "Don't worry, Manager Chen, I have sent them a text message to tell them the name of the bar, and they will come here to find us soon." Shi Nansheng bluffed and said: "These two love to wander around. Besides shawls and silverware, what else can you buy here? I guarantee that they will throw away the things they bought tonight as soon as they return to Guangzhou." ,waste." Wang Haitao said: "You reminded me of this, and I will buy some shawls for my wife later." Shi Nansheng suddenly moved his head close to Wang Haitao, lowered his voice and said, "Hey, have you heard about Lala and that?" Wang Haitao asked curiously, "Who is it?" Shi Nansheng was about to continue, but when he looked up, he met Chen Feng's eyes. Although the light was dim, he could still see Chen Feng frowning slightly, as if dissatisfied. Shi Nansheng was startled, and immediately shut up. Wang Haitao also noticed something, and quickly raised his glass to everyone: "Come on, let's toast the boss together!" Everyone clinked glasses with Chen Feng one by one in a noisy manner. At this time, Lala and Tian Ye approached, and they stood in front of the wooden window and asked everyone where the gate of the bar was.Shi Nansheng said: "What door are you looking for? You can just jump in through the window. The window is so short." After that, he and Wang Haitao helped Tian Ye and Lala jump in through the window. Shi Nansheng raised his voice enthusiastically and said, "Lala, please sit next to our boss, and Tian Ye sits next to Wang Haitao. Waiter, bring us two more glasses." Tianye bought a maroon shawl, and Lala bought a purple one with a white circle. The plateau has a large temperature difference, and the sun was shining brightly at noon, but it got cold at night. They both wore the shawls as scarves.Everyone admired it, Wang Haitao asked how much it was, and Tian Ye said fifteen. Shi Nansheng said: "Why do you ask money? It's mainly worn beautifully. I found that purple is especially suitable for lesbians." She then turned to Chen Feng and asked for confirmation: "Isn't it boss? Lala wears a special taste." Chen Feng smiled reservedly: "I'm not good at it, it's good if you agree." In order to make up for his mistake of trying to gossip with Wang Haitao in front of Chen Feng, Shi Nansheng ventured: "Lala, don't think our boss can't praise others, it's called sincerity. In fact, our boss must be praising Lala's temperament in his heart." Chen Feng didn't like Shi Nansheng's bluffing, so he pretended not to hear it.Wang Haitao saw it, and quickly suggested: "Then let's make a toast to Lala and Purple!" Lala didn't know what to do, and called out with a smile: "Let's make a toast to Chen Feng and Shicheng!" Chen Feng smiled and toasted everyone again, but he didn't drink it right away, but only clinked glasses with Tian Ye in public before drinking.Tian Ye smiled back at Chen Feng, without saying a word, raised his head and drank the wine in the glass, and lit the bottom of the glass to Chen Feng. Lala sensitively felt that something was wrong: Tian Ye is Chen Feng's capable general, the No. 1 seed cultivated by Chen Feng, and he pays special attention to Tian Ye's feelings on weekdays, so it is not surprising that Chen Feng alone clinks with Tian Ye among a group of people , this is called "giving face", which is a common and simple "motivation" method, and it can also play a role in "distinguishing different performances". For example, if you have good performance and you wear a beautiful dress, the boss will praise you Two sentences to show concern, changing to another one whose performance is not good enough, wearing ten beautiful skirts is useless, the boss does not comment on your clothes, because you have not earned that "glory" or "qualification"; What was strange was Tian Ye's reaction. Although she drank all the wine in the glass, she did not thank the boss. For a well-rounded sales manager, this is an action that cannot be ignored, let alone a person like Tian Ye. Lala felt that Tian Ye's actions should be meaningful, either she was implying some kind of dissatisfaction with Chen Feng, or...she was going to change jobs, so she neglected?The latter thought involuntarily came to Lala's mind. Lala glanced at Chen Feng, and there was nothing unusual about Chen Feng's expression. Lala was thinking, Shi Nansheng raised his voice to greet everyone: "Hey, have you all completed the online training on the company's business code of conduct?" Tian Ye said, "I'm 50% done. What do you find? Just tell me." Shi Nansheng said: "Then do you remember that there was a topic like this. One day, someone worked overtime very late, and he was very depressed. He felt that the tasks assigned to him by the boss were meaningless waste of time. In order to vent, he I wrote an email to a good colleague in another department. The content of the email roughly reads, my boss asked me to complete the bidding document tonight, and I will not be able to finish it even if I work until tomorrow morning. Such a hastily produced bidding document is meaningless, so I don’t want to Ignore him, I'm going to take the two previous bids and send them to him. My boss is a STUPID guy who doesn't understand business and gives orders randomly! The question of this topic is-can this person send this email? why?" Tian Ye said: "I haven't done this question yet. Of course, you can't send such an email. It's obviously talking bad about the boss. It's written down in black and white. Isn't it just for money." Shi Nansheng shook his head triumphantly and said, "Let me tell you why you can't send this email from the height of business conduct - you can't leave any written records about others, if you put these contents It would be embarrassing to bring it to the table.” Lala got excited after hearing this, and talked eloquently: "I have done this question too, and it is very interesting. I think it promotes a culture of honesty and makes it a rigid discipline - what I said behind it should be I can say it face to face - every employee must sign a statement 'I have read, understand and accept the above content'. As a business code of conduct, it should be disciplinary content, but it is actually instilling values, Or it is teaching us how to behave. We can find that Westerners often lie less than Easterners. Foreigners are more direct than us Chinese, but they rarely speak ill of others casually. They emphasize only describing specific objective facts themselves. And avoid judging people’s good or bad. Therefore, we say based on the fact that 'XX was late for an hour today', we don't say 'XX has no sense of time', we say "You are late three times this month", we don't say "You're late again and you're always late! "It really works, and it can avoid conflicts between people, because no one can deny the objective fact of being 'one hour late', but you say he 'has no sense of time' and he may jump very high, the same, If you say that his business ability is not enough, he may say angrily that I think my business ability is very strong, but you say that his target completion rate in the last three months is less than 80%, which is a fact he cannot refute." Wang Haitao nodded and said: "So, the training of communication skills does not teach us to communicate based on facts. If someone tells you that his performance is very good, you must get him STAR (SITUATION, TASK, ACTION, RESULT, that is, the background at that time, The tasks to be completed, what specific actions the parties have taken, and what is the final result), in order to figure out what a good method is, you have to ask him what is your performance ranking? If he says the third, you have to ask him How many employees are there in total? Maybe there are only three people in total, and the third one is actually the last one.” Shi Nansheng curled his lips and said, "Yeah, one can boast better than the other. Change your career, don't do sales, starting a consulting firm is quite suitable for you." Tian Ye said contemptuously: "Consulting companies are not so easy to open! You must have technology. Usually, those consultants (consultants) will first come to INTERVIEW (interview) the people inside the company, ask what you want to achieve and what ideas you have, and then You salivate and chat with him for two hours, and he goes back and organizes and packages the recorded things, adds some market data collected from various companies in your industry, and sells them for a million You, the scientific name is VALUEADDED (value-added), this is all high-level mental work, can you do it? No matter how I look at you, you look like manual laborers!" This time it was Wang Haitao's turn to get excited. He imagined himself as Lang Xianping, and said in a PROFESSOR tone: "I am deeply touched by Chairman Tian's words. What consulting companies often sell us is our own IDEA (idea)." , it is foolish for people to believe that consultants can provide solutions - can they understand our industry and the situation within our organization better than ourselves? The general principle is to listen to their opinions, as for the specific direction And strategy, your own affairs should be the one you know best, there is no point in wasting that money!"