How can we win people's trust?

The biggest pain in doing business is not being trusted. Therefore, winning people's trust is an important thing in life. How can we win people's trust? As I said before, honesty comes first, which is the minimum requirement to win people's trust. During their business travel, Jews have suffered some unwarranted blows and discrimination, as well as countless scheming lies or traps, but they have always believed in God's teaching: keep your promise and be honest before you go to heaven after death.

In the business world, they have a deeper understanding: gaining the trust of others is the basis for the smooth completion of the transaction. Jews abide by contracts, but they don't always sign written contracts. They often just make informal promises verbally, and as long as both sides accept them, they will do things to the letter. The virtue of Jews abiding by contracts has won them a good reputation.

In specific business transactions, the Talmud has stipulated many rules, which strictly prohibit those deceptive sales promotion or publicity means. For example, slaves can't deliberately dress up to make them look younger and stronger, and livestock can't color to deceive customers; And the owner has the obligation to introduce the quality of the goods sold to customers comprehensively and objectively. Customers have the right to ask for a refund if they find that there are problems with the goods that have not been explained in advance; In terms of pricing, although there was no standard and unified price at that time, it was necessary for both parties to negotiate a reasonable price, but generally speaking, goods still maintained a certain price. Therefore, if the seller deceives the buyer into not knowing the market and makes the agreed price higher than the general level 10%, the transaction is invalid. These regulations may seem normal now, but the Talmud was formed when most ethnic groups in the world were still in an agricultural society. It can predict that the future society will be dominated by commercial trade and explain these principles of honest business, which is very prescient.

Jewish businessmen never do "one-shot business", and the idea that "as long as everyone is fooled by me, I can make a fortune" is undoubtedly self-destructive in his view. It stands to reason that Jews do not have their own homes and are driven around. In business and even in contacts with people, it is easy to form short-term strategies and rogue tactics of "shooting a gun for a place", but in fact, Jews rarely have such misdeeds. Moreover, the reputation is outstanding, and the goods or services it operates are also excellent, and it never shoddy. Why? In addition to the cultural background of Jewish businessmen, such as claiming to be "God's voters", they have a tradition of keeping their promises, and their nation has realized what the real way of doing business is in the combination of mobile living conditions and the laws of business activities.

In Britain, the most famous department store is Max-Spencer Department Store founded by a pair of in-laws Simon Max and israel Schiff.

Simon's father, Michelle, moved to Britain from Russia on 1882. He started as a peddler, then opened a shop in Leeds market, and later developed into a chain of cheap shops. 1964 after Michelle's death, Simon and Schiff further developed these chain stores into cheap shopping mall chains with more abundant funds, more complete products and similar supermarket functions.

Although Max-Spencer department store is characterized by low price, it attaches great importance to quality and truly achieves "low price and good quality". In the words of some newspapers, this department store has caused a social revolution. Because people can distinguish different social classes from their clothes, but because Max Spencer department store provides well-made clothes at low prices, people can dress like gentlemen or ladies with little money, and the value of judging people by their appearances is fundamentally passive. Now in Britain, the company's trademark "Saint Michel" has become a symbol of high-quality products, and a "Saint Michel" brand shirt is the best product that can be bought at the lowest possible price.

Max Spencer department store not only provides customers with satisfactory products, but also provides the best service. The polite service of the company's sales staff has become a model of Britain, which is famous for its politeness. Simon and Sifu are as meticulous in selecting employees as they are in selecting the goods they handle, which really makes the company a "shopper's paradise".

Simon and Sifu satisfy their customers and employees. They have extremely high requirements for employees, but the working conditions they provide are among the best in the whole industry, and the wages are also the highest. They also set up health care and dental clinics for employees. Because of all these advantages, Max Spencer department store is called "a private welfare state".

Simon and Sifu are considerate to customers and employees. What about the operation of the company?

Max Spencer Department Store is generally regarded as the most profitable enterprise in the same industry in China, attracting a large number of investors. Hills roebuck Department Store, an American department store retailer with Max Spencer, has adopted the same business purpose, especially in treating customers and employees well, and applied this goodwill to the whole society, realizing harmony with the whole society.

