加拿大外贸
This Week's Tip:You're Interviewing for Jobs Every Day
Greetings!
As part of my Telesales Success Inner Circle
membership group, just one of the resources
members get is their monthly copy, both electronic
and printed, of my eight-page sales tips, the
Telephone Prospecting and Selling Report.
A regular feature is my Page 2 column, where
I share rants, observations, tips, musings
about sales.
This week, I'm sharing an actual column from
a recent issue.
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Seems like every day I pull at least one good
sales or marketing nugget out of the Wall Street
Journal. Usually it’s from the Marketplace or
Personal Journal sections. (I do not understand
the finance section). Recently I saw a great article
called “Talking Too Much On A Job Interview May
Kill Your Chance.”
Very relevant for us, since, really, isn’t a sales
call a job interview with a prospect or customer?
Here are a couple of points from hiring and
interviewing experts that certainly apply to sales
calls.
“Oversharing in an interview is the most dangerous
thing you can do.” One job seeker took four minutes
to answer a simple question, causing the interviewer
to wonder if she could get her job done in an eight-
hour day.
“Prepare short statements on how your background
matches the job.” Yep, that would be matching your
benefits to their needs. Interviewers often think to
themselves while candidates are talking, “I don’t
need to know this.” So do prospects.
“Make sure you understand a question. Stop every
couple of sentences to check.” The article suggests
that if a candidate is asked about her career history,
she should answer, “Do you want me to start with my
present situation, or at the beginning?”
Hmm, seems to be a common theme here. Talk about
what the other person is interested in.
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
.
I’ve attended a couple of seminars the past
few months for my own educational purposes, as I
do regularly. One was on sales, the other on
marketing for my own business, both by
Dan Kennedy’s organization.
In addition to getting good info at seminars, I find
great value in sitting in a room, essentially captive,
and being forced to not walk away, get distracted,
and get involved in multiple activities. It’s valuable to
take time, clear one’s mind, and get immersed in
education. And quite often, I will take a thought
presented by a speaker, cause it to spark another
idea, sometimes even unrelated, and then I find
myself scribbling down notes like crazy.
And interesting thing about these seminars, I usually
see very, very successful, smart, and wealthy people
there. Any correlation?
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Here’s a phrase I’m hearing more often at the
beginning of calls that really should be avoided:
“I just wanted to give you a call?”
Huh? You wanted to give a call? So what are you
doing then?
And take the “just” out. Try, “I’m calling because”.
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Be aware of the valuable communication
lessons you can learn by observing media
professionals. In the recent political debates,
and interviews with candidates, you could pretty
much bank on hearing canned, media-consultant-
prepared answers to pointed questions. However,
time and again, when the questioner paused after
the answer, you’d hear a continuation, but this
time a much more revealing answer...typically
the way the candidate really felt about the issue.
We should do the same. It’s not unusual to hear
the same things from prospects and customers:
“We’re satisfied now,” “I think we’ll just wait for
a while,” “We don’t have any reason to change,”
and so on.
Don’t jump in.
Pause.
Let them add on with the way they really feel.
You can answer canned resistance by giving
them the opportunity to tell you how they really feel.
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Heard a compelling commercial for a car dealer
in Phoenix. What particularly caught my ear was,
“Our salespeople are not paid on commission,
they are paid on total volume of cars we sell.
We guarantee the lowest price anywhere. So
if you buy a car somewhere else, you are
paying too much.”
The credibility statement here of not being
on commission is what really makes this work.
Don’t get me wrong; I believe getting paid
based on what you produce is the greatest
thing in the world. But if you are not on
commission, it removes skepticism.
Research has proven that. For example,
“And Joe, I’m not paid on commission, so
you can be certain this is a purely objective
recommendation.”
“Really, it doesn’t matter one way or
another to me personally which option you
choose, since I don’t stand to gain anything
from it commission-wise. I just feel so
strongly that’s it’s the best choice for
your situation.”
QUOTE OF THE WEEK
"The thing always happens that you really
believe in; and the belief in a thing makes it happen."
Frank Lloyd Wright
评论
简要说明：《每周翻译论坛：提高英语表达水平，增强外贸销售能力》
这是一种学习方式，即大家以翻译的方式、跟贴的形式来翻译美国电话推销培训大师ART先生的每周短文，从而在学习美式英语的同时，学习如何推销自己和公司的产品。我以为这是一举两得的好方法。由于我对ART的熟悉，所以，由我担任指导老师。开篇说明的序言请参见我的博客：
http://blog.shanghai.com/user1/1111/archives/2007/2843.html
过去的2007年共有50期内容，请参看2008年的贺年帖子，里面有所有50篇短文的连接地址：
http://bbs.shanghai.com/thread-913751-1-1.html
2008年帖子如下：
第一期，08-01-11：你想成为富翁吗？
http://bbs.shanghai.com/thread-931859-1-3.html
如有兴趣学习和翻译更多的文章，请你至下述我的博客，翻译以后给我，我会为你评改修正。（内有60篇）
http://blog.netat.net/index.php/110759
已经有部分ART文章，完成了翻译和修正工作，发在了我的博客上：（现有26篇）
http://blog.shanghai.com/user1/1111/index.html
谢谢各位的参与。坚持实践，必有成效。若您有任何意见或建议，或者您需要进一步的英语学习资料和我的英语教学咨询，请发站内短信或直接进入我的QQ 416503427。
评论
还有这么好的事呢
谢谢LZ,以后一定常来看看
学习.
评论
顶起来，好东西，支持
评论
This Week's Tip:
You're Interviewing for Jobs Every Day
你每天都在面试。
Greetings!
