I've found a very interesting phenomenon that we may all have to figure out. There are a lot of people sitting here begging for answers, but the questions they ask are not questions at all, but answers!
For example, a friend once asked, "Why do you cut the salaries of my executives?""Let's just ask, why do you want to cut your salary, what do people don't want to do, but after asking a lot of questions, there is no accurate score.
Then I wondered and asked him, "Why do you want to reduce people's salaries?"He said 1510 that his company was about to go public, and when he was interviewed, the five executives gave different answers, which made him very shameless. He hired these five executives at a great price, but the performance was not good, and he was far from his expectations.
So he wanted to give them a pay cut, thinking that they weren't worth that much money. At this time, we realized that the "salary cut" was not his problem at all, but his answer!
Let's dig a little deeper, and his real problem is actually the company's poor performance and the mixed opinions of executives. And "pay cut" is just the answer he thinks will solve the problem. But in reality, will a pay cut really solve the problem?If we follow his train of thought and help him, we may make trouble for him instead of helping.
So, sometimes the question that people ask is not really the real question, but the answer they come up with. We need to understand why they are asking this question first, so that we can find the real problem.
Let's describe one thing, we have to be clear about three things: what, why, what to do, if you change it to English, it is what, why, how, I see that many companies and many people will use these three words when doing ppt, but I still think our words are easy to use, easy to understand, and down-to-earth. These three words are quite magical, many people are easy to confuse, and as a result, they say a lot of things, and others are still confused. Just like the student's question, "how to reduce the salary of an executive", in fact, this "how" is the answer!"Giving executives a pay cut" is the problem!
We have to understand what the real problem is, and then think about why and what to do. Otherwise, the problem may get worse. So, it's a big boost for us to distinguish between the three!
Let's tell you another story, I once asked a friend, "What does your company do?"Without thinking about it, he said, "Our company can help partners make a lot of money quickly!""He felt that he was speaking very clearly, very clearly.
But I asked the others, "Do you understand?""As a result, everyone said they didn't understand. Why?Because he answered "why", not "what"!
What I asked was, "What does your company do?"This is a question that asks "what is it?" He should have told me what their company does, like, "We make ice cream." ”
What if you ask the question "what to do"?For example: "How does your company make money?".Then he could reply, "We sell to customers through distributors." ”
And he answered "why", such as: "Our company can help partners make a lot of money quickly!".That's a value proposition, the answer to the "why".
Therefore, "what is", "why" and "what to do" must be clarified, otherwise everyone will not understand.
Underlying logic
Statement: The creative ideas and some views of this article are based on Mr. Hurun's "Underlying Logic", and Hui Chang Theory reinterprets and sorts out, and I would like to express my gratitude to Mr. Hurun again.