Julius Rosenwald became the president of Hills roebuck through investment. He is the son of German immigrants and works in his uncle's department store. Later, cierre roebuck Company raised funds, and he entered the board of directors of the company with the contribution of 37,500 US dollars, accounting for 1/4 of the total financing. Richard Hills, president and founder of the company, retired.

Roebuck department store has become one of the largest enterprises in the United States, with an annual income of 500 million dollars. Rosenwall also takes cheap and good quality as its business purpose. Many goods sold by the company are produced by enterprise groups themselves, which can reduce costs and ensure quality. However, the real capital of Sears roebuck Department Store is a rule made by Rosenwald: If you are not satisfied, you can return it. The most practical embodiment of the highest business ethics is that many shops are advertising now, but it was unheard of at that time. Rosenwald was probably the first person to raise his business reputation to such a high level.

Sears roebuck Department Store is widely welcomed by consumers for its quality, price, reputation and accurate market forecast. Before Rosenwald's death, the company's catalogue had been distributed 40 million copies, which could be seen by almost every American family. Observers believe that this continuously published catalogue almost constitutes a social history of the United States, from which we can see the development of American aesthetic taste and desire, and a considerable part of this development was predicted and even created by Hills roebuck Company.

Sears roebuck Department Store is well run and profitable. Rosenwald invested $37,500, and after 30 years of painstaking efforts, its assets reached $65.438 +0.5 billion. With the support of abundant funds, Rosenwald has invested extensively in charity. He has sponsored the establishment of rural schools of the Christian Youth Federation in 28 cities and some poor areas in the southern United States, and invested 2.7 million dollars to solve the housing problem of black people in Chicago. In addition, he donated $5 million to the University of Chicago and the Chicago Museum of Science and Industry. 19 17, he founded the Julius Rosenwald foundation, with a total fund of 30 million dollars, which must be used up within 25 years after his death.

Jewish businessmen firmly believe that where Jews live, they should take root.

They are not only reputable in business, but also live in harmony with non-Jews, and even do their best to help protect Jewish compatriots or non-Jews. They think the only way is to be honest. Only by winning the trust of others can Jews make real friends instead of making enemies on all sides.

Sales contract as a "third party"

Jews attach great importance to concluding and abiding by contracts and regard them as sacred. Therefore, Jews are called contractors. In business activities, Jews have always kept their promises. However, the Jews enshrined all the contracts in the temple. On the contrary, as long as the buyer and the seller exist, the contract itself becomes a commodity and can also be bought and sold. Of course, this kind of contract must be legal, reliable and profitable.

So, what are the benefits of selling the contract? A contract is used to explain the agreement signed by both parties, and to stipulate the responsibilities and rights that should be performed by each other. These are two different things. The sales contract is used to explain the transfer of power to others, together with the responsibilities that must be performed. The condition is that the "third party" has to pay a certain price. People who sell contracts are equivalent to people who enjoy success. He doesn't need to run a business, and he doesn't need to fulfill the responsibilities stipulated in the contract. He earns a profit as easy as blowing off dust.

For Jews who can make money, why not?

So as long as they think the terms of both buyers and sellers are acceptable, they are happy to sell the contract!

Some people want to sell, of course, some people want to buy, in order to reach a deal. In nature, everything has two opposing sides, so the world is a balanced body. If the balance is broken, the world will be in chaos. So buying and selling exist at the same time, and they constitute a balance.

Of course, the contracts they buy are limited to businessmen who they really think are credible and trustworthy.

We often say "agent" refers to such a person who obtains stable profits by purchasing contracts.

Jews call "agents" "dealers". They buy contracts that have been signed by other companies and enterprises to perform contracts instead of sellers, thus making profits from them.

Jewish vendors have traveled all over the world. They usually target some trusted big companies or manufacturers. Mr. Fujita, a Jew in Ginza, has frequent contacts with the "peddler".

"Hello, Mr. Fujita, what business do you do now?" Jewish "vendors" often ask.

