加拿大外贸
Greetings!Telesales and telesales management
expert, Jim Domanski, has written a
column for my TELEPHONE PROSPECTING AND
SELLING REPORT monthly newsletter for
over 15 years. There is no one I know
of, other than myself, who has consistently
cranked out quality, how-to, free information
on telesales for a longer period of time.
In this issue I'm sharing a recent column
Jim wrote for the newsletter. This is
representative of what he has shared
over the years, and what you can get
access to immediately in the over 2 1/2
years of back issues of the TELEPHONE
SELLING REPORT newsletter at the
Telesales Success Inner Circle restricted
member site.
Here's Jim's column on voice mail.
======================================
USING INTRIGUE TO GET VOICE MAIL
MESSAGES RETURNED
By Jim Domanski
Have you read any novels by John Grisham,
Tom Clancy, Anne Perry, Nelson DeMille
or perhaps Patricia Cornell?
They have the uncanny ability to draw
you in, to get you to read the next
paragraph, the next page and the chapter
beyond even though it is well past midnight.
Why?
Because they are masters at intrigue.
Intrigue is defined as "mystery, suspense;
to arose interest or curiosity."
At the end of every chapter, these authors
leave you with an unanswered question, a
moment of suspense, a sense of expectation.
You can't help but read on.
When prospects pick up/access their
voice mail, they are, in effect, picking
up a book and leafing through the pages.
Something must catch their eye...er...ear.
In a way, you must become a master of
intrigue when it comes to leaving a voice
mail. You must become the Grisham or
Cornell of voice mail! You must leave
your prospect hungry for more. He or
she must want to pick up that phone
in the telephony equivalent of turning
to the next page.
How do you do this?
Writing a good novel is essential a
matter of technique. So too is leaving
a voice mail. After leaving your name
and your company here are some techniques
or statements that leave your prospect
curious for more.
"I NEED YOUR HELP."
This statement has proven to be very
effective in getting prospects to call
back. It looks like this:
"Mr. Gandara, I need your help with some
research I am doing on safety issues
and I am told you are the resident expert..."
There are three things that work with
this statement. The first is that the
word 'help' appeals to the average
individual. It is not threatening and
it certainly doesn't sound like a
sales pitch.
Secondly, intrigue is created by
forcing the recipient to ask:
"What kind of help?" "Why?"
"What's this all about?"
Finally, the phrase flatters. By
stating that the prospect is the
resident expert, the prospect
feels important.
"I HAVE AN IDEA."
I have used the "idea" opener
in other scenarios in telesales and
it works extremely well because it
leaves the recipient asking the question
"what idea?"
For instance:
"Ms. Ackerman, I have an idea that I
would like to run by you that might
significantly impact your quality
control program..."
It creates intrigue in much the same
manner as the "I need your help."
The prospect is forced to wonder the
precise nature of the idea. That it
significantly impacts quality control
makes it all the more interesting.
"A QUESTION..."
This is a new one for me. I like it
and wish that I had developed it but
the credit goes to Tom Freese, author
of "The Secrets of Questions Based
Selling":
"Dr. Tuori, I have a question that
I believe only you can answer concerning
carpal tunnel syndrome..."
The fact that only the recipient can
answer the question is intrigue enough.
The prospect thinks: "What question?
Why me?"
"THE INSIDER"
Here's another one I have seen used in
various forms. The insider referral
leverages the expertise, title or
position of someone within your company
and creates a unique sense of intrigue.
"Mr. Jackson, Dr. Carrigan, the head
of our Marketing Development Division,
suggested I give you a call concerning
employee productivity..."
The intrigue here is twofold. First,
the reference to "Doctor" Carrigan is
powerful. A doctor? What kind of doctor?
What is this about? Why did should a
doctor want me to call?
Second, the reference to productivity
is an implied benefit. But it is not
precisely clear and it nags like a
persistent itch. To scratch it you
have to call.
Not every company has a doctor on staff.
Another variation of this voice mail
statement is,
"Mr. Edgerton, our president, suggested
I give you a call..."
The "president" is a powerful title and
generally gets the attention of the
listener.
SUMMARY
Learn to be a master of intrigue. Craft
your messages and try them. Test variations
and see what works best for you. Maybe you'll
create your own "best seller."
--------------------------------------------
QUOTE OF THE WEEK
"The only place where dreams are impossible
is in your own mind."
Emalie
Go Have Your Best Week Ever!
Art
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
以下是过去的内容：
2007-1-1：第一期
http://bbs.shanghai.com/thread-366614-1-1.html
2007-1-11：第二期
http://bbs.shanghai.com/thread-377498-1-1.html
2007-1-18：第三期
http://bbs.shanghai.com/thread-386856-1-2.html
2007-1-24：第四期
http://bbs.shanghai.com/thread-395455-1-1.html
2007-2-2：第五期
http://bbs.shanghai.com/thread-408284-1-1.html
2007-2-7：第六期
http://bbs.shanghai.com/thread-414046-1-1.html
2007-2-17：第七期
http://bbs.shanghai.com/thread-422419-1-2.html
2007-2-24：第八期
http://bbs.shanghai.com/thread-423622-1-1.html
2007-3-3：第九期
http://bbs.shanghai.com/thread-432362-1-5.html
2007-3-9：第十期
http://bbs.shanghai.com/thread-439749-1-4.html
2007-3-16：第十一期
http://bbs.shanghai.com/thread-449691-1-1.html
2007-3-22：第十二期
http://bbs.shanghai.com/thread-460912-1-1.html
2007-3-31：第十三期
http://bbs.shanghai.com/thread-480375-1-1.html
2007-4-11：第十四期
http://bbs.shanghai.com/thread-490194-1-1.html
2007-4-13：第十五期
http://bbs.shanghai.com/thread-502865-1-1.html
2007-4-20：第十六期
http://bbs.shanghai.com/thread-511639-1-1.html
2007-4-27：第十七期
http://bbs.shanghai.com/thread-521852-1-1.html
2007-5-6：第十八期
http://bbs.shanghai.com/thread-527349-1-1.html
2007-5-14：第十九期
http://bbs.shanghai.com/thread-534651-1-1.html
2007-5-16：第二十期
http://bbs.shanghai.com/thread-537412-1-2.html
2007-5-26：第二十一期
http://bbs.shanghai.com/thread-554691-1-1.html
2007-6-8：第二十二期
http://bbs.shanghai.com/thread-573725-1-1.html
2007-6-8：第二十三期
http://bbs.shanghai.com/thread-573732-1-1.html
2007-6-16：第二十四期
http://bbs.shanghai.com/thread-586271-1-1.html
2007-6-21：第二十五期
http://bbs.shanghai.com/thread-593832-1-1.html
2007-6-27：第二十六期
http://bbs.shanghai.com/thread-604396-1-1.html
2007-7-4：第二十七期
http://bbs.shanghai.com/thread-616818-1-2.html
2007-7-11：第二十八期
http://bbs.shanghai.com/thread-628505-1-1.html
2007-7-21：第二十九期
http://bbs.shanghai.com/thread-645833-1-1.html
2007-7-26：第三十期
http://bbs.shanghai.com/thread-655419-1-1.html
2007-8-1：第三十一期
http://bbs.shanghai.com/thread-666806-1-1.html
2007-8-9：第三十二期
http://bbs.shanghai.com/thread-680734-1-1.html
2007-8-16：第三十三期
http://bbs.shanghai.com/thread-694508-1-1.html
2007-8-23：第三十四期
http://bbs.shanghai.com/thread-706905-1-1.html
2007-8-31：第三十五期
http://bbs.shanghai.com/thread-720819-1-1.html
2007-9-6：第三十六期
http://bbs.shanghai.com/thread-731398-1-1.html
2007-9-16：第三十七期
http://bbs.shanghai.com/thread-747064-1-1.html
2007-9-21：第三十八期
http://bbs.shanghai.com/thread-757097-1-5.html
2007-9-27：第三十九期
http://bbs.shanghai.com/thread-765680-1-1.html
2007-10-05：第四十期
http://bbs.shanghai.com/thread-772532-1-1.html
2007-10-11：第四十一期
http://bbs.shanghai.com/thread-781496-1-2.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
已经完成翻译和修正的ART文章都在我的博客上：（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
Greetings!