大家好
As part of my Telesales Success Inner Circle
membership group, just one of the resources
members get is their monthly copy, both electronic
and printed, of my eight-page sales tips, the
Telephone Prospecting and Selling Report.
A regular feature is my Page 2 column, where
I share rants, observations, tips, musings
about sales.
作为我的电话销售内部成员组织的一部分，只是有一个每月的复印件，包括电子版和打印版，其中有8页的销售技巧，电话询问和销售报告。通常的特点都体现在2页纸上，分享了销售级别，销售观察，销售技巧等。
This week, I'm sharing an actual column from
a recent issue.
本周，我会从最近的一些实例中去分享一些具体的评论。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Seems like every day I pull at least one good
sales or marketing nugget out of the Wall Street
Journal. Usually it’s from the Marketplace or
Personal Journal sections. (I do not understand
the finance section). Recently I saw a great article
called “Talking Too Much On A Job Interview May
Kill Your Chance.”
似乎就像每天我从《华尔街日报》上至少看一篇关于销售和市场营销方面的文章。通常是来自市场或个人传记板块的。（我看不懂财务板块的信息）。最近我看到一篇不错的文章，叫“在面试中国多的话语，无异于堵塞你的道路”
Very relevant for us, since, really, isn’t a sales
call a job interview with a prospect or customer?
Here are a couple of points from hiring and
interviewing experts that certainly apply to sales
calls.
与我们息息相关，真的，销售电话不就是潜在客户或客户对我们的一次面试吗？
下面是一些雇用和采访专家的一些用于电话销售方面的有用的东西。
“Oversharing in an interview is the most dangerous
thing you can do.” One job seeker took four minutes
to answer a simple question, causing the interviewer
to wonder if she could get her job done in an eight-
hour day.
“过量的分享你的信息在面试中是非常危险的”一位找工作的人花费了四分钟去回答一个简单的问题，致使面试者会想，他是否能在8小时之内完成他的工作。
“Prepare short statements on how your background
matches the job.” Yep, that would be matching your
benefits to their needs. Interviewers often think to
themselves while candidates are talking, “I don’t
need to know this.” So do prospects.
“准备一些与你工作相匹配的简短的背景陈述”，当然，这些都要符合他们的需要。候选人在说的时候，面试官通常会想“我不需要知道这些”。潜在客户也是这么想的。
“Make sure you understand a question. Stop every
couple of sentences to check.” The article suggests
that if a candidate is asked about her career history,
she should answer, “Do you want me to start with my
present situation, or at the beginning?”
“确保你能明白一个问题。不能一味地说而要去核查”。文章建议，如果一位面试者被问到他的职业生涯的话，她应该这么回答：“你想让我以现在的状态去开始工作吗，或者是从头开始”
Hmm, seems to be a common theme here. Talk about
what the other person is interested in.
厄。。。 这似乎是一个常见的话题。谈论一下其他的人对什么感兴趣。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
.
I’ve attended a couple of seminars the past
few months for my own educational purposes, as I
do regularly. One was on sales, the other on
marketing for my own business, both by
Dan Kennedy’s organization.
为了我的自我提升教育，我像往常一样，这几个月的时间里参加了几场研讨会。一场是关于销售的，另一场是关于我自己的市场营销。这两场都是由丹.肯尼迪组织的。
In addition to getting good info at seminars, I find
great value in sitting in a room, essentially captive,
and being forced to not walk away, get distracted,
and get involved in multiple activities. It’s valuable to
take time, clear one’s mind, and get immersed in
education. And quite often, I will take a thought
presented by a speaker, cause it to spark another
idea, sometimes even unrelated, and then I find
myself scribbling down notes like crazy.
在研讨会上，我除了得到一些好的信息外，我发现了很多有价值的东西，确切地说应该是“捕获”，不想走开，被其吸引，投身其多项活动之中。这样的花费时间是很值得的，清醒了头脑，因此迷上了教育。通常，我会考虑那些演讲者说的话，产生奇思妙想，有时候甚至是毫不相关的，然后，我发现我自己近似疯狂的记下了日记。
And interesting thing about these seminars, I usually
see very, very successful, smart, and wealthy people
there. Any correlation?
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
关于这些研讨会的一些有趣的事情，我通常会看到很多成功的，智慧的，富有的人士。他们有什么相关性吗？
Here’s a phrase I’m hearing more often at the
beginning of calls that really should be avoided:
这是一局在电话销售开头我经常听到的一句话，这样的话应该避免：
“I just wanted to give you a call?”
“我只是想给你个电话？”
Huh? You wanted to give a call? So what are you
doing then?
哦？ 你想给我打电话？那么，现在你在干什么呢？
And take the “just” out. Try, “I’m calling because”.
把“只是”去掉。这样试一下“因为。。。。所以给你打电话”
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Be aware of the valuable communication
lessons you can learn by observing media
professionals. In the recent political debates,
and interviews with candidates, you could pretty
much bank on hearing canned, media-consultant-
prepared answers to pointed questions. However,
time and again, when the questioner paused after
the answer, you’d hear a continuation, but this
time a much more revealing answer...typically
the way the candidate really felt about the issue.
你一定能意识到，通过观察专业的媒体信息，你能从中学到很多有价值的交际课程。在最近的政坛辩论和对候选人的采访中，你一定很希望听一下录音。对于每个问题，媒体都已经准备好了答案。然而，一次又一次，你听到的都是连续的提问和回答，但是有更多的时间去揭露答案。这是候选人典型的回答问题的方式。
We should do the same. It’s not unusual to hear
the same things from prospects and customers:
我们应该做些相同的事情。对潜在客户和客户做些相同的事情是很正常的。
“We’re satisfied now,” “I think we’ll just wait for
a while,” “We don’t have any reason to change,”
and so on.