"well! Just signed a contract with a high-end women's leather shoes dealer in new york for 654.38 million US dollars. "

"wow! Just right. Can you give me this right? Give you 20% cash profit. "

Both sides were interested, so a contract was concluded soon. Mr. Fujita made a 20% cash profit as easy as blowing off dust, and the Jewish "peddler" also got the right to import women's leather shoes, and then made greater profits from the sales of leather shoes. The result of the transaction is satisfactory to each other. This is the fast business of selling Kurt, which is really vigorous.

When they finalized the deal, the dealer immediately flew to the leather shoes company in new york with the contract, claiming that the right of $654.38 million+belonged to him. The advantage of this is that they don't need to directly participate in signing contracts, but directly buy contracts that meet their own needs.

Of course, contract sales need to be careful step by step, which requires the "dealer" to have a keen insight to reduce unnecessary fraud losses. Jews' amazing mental arithmetic, profound knowledge and understanding of further study determine that they are geniuses as "bookmakers".

An enterprise is profitable at both ends.

Whether an enterprise can plan so perfectly depends on your business wisdom. In fact, this is a win-win strategy for Jews. Most Jewish businessmen can achieve a win-win situation through clever adjustment in business transactions.

The story of the Lyman brothers illustrates the win-win technique well.

Lehman Brothers, an old American Jewish bank with a history of 65,438+0.50 years, had a considerable annual profit of $35 million in the late 1970s, and its pioneering work was legendary.

1844, a man named Henry Lyman from Wü rzburg, Germany, moved to the United States. He lived in the south for a while, settled in Alabama with his two younger brothers, Emanuel and Meyer, and started a grocery business.

Alabama is a cotton-producing area in the United States, and farmers only have cotton, so the Lyman brothers actively encourage farmers to exchange cotton for daily groceries. Is this inconsistent with the consistent business principle of "cash first" of Jewish businessmen? But the Lyman brothers' accounts are clear. They think that the exchange of goods and cotton can not only attract customers who have no cash at present, but also expand sales. At the same time, they can manipulate the trading price of cotton by bartering and taking the initiative to attack. The operation of daily groceries originally required transportation. Now, buying goods empty and bringing cotton with you can also save a lot of transportation costs. This mode of operation can be called "one business, two profits", and both buyers and sellers make money. Why not?

In business activities, Jews are particularly interested in rational calculation, that is, rational pursuit of efficiency or input-output ratio. In layman's terms, it is how much return can be obtained from the same investment. Jews not only pursue a high output in business activities, but also pursue one or one input, which can have multiple or multiple outputs.

For example, Janice, an art dealer, pays special attention to attracting buyers from potential customers, especially those girls from public relations schools or universities. Because these girls are about to enter the society, once they cultivate their interest in modern art, they will not only patronize frequently, but also buy works of art with their husbands in the future.

Grasping win-win skills in business is not only the management method of Lehman Brothers, but also the method adopted by most Jewish businessmen, thus making the business bigger and bigger. The Jewish way of winning money by "one business and two benefits" accords with modern business principles. According to this principle, Jews believe that:

First, in the past, in order to make money, companies always wanted to monopolize the market and wanted to squeeze their peers. In the communication with peers, most of them slander and attack each other. Deceive each other. Not only believe that "peers are enemies", but also insist on "36 lines, each line is jealous." Nowadays, enterprises in modern society advocate and encourage competition, but the purpose of competition is to promote each other, promote each other, improve together and develop together.

Second, the two armies fought to the death, either winning or losing. In the market competition, everyone wants to win, not lose. It is said that companies that compete in the market are "rivals". Because of their competitive nature, there are the following points: first, confidentiality. Competitors have certain confidentiality at a certain stage and under certain circumstances. The second is a detective. Almost all competitors are spying on each other to formulate strategies to beat each other. The third is victory. All competitors want to win, all want to get a certain profit, and let their products occupy the market. The fourth is to resist the "enemy." If the market can't accommodate all competitors, any enterprise wants to save itself and "destroy" each other. Even when the market can accommodate all competitors, they still hope that the strong will remain strong and the weak will remain weak.

Third, although competing companies are a bit like "opponents" on the battlefield. But it is different in essence. This is because: the fundamental goal of company management is to contribute to society, the company's products meet the needs of society, the money earned by the company is also used by the country, companies and employees, and the means of competition between companies must be legal. In this sense, companies can help each other, support each other and understand each other, so they should be friends.