问好！
Telesales and telesales management
expert, Jim Domanski, has written a
column for my TELEPHONE PROSPECTING AND
SELLING REPORT monthly newsletter for
over 15 years. There is no one I know
of, other than myself, who has consistently
cranked out quality, how-to, free information
on telesales for a longer period of time.
电话销售和电话销售管理专家，Jim Domanski已经为我的《电话营销及推销报告》月刊写专栏超过15年。这里没人比我更了解谁始终如一长久地快速摘录电话销售方面高质量的，给人予以指引的免费信息。
In this issue I'm sharing a recent column
Jim wrote for the newsletter. This is
representative of what he has shared
over the years, and what you can get
access to immediately in the over 2 1/2
years of back issues of the TELEPHONE
SELLING REPORT newsletter at the
Telesales Success Inner Circle restricted
member site.
在本周通讯中，我将分享Jim为通讯写的最新一次专栏。这代表其数年来所分享的，那些你能即刻通过网站（Telesales Success Inner Circle restricted member）电话销售成功者内部受限圈 获取过去2年半内电话销售报告的资料。
Here's Jim's column on voice mail.
以下是Jim关于语音信箱的专栏文章。
======================================
USING INTRIGUE TO GET VOICE MAIL
使用激发兴趣来获取语音信箱
MESSAGES RETURNED
留言反馈
By Jim Domanski
Have you read any novels by John Grisham,
Tom Clancy, Anne Perry, Nelson DeMille
or perhaps Patricia Cornell?
您曾读过John Grisham, Tom Clancy, Anne Perry, Nelson DeMille的文章吗？或者Patricia Cornell的？
They have the uncanny ability to draw
you in, to get you to read the next
paragraph, the next page and the chapter
beyond even though it is well past midnight.
他们具有神气的能耐诱你进入，让你去读下一段，下一页，下一章节，即使已经过了午夜。
Why?
为什么？
Because they are masters at intrigue.
因为他们是‘激发’大师。
Intrigue is defined as "mystery, suspense;
to arose interest or curiosity."
Intrigue 被定义为：神秘，悬念，激发兴趣或好奇心。
At the end of every chapter, these authors
leave you with an unanswered question, a
moment of suspense, a sense of expectation.
You can't help but read on.
在每个章节的最后，这些作者会留给你一个未交代完的问题，一时悬疑所至，又感觉有点盼头，禁不住而继续往下读。
When prospects pick up/access their
voice mail, they are, in effect, picking
up a book and leafing through the pages.
Something must catch their eye...er...ear.
当潜在客户拿起或进入他们的语音信箱，实际上等同于，他们拿起一本书，迅速翻阅。必须有些东西来吸引他们的眼球，呃，是耳朵才对。
In a way, you must become a master of
intrigue when it comes to leaving a voice
mail. You must become the Grisham or
Cornell of voice mail! You must leave
your prospect hungry for more. He or
she must want to pick up that phone
in the telephony equivalent of turning
to the next page.
在某种程度上来讲，当需要留语音时，你必须成为一位激能大师。你必须成为语音信箱中的Grisham或Cornell！你必须让潜在客户渴望无限。他/她必定会希望拿起那个电话，等同于去翻下一页。
How do you do this?
该怎么去做？
Writing a good novel is essential a
matter of technique. So too is leaving
a voice mail. After leaving your name
and your company here are some techniques
or statements that leave your prospect
curious for more.
写一个很棒的小说是技巧类很基本的。对留语音也是如此。在留下你的姓名和公司名称后，这是是些技巧和陈述，会激起你的潜在客户兴趣要求更多。
"I NEED YOUR HELP."
This statement has proven to be very
effective in getting prospects to call
back. It looks like this:
“我需要你的帮助。”
这种开场已被证实让潜在客户回电中非常有效。象这样：
"Mr. Gandara, I need your help with some
research I am doing on safety issues
and I am told you are the resident expert..."
“Gandara先生，我需要您的帮助，我现在正在做安全问题调查，被告之您是当地专家。。。”
There are three things that work with
this statement. The first is that the
word 'help' appeals to the average
individual. It is not threatening and
it certainly doesn't sound like a
sales pitch.
这里有三样事情对你的开场有利。第一是词‘帮助’投合一般的个体。它无威胁性，当然它听起来并不象推销标语。
Secondly, intrigue is created by
forcing the recipient to ask:
"What kind of help?" "Why?"
"What's this all about?"
第二，好奇心被激发，强迫他们来问：“啥帮助？”，“为什么？”，“关于啥？”
Finally, the phrase flatters. By
stating that the prospect is the
resident expert, the prospect
feels important.
最后一点，这些话取悦。把潜在客户当成当地的专家，他们会感觉自己很显要。
"I HAVE AN IDEA."
I have used the "idea" opener
in other scenarios in telesales and
it works extremely well because it
leaves the recipient asking the question
"what idea?"
“我有个想法”我使用“想法”开场，在电话销售的其他情境中，它非常有效，因为它留给对方来问问题：“啥想法啊？”
For instance:
例如：
"Ms. Ackerman, I have an idea that I
would like to run by you that might
significantly impact your quality
control program..."
“Ackerman女士，”
It creates intrigue in much the same
manner as the "I need your help."
The prospect is forced to wonder the
precise nature of the idea. That it
significantly impacts quality control
makes it all the more interesting.
"A QUESTION..."
This is a new one for me. I like it
and wish that I had developed it but
the credit goes to Tom Freese, author
of "The Secrets of Questions Based
Selling":
"Dr. Tuori, I have a question that
I believe only you can answer concerning
carpal tunnel syndrome..."
The fact that only the recipient can
answer the question is intrigue enough.
The prospect thinks: "What question?
Why me?"
"THE INSIDER"
Here's another one I have seen used in
various forms. The insider referral
leverages the expertise, title or
position of someone within your company
and creates a unique sense of intrigue.
"Mr. Jackson, Dr. Carrigan, the head
of our Marketing Development Division,
suggested I give you a call concerning
employee productivity..."
The intrigue here is twofold. First,
the reference to "Doctor" Carrigan is
powerful. A doctor? What kind of doctor?
What is this about? Why did should a
doctor want me to call?
Second, the reference to productivity
is an implied benefit. But it is not
precisely clear and it nags like a
persistent itch. To scratch it you
have to call.
Not every company has a doctor on staff.
Another variation of this voice mail
statement is,
"Mr. Edgerton, our president, suggested
I give you a call..."
The "president" is a powerful title and
generally gets the attention of the
listener.
SUMMARY
Learn to be a master of intrigue. Craft
your messages and try them. Test variations
and see what works best for you. Maybe you'll
create your own "best seller."
--------------------------------------------
QUOTE OF THE WEEK
"The only place where dreams are impossible
is in your own mind."
Emalie
Go Have Your Best Week Ever!
Art
[ 本帖最后由 jackyhot7 于 2007-10-19 14:57 编辑 ]
评论
每周翻译论坛：提高英语表达水平，增强外贸销售能力(2007/42)
Greetings!
问好！
如何引人入胜？
Telesales and telesales management
expert, Jim Domanski, has written a
column for my TELEPHONE PROSPECTING AND
SELLING REPORT monthly newsletter for
over 15 years. There is no one I know
of, other than myself, who has consistently
cranked out quality, how-to, free information
on telesales for a longer period of time.
电话销售和销售管理专家，吉姆Domanski，曾经15年来每月为我的时事通讯，电话销售前景和销售报道写专栏。这是我所认识的人包括我自己，展示了如何能够坚持展示品格，，能够如此长期免费做些电话销售咨询的服务。
In this issue I'm sharing a recent column
Jim wrote for the newsletter. This is
representative of what he has shared
over the years, and what you can get
access to immediately in the over 2 1/2
years of back issues of the TELEPHONE
SELLING REPORT newsletter at the
Telesales Success Inner Circle restricted
member site.
我阅读了吉姆为在这个期刊最近的专栏报道。这是他多年来的代表思想，及能让你立即领略，两年半来电话销售报道专栏的的主题：如何在排他性的圈内成功销售产品。
Here's Jim's column on voice mail.
这是吉姆在有声邮件上的专栏
======================================
USING INTRIGUE TO GET VOICE MAIL
MESSAGES RETURNED
By Jim Domanski
策略的接通电话
回馈信息
作者：吉姆Domanski
Have you read any novels by John Grisham,
Tom Clancy, Anne Perry, Nelson DeMille
or perhaps Patricia Cornell?