“我们已经饱和了”“我认识我们只是想等一会”“我们没有任何理由去改变”
Don’t jump in.
不要跳过去
Pause.
而要停下来。
Let them add on with the way they really feel.
You can answer canned resistance by giving
them the opportunity to tell you how they really feel.
让他们添加他们自己干到合适的方式。你能通过给他们机会告诉他们你的感觉去回答录音中的问题。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Heard a compelling commercial for a car dealer
in Phoenix. What particularly caught my ear was,
曾经听说过一个菲尼克斯汽车批发商的商业报道。我感兴趣的是，
“Our salespeople are not paid on commission,
they are paid on total volume of cars we sell.
We guarantee the lowest price anywhere. So
if you buy a car somewhere else, you are
paying too much.”
“我们的销售人员不是按照佣金来拿工资，而是按照我们卖出的车的总的数量。无论在什么地方，我们都保证最低的价格。因此如果在别的地方买一辆车的话，你会花费太多太多”
The credibility statement here of not being
on commission is what really makes this work.
这儿的可信性的陈述不是在于佣金,而是在于如何去做这项工作。
Don’t get me wrong; I believe getting paid
based on what you produce is the greatest
thing in the world. But if you are not on
commission, it removes skepticism.
Research has proven that. For example,
不要让我搞错了。我相信，根据你的劳动所得去获得你的薪酬是世界上最快乐的事情。但是如果你不依靠佣金， 。 研究已经证明，例如：
“And Joe, I’m not paid on commission, so
you can be certain this is a purely objective
recommendation.”
“乔，我不以佣金的多少来拿工资，你能确信这种目标推荐吗？”
“Really, it doesn’t matter one way or
another to me personally which option you
choose, since I don’t stand to gain anything
from it commission-wise. I just feel so
strongly that’s it’s the best choice for
your situation.”
“真的，对我个人来说，你选择何种方式都是没关系的。由于我不会从佣金中得到任何东西。我只是认为这对你现在的处境来说是最好的选择”
QUOTE OF THE WEEK
"The thing always happens that you really
believe in; and the belief in a thing makes it happen."
Frank Lloyd Wright
只要有信仰，事情总会成功
评论
This Week's Tip:
You're Interviewing for Jobs Every Day
你每天都在面试。
Greetings!
大家好
As part of my Telesales Success Inner Circle
membership group, just one of the resources
members get is their monthly copy, both electronic
and printed, of my eight-page sales tips, the
Telephone Prospecting and Selling Report.
A regular feature is my Page 2 column, where
I share rants, observations, tips, musings
about sales.
作为我的电话销售内部成员组织的一部分，只是有一个每月的复印件，包括电子版和打印版，其中有8页的销售技巧，电话询问和销售报告。通常的特点都体现在2页纸上，分享了销售级别，销售观察，销售技巧等。
作为我的“成功电话销售精英圈”的成员，他们拥有的资源之一是我的每月通讯，即《电话寻客及推销报告》，包括电子版和印刷版。我在第二页有个常规栏目，在那里我分享有关推销的观点、观察、技巧及思考。
This week, I'm sharing an actual column from
a recent issue.
本周，我会从最近的一些实例中去分享一些具体的评论。
本周我给大家分享最新一期上面的一篇专栏。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Seems like every day I pull at least one good
sales or marketing nugget out of the Wall Street
Journal. Usually it’s from the Marketplace or
Personal Journal sections. (I do not understand
the finance section). Recently I saw a great article
called “Talking Too Much On A Job Interview May
Kill Your Chance.”
似乎就像每天我从《华尔街日报》上至少看一篇关于销售和市场营销方面的文章。通常是来自市场或个人传记板块的。（我看不懂财务板块的信息）。最近我看到一篇不错的文章，叫“在面试中国多的话语，无异于堵塞你的道路”
我每天几乎都可以从《华尔街日报》里发现至少一个关于推销和营销的金点子。这通常是来自市场版或个人传记版。（我看不懂财务版）。最近我看到一篇很好很强大的文章，叫《面试中说话太多，会痛失机会》。
Very relevant for us, since, really, isn’t a sales
call a job interview with a prospect or customer?
Here are a couple of points from hiring and
interviewing experts that certainly apply to sales
calls.
与我们息息相关，真的，销售电话不就是潜在客户或客户对我们的一次面试吗？
下面是一些雇用和采访专家的一些用于电话销售方面的有用的东西。
“Oversharing in an interview is the most dangerous
thing you can do.” One job seeker took four minutes
to answer a simple question, causing the interviewer
to wonder if she could get her job done in an eight-
hour day.
“过量的分享你的信息在面试中是非常危险的”一位找工作的人花费了四分钟去回答一个简单的问题，致使面试者会想，他是否能在8小时之内完成他的工作。
“Prepare short statements on how your background
matches the job.” Yep, that would be matching your
benefits to their needs. Interviewers often think to
themselves while candidates are talking, “I don’t
need to know this.” So do prospects.
“准备一些与你工作相匹配的简短的背景陈述”，当然，这些都要符合他们的需要。候选人在说的时候，面试官通常会想“我不需要知道这些”。潜在客户也是这么想的。
“Make sure you understand a question. Stop every
couple of sentences to check.” The article suggests
that if a candidate is asked about her career history,
she should answer, “Do you want me to start with my
present situation, or at the beginning?”
