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Comment ~ expression routine
About ten years ago, when I was a team leader in the top 500, I happened to meet the new head of the branch to investigate. This is a big deal for us diaosi.

At the symposium, the leader asked us to talk about the problems encountered in our work at will.

I was youthful and wanted to make a good impression in front of the leaders, so I spoke impassioned for five minutes.

After the speech, the leader said kindly, "Your words are full of passion, but lack of logic. At first, you said that the back office service was inefficient, but the example you gave was that people had a bad attitude ...

At that time, I knew that the performance was ruined, which was a blow to me, who thought I had a good eloquence. You know, I watched many videos of speeches.

I even fantasize about having the opportunity to say a few words in public: "I have a dream today!" "

But then I realized that speech and business expression are completely different.

The former is mainly lyrical, aiming at arousing the audience's G-spot.

The latter is based on logic, the purpose is to make the other side accept your point of view.

So I made up my mind to improve my business expression ability.

During this 10 year, I have read many books and taken many courses in this field. According to practice, I summed up five most practical routines, and dry goods are presented to you.

First, the basic structure of the total score

This is the most basic routine. If you want to improve your expressive ability, let's start with this.

Conclusion: condense what you want to express into one sentence and put it in the first sentence as a conclusion, so that others will know what your theme is.

Point: The case, data or theory that supports your conclusion. "Point" must be objective and fair. Don't make subjective comments, or it will be another conclusion for you.

Conclusion: That is to emphasize your conclusion again. Of course, you can also increase your persuasiveness in another way.

For example, the importance of writing like this:

Conclusion: Writing is very helpful for people's mental growth.

Point: Writing will force you to read.

? Writing will clear your head.

? Writing will make you pay attention to the little things around you.

Conclusion: Writing is not only a writer's business, but also a skill that every young person should master.

Second, SCQA story frame routine

The SCQA story framework is used when time is not particularly urgent. This model is very effective if there is an opportunity to explain it.

Because listening to stories is the most acceptable form for a person, its advantage lies in creating suspense and then giving answers.

Situation: Explain the background of the event you want to express.

Conflict: What contradictions have arisen in this context?

Q: How to solve this contradiction?

Answer: Finally, give the answer.

Sometimes I will use this trick as an opening remark in some informal salons, such as:

Situation: When I was young, I met a very beautiful girl.

Conflict: She is willing to give her life for me!

Question: She fought back her tears and said firmly to me:

Answer: "if you pester me again, I will die!" "

The SCQA story framework is not only suitable for oral expression, but also can be used as a framework for writing emails.

For example, if you want to ask colleagues in other departments for help, you can briefly talk about the background first, and then talk about the difficulties you are facing. How to solve them? Need each other like this ...

In this way, the probability of others agreeing will be greatly improved. You know, man is a causal animal. You say the reason, others will give you the result.

Third, the hook expression routines

Have you ever encountered such a situation that on an occasion, you were suddenly asked to express some opinions in an organized way, and at this time, you were completely unprepared.

If you learn the hook rule, you can deal with it easily.

It is called "hook" because people's thinking is generally chaotic. Every hook is like the support of a topic, hooking what you want to express and not being scattered.

Introduce four kinds of hooks: time hook, correlation hook, Libra hook and focus hook.

Generally speaking, there are three small hooks under each hook rule, that is, three small themes.

Why three? Because "three" is an incredible number, neither long nor thin.

Time hook:

Common hooks are "past, present and future", "last year, this year and next year" and "short-term, medium-term and long-term"

Time hook is extremely simple to use and widely used.

For example, report the work plan to the leader, and you can say what you need to do now, what you are going to do in three months, and what you want to do before the end of the year.

Or speak a paragraph without preparation, which can be said how to look forward to the past, how to base on the present and how to look forward to the future.

Association hook:

Refers to something that can be related to the theme you express, forming three hooks to express it.

This kind of linkage has gone into the sea, such as "company, employees, customers" and "teachers, students and parents" ......

The hook and hook on it belong to the same latitude and will be very neat. But even if the latitude is different, if the scene is suitable, it will be equally wonderful.

For example, when you win a big prize at a company party and the host asks you to make a speech, you can say:

In the past, the lottery box never gave me the number, the host never read my name, and the prize never came home with me. Today, you are all disappointed. ......

Libra hook:

Just like its name. It's up to you to describe two extreme views and express your neutral view.

This kind of expression is superb, which makes one's point of view conform to God's perspective and is easy to gain the approval of the other party.

Common hooks are: "On the one hand, on the other hand, to be fair" and "Too much, not enough, just right"

Libra hook is also my favorite routine, which can force you to see things objectively.