Fourth, the market competition is fierce, especially among companies in the same industry. Competitors are connected in the market, so they should not feel that they are narrow, but should be friendly and generous. It's like a contest between two boxers with high martial arts. On the one hand, they should distinguish between winners and losers, on the other hand, they should learn from each other and care for each other. Winners are not proud, and losers are unwilling to lose. They can learn from each other and improve together.

Fifth, in the market competition. It is normal for opponents to try their best to compete with their opponents for their own survival and development. However, in competition, we must use appropriate means, that is, only through quality, price, promotion and other means. , can aboveboard "challenge", fight a male and female. Never use dishonest means to hurt your opponent, such as fishy eyes, slander, backstabbing and so on.

Sixth, the sky is high for birds to fly and the sea is wide for fish to jump. The vastness and diversity of the market make a sensitive boss should not be jealous of being squeezed, but should resolutely avoid everyone. Not afraid to set foot on the lonely narrow path, you can reach the peak of glory.

In modern society, the market situation is changing rapidly. At this time, the market situation may be beneficial to enterprise A, or it may become beneficial to enterprise B in a blink of an eye. Therefore, the boss should "follow the rules", don't judge heroes by their temporary wins and losses, and don't be angry with competitors because of their temporary losses.

The skill of winning money by sharing a piece of cake is a wise performance of Jews, and it is highly operational.

Business can last only if you keep your promise.

In the eyes of Jewish businessmen, business is a fierce competition, and there are many ways and means in the competition, which makes people hard to prevent. However, no matter how you talk about business, you should be honest with each other. Talking about business is by no means synonymous with coercion. The agreement of business negotiation is jointly guaranteed by both sides of business negotiation, and business negotiation should take into account the interests of themselves and each other.

Former US Secretary of State and famous negotiator Kissinger once said: "In the eyes of laymen, diplomats are cunning. A wise diplomat knows very well that he must never fool the other side. In the long run, reliability and fairness are important assets. "

Indeed, from a pragmatic point of view, honesty is absolutely important for business people. If your business partner doesn't trust you from the bottom of his heart, you won't get any important information from him. On the contrary, when the other person thinks you can be trusted, not only in business, but also in some private time, he will tell you something you can't get. For example:

A: I know our quotation is a little low, but we are really interested in your products.

B: However, your attitude towards the price makes people feel that there is no room at all.

A: I know this. However, if you make some concessions, our price will change.

This seemingly ordinary conversation may be a step towards your success. This is not because you control each other with intrigue, but because you are trusted. Only when the integrity of the characters is beyond doubt will the key materials of the secret be presented to you. If you are considered trustworthy by the other party, you should try your best to maintain this image, which is at least useful for your next business negotiation with the other party. You know, through contact and understanding, mutual respect and understanding in the process of business negotiation, a good working relationship will be formed, so that every business negotiation will be smooth and effective. We should regard our opponents as problem-solving partners and try our best to influence each other with a frank attitude and sincere language. Pull the opponent to the track of solving the problem.

Jewish businessmen are always polite when talking with foreigners, but they have a winning strategy in their hearts. Jewish businessmen often bargain with each other. In order to establish a trust relationship with each other, Jewish businessmen will first show their kindness to each other, and then conduct some human chat in order to establish a close relationship with each other. They either talk about family relationships or talk about topics of common interest, and "frankly" express their desire for future cooperation. The other side's alert gradually relaxed, but it laid the groundwork for its bargaining. In this way, unconsciously, you may have entered a trap. Lost interest. Of course, honesty is not naive enough to keep nothing from each other.

When talking about business, we must first clarify several conceptual misunderstandings: ① Not all business people agree with you, and you can't measure each other according to your moral standards; Your opponent is likely to knock you down with your unconditional honesty; 3 conceal information, speak hesitatingly. This is not the way.

To this end, your frankness in business negotiations needs to be extended and contracted: ① make a business plan to meet your requirements step by step; ② Be fully psychologically prepared for your business partners; Honesty does not mean naivety, and it does not cover up; (4) Business partners are not necessarily the altruists you think.