“确保你能明白一个问题。不能一味地说而要去核查”。文章建议，如果一位面试者被问到他的职业生涯的话，她应该这么回答：“你想让我以现在的状态去开始工作吗，或者是从头开始”
“确准你理解每个问题。每说一段后就要停下来核对。”文章建议，如果一位面试者被问到他的职业历史，她应该这么回答：“你想让我从目前职位去倒叙介绍吗？还是从头说起？”
Hmm, seems to be a common theme here. Talk about
what the other person is interested in.
厄。。。 这似乎是一个常见的话题。谈论一下其他的人对什么感兴趣。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
I’ve attended a couple of seminars the past
few months for my own educational purposes, as I
do regularly. One was on sales, the other on
marketing for my own business, both by
Dan Kennedy’s organization.
为了我的自我提升教育，我像往常一样，这几个月的时间里参加了几场研讨会。一场是关于销售的，另一场是关于我自己的市场营销。这两场都是由丹.肯尼迪组织的。
In addition to getting good info at seminars, I find
great value in sitting in a room, essentially captive,
and being forced to not walk away, get distracted,
and get involved in multiple activities. It’s valuable to
take time, clear one’s mind, and get immersed in
education. And quite often, I will take a thought
presented by a speaker, cause it to spark another
idea, sometimes even unrelated, and then I find
myself scribbling down notes like crazy.
在研讨会上，我除了得到一些好的信息外，我发现了很多有价值的东西，确切地说应该是“捕获”，不想走开，被其吸引，投身其多项活动之中。这样的花费时间是很值得的，清醒了头脑，因此迷上了教育。通常，我会考虑那些演讲者说的话，产生奇思妙想，有时候甚至是毫不相关的，然后，我发现我自己近似疯狂的记下了日记。
在研讨会上，除了得到很好的信息外，我还发现这种状态价值无穷：坐在室内几乎是象被捕获了一样，被迫不得离开、不得分心、不得做其它事情。这样做是很值得的：花点时间、清理思想、接受教育。很多时候，演讲者说的某个想法，会让我产生其它奇思妙想，有时甚至是毫不相关的，然后，我就发现自己在狂做笔记。
An interesting thing about these seminars, I usually
see very, very successful, smart, and wealthy people
there. Any correlation?
关于这些研讨会的一些有趣的事情，我通常会看到很多成功的，智慧的，富有的人士。他们有什么相关性吗？
关于这些研讨会的有趣现象：我通常会看到那里是些非常非常成功、智慧、富有的人士。这个是偶然的吗？
[ 本帖最后由 bruce1 于 2008-2-6 23:41 编辑 ]
评论
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Here’s a phrase I’m hearing more often at the
beginning of calls that really should be avoided:
这是一句在电话销售开头我经常听到的一句话，这样的话应该避免：
“I just wanted to give you a call?”
“我只是想给你个电话？”
Huh? You wanted to give a call? So what are you
doing then?
哦？ 你想给我打电话？那么，现在你在干什么呢？
And take the “just” out. Try, “I’m calling because”.
把“只是”去掉。这样试一下“因为。。。。所以给你打电话”
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Be aware of the valuable communication
lessons you can learn by observing media
professionals. In the recent political debates,
and interviews with candidates, you could pretty
much bank on hearing canned, media-consultant-
prepared answers to pointed questions. However,
time and again, when the questioner paused after
the answer, you’d hear a continuation, but this
time a much more revealing answer...typically
the way the candidate really felt about the issue.
你一定能意识到，通过观察专业的媒体信息，你能从中学到很多有价值的交际课程。在最近的政坛辩论和对候选人的采访中，你一定很希望听一下录音。对于每个问题，媒体都已经准备好了答案。然而，一次又一次，你听到的都是连续的提问和回答，但是有更多的时间去揭露答案。这是候选人典型的回答问题的方式。
请注意：通过观察专业媒体人员，你能学到富有价值的沟通课程。在最近的政坛辩论和对候选人的采访中，对于那些尖锐问题，你听到的回答基本上肯定是由媒体顾问事先准备好的陈词滥调。然而，一次又一次，当记者等在那里时，你会听到回答又继续了，但这次却是更为直白的回答了。。。通常，这就是候选人对问题的真正想法了。
We should do the same. It’s not unusual to hear
the same things from prospects and customers:
我们应该做些相同的事情。对潜在客户和客户做些相同的事情是很正常的。
我们也应该这样处理。潜在客户和客户有类似情况也并非罕见。
“We’re satisfied now,” “I think we’ll just wait for
a while,” “We don’t have any reason to change,”
and so on.
“我们已经饱和了”“我认识我们只是想等一会”“我们没有任何理由去改变”
“我们现在很满意”、“我想我们还是等一阵子”、“我们没有任何理由去改变”，等等。
Don’t jump in.
不要跳过去
不要插话。
Pause.
而要停下来。
Let them add on with the way they really feel.
You can answer canned resistance by giving
them the opportunity to tell you how they really feel.
让他们添加他们自己干到合适的方式。你能通过给他们机会告诉他们你的感觉去回答录音中的问题。
让他们补充他们的真实感觉。通过提供机会让他们说出真实感觉，你就可以对付他们常规的拒绝套语。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Heard a compelling commercial for a car dealer
in Phoenix. What particularly caught my ear was,
曾经听说过一个菲尼克斯汽车批发商的商业报道。我感兴趣的是，
曾经听过凤凰城一个汽车店的动人广告。令我感兴趣的是：
“Our salespeople are not paid on commission,
they are paid on total volume of cars we sell.
We guarantee the lowest price anywhere. So
if you buy a car somewhere else, you are
paying too much.”