你读过他们，，的任何一小说么？
They have the uncanny ability to draw
you in, to get you to read the next
paragraph, the next page and the chapter
beyond even though it is well past midnight.
他们拥有让你着迷的不可思议的能力，让你读下一个段，下一页，下一章甚至过了午夜。
Why?
为什么？
Because they are masters at intrigue.
因为他们善于谋略。
Intrigue is defined as "mystery, suspense;
to arose interest or curiosity."
谋略被定义成“神奇的，疑惑的；能引起兴趣或渴望。”
At the end of every chapter, these authors
leave you with an unanswered question, a
moment of suspense, a sense of expectation.
You can't help but read on.
在每一章节的结尾，这些作者会给你留下一个没有回答的问题，一种疑问，一种忍不住想知道。你会情不自禁的想读下去。
When prospects pick up/access their
voice mail, they are, in effect, picking
up a book and leafing through the pages.
Something must catch their eye...er...ear.
当顾客接起/接通他们的语音电话，他们就好像，拿起一本书翻阅。必须要有些东西去抓住他们的眼睛..额或者是耳朵。（叫醒你的耳朵）
In a way, you must become a master of
intrigue when it comes to leaving a voice
mail. You must become the Grisham or
Cornell of voice mail! You must leave
your prospect hungry for more. He or
she must want to pick up that phone
in the telephony equivalent of turning
to the next page.
某种程度而言，当你留下语音信息的时候，你必须是善于使用诡计（谋略）。你必须要成为语音信息的Grisham or
Cornell ！你必须给你的顾客留下更多的期待。他/她想要马上拿起电话，想翻到下一页。
How do you do this?
你是这么做的？
Writing a good novel is essential a
matter of technique. So too is leaving
a voice mail. After leaving your name
and your company here are some techniques
or statements that leave your prospect
curious for more.
写一部好的小说是需要必要的技巧。留语音心信息也是同样的。留下你的姓名和公司的名字的时候是需要技巧的，能够让你的期待，渴望，，
"I NEED YOUR HELP."
This statement has proven to be very
effective in getting prospects to call
back. It looks like this:
”我需要你的帮助。“
这个句子是被证明能有效得到回电的。就好像这样：
"Mr. Gandara, I need your help with some
research I am doing on safety issues
and I am told you are the resident expert..."
“Gandara先生，我需要你帮我，有关我做的安全方面的调查，而且我告诉你的是，，专家。”
There are three things that work with
this statement. The first is that the
word 'help' appeals to the average
individual. It is not threatening and
it certainly doesn't sound like a
sales pitch.
这个句子有三个作用。第一帮忙这个词能对普遍的人引起兴趣哦。而且他听起来不想一个销售电话。
Secondly, intrigue is created by
forcing the recipient to ask:
"What kind of help?" "Why?"
"What's this all about?"
其二，他设置了一个陷阱，甚至有点强迫接听者去问：“什么样的帮助？”“为什么？”“怎么了？”
Finally, the phrase flatters. By
stating that the prospect is the
resident expert, the prospect
feels important.
其三，它奉承你。开口就说常驻专家，让听者觉得很重要。
"I HAVE AN IDEA."
I have used the "idea" opener
in other scenarios in telesales and
it works extremely well because it
leaves the recipient asking the question
"what idea?"
“我有一个主意。”
我曾经用“主意”这个词在一些销售中作为开场白，而且也证明它非常管用。因为它会让听者问“什么主意？”
For instance:
"Ms. Ackerman, I have an idea that I
would like to run by you that might
significantly impact your quality
control program..."
例子："阿克曼先生，我有个想法，我想让你帮我，，这个可能对你的质量监控工程有重要影响..."
It creates intrigue in much the same
manner as the "I need your help."
同样，用“我需要你的帮助”也能达到这种效果。
The prospect is forced to wonder the
precise nature of the idea. That it
significantly impacts quality control
makes it all the more interesting.
它能让听者想知道到底是怎么样的一个主意。而且说对质量监控工程有重要影响听起来更加有趣哦。
"A QUESTION..."
This is a new one for me. I like it
and wish that I had developed it but
the credit goes to Tom Freese, author
of "The Secrets of Questions Based
Selling":
“一个问题...”这是对我而言一个新的句子。我喜欢它并且希望能够发展它。但是汤姆 Freese已经发现该句子的妙用，并写过一篇文章“销售过程妙问问题”：
"Dr. Tuori, I have a question that
I believe only you can answer concerning
carpal tunnel syndrome..."
" Tuori教授，我有一个疑问，我相信只有你能够回答关于，，"
The fact that only the recipient can
answer the question is intrigue enough.
The prospect thinks: "What question?
Why me?"
事实上，这是一个十足的诡计说，只有听者能回答这个问题。这个听者会想：“什么问题？”“为什么是我？”
"THE INSIDER"
Here's another one I have seen used in
various forms. The insider referral
leverages the expertise, title or
position of someone within your company
and creates a unique sense of intrigue.
“权威，内部人士”
这是我在各种形式中看到的另一个句子。权威意味着专家的意见，不是你公司的重要人士，而且制造一个独特的诡计。
"Mr. Jackson, Dr. Carrigan, the head
of our Marketing Development Division,
suggested I give you a call concerning
employee productivity..."
“杰克逊先生，Carrigan教授，我们市场开发决策人，建议我给你打个电话，有关员工生产力方面...”
The intrigue here is twofold. First,
the reference to "Doctor" Carrigan is
powerful. A doctor? What kind of doctor?
What is this about? Why did should a
doctor want me to call?
这个诡计是双重的。首先，Carrigan教授就是个权威。一个教授？什么样的教授？干什么的？为什么要我给他打电话？
Second, the reference to productivity
is an implied benefit. But it is not
precisely clear and it nags like a
persistent itch. To scratch it you
have to call.
其次，生产力是能影响利益的。但是它又不是一种能够用测量的实物。要想明白它，你就要打个电话。
Not every company has a doctor on staff.
Another variation of this voice mail
statement is,
不是每个公司都有一个专门的教授。另一个语音电话的变种句子是，
"Mr. Edgerton, our president, suggested
I give you a call..."
“Edgerton先生，我们的会长，建议我给你电话...”
The "president" is a powerful title and
generally gets the attention of the
listener.
“'会长'也是强有力的衔头，而且一般也能获得听者的注意力。”
SUMMARY
Learn to be a master of intrigue. Craft
your messages and try them. Test variations
and see what works best for you. Maybe you'll
create your own "best seller."
总结
尝试成为一个阴谋的策划者。艺术你的留言，尝试用它们。测试不同的句子，得出哪个是最适用你。或许你有可能创造出一个自己的最好销售模式。
--------------------------------------------
QUOTE OF THE WEEK
"The only place where dreams are impossible
is in your own mind."
Emalie
本周引言
“心有多大，天空就用多大。”
Emalie
Go Have Your Best Week Ever!
祝：拥有美好的一周！
埃特
Art
[ 本帖最后由 wenlongqiqi 于 2007-10-20 09:19 编辑 ]
评论
有点奇怪，老师~~~
评论
Greetings! 大家好！
Telesales and telesales management
expert, Jim Domanski, has written a
column for my TELEPHONE PROSPECTING AND
SELLING REPORT monthly newsletter for
over 15 years. There is no one I know
of, other than myself, who has consistently
cranked out quality, how-to, free information
on telesales for a longer period of time.
电话营销与管理专家吉姆•多曼斯基为我的每月通讯《电话试探与销售报告》著作专栏，已逾15年之久。不包括我自己，我没有见过还有谁如此漫长时间地坚持为电话营销提供高水平的、实用的免费资讯。
In this issue I'm sharing a recent column
Jim wrote for the newsletter. This is
representative of what he has shared
over the years, and what you can get
access to immediately in the over 2 1/2
years of back issues of the TELEPHONE
SELLING REPORT newsletter at the
Telesales Success Inner Circle restricted
member site.
本期我与大家分享吉姆最近为该通讯著作的一个专栏，仅以此作为他历年创作中的代表，在会员专用网页“成功的电话营销-圈内人士”里，你马上可以获取《电话销售报告》通讯过去两年半的各期。
Here's Jim's column on voice mail.