It should be said that it is not difficult to be honest in business negotiations. The following things can be done without asking: ① Smile, sincere smile, just like loudly announcing "Nice to cooperate with you"; 2 lean forward. In almost all cultures, it expresses interest and concentration; (3) nod at every opportunity. This simple action can let the other person know that you are listening; ④ Use open gestures. Crossing your arms on your chest may be considered a sign of lack of interest or resistance. An open attitude will show that you are willing to accept each other's views.

Only by sincerely talking about business and treating others sincerely can we gain valuable credibility chips. The transaction value not only refers to the price, but also includes other interests in the transaction. For example, the seller's credit is implied in the price paid by the buyer. From the buyer's point of view, investigating and confirming what you have seen and heard is the same as buying goods and striving for service quality. Are all important parts of the transaction. In order to negotiate with business rivals more effectively, Jewish businessmen think it is necessary to provide them with some information about themselves for their reference, which is not harmful to both buyers and sellers. But the question is, how much to provide and what to provide are all related to credit. If Jewish businessmen decide that the other party has no credit and is not trustworthy, then business can't go on.

So, how can we establish credibility in the hearts of our opponents?

First, close the distance between you and your opponent.

Secondly, win goodwill with honesty. Confession is not only good for body and mind. But also good for business people. A frank person will reveal everything he knows, even his own motives and assumptions. This strategy is risky, but it can also be very rewarding. Confession is a good way to win sympathy.

Ordinary people will have a good impression and pity for open-minded people: on the contrary, if you hide everything, it will bring a bad impression to people.

In addition, help each other become more credible. Jewish businessmen can do many things to make themselves credible, and it is easy to make themselves credible. However, it is hard to say that trust is interactive, and the credibility of the other party must not be ignored.

When Jews are trying to do business, they should write down the problem of prevention on paper and resolutely plug the loopholes.

One day, an American lawyer asked Mr. Fujita, a Japanese Jew, to meet him. Fujita was busy at that time, so he didn't promise each other.

"Anyway, please take some time." The other side pleaded.

"Sorry, I really don't have time." Fujita declined politely.

"Well, then, every talk for an hour. Give you a reward of $200. " The other party made an offer, and such a sincere attitude embarrassed Fujita, which shows that things are important.

"All right, I'll give you 30 minutes."

Mr. B is a legal adviser to a Jewish company in the United States. The company has reached a cooperation intention with a Japanese trading company. Now he needs a supervisor to supervise whether the Japanese company abides by the contract. He pays $65,438+0,000 a month and asks Fujita to recommend a suitable candidate. Mr. B took out a letter from the boss of the company to Mr. Fujita: "Because you are a friend of the Jews, the supervisor you introduced must be reliable." Later, Mr. B came up with a cooperation agreement between the company and the Japanese trading company.

Fujita smiled unconsciously after reading it. In the eyes of Americans, this may be a perfect agreement, but in the eyes of Japanese. This is a contract full of loopholes and intrigues. Therefore, Fujita not only pointed out the loopholes in the contract to lawyer B, but also introduced a reliable supervisor. This person hardly needs to work, and can easily earn 1000 dollars a month. Nevertheless, Mr. B is also very satisfied. Because he not only discovered the loopholes in the contract early. And found the right supervisor. Otherwise, once the Japanese trading company exploited the loophole, it would be too late to regret it!

This story tells people a fact: Jews are cautious when concluding contracts, racking their brains and never allowing any loopholes. Shopping malls are battlefields. In business operation, you should not be careless when signing a small contract with others, otherwise it will be easy for the other party to take advantage of it.

There are too many cases caused by economic disputes now, and a large part of them stem from contract disputes. Either the contract is vague and the meaning of both parties is unclear, or one party to the contract deliberately takes advantage of the loopholes, because the contract cannot cover all situations. To this end, we need to accumulate rich social experience and master certain legal knowledge, and we must not be sloppy when signing contracts. All clauses should be considered repeatedly, and the rights and obligations of both parties and possible situations should be thoroughly analyzed. Otherwise, going to court is a laborious, time-consuming and expensive thing. Of course, we are also in favor of opportunism, so as not to reap the consequences.