“我们的销售人员不是按照佣金来拿工资，而是按照我们卖出的车的总的数量。无论在什么地方，我们都保证最低的价格。因此如果在别的地方买一辆车的话，你会花费太多太多”
“我们的推销员不拿佣金，他们是按我们所有卖出车的总量来计酬的。我们保证价格比任何一家都低。因此，如果你在别的地方买车，你就买贵了。”
The credibility statement here of not being
on commission is what really makes this work.
这儿的可信性的陈述不是在于佣金,而是在于如何去做这项工作。
这里，不付佣金的可信性陈述词，是使这个（广告）有效果的根本所在。
Don’t get me wrong; I believe getting paid
based on what you produce is the greatest
thing in the world. But if you are not on
commission, it removes skepticism.
Research has proven that. For example,
不要让我搞错了。我相信，根据你的劳动所得去获得你的薪酬是世界上最快乐的事情。但是如果你不依靠佣金， 。 研究已经证明，例如：
不要误解我的意思：我相信，根据你的销售额来获得你的报酬是世界上最伟大的事情。但是如果你不拿佣金，这就排除了（客户的）疑虑。研究已经证明这点，例如：
“And Joe, I’m not paid on commission, so
you can be certain this is a purely objective
recommendation.”
“乔，我不以佣金的多少来拿工资，你能确信这种目标推荐吗？”
“而且，乔，我是不拿佣金的。所以你可以肯定这个是客观的推荐。”
“Really, it doesn’t matter one way or
another to me personally which option you
choose, since I don’t stand to gain anything
from it commission-wise. I just feel so
strongly that’s it’s the best choice for
your situation.”
“真的，对我个人来说，你选择何种方式都是没关系的。由于我不会从佣金中得到任何东西。我只是认为这对你现在的处境来说这是最好的选择。”
QUOTE OF THE WEEK
"The thing always happens that you really
believe in; and the belief in a thing makes it happen."
Frank Lloyd Wright
只要有信仰，事情总会成功
[ 本帖最后由 bruce1 于 2008-2-6 23:44 编辑 ]
评论
This Week's Tip:
You're Interviewing for Jobs Every Day
本周话题：
你每天都在为工作而面试
Greetings!
大家好！
As part of my Telesales Success Inner Circle
membership group, just one of the resources
members get is their monthly copy, both electronic
and printed, of my eight-page sales tips, the
Telephone Prospecting and Selling Report.
A regular feature is my Page 2 column, where
I share rants, observations, tips, musings
about sales.
作为我的电话销售成功内部圈成员组织的一部分，仅仅是资源成员之一是每月复制，电子和印刷，我的八页销售报告话题，电话前景和销售报告。一个正规的未来是我的专栏2。那里我我分享我关于销售的激昂的演说，观察，话题和娱乐。
This week, I'm sharing an actual column from
a recent issue.
这个周，我正要分享一个实际的专栏来自一个新近的问题。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Seems like every day I pull at least one good
sales or marketing nugget out of the Wall Street
Journal. Usually it’s from the Marketplace or
Personal Journal sections. (I do not understand
the finance section). Recently I saw a great article
called “Talking Too Much On A Job Interview May
Kill Your Chance.”
好象每天我至少推一个好的销售者或者市场金块给the wall street 杂志。经常来自市场或者个人杂志部分。（我不理解金融部分），近来我看过一个非常好的文章叫“谈谈关于一个面试工作可以扼杀你多少机会”
Very relevant for us, since, really, isn’t a sales
call a job interview with a prospect or customer?
Here are a couple of points from hiring and
interviewing experts that certainly apply to sales
calls.
对于我们相关的，自此，真的不是一个销售叫工作面试在一个有期望的或者顾客？这里是几个问题来自雇佣和面试专家，当然应用于销售电话。
“Oversharing in an interview is the most dangerous
thing you can do.” One job seeker took four minutes
to answer a simple question, causing the interviewer
to wonder if she could get her job done in an eight-
hour day.
“在面试的时候分享是你可能做的最危险的事情”。一个工作寻求者花费四分钟来回答一个简单的问题，引起了面试者的想法：是否她能完成她的工作在一个8销售工作日内。
“Prepare short statements on how your background
matches the job.” Yep, that would be matching your
benefits to their needs. Interviewers often think to
themselves while candidates are talking, “I don’t
need to know this.” So do prospects.
”准备简短的陈述在怎样你的背景和你的工作吻合“是的，这可能将和你的利益和他们的需求相匹配。面试官经常想他们自己，当面试者在说话的时候，“我不需要知道这个”所以讲有希望的。
“Make sure you understand a question. Stop every
couple of sentences to check.” The article suggests
that if a candidate is asked about her career history,
she should answer, “Do you want me to start with my
present situation, or at the beginning?”
“确定你理解这个问题。停止每个句子的核实”文章建议，如果一个面试者被问到她的职业生涯，她应当回答“你想我和我目前的情况开始还是现在”
Hmm, seems to be a common theme here. Talk about
what the other person is interested in.
恩，这里看起来是一个普遍的题目。谈论另一个人的兴趣所在。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
I’ve attended a couple of seminars the past
few months for my own educational purposes, as I
do regularly. One was on sales, the other on
marketing for my own business, both by
Dan Kennedy’s organization.
过去的几个月，我已经为我个人的教育目的而参加了很多研讨会，由于我做的正规，一个正在销售，另一个在为我自己的业务市场，都被Dan Kennedy的组织经营。
In addition to getting good info at seminars, I find
great value in sitting in a room, essentially captive,
and being forced to not walk away, get distracted,
and get involved in multiple activities. It’s valuable to
take time, clear one’s mind, and get immersed in
education. And quite often, I will take a thought
presented by a speaker, cause it to spark another
idea, sometimes even unrelated, and then I find
myself scribbling down notes like crazy.