这是吉姆在语音留言信箱的专栏。
======================================
USING INTRIGUE TO GET VOICE MAIL
MESSAGES RETURNED
By Jim Domanski
使用复杂的措辞获得回邮----吉姆•多曼斯基
Have you read any novels by John Grisham,
Tom Clancy, Anne Perry, Nelson DeMille
or perhaps Patricia Cornell?
你读过约翰•格里森姆、汤姆• 克兰西、安妮•蓓瑞、尼尔森•德米勒，或者派翠西亚•康薇尔的小说吗？
They have the uncanny ability to draw
you in, to get you to read the next
paragraph, the next page and the chapter
beyond even though it is well past midnight.
他们的创作能力不可思议地吸引你，哪怕是午夜已过，去读下一段、下一页、下一章。
Why?
为什么？
Because they are masters at intrigue.
因为他们是复杂措辞的大师。
Intrigue is defined as "mystery, suspense;
to arose interest or curiosity."
复杂的措辞被解释为“神秘、悬念；激起兴趣或使好奇。”
At the end of every chapter, these authors
leave you with an unanswered question, a
moment of suspense, a sense of expectation.
You can't help but read on.
在每一章的末尾，那些作者给你留下一个未解之谜，让你心生悬念，产生期待感。你只能忍不住地往下看。
When prospects pick up/access their
voice mail, they are, in effect, picking
up a book and leafing through the pages.
Something must catch their eye...er...ear.
当潜在客户接收/进入他们的语音信箱，实际上他们是在拿起一本书，一页一页地翻开。总会有些东西吸引他们的眼球…呃…是耳朵。
In a way, you must become a master of
intrigue when it comes to leaving a voice
mail. You must become the Grisham or
Cornell of voice mail! You must leave
your prospect hungry for more. He or
she must want to pick up that phone
in the telephony equivalent of turning
to the next page.
这样说来，当你要给信箱留言的时候，你得成为复杂措辞的大师。得成为留言信箱中的格里森姆或康薇尔！你必须让你的潜在客户渴望知道更多。就电话而言，他/她一定想拎起电话，就小说而言，他/她一定想翻开下一页。
How do you do this?
你是怎么做的？
Writing a good novel is essential a
matter of technique. So too is leaving
a voice mail. After leaving your name
and your company here are some techniques
or statements that leave your prospect
curious for more.
创作一部出色的小说需要注意技巧，信箱留言亦是如此。这里有一些技巧，在你留下你的名字和公司名后，使得你的潜在客户好奇地想知道更多。
"I NEED YOUR HELP."
This statement has proven to be very
effective in getting prospects to call
back. It looks like this:
“我需要你的帮助。”
此用语已被证明获得潜在客户回电很有效果。与这个相似：
"Mr. Gandara, I need your help with some
research I am doing on safety issues
and I am told you are the resident expert..."
“甘德拉先生，我需要你的帮助，帮我做些调查，我正做安全项目，我听说你是当地的专家…”
There are three things that work with
this statement. The first is that the
word 'help' appeals to the average
individual. It is not threatening and
it certainly doesn't sound like a
sales pitch.
该用语起到作用，有三点：第一，“帮助”一词引起一般人的兴趣。它不是恐吓，听起来又实在不像销售推介。
Secondly, intrigue is created by
forcing the recipient to ask:
"What kind of help?" "Why?"
"What's this all about?"
第二，使用复杂的措辞迫使接收者问：“是什么样的帮助？”“为什么？”“到底怎么回事？”
Finally, the phrase flatters. By
stating that the prospect is the
resident expert, the prospect
feels important.
第三，该短句有奉承之意。声称那个潜在客户是当地的专家，使他感到被重视。
"I HAVE AN IDEA."
I have used the "idea" opener
in other scenarios in telesales and
it works extremely well because it
leaves the recipient asking the question
"what idea?"
“我有个想法。”
在电话销售里的其它研讨会上我已用过“想法”作开场白，并且起到了很好的作用，因为它使得接收者有“什么想法？”一问。
For instance:
"Ms. Ackerman, I have an idea that I
would like to run by you that might
significantly impact your quality
control program..."
例如：
“艾克曼小姐，我有个想法，我乐意打电话给你，这可能对你的质量控制项目有显著的影响…”
It creates intrigue in much the same
manner as the "I need your help."
它和“我需要你的帮助”一样引起接收者的好奇。
The prospect is forced to wonder the
precise nature of the idea. That it
significantly impacts quality control
makes it all the more interesting.
潜在客户被迫使想知道是什么性质的想法。“它大大地影响你的质量控制项目”使该短句引起接收者的更多兴趣。
"A QUESTION..."
This is a new one for me. I like it
and wish that I had developed it but
the credit goes to Tom Freese, author
of "The Secrets of Questions Based
Selling":
“一个问题…”
对我来说这是新用法。我很喜欢，但愿是我创作的，但，是“提问式销售的秘诀”的作者汤姆斯•福瑞斯创作了它：
"Dr. Tuori, I have a question that
I believe only you can answer concerning
carpal tunnel syndrome..."
“杜怡博士，我有一个问题，我相信只有你才能解答，是关于腕关节并发症的…”
The fact that only the recipient can
answer the question is intrigue enough.
The prospect thinks: "What question?
Why me?"
只有接收者才能解答这一事实，足够激起兴趣。潜在客户想：“什么问题？为什么是我？”
"THE INSIDER"
Here's another one I have seen used in
various forms. The insider referral
leverages the expertise, title or
position of someone within your company
and creates a unique sense of intrigue.
“知道内情的人士”
这里是另外一个我见过的，它被多形式地使用。在你公司里有技术、有头衔或地位的知道内情的推荐人，会引起一番与众不同的兴趣。
"Mr. Jackson, Dr. Carrigan, the head
of our Marketing Development Division,
suggested I give you a call concerning
employee productivity..."
“杰克逊先生，我们的市场营销发展分公司的主管，卡里根博士建议我打电话给你，是关于员工生产能力的…”
The intrigue here is twofold. First,
the reference to "Doctor" Carrigan is
powerful. A doctor? What kind of doctor?
What is this about? Why did should a
doctor want me to call?
此复杂措辞有两层意义。第一，引用卡里根“博士”很有力量。博士？什么样的博士？是关于什么的？为什么博士想让人打电话给我呢？
Second, the reference to productivity
is an implied benefit. But it is not
precisely clear and it nags like a
persistent itch. To scratch it you
have to call.
第二，引用生产能力是一个暗示性收益。但十分模糊，就像一颗顽癣，痒着你，非得回电。
Not every company has a doctor on staff.
Another variation of this voice mail
statement is,
不是每间公司都有一个博士员工。另一种语音信箱用语是，
"Mr. Edgerton, our president, suggested
I give you a call..."
埃哲顿先生，我们的总裁，建议我打电话给你…”
The "president" is a powerful title and
generally gets the attention of the
listener.
“总裁”可是个有力的头衔，一般都能得到接听者的关注。
SUMMARY
Learn to be a master of intrigue. Craft
your messages and try them. Test variations
and see what works best for you. Maybe you'll
create your own "best seller."
总结
学习成为复杂措辞的大师。修饰你的信息并试验它们。试验多种用语并看什么用语起到最好的效果。可能你会把自己打造成“最佳销售员。”
--------------------------------------------
QUOTE OF THE WEEK
"The only place where dreams are impossible
is in your own mind."
Emalie
本周引言
“梦想无法成真之处只有一个地方，那就是你的精神家园。”---阿玛列
Go Have Your Best Week Ever!
Art
评论
Greetings!
欢迎大家
Telesales and telesales management
expert, Jim Domanski, has written a
column for my TELEPHONE PROSPECTING AND
SELLING REPORT monthly newsletter for ,
over 15 years. There is no one I know
of, other than myself, who has consistently
cranked out quality, how-to, free information
on telesales for a longer period of time.
电话销售和电话销售管理专家杰姆，为我每月出的关于电话展望和销售报告的实事通讯办了一个专栏,
已经15年了.除了我自己,我认识的人中间没有人可以长时间持续的制作关于销售的质量、方法及相关的免费信息。
In this issue I'm sharing a recent column
Jim wrote for the newsletter. This is
representative of what he has shared
over the years, and what you can get
access to immediately in the over 2 1/2
years of back issues of the TELEPHONE
SELLING REPORT newsletter at the
Telesales Success Inner Circle restricted
member site.