Breach of contract is against God. Jews firmly believe: "We exist to fulfill the contract with God." They don't break the contract because they think that the contract is a contract with God and it is impossible to break it.

So they pay attention to the art of negotiation and try their best to bargain. Because it is your right not to sign the contract, but as long as you sign it, you have to bear the responsibility yourself. Contract is sacred, and God's will can never change the Jewish business history, which is full of contract signing and performance. "Potential contract" is the secret of Jewish business. Everything in the world is changing all the time, but abiding by the contract and maintaining the contract can ensure that the interests of both parties are not infringed, which is the guarantee for making money in business. It is under the guarantee of this "contract" that Jews make money and get rich.

Once the Jews have signed a contract, they must carry it out, even if there are great difficulties and risks, which is an important reason for their success. They believe in the contract and believe that the other party is also a businessman who strictly implements the contract. So there is no such thing as "breach of contract" among Jewish businessmen.

Jews naturally hate those who break the contract, so they must be strictly investigated for responsibility and demand compensation for losses. For Jews who fail to perform their contracts, everyone will revile him and expel him from the Jewish business community. So how do Jewish businessmen keep their promises in practice?

You can see a short story: a Jewish boss signed a contract with his employees, stipulating that the employees would work for the boss and pay once a week, but the salary was not cash, but the workers bought goods equivalent to the salary from a nearby store, and then the store owner checked out and received cash. After a week, the worker angrily ran to the boss and said, "The store said that you can't take things without cash. So, please pay us cash. " After a while, the shopkeeper came to pay the bill again and said, "The workers there have taken these things away. Please pay. " Hearing this, the boss was confused and repeatedly investigated, but both sides held their own words, and no one could prove that the other side was lying without evidence. As a result, the boss has to pay two fees. Because only he has made a commitment to both parties at the same time, there is no employment relationship between the store and the employees.

Because Jewish businessmen generally abide by contracts, they often don't even need contracts when doing business with each other. Verbal promises are binding enough because "God can hear". The first thing Jewish businessmen realized was the obligation to keep the contract itself, not the obligation to keep the contract.

Jews are very observant. As long as you sign a contract with them, you will have no worries. They trust the contract and believe that both parties will strictly abide by it. Because they are convinced that "we exist to fulfill our contract with God."

Under such a commercial background, Jews strictly investigate the responsibility of non-performers, and unceremoniously demand compensation from the other party; For Jews who don't abide by the contract, they will not hesitate to drive him out of the Jewish business community and let him bear the blame forever.

Because different countries attach different importance to contracts, Jews are always cautious when doing business and dealing with people. Because we don't know each other and don't know whether we will keep the appointment, we begin to distrust each other. Especially for the second time, Jews won't believe the signed contract with people who don't keep their promises.

Therefore, when dealing with Jews, to win the trust of Jews, the first important thing is to abide by the contract. No matter what happens, no matter under any special circumstances, there is no room for this. Otherwise, you will live in vain, because Jews will never trust a person who doesn't respect their "God".

The following is a typical example of Jews paying great attention to contracts in business: an exporter A signed a contract with a Jewish businessman B for 10000 boxes of canned mushrooms. The contract stipulates: "20 cans per box, each can100g." But one shipment 10000 boxes 150g canned mushrooms. Although the weight of the goods was 50% more than that stipulated in the contract, Jewish businessman B refused to accept the goods. Exporter A even agreed not to charge more than the contract weight, while Jewish businessman B still disagreed and demanded a claim. After losing a lot of money, exporter A had no choice but to dispose of the goods. It seems that the Jewish businessman was too unreasonable to give him more goods.

The fact is not that simple. Because Jews attach great importance to contracts, they can be said to be "contract people". Once the Jews signed the contract, no matter what difficulties happened, they would not break it. Of course, they also require the other party to strictly perform the contract, and are not allowed to relax and tolerate the contract at all.

Jews attach so much importance to contracts that they believe in Judaism. Judaism is called "the religion of contract" and the Old Testament is regarded as "the contract between God and Israel". Judaism believes: "Man exists because he has signed a contract with God.