另外得到好的消息在研讨会上，我发现在坐进屋有很大价值，本质上俘虏，并被不能行走，被转移，被牵制各种活动。这是值得花费时间的，表白自己的思想，陷入教育。经常，我将被扩音器提示，引出另一个主义。有时候甚至不相关的，然后我发现我自己在很疯狂的抄写笔记。
And interesting thing about these seminars, I usually
see very, very successful, smart, and wealthy people
there. Any correlation?
关于这些研讨会的有趣的事情，我经常看到非常非常成功的，聪明的，有财富的人在那里。无论相关于否？
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Here’s a phrase I’m hearing more often at the
beginning of calls that really should be avoided:
这里是一个短语，我听到的次数在开始讲话，真的被避免：
“I just wanted to give you a call?”
“我仅仅想给你一个电话”
Huh? You wanted to give a call? So what are you
doing then?
恩？你想给我个电话？你想做什么？
And take the “just” out. Try, “I’m calling because”.
将“仅仅”去掉。试验“我正在呼叫”
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Be aware of the valuable communication
lessons you can learn by observing media
professionals. In the recent political debates,
and interviews with candidates, you could pretty
much bank on hearing canned, media-consultant-
prepared answers to pointed questions. However,
time and again, when the questioner paused after
the answer, you’d hear a continuation, but this
time a much more revealing answer...typically
the way the candidate really felt about the issue.
通过观察多媒体职业，关注有价值的你能学的交往课程。
We should do the same. It’s not unusual to hear
the same things from prospects and customers:
我们应当做同样的。听到相同的事情来自潜在的和顾客是不经常的。
“We’re satisfied now,” “I think we’ll just wait for
a while,” “We don’t have any reason to change,”
and so on.
“我们现在很满意”“我认为我们将仅仅等待一会儿”“我们没有理由改变”等等
Don’t jump in.
不要投入
Pause.
中止
Let them add on with the way they really feel.
You can answer canned resistance by giving
them the opportunity to tell you how they really feel.
让他们增加他们呢真的感觉的方式。你可能给他们机会来告诉你怎样真正的感受回答阻止。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Heard a compelling commercial for a car dealer
in Phoenix. What particularly caught my ear was,
听到一个引人注目的商务对于一个轿车销售商在众人中。特别引起我们耳朵的是什么？
“Our salespeople are not paid on commission,
they are paid on total volume of cars we sell.
We guarantee the lowest price anywhere. So
if you buy a car somewhere else, you are
paying too much.”
我们的销售人员不能支付在佣金上，他们支付在我们销售的总数量的车上。我们保证最低的价格。所以如果你买一个车，你付款多少。
The credibility statement here of not being
on commission is what really makes this work.
这里信用的陈述不是佣金是真的这个工作。
Don’t get me wrong; I believe getting paid
based on what you produce is the greatest
thing in the world. But if you are not on
commission, it removes skepticism.
Research has proven that. For example,
不要让我犯错。我相信得到支付的基础在于你制造的是世界上最好的东西。但是如果你不付佣金，它将搬除怀疑论。研究证明这些。例如
“And Joe, I’m not paid on commission, so
you can be certain this is a purely objective
recommendation.”
“JOE，我不付佣金，所以你能确定这是一个纯粹的目标建议”
“Really, it doesn’t matter one way or
another to me personally which option you
choose, since I don’t stand to gain anything
from it commission-wise. I just feel so
strongly that’s it’s the best choice for
your situation.”
“真的，它不是问题一个方式或者另一个对我个人，你选择哪个，自此我没有得到什么从它的佣金智慧中。我仅仅感到如此强烈。这是它的一个最好的选择对于你的情况”
QUOTE OF THE WEEK
"The thing always happens that you really
believe in; and the belief in a thing makes it happen."
Frank Lloyd Wright
本周引言
“如果你真的相信，事情总是会发生；在一件事情上的信念起作用”
评论
支持一下~~~很受用
评论
很有用的资料，学习了
评论
This Week's Tip: 一周贴士
You're Interviewing for Jobs Every Day 你每天都为了工作而面试
Greetings!大家好！
As part of my Telesales Success Inner Circle
membership group, just one of the resources
members get is their monthly copy, both electronic
and printed, of my eight-page sales tips, the
Telephone Prospecting and Selling Report.
A regular feature is my Page 2 column, where
I share rants, observations, tips, musings
about sales.
This week, I'm sharing an actual column from
a recent issue.
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Seems like every day I pull at least one good
sales or marketing nugget out of the Wall Street
Journal. Usually it’s from the Marketplace or
Personal Journal sections. (I do not understand
the finance section). Recently I saw a great article
called “Talking Too Much On A Job Interview May
Kill Your Chance.” 似乎每天我至少能从华尔街日报中淘到好的销售故事或者营销金块。通常是在营销板块或者个人日记部分。（我不懂金融板块）最近我阅读了一篇很好的文章“忙于工作面试会抹杀你的机遇”
Very relevant for us, since, really, isn’t a sales
call a job interview with a prospect or customer?
Here are a couple of points from hiring and
interviewing experts that certainly apply to sales
calls.对于我们来说，讲得非常贴切，因为， isn’t a sales
call a job interview with a prospect or customer? 这里有一些来自于雇佣以及面试专家们的观点，同样也适用于电话销售。
“Oversharing in an interview is the most dangerous
thing you can do.” One job seeker took four minutes
to answer a simple question, causing the interviewer
to wonder if she could get her job done in an eight-
hour day.“在面试中过度分享是一件非常危险的事”某求职者花了四分钟回答一个简单的问题，导致面试人员质疑她是否能在一天8小时中完成工作任务。
“Prepare short statements on how your background
matches the job.” Yep, that would be matching your
benefits to their needs. Interviewers often think to
themselves while candidates are talking, “I don’t
need to know this.” So do prospects.“简单论述你的背景是否符合这份工作”是的，（that would be matching your
benefits to their needs)面试人员通常在求职者长篇大论时寻思“我不需要知道这些”客户也如此。
“Make sure you understand a question. Stop every
couple of sentences to check.” The article suggests
that if a candidate is asked about her career history,
she should answer, “Do you want me to start with my
present situation, or at the beginning?”