这篇文章中我准备和大家分享杰姆为实事通讯写的最新一期专栏。这在他长年分享的文章和电话销售成功内部成员网站中你有权翻阅的过去两年半关于电话销售报告的实事通讯的有关文章中是有代表性的。
Here's Jim's column on voice mail.
下面是杰姆在语音信箱中的专栏。
======================================
USING INTRIGUE TO GET VOICE MAIL
MESSAGES RETURNED
By Jim Domanski
使用计策使你的语音邮件得到回复
Have you read any novels by John Grisham,
Tom Clancy, Anne Perry, Nelson DeMille
or perhaps Patricia Cornell?
你读过John Grisham,Tom Clancy, Anne Perry, Nelson DeMille或者是Patricia Cornell的小说吗
They have the uncanny ability to draw
you in, to get you to read the next
paragraph, the next page and the chapter
beyond even though it is well past midnight.
他们有不寻常的能力可以吸引你，让你读完下一张、下一页或者是下一个章节，即使已经过了午夜。
Why?
为什么
Because they are masters at intrigue.
因为他们是用计策的大师
Intrigue is defined as "mystery, suspense;
to arose interest or curiosity."
计策被定义为“神秘、悬疑、能引起兴趣或者好奇”
At the end of every chapter, these authors
leave you with an unanswered question, a
moment of suspense, a sense of expectation.
You can't help but read on.
在每一章的最后，这些作家都给你留下一个未解答的问题，一个带有悬念的时刻，一种期待的感觉。
你无法停止而只能继续读下去。
When prospects pick up/access their
voice mail, they are, in effect, picking
up a book and leafing through the pages.
Something must catch their eye...er...ear.
当目标客户查看他们的语音信箱的时候，他们实际上就如捡起一本书浏览。
必须有东西吸引他们的眼睛或者耳朵。
In a way, you must become a master of
intrigue when it comes to leaving a voice
mail. You must become the Grisham or
Cornell of voice mail! You must leave
your prospect hungry for more. He or
she must want to pick up that phone
in the telephony equivalent of turning
to the next page.
在某种程度上，在你留语音信箱的时候必须变成运用计谋的专家。
你必须变成留语音邮件的Grisham或者Cornell。你必须让你的目标客户饥饿的想要更多信息。他或者她必须想要拿起电话就像看小说翻到下一页一样打电话给你。
How do you do this?
你该怎么做呢？
Writing a good novel is essential a
matter of technique. So too is leaving
a voice mail. After leaving your name
and your company here are some techniques
or statements that leave your prospect
curious for more.
写一本好的小说本质上是一件技术活。在你留下你的名字和公司名称，这些是一些能使你的目标客户感到好奇想要回电话的技巧和陈述。
"I NEED YOUR HELP."
This statement has proven to be very
effective in getting prospects to call
back. It looks like this:
“我需要你的帮助”
这个陈述被证明对使目标客户回电十分有效。就像这样
"Mr. Gandara, I need your help with some
research I am doing on safety issues
and I am told you are the resident expert..."
“Gandara先生，我需要你在我正在做的安全报告中提供帮助。有人和我说您是国内的专家。”
There are three things that work with
this statement. The first is that the
word 'help' appeals to the average
individual. It is not threatening and
it certainly doesn't sound like a
sales pitch.
这个陈述有三件方面在作用。第一个是"help"对每个个人都是有吸引力的。它不是威胁，当然它更不像是一段销售陈述。
Secondly, intrigue is created by
forcing the recipient to ask:
"What kind of help?" "Why?"
"What's this all about?"
第二，奥秘在迫使被接受者不禁想问：“什么样的帮助”“为什么要我帮忙”“是关于什么的”
Finally, the phrase flatters. By
stating that the prospect is the
resident expert, the prospect
feels important.
最后，这个表述很讨好。通过称目标客户是国内专家使得他或者她感到这很重要。
"I HAVE AN IDEA."
I have used the "idea" opener
in other scenarios in telesales and
it works extremely well because it
leaves the recipient asking the question
"what idea?"
“我有一个主意”
我用了“idea”这个词在其他销售场合来开场。并且它十分奏效因为它使得被接受者不禁想问
“什么问题”
For instance:
"Ms. Ackerman, I have an idea that I
would like to run by you that might
significantly impact your quality
control program..."
比如
“Ackerman先生，我有一个主意，我很乐意和你运行（一个项目）可以显著的影响你的质量控制程序”
It creates intrigue in much the same
manner as the "I need your help."
它和“我需要你的帮助“的陈述一样引起了兴趣。
The prospect is forced to wonder the
precise nature of the idea. That it
significantly impacts quality control
makes it all the more interesting.
目标客户会想要知道这个主意的精确内容。”可以显著的影响你的质量控制程序“的陈述使话变成更加有趣。
"A QUESTION..."
This is a new one for me. I like it
and wish that I had developed it but
the credit goes to Tom Freese, author
of "The Secrets of Questions Based
Selling":
”一个问题“
这对我来讲是一个新的表述。我喜欢它，也希望我可以发展它，但真正把它发扬光大的是Tom Freese。关于买卖提问的秘密的作者。
"Dr. Tuori, I have a question that
I believe only you can answer concerning
carpal tunnel syndrome..."
”Tuori博士，我有一个关于腕骨道综合症的问题相信只有你可以回答。。。”
The fact that only the recipient can
answer the question is intrigue enough.
The prospect thinks: "What question?
Why me?"
事实上，“只有被接受者可以回答”这样的表述已是十分高明。
目标客户会想：“什么问题？为什么是我？”
"THE INSIDER"
Here's another one I have seen used in
various forms. The insider referral
leverages the expertise, title or
position of someone within your company
and creates a unique sense of intrigue.
“专业人士”
这是另一个我看到不同方式使用的表述。专业人士推荐指的是专家意见、头衔或者你公司的某人的高职位的作用，这产生
了一种独特感觉的计策。
"Mr. Jackson, Dr. Carrigan, the head
of our Marketing Development Division,
suggested I give you a call concerning
employee productivity..."
“Jackson先生，我们市场发展部门的Carrigan博士建议我给你一个电话谈谈雇员生产效率的话题”
The intrigue here is twofold. First,
the reference to "Doctor" Carrigan is
powerful. A doctor? What kind of doctor?
What is this about? Why did should a
doctor want me to call?
这里的计谋是双重的。首先，提到Carrigan“博士”是非常有力的。一个博士？研究什么的博士？这是关于什么的？
为什么一个博士要我打电话？
Second, the reference to productivity
is an implied benefit. But it is not
precisely clear and it nags like a
persistent itch. To scratch it you
have to call.
其次，提到生产效率是一个暗示的好处。但没有完全清楚表达，你始终保持了一点距离。要想够到你必须打电话。
Not every company has a doctor on staff.
Another variation of this voice mail
statement is,
不是每一个公司职员里都有一个博士的。
在语音信箱中另一个变化是
"Mr. Edgerton, our president, suggested
I give you a call..."
“Edgerton先生，我们会长要我给你打个电话”
The "president" is a powerful title and
generally gets the attention of the
listener.
在这儿“会长”是一个有力的头衔，通常可以引起听者的注意
SUMMARY
Learn to be a master of intrigue. Craft
your messages and try them. Test variations
and see what works best for you. Maybe you'll
create your own "best seller."
总结
学会成为一个有计策的大师。加工你的短信并且尝试他们。测试变化并且归纳什么最适合你。
你也许会创造出你自己的“最棒的销售员”
--------------------------------------------
QUOTE OF THE WEEK
"The only place where dreams are impossible
is in your own mind."
Emalie
“不要再让梦想是不可能实现的停留在你的脑海里了”
Go Have Your Best Week Ever!
Art
[ 本帖最后由 uniqueico 于 2007-10-22 20:41 编辑 ]
评论
Greetings!
大家好！
Telesales and telesales management
expert, Jim Domanski, has written a
column for my TELEPHONE PROSPECTING AND
SELLING REPORT monthly newsletter for
over 15 years. There is no one I know
of, other than myself, who has consistently
cranked out quality, how-to, free information
on telesales for a longer period of time.
电话销售和电话销售管理专家，Jim Domanski,为我的专栏《电话销售探索及报告》写过长达15年的每月时事通讯。除了我自己，还没有一个我所知道的人能够在一段更长的时间始终如一的从事着在电话销售方面有关性质，方法，丰富自由的信息的研究。
In this issue I'm sharing a recent column
Jim wrote for the newsletter. This is
representative of what he has shared
over the years, and what you can get
access to immediately in the over 2 1/2
years of back issues of the TELEPHONE
SELLING REPORT newsletter at the
Telesales Success Inner Circle restricted
member site.
