There are a few words written in front:
I don't know if you feel this way, but it's too important to find clear expression after work.
Think about it, whether it's colleague communication, boss communication, subordinate explanation, speech or written report, which one doesn't need clear expression ability?
Lincoln once said: "Eloquence is a social and career need. A person who can't speak is undoubtedly a loser. " .
But the fact is, others hit the nail on the head and speak clearly, but when it's their turn, they can't get to the point for a long time; I always feel "stupid" and I can't say it when I know I have goods in my stomach. Whether speaking at a regular meeting or writing a work report, I often feel at a loss and at sixes and sevens.
How to break it?
One,
Xiaoying (a pseudonym) is one of my consultants. She has consulted me several times since the end of last year. She is my long-term consultant. I watched her grow from a white girl in the workplace to a business backbone today.
No, Xiaoying recently encountered a thorny problem. The head of their department has changed. Different from the former leader, the new leader is a strong and efficient person. He said to Xiaoying and them, "Don't use two words for things that can be clearly stated in one sentence. If you are a wordy person, I doubt whether you are qualified for the present position. Starting from this week, you will attend the morning meeting every Monday morning. Everyone will only speak for one minute and report your work plan concisely. "
Xiaoying has never seen anything like this. I think that I don't need to be urged to work at ordinary times, but speaking at the meeting to meet the requirements of the leaders really makes her feel at a loss.
She quickly found my assistant and made an appointment with me for a consultation.
For the convenience of explanation, on the basis of Xiaoying's original report, I hid all the key professional information. The key point is not the content itself, but the expression logic and method behind the text.
Second,
Xiaoying's speech at the meeting was originally prepared like this-
"Today my job is mainly to visit customers.
The first customer was a customer who had a cooperative relationship with our company before, but later the cooperation broke down for various reasons. Now I talked to the docking account manager, and the other party expressed interest in resuming cooperation with us. I'll talk to him today.
The second customer also had a cooperative relationship with us, and the order volume was quite large at that time. Now, due to the temporary change of a partner, it is urgent to change a long-term partner. After I learned the news, I quickly got in touch with the other party and the other party expressed great interest. I met and chatted with each other today.
The third customer has a good geographical location and stable demand. The account manager of the other customer is also very eager to complete the performance appraisal index. Let's talk about it today
The fourth customer is a new customer. I made a strange visit because this customer happened to be adjacent to the second customer and also cut in line.
This is my work plan for today. "
In Xiaoying's case, the narrative expression seems to be somewhat coherent, but the existing problems are as follows:
First of all, the stress is even, which makes people unable to grasp the key points.
She explained the characteristics of the four customers, but still couldn't make people remember the key points at once.
Secondly, there is a lack of goal orientation.
If you listen to the previous statement, the leaders have only two words in mind-speaking.
"Speaking" is just an act. What is the purpose of this behavior? What is the final result of visiting these four customers? Did not make the necessary explanation.
Finally, there is no sense of logic and there is a lot of repetitive information.
For example, in the previous statement, "cooperative relationship" was repeated twice, and so on.
Third,
Because the workplace is a place that pays attention to efficiency, if you, like Xiaoying, meet a leader who pursues efficiency, according to the usual way of speaking, it is doomed to be inefficient, because this statement is not concise and powerful enough, you can't convince the leader to approve your plan, and the inner doubts of the leader have not been solved-
1. Do these four families have to visit?
2. Have you communicated with each other about visiting hours? Will there be a situation where nothing can be achieved?
3. What is the purpose of the visit? Just sit down and talk?
4. Which of these customers are sure? Why are you so sure?
Wait a minute.
In the workplace, especially in situations like reporting, a powerful expression structure is as follows:
Applied to Xiaoying's case, under the guidance of this framework, Xiaoying spoke more specific information-
1, subject: visiting four customers;
2. Time: the second one is 10: 00 a.m., the first one is 2: 00 p.m., the third one is 4: 30 p.m., and the fourth one will stop by after the second one;
3. Space: The nearest company is the first, the second is the second, the third is a little farther, and the fourth is just adjacent to the second;
4. Preparation: The second company is in urgent need, and the other party takes the initiative to contact and agree to meet at 10 on Monday morning, which is very promising to resume cooperation; The first family's intentions are not bad either. Call each other last week, around 2 pm on Monday. The third company also contacted the business manager around 4: 30 pm; Because the fourth store is adjacent to the second store, it is just on the way, which belongs to exploring new customers;
5. Background: In addition to the fourth new development customer, one or two companies have cooperated, and the third one has a good geographical location and a large demand; The difference is that the second company is faced with temporary changes in suppliers, so it is more eager to reach cooperation than the first company;
6. Objective: To restore the cooperative relationship with the first and second companies, finalize the clear intention of cooperation with the third company, and establish contact with the fourth company for later follow-up.
After rearranging these six points, it is not difficult for us to draw the following picture-
Fourth,
After combing, the improved work plan is like this-
"Today, my work plan is to visit four customers. The goal is to restore the cooperative relationship between two historical customers, reach a new cooperation agreement and develop new customers. Comments: Straight to the point, result-oriented, straight to the point.
1. One of these two historical cooperation customers has a large transaction record with our company. Now the other party is facing the change of suppliers, and the other party's intention to cooperate is very urgent, and it is also the other party who contacted me actively. We are at around 10 in the morning, and I think it is an excellent opportunity for our company, so I am quite sure about the relationship recovery of this company. I contacted the other company last week and made an appointment to visit at two o'clock in the afternoon. The other party's intentions are ok, I'm sure. Comments: First of all, it explains the key work content, the background of the matter and the preparations made, and also conveys confidence to the audience.
2. The new cooperation agreement refers to a company located in a certain place, which I have been following up before, because the other party has a superior geographical location and a large customer demand, and there are many orders every year. After contact, I learned that the other party has a new business manager and is eager to complete the KPI index. This is a good opportunity for me to come to talk about the cooperation agreement, about 4: 30 in the afternoon. Comments: This is the second key part, which emphasizes the current opportunity and shows that this negotiation is necessary and in line with the current opportunity.
3. The new customer we developed is just opposite the company we visited at two o'clock in the afternoon, which is very convenient. We don't intend to stay long this time, just to establish contact with each other and facilitate follow-up as a new customer resource of the company in the later period. Comments: This is a passing part, not the focus of the work, but it emphasizes the significance of this matter to the future of the company, and at the same time emphasizes the arrangement of time, which makes people feel that you are very organized and pay attention to efficiency.
Attachment: Clear expression structure diagram.
After Xiaoying's later feedback, she did well in the first morning meeting according to the method I taught her, and the leader praised her.
If the above model is used continuously for one month, you will definitely get obvious promotion and progress in workplace communication; Because, workplace communication ability is not so much a gift as the result of deliberate practice the day after tomorrow.
About the author: Zhao Xiaoli, a senior career planner, a best-selling writer in the workplace, and the manager of the official WeChat account "Beauty of Li Yu".