“确信你听明白一个问题。(每说一段后就要停下来核对)”该文章提议到当一个求职者被问及职业生涯时，她可以这样回答“请问你是否要我从目前状况讲起，还是从前说起？”
Hmm, seems to be a common theme here. Talk about
what the other person is interested in.
姆，听起来是个很普通的主题。讲讲
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
.
I’ve attended a couple of seminars the past
few months for my own educational purposes, as I
do regularly. One was on sales, the other on
marketing for my own business, both by
Dan Kennedy’s organization. 跟往常一样，为了自我提升，我在过去几个月里参加了几个培训。一个是销售，另一个是为我自己的生意做推广，两个都由Dan Kennedy组织的。
In addition to getting good info at seminars, I find
great value in sitting in a room, essentially captive,
and being forced to not walk away, get distracted,
and get involved in multiple activities. 除了在培训班里得到好信息外，我发现了端坐在教室，特别专注，不得随意走动，痴迷的，投入到互动的活动中的巨大价值。
It’s valuable to
take time, clear one’s mind, and get immersed in
education.这非常有利于利用时间，理清
头绪，沉浸于教育之中。
And quite often, I will take a thought
presented by a speaker, cause it to spark another
idea, sometimes even unrelated, and then I find
myself scribbling down notes like crazy.我经常会由某个演讲者所说的理念而激发另一个想法，有时候甚至是毫无关联的，然后我会疯狂地做笔记。
And interesting thing about these seminars, I usually
see very, very successful, smart, and wealthy people
there. Any correlation? 这些培训都很有趣，我经常看的一些非常非常成功，精明，富有的人在那里。这又有什么关系呢？
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Here’s a phrase I’m hearing more often at the
beginning of calls that really should be avoided: 以下有某些句子是我经常听到的可能会遭遇抵制的开场白：
“I just wanted to give you a call?” 我只是想给你打个电话
Huh? You wanted to give a call? So what are you
doing then? 啊？你想打个电话？那么下一步你要做甚么？
And take the “just” out. Try, “I’m calling because”.
把“只是”剔除。试着用“我之所以打电话是因为”
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Be aware of the valuable communication
lessons you can learn by observing media
professionals.通过学习媒介职业人士
In the recent political debates,
and interviews with candidates, you could pretty
much bank on hearing canned, media-consultant-
prepared answers to pointed questions.在目前的政界辩论中，面试者和求职者，你别指望他们能够提供针对这些问题的中肯的坚定的答案。
However,
time and again, when the questioner paused after
the answer, you’d hear a continuation, but this
time a much more revealing answer...typically
the way the candidate really felt about the issue.但是，（time and again）当被问者在回答问题后停下来后，你会听到续集，但这次？？？
We should do the same. It’s not unusual to hear
the same things from prospects and customers: 我们同样需要这样做。我们经常从客户那里听来这样的话，
“We’re satisfied now,” “I think we’ll just wait for
a while,” “We don’t have any reason to change,”
and so on. “我们现在很满足”我想我们需要时间等待“”我们没有理由改变“等等
Don’t jump in. 别跳开
Pause. 停下来
Let them add on with the way they really feel.
You can answer canned resistance by giving
them the opportunity to tell you how they really feel.让他们讲讲他们真正的需求。通过给他们足够的机会讲讲他们真正的需求，你可以更好地回答这些顽固的反抗。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Heard a compelling commercial for a car dealer
in Phoenix. What particularly caught my ear was,
“Our salespeople are not paid on commission,
they are paid on total volume of cars we sell.
We guarantee the lowest price anywhere. So
if you buy a car somewhere else, you are
paying too much.” ”我们的销售人员不是佣金支付，而是根据我们销售车辆的数量而支付，我们保证价格最低，在任何地方都是。所以假如你去别的地方买车，你们肯定买贵了“
The credibility statement here of not being
on commission is what really makes this work. 关于没有佣金的信誉说辞是令广告奏效的方法。
Don’t get me wrong; I believe getting paid
based on what you produce is the greatest
thing in the world. But if you are not on
commission, it removes skepticism.
Research has proven that. For example,别误导我。我相信
“And Joe, I’m not paid on commission, so
you can be certain this is a purely objective
recommendation.”“joe，我没有佣金，所以你可以确信这是一项单纯目的的推荐”
“Really, it doesn’t matter one way or
another to me personally which option you
choose, since I don’t stand to gain anything
from it commission-wise. I just feel so
strongly that’s it’s the best choice for
your situation.” “是吗”
QUOTE OF THE WEEK
"The thing always happens that you really
believe in; and the belief in a thing makes it happen."
Frank Lloyd Wright 心想事成。
评论
good,can learn sth ,very different
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好，佩服楼主，太厉害了，不过给饿打击好大！
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it is very good, 我收藏拉，不过翻译有点难
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This Week's Tip:
You're Interviewing for Jobs Every Day
Greetings!
As part of my Telesales Success Inner Circle
membership group, just one of the resources
members get is their monthly copy, both electronic
and printed, of my eight-page sales tips, the
Telephone Prospecting and Selling Report.