For example, my evaluation of Mi Meng:

Some people say that she has the courage to express herself and her writing style is outstanding, which can be regarded as the goddess of new media;

Others say that she is unscrupulous and mercenary and must be banned;

I feel that Mi Meng is really a good writer who can grasp the audience's psychology without touching the bottom line of morality and legal system.

Focus hook:

Like the lens of a SLR camera, it can be enlarged or reduced. Your opinion expression can also be enlarged or reduced as needed.

Commonly used hooks are: "individual, company, industry", "Guangdong, China, Asia" and "campaign, campaign and war".

Whether to bring your point closer or farther depends on which direction you want to take the audience. If set properly, it will be very attractive.

For example, a friend asked me how to improve the success rate of picking up girls.

Distant expression way:

Specifically, you should first put an end to hiccups and poor sitting posture in front of others.

This shows that your daily habits are very bad.

Going up again will be considered uneducated and tasteless.

Expression of magnification mode:

Generally speaking, if you want to succeed, you must have an emotional ability.

However, * * * emotional ability must be gradually accumulated by implementing some tricks.

For the details of these tricks, please see my article "Five Ways to Pick Up Girls".

Fourth, the elevator speech routine

"Elevator Speech" is very popular in many large consulting companies and has become a compulsory course for everyone.

They think that if a complex project can't be explained clearly within 1 minute, it shows a lack of expressive ability.

The original intention of this routine is to express your views clearly and accurately even if you meet someone briefly in the elevator.

"Elevator Speech" is very effective in explaining to big leaders or important customers, because they have limited time and want to hear progressive logical expressions.

* * * Cognitive problem: This is a foreshadowing, in order to draw out your following views, and remember that this problem must be recognized by everyone and uncontroversial, otherwise it will be easily denied at the root.

Core point: This step is very important.

The first is a branch of * * * cognitive problem;

Secondly, the remaining steps are to prove this point;

Finally, your solution is to deal with this point of view.

Prove the point: explain how to get the core point in one sentence.

Quantitative support: Be sure to use data to support your point of view, so that it is easy to convince people that you are not dealing with ordinary diaosi.

Solution: If the first few steps are done, this step will be logical.

If I want to say that my dry goods are worth reading, I can use the "elevator speech" like this:

* * * Understanding the problem: Communication and expression in the workplace is a very important skill. (there will be no dispute)

Core point: People with strong communication and expression skills will get promotion opportunities more easily. (Put forward my opinion)

Prove your point: Good communication and expression will enhance your social skills. (Prove my point)

Quantitative support: Managers with good social skills are 2.7 times more likely to be promoted than others. (A survey by Lucent)

Solution: Take a good look at my article, which can improve your communication and expression.

The elevator speech routine is more complicated than the above, which requires you to make some preparations in advance, but from the perspective of display effect, it is undoubtedly the strongest.

Verb (abbreviation for verb) amusement equipment persuasion program

If the other party has made a decision, it is not easy to change it. At this point, the car persuasion model can come in handy.

The key point is that in the process of persuasion, we should also follow the order of "risk, benefit, difference and influence".

R Risk: Say from the beginning what risks will be brought if you don't adopt your plan. Because of the same value, people are more sensitive when they lose it than when they get it, so the risk of loss comes first.

First, the benefits: because of the risk mentioned earlier, it lowers the psychological threshold of the other party. At this time, let's talk about the benefits of accepting your plan, so that the other party will feel heaven and hell.

D difference: everyone likes something special. After talking about risks and benefits, let's talk about the differences of your scheme, which will make people shine and sublimate their feelings.

E Impact: Finally, talk about the negative impact of your plan.

Everything will be flawed, and if it is said too perfectly, it will make the other party suspicious. At this time, you need to tell the shortcomings of a plan and let reason bless you.

But be sure to let the other party know that this negative impact is limited and the price paid is negligible.

Case:

I specialize in B2B sales training, mainly for insurance and banks. That's how I usually convince my clients.

Risk: When choosing a trainer, you must choose a line related to the industry.

Otherwise, we not only paid a high training fee, but more importantly, so many employees wasted 2-3 days and could have created more value.

Benefits: My course not only teaches students a complete set of B2B sales methodology, but also has many skills and tools, which can be used immediately after class and can improve sales output immediately.

Difference: Compared with the trainers on the market, I have worked in Ping An 16 years, and the course contents are all from practice.

Influence: One of my shortcomings is that I am too focused in class and sometimes I miss class.

The above five routines: total score, SCQA story frame, hook expression, elevator speech and ride persuasion are all left to you. The key is to use it flexibly and practice constantly to become a real master of expression!

Some people may be disgusted with routines, and I used to be like this. I always felt a little pretentious.

But one of the greatest benefits of routines is to ensure that your expression will not be too flawed.

At the same time, following the routine can also force you to think in the right way.

This is also the biggest contribution of behavioral psychology, which tells us:

Not only thinking can affect action, but action can also lead to thinking.

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