在这个问题上，我给分享一下JIM最近为时事通讯写的专题。这是一个他多年来分享的典型例子，你可以立即在电话销售成功内部限制会员圈子里，两年半前的电话销售报告时事通讯中找到。
Here's Jim's column on voice mail.
以下是JIM关于语音邮件的专栏。
======================================
USING INTRIGUE TO GET VOICE MAIL
MESSAGES RETURNED
By Jim Domanski
激发听者兴趣得到语音邮件的回复
自Jim Domanski
Have you read any novels by John Grisham,
Tom Clancy, Anne Perry, Nelson DeMille
or perhaps Patricia Cornell?
你读过John Grisham, Tom Clancy, Anne Perry, Nelson DeMille
或是Patricia Cornell的小说吗？
They have the uncanny ability to draw
you in, to get you to read the next
paragraph, the next page and the chapter
beyond even though it is well past midnight.
他们有非凡的能力吸引你去开篇，去读下一段，下一篇下一章即使已到午夜。
Why?
为什么？
Because they are masters at intrigue.
因为他们是能够激发（阅读）兴趣的高手。
Intrigue is defined as "mystery, suspense;
to arose interest or curiosity."
错综复杂的剧情被定义为“神秘，悬疑；激发兴趣或是好奇。”
At the end of every chapter, these authors
leave you with an unanswered question, a
moment of suspense, a sense of expectation.
You can't help but read on.
在每一章的结尾，这些作者给你留下一个悬而未决的问题，悬疑一刻，一种期待。你不能自控只想继续读下去。
When prospects pick up/access their
voice mail, they are, in effect, picking
up a book and leafing through the pages.
Something must catch their eye...er...ear.
当潜在客户打开他们的语音邮件，实际上也相当于打开一本书，迅速翻阅着。必须有些吸引他们眼球的东西。。呃。。是耳朵。
In a way, you must become a master of
intrigue when it comes to leaving a voice
mail. You must become the Grisham or
Cornell of voice mail! You must leave
your prospect hungry for more. He or
she must want to pick up that phone
in the telephony equivalent of turning
to the next page.
在某种程度上，当需要留下一封语音邮件时，你必须变成激发兴趣的主宰者。你必须变成语音邮件的Grisham或Cornell ！你必须让你的潜在客户渴求更多。他或她必须想要接起那个电话，等同于看书时想翻到下一篇。
How do you do this?
你如何做到这样？
Writing a good novel is essential a
matter of technique. So too is leaving
a voice mail. After leaving your name
and your company here are some techniques
or statements that leave your prospect
curious for more.
写一篇好的小说的关键是掌握技术。所以语音邮件也是如此。在语音邮件里留下你和你公司的名字是一种技巧或留下能够令潜在客户好奇并想知道更多的介绍。
"I NEED YOUR HELP."
This statement has proven to be very
effective in getting prospects to call
back. It looks like this:
“我需要你的帮助。”
这句话已被证明在让潜在客户回复方面非常有效。比如像这样：
"Mr. Gandara, I need your help with some
research I am doing on safety issues
and I am told you are the resident expert..."
“Gandara先生，在安全问题方面我需要你的帮助来做一些研究，别人告诉我你是常驻专家。。。”
There are three things that work with
this statement. The first is that the
word 'help' appeals to the average
individual. It is not threatening and
it certainly doesn't sound like a
sales pitch.
这句话有三个方面的作用。第一，“帮助”一词对常人具有吸引力。它不是一种协迫，而且它听起来一点也不像销售推销。
Secondly, intrigue is created by
forcing the recipient to ask:
"What kind of help?" "Why?"
"What's this all about?"
第二，通过使接收者问：“什么样的帮助？”“为什么？”“所有这些是关于什么的？”来激发其兴趣。
Finally, the phrase flatters. By
stating that the prospect is the
resident expert, the prospect
feels important.
最后，这句话含有赞美之意。说潜在客户是常驻专家令其感觉他很重要。
"I HAVE AN IDEA."
I have used the "idea" opener
in other scenarios in telesales and
it works extremely well because it
leaves the recipient asking the question
"what idea?"
“我有一个想法。”我已用过“想法”一词在电话销售中作为开场白。它非常有用，因为这使潜在客户想问“什么想法？”
For instance:
"Ms. Ackerman, I have an idea that I
would like to run by you that might
significantly impact your quality
control program..."
例如：
“Ackerman先生，我有一个想法，我想要通过你来执行一个可能会对你的质量控制有重大影响项目。。。”
It creates intrigue in much the same
manner as the "I need your help."
像“我需要你的帮助”一样激发兴趣。
The prospect is forced to wonder the
precise nature of the idea. That it
significantly impacts quality control
makes it all the more interesting.
潜在客户想知道是什么具体的想法。会对质量控制有重大影响 听起来令其非常有兴趣。
"A QUESTION..."
This is a new one for me. I like it
and wish that I had developed it but
the credit goes to Tom Freese, author
of "The Secrets of Questions Based
Selling":
“一个问题。。。“
对我而言是一句新的开场白。我喜欢这句话希望自己已经开始运用它，但Tom Freese，《基于销售的问题秘密》的作者，已经将它发扬光大了。
"Dr. Tuori, I have a question that
I believe only you can answer concerning
carpal tunnel syndrome..."
“Dr. Tuori,我有一个问题，我相信只有你能回答关于carpal tunnel syndrome的问题。。。”
The fact that only the recipient can
answer the question is intrigue enough.
The prospect thinks: "What question?
Why me?"
事实上只有接听者能回答这个问题（这句话）已经足够激发兴趣了。
潜在客户会想：“什么问题？为什么是我？”
"THE INSIDER"
Here's another one I have seen used in
various forms. The insider referral
leverages the expertise, title or
position of someone within your company
and creates a unique sense of intrigue.
“内部知情人士”
以下是另一个我见到过的以多种形式运用的例子。
"Mr. Jackson, Dr. Carrigan, the head
of our Marketing Development Division,
suggested I give you a call concerning
employee productivity..."
“Jackson先生，Carrigan博士,我们销售开发分支的经理，建议我给您打个电话是关于雇员生产力的。。。”
The intrigue here is twofold. First,
the reference to "Doctor" Carrigan is
powerful. A doctor? What kind of doctor?
What is this about? Why did should a
doctor want me to call?
这句话的小技巧有双重含义。第一，提到“博士” Carrigan是非常有力的。一个博士？什么博士？这是关于什么的？为什么一个博士会想要（让人）给我来电话？
Second, the reference to productivity
is an implied benefit. But it is not
precisely clear and it nags like a
persistent itch. To scratch it you
have to call.
第二，提到生产力是一种获益的委婉表示。但它这种表达又不够明确，它就像持久的那种痒让你烦恼不已。直到你受不了不得不打电话。
Not every company has a doctor on staff.
Another variation of this voice mail
statement is,
并不是每个公司的员工中都有博士。这个语音邮件的介绍做个另一种变化，
"Mr. Edgerton, our president, suggested
I give you a call..."
“Edgerton先生，我们的董事长，建议我给您打个电话。。。”
The "president" is a powerful title and
generally gets the attention of the
listener.
“董事长”是一个很厉害的头衔，并通常能吸引听者的注意力。
SUMMARY
Learn to be a master of intrigue. Craft
your messages and try them. Test variations
and see what works best for you. Maybe you'll
create your own "best seller."
摘要
学着成为激发兴趣的高手。精心构思你的讯息并尝试。试着做些变化并看一下怎么样是最适合你的。也许你会创造出你自己的“畅销书”。
--------------------------------------------
QUOTE OF THE WEEK
"The only place where dreams are impossible
is in your own mind."
Emalie
本周引言
“空想是不可能实现你的梦想的。”
评论
这么多？？？？？？？？？？？
评论
呵呵········顶····················
评论
好多啊！！
评论
来迟了，继续努力！
Greetings!
大家好！
Telesales and telesales management
expert, Jim Domanski, has written a
column for my TELEPHONE PROSPECTING AND
SELLING REPORT monthly newsletter for
over 15 years. There is no one I know
of, other than myself, who has consistently
cranked out quality, how-to, free information
on telesales for a longer period of time.