A regular feature is my Page 2 column, where
I share rants, observations, tips, musings
about sales.
This week, I'm sharing an actual column from
a recent issue.
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Seems like every day I pull at least one good
sales or marketing nugget out of the Wall Street
Journal. Usually it’s from the Marketplace or
Personal Journal sections. (I do not understand
the finance section). Recently I saw a great article
called “Talking Too Much On A Job Interview May
Kill Your Chance.”
Very relevant for us, since, really, isn’t a sales
call a job interview with a prospect or customer?
Here are a couple of points from hiring and
interviewing experts that certainly apply to sales
calls.
“Oversharing in an interview is the most dangerous
thing you can do.” One job seeker took four minutes
to answer a simple question, causing the interviewer
to wonder if she could get her job done in an eight-
hour day.
“Prepare short statements on how your background
matches the job.” Yep, that would be matching your
benefits to their needs. Interviewers often think to
themselves while candidates are talking, “I don’t
need to know this.” So do prospects.
“Make sure you understand a question. Stop every
couple of sentences to check.” The article suggests
that if a candidate is asked about her career history,
she should answer, “Do you want me to start with my
present situation, or at the beginning?”
Hmm, seems to be a common theme here. Talk about
what the other person is interested in.
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
.
I’ve attended a couple of seminars the past
few months for my own educational purposes, as I
do regularly. One was on sales, the other on
marketing for my own business, both by
Dan Kennedy’s organization.
In addition to getting good info at seminars, I find
great value in sitting in a room, essentially captive,
and being forced to not walk away, get distracted,
and get involved in multiple activities. It’s valuable to
take time, clear one’s mind, and get immersed in
education. And quite often, I will take a thought
presented by a speaker, cause it to spark another
idea, sometimes even unrelated, and then I find
myself scribbling down notes like crazy.
And interesting thing about these seminars, I usually
see very, very successful, smart, and wealthy people
there. Any correlation?
这些研讨小组最有趣的事情，我通常可以看到非常成功，聪明
富有的人在这里。有关系吧？
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Here’s a phrase I’m hearing more often at the
beginning of calls that really should be avoided:
这里有个小短语，我经常在电话开始听到的，真的应该避免。
“I just wanted to give you a call?” 我刚想给你打个电话？
Huh? You wanted to give a call? So what are you
doing then?
你想打个电话？然后做了什么呢？
And take the “just” out. Try, “I’m calling because”.
去掉刚刚，尽量，因为我正在打电话。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Be aware of the valuable communication
lessons you can learn by observing media
professionals. In the recent political debates,
and interviews with candidates, you could pretty
much bank on hearing canned, media-consultant-
prepared answers to pointed questions. However,
time and again, when the questioner paused after
the answer, you’d hear a continuation, but this
time a much more revealing answer...typically
the way the candidate really felt about the issue.
知道有价值交谈的教训，你可以通过观察职业媒介。最近的政治交谈。
和候选人的面试，你可以很好寄希望于听到录音，媒介顾问准备的答案来指出问题。
然而，时间和再次，当问题被回答后停顿，你最好继续听，但这次是披露更深的答案。
通过这种方式，候选人真正感受到争论点
We should do the same. It’s not unusual to hear
the same things from prospects and customers:
我们应该做一样的，从顾客那里听到同样的事情。
“We’re satisfied now,” “I think we’ll just wait for
a while,” “We don’t have any reason to change,”
and so on.
我们现在很满足，我认为我们只是将等一会。我们没有任何原因去改变，等等。
Don’t jump in.
Pause. 暂停。
Let them add on with the way they really feel.
You can answer canned resistance by giving
them the opportunity to tell you how they really feel.
让他们用这种方式增加他们真正感受到的。你可以回答。。。
通过给他们这机会去告诉你他们真正的感受。
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Heard a compelling commercial for a car dealer
in Phoenix. What particularly caught my ear was,
听到一个汽车商人。我的眼睛应该特别看到的时什么？
“Our salespeople are not paid on commission,
they are paid on total volume of cars we sell.
We guarantee the lowest price anywhere. So
if you buy a car somewhere else, you are
paying too much.”
我们的销售人员不会付佣金，他们付汽车的总金额。
在任何地方我们都保证最低的价格。所以如果你在其它地方买车，会付的更多。
The credibility statement here of not being
on commission is what really makes this work.
陈述的可靠近不是在回扣，是什么成就这份工作。
Don’t get me wrong; I believe getting paid
based on what you produce is the greatest
thing in the world. But if you are not on
commission, it removes skepticism.
Research has proven that. For example,
不要让我出错，我相信基于你生产的是什么，是世界上最伟大的东西。。。。
调查已经证明了那个，例如。
“And Joe, I’m not paid on commission, so
you can be certain this is a purely objective
recommendation.”
我不付佣金，你可以认为这是一个单纯的介绍信。
“Really, it doesn’t matter one way or
another to me personally which option you
choose, since I don’t stand to gain anything
from it commission-wise. I just feel so
strongly that’s it’s the best choice for
your s、
QUOTE OF THE WEEK
"The thing always happens that you really
believe in; and the belief in a thing makes it happen."
Frank Lloyd Wright
加拿大电商昨天我把提单复件发给了客户，今天收到了他回信，如下： Dear Nicholas, please send all shipping documents. We will check B/L copy and we will reply ASAP. Thank you Best Regards ......................................... 加拿大电商刚从事这行半年，对电子行业不了解，自己整理了些，算是学习，供大家分享，也请大家补充。我毕竟是个文科生，对这方面知识严重欠缺。 DVD:英文全名是Digital Video Disk, 即数字视频光
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