电话营销与管理专家，Jim Domanski为我的每月通讯《电话探索与销售报告》写专栏已有15年了。我所认识的人当中，除了我，还没有谁能长时间的始终如一地提供高品质的、免费的资讯信息。
In this issue I'm sharing a recent column
Jim wrote for the newsletter. This is
representative of what he has shared
over the years, and what you can get
access to immediately in the over 2 1/2
years of back issues of the TELEPHONE
SELLING REPORT newsletter at the
Telesales Success Inner Circle restricted
member site.
这期我与大家分享的是Jim最近为该通讯写的一篇专栏。这是过去几年他与大家分享的代表作，登入会员专用网站“成功电话营销的核心集团”，你能立刻获得过去2年半时间里每期的通讯。
Here's Jim's column on voice mail.
这是Jim在语音信箱的专栏。
======================================
USING INTRIGUE TO GET VOICE MAIL
MESSAGES RETURNED
By Jim Domanski
运用谋略获取语音留言
信息反馈
Jim Domanski
Have you read any novels by John Grisham,
Tom Clancy, Anne Perry, Nelson DeMille
or perhaps Patricia Cornell?
你曾读过John Grisham, Tom Clancy, Anne Perry, Nelson DeMille或者Patricia Cornell的小说吗？
They have the uncanny ability to draw
you in, to get you to read the next
paragraph, the next page and the chapter
beyond even though it is well past midnight.
他们拥有不可思议的能力吸引你，诱使你阅读下一篇、下一页、下一章，即使现在已经过了午夜。
Why?
为什么？
Because they are masters at intrigue.
因为他们是谋略方面的大师。
Intrigue is defined as "mystery, suspense;
to arose interest or curiosity."
谋略，定义为“神秘、悬念； 引起人的兴趣或者好奇心”。
At the end of every chapter, these authors
leave you with an unanswered question, a
moment of suspense, a sense of expectation.
You can't help but read on.
在每一章的末尾，这些作者留下一个未解之谜，心生悬念、产生期待，毫无办法唯有继续。
When prospects pick up/access their
voice mail, they are, in effect, picking
up a book and leafing through the pages.
Something must catch their eye...er...ear.
当潜在客户收到/进入语音信箱时，实际上是他们正在打开一本书阅读。有些东西总能吸引到人们的眼球，呃，耳朵。
In a way, you must become a master of
intrigue when it comes to leaving a voice
mail. You must become the Grisham or
Cornell of voice mail! You must leave
your prospect hungry for more. He or
she must want to pick up that phone
in the telephony equivalent of turning
to the next page.
在某种程度上而言，当你给语音信箱留言时候，你必须成为谋略方面的大师。成为语音信箱中的Grisham或Cornell！你必须让你的潜在客户期待更多！ 他/她一定会想要捡起电话。
How do you do this?
你是怎么做的？
Writing a good novel is essential a
matter of technique. So too is leaving
a voice mail. After leaving your name
and your company here are some techniques
or statements that leave your prospect
curious for more.
写一部出色的小说需要注意技巧。语音留言也是。在留下你的姓名和公司之后，这里有些技巧会吸引你的潜在客户更多的好奇心。
"I NEED YOUR HELP."
This statement has proven to be very
effective in getting prospects to call
back. It looks like this:
“我需要您的帮助。”
这句话被证明在获得潜在客户的回复时很有效。就像这个：
"Mr. Gandara, I need your help with some
research I am doing on safety issues
and I am told you are the resident expert..."
“甘德拉先生，我需要您的协助关于安全问题的调查，我被告知您是这个领域的专家...”
There are three things that work with
this statement. The first is that the
word 'help' appeals to the average
individual. It is not threatening and
it certainly doesn't sound like a
sales pitch.
这句话起到三点作用。首先，用词‘帮助’能引起普遍人的兴趣。它不像威胁，听起来又不像推销。
Secondly, intrigue is created by
forcing the recipient to ask:
"What kind of help?" "Why?"
"What's this all about?"
其次，谋略之处在于强迫接听者去自我发问：“什么样的帮助？”“为什么？”“怎么了？”
Finally, the phrase flatters. By
stating that the prospect is the
resident expert, the prospect
feels important.
最后，奉承的用语。称呼潜在客户为专家，使之自我感觉受到重视。
"I HAVE AN IDEA."
I have used the "idea" opener
in other scenarios in telesales and
it works extremely well because it
leaves the recipient asking the question
"what idea?"
“我有个主意。”
我在电话营销的其它场景中使用“主意”一词，它非常有效，因为它让接听者自我提问“什么样的主意？”
For instance:
"Ms. Ackerman, I have an idea that I
would like to run by you that might
significantly impact your quality
control program..."
例如：
“阿克曼小姐，我有个主意，它可能对你的质量控制项目产生显著的影响...”
It creates intrigue in much the same
manner as the "I need your help."
它如同“我需要你的帮助”一样引起了人们的好奇。
The prospect is forced to wonder the
precise nature of the idea. That it
significantly impacts quality control
makes it all the more interesting.
潜在客户被迫去考虑是什么样的主意。能对质量控制产生显著影响，引起接听着更多的兴趣。
"A QUESTION..."
This is a new one for me. I like it
and wish that I had developed it but
the credit goes to Tom Freese, author
of "The Secrets of Questions Based
Selling":
“一个关于...的问题”
这对我而言是一个全新的方式。我很喜欢并期待是我创作的，但是《关于销售提问的秘诀》作家Tom Freese比我先行一步：
"Dr. Tuori, I have a question that
I believe only you can answer concerning
carpal tunnel syndrome..."
“Tuori博士，我有个问题，我坚信只有您才能回答，关于宛骨并发症...”
The fact that only the recipient can
answer the question is intrigue enough.
The prospect thinks: "What question?
Why me?"
只有接听者才能回答的问题这一事实已经足够激起兴趣了。潜在客户会想：“什么问题？为什么是我？”
"THE INSIDER"
Here's another one I have seen used in
various forms. The insider referral
leverages the expertise, title or
position of someone within your company
and creates a unique sense of intrigue.
“权威人士”
这是我见过的又一个被多次使用的用语。权威人士的推荐是指你们公司高层人士的职务、头衔或者专家的意见，创造了一个与众不同的计谋。
"Mr. Jackson, Dr. Carrigan, the head
of our Marketing Development Division,
suggested I give you a call concerning
employee productivity..."
“杰克逊先生，我们市场开发部的决策人，Carrigan博士，建议我给你打个电话，关于员工生产力...”
The intrigue here is twofold. First,
the reference to "Doctor" Carrigan is
powerful. A doctor? What kind of doctor?
What is this about? Why did should a
doctor want me to call?
这里的谋略是双重的。首先，引用Carrigan博士就是权威。一个博士？什么样的博士？是关于什么的？为什么这个博士想让人打电话给我？
Second, the reference to productivity
is an implied benefit. But it is not
precisely clear and it nags like a
persistent itch. To scratch it you
have to call.
其次，引用生产力一词暗含利益在内。但是十分模糊，就像发痒的疮，让你不得不回电。
Not every company has a doctor on staff.
Another variation of this voice mail
statement is,
并不是每一家公司都有员工博士。另一种语音留言的形式是，
"Mr. Edgerton, our president, suggested
I give you a call..."
“Edgerton先生，我们的总裁，建议我给你打一个电话...”
The "president" is a powerful title and
generally gets the attention of the
listener.
总裁可是一个强有力的头衔，总是能得到接听者的关注。
SUMMARY
Learn to be a master of intrigue. Craft
your messages and try them. Test variations
and see what works best for you. Maybe you'll
create your own "best seller."
总结
试着称为谋略方面的大师。修饰你的措辞试着让它们更具吸引力。试验多种形式的用语并挑出最适合你的。或许你会让自己成为“最佳销售员”。
--------------------------------------------
QUOTE OF THE WEEK
"The only place where dreams are impossible
is in your own mind."
Emalie
本周摘引
“梦想唯一不能实现的地方就是你固步自封。”
Go Have Your Best Week Ever!
去享受你最好的一周吧！
Art
评论
Greetings! 大家好！
Telesales and telesales management
expert, Jim Domanski, has written a
column for my TELEPHONE PROSPECTING AND
SELLING REPORT monthly newsletter for
over 15 years. There is no one I know
of, other than myself, who has consistently
cranked out quality, how-to, free information
on telesales for a longer period of time.
电话销售和电话销售管理专家吉姆.托马斯基连续15年在我的“电话营销和销售”月刊撰写专栏。 几乎没人知道，连我自己也 不知道他很长一段时间一直在发表有关电话销售方面的信息，怎么 做电话销售等等，让我们免费分享。
In this issue I'm sharing a recent column
Jim wrote for the newsletter. This is
representative of what he has shared
over the years, and what you can get
access to immediately in the over 2 1/2
years of back issues of the TELEPHONE
SELLING REPORT newsletter at the
Telesales Success Inner Circle restricted
member site.
在这个栏目里，我最近看到吉姆发表的专栏，那是他多年来对电话销售的总结性的经验，看了之后，你会迅速地进入这个具有约束力的电话销售成功圈子内。
Here's Jim's column on voice mail.这是吉姆在专栏里发表的有关声音邮件的文章。
======================================
USING INTRIGUE TO GET VOICE MAIL 运用诱因获得声音邮件
MESSAGES RETURNED 信息反馈
By Jim Domanski 吉姆.托马斯基
Have you read any novels by John Grisham,
Tom Clancy, Anne Perry, Nelson DeMille
or perhaps Patricia Cornell?
你有读过约翰. 格林山姆，汤姆.克兰希，安娜.佩莉，尼尔森.戴米尔或帕其希亚.肯奈尔写的小说吗？
They have the uncanny ability to draw
you in, to get you to read the next
paragraph, the next page and the chapter
beyond even though it is well past midnight.
他们的小说有独特的能力吸引你的注意力，让你继续读下一段，下一页，下一章，让你废寝忘食的看下去。
Why? 为 什么呢？
Because they are masters at intrigue.
因为他们是诱因的主宰者。
Intrigue is defined as "mystery, suspense;
to arose interest or curiosity."
诱因的定义是指“神秘的，具有悬念的，能引起人的兴趣和好奇心的东西。”
At the end of every chapter, these authors
leave you with an unanswered question, a
moment of suspense, a sense of expectation.
You can't help but read on.
这些作者在美一章节的后面都会给 读者留下并未回答的问题，一时的悬念，一种期待的感觉，使读者禁不住要继续往下读。
When prospects pick up/access their
voice mail, they are, in effect, picking
up a book and leafing through the pages.
Something must catch their eye...er...ear.
当客户拿起他的电话筒，实际上相当于他们拿起一本书，翻开了书本。必须有东西吸引他们的眼睛或耳朵。
In a way, you must become a master of
intrigue when it comes to leaving a voice
mail. You must become the Grisham or
Cornell of voice mail! You must leave
your prospect hungry for more. He or
she must want to pick up that phone
in the telephony equivalent of turning
to the next page.
这样的话，当你打电话时，你必须成为诱因的主宰者。你必须成为电话中的格林山姆或肯奈尔。你要让你的客户急切想知道更多的东西。让他或她拿住电话急切询问你的产品，就像拿着书急切的想知道下一页的内容。
How do you do this?那你应该怎么做呢？
Writing a good novel is essential a
matter of technique. So too is leaving
a voice mail. After leaving your name
and your company here are some techniques
or statements that leave your prospect
curious for more.
写出好的小说需要技巧，电话销售也一样。介绍了你自己和公司之后，你要运用一些技巧引起客人的好奇心。
"I NEED YOUR HELP."
This statement has proven to be very
effective in getting prospects to call
back. It looks like this:
“我需要你的帮助。”
用这种方式让客人打电话回来被证明非常有效，谈话内容如下：
"Mr. Gandara, I need your help with some
research I am doing on safety issues
and I am told you are the resident expert..."
Gandara先生，我在正在做一项安全项目的调查，我需要你的帮忙，我听人说你是这方面的专家…
There are three things that work with
this statement. The first is that the
word 'help' appeals to the average
individual. It is not threatening and
it certainly doesn't sound like a
sales pitch.
这个说法有三个方面需要注意。第一是“帮忙“这个词一般能吸引人的注意。它不是威胁，听 起来也不是推销的意思。
Secondly, intrigue is created by
forcing the recipient to ask:
"What kind of help?" "Why?"
"What's this all about?"
其二，因为诱因使得客人会问：“需要什么帮助?” “为什么需要帮助？”“关于什么的帮助？”
Finally, the phrase flatters. By
stating that the prospect is the
resident expert, the prospect
feels important.
最后，讨好的话，最后说客人是这方面的专家，让他觉得他是重要的人物。
"I HAVE AN IDEA."
I have used the "idea" opener
in other scenarios in telesales and
it works extremely well because it
leaves the recipient asking the question
"what idea?"
“我有一个想法。”
我有“想法”这个词打开电话销售的话题，这种方式很适用，因为这样会激起客人的好奇心，他们会问：“什么想法？”
For instance:
"Ms. Ackerman, I have an idea that I
would like to run by you that might
significantly impact your quality
control program..."
比如：
“Ackerman 小姐，我有一个想法想跟你探讨一下，它有可能对你现在负责的项目的质量有所影响。”
It creates intrigue in much the same
manner as the "I need your help."
这样就为“我需要你的帮助。”创造一个诱因。
The prospect is forced to wonder the
precise nature of the idea. That it
significantly impacts quality control
makes it all the more interesting.
客人就想知道你确切的想法，你说有可能对她现在所负责的项目起到影响，这更激起她的兴趣。
"A QUESTION..."
This is a new one for me. I like it
and wish that I had developed it but
the credit goes to Tom Freese, author
of "The Secrets of Questions Based
Selling":
“我有一个问题……”
这是新的方式，我喜欢这种方式，希望将它推广出去。这个方式是《通过问题卖东西的秘密》的作者汤姆.弗利斯提议的。
"Dr. Tuori, I have a question that
I believe only you can answer concerning
carpal tunnel syndrome..."
“Tuori 博士，我有个问题，我 相信只有你能解答有关万古组织综合病症的问题。”
The fact that only the recipient can
answer the question is intrigue enough.
The prospect thinks: "What question?
Why me?"
事实上只有你能解答这个问题是巨大的诱因，客人肯定会想：“什么问题？为什么问我呢？”
"THE INSIDER"
Here's another one I have seen used in
various forms. The insider referral
leverages the expertise, title or
position of someone within your company
and creates a unique sense of intrigue.
“权威人士”
还有一个方式我在多种场合听到。一般权威人士就是专家级的人物，或是在公司占有重要位置的人物，是创造一种独特诱因的人。
"Mr. Jackson, Dr. Carrigan, the head
of our Marketing Development Division,
suggested I give you a call concerning
employee productivity..."
“Jackson 先生，Carrigan 博士，他们是市场拓展部的主管，他 建议我打电话问你有关员工生产力的问题。”
The intrigue here is twofold. First,
the reference to "Doctor" Carrigan is
powerful. A doctor? What kind of doctor?
What is this about? Why did should a
doctor want me to call?
这种诱因有两个方面值得注意。其一,所指的Carrigan “博士”是权威，一个博士？是哪方面的博士呢？有什么事情？为什么要我打电话呢？
Second, the reference to productivity
is an implied benefit. But it is not
precisely clear and it nags like a
persistent itch. To scratch it you
have to call.
其二，所指的“生产力”是隐性的利益，它既部 清楚明了，又是每个人心里的渴望，让你不得不打电话问清楚。
Not every company has a doctor on staff.
Another variation of this voice mail
statement is,
不是每个公司都有有关人力资源的专家，这个电话的另外一个形式是：
"Mr. Edgerton, our president, suggested
I give you a call..."
“我们的经理Edgerton先生，要我给你打个电话……”
The "president" is a powerful title and
generally gets the attention of the
listener.
“经理” 是 权威人士，一般能引起听者的注意。
SUMMARY
Learn to be a master of intrigue. Craft
your messages and try them. Test variations
and see what works best for you. Maybe you'll
create your own "best seller."
总结： 学会做一个诱因的主宰站者，将你的信息传达个客人并让其接受。多试几种方法，找出其中最有效的方法，也许你 会把自己塑造成一个“最好的营销员。”
--------------------------------------------
QUOTE OF THE WEEK 本周名言：
"The only place where dreams are impossible
is in your own mind."
Emalie梦想不能实现的唯一地方就是在思想里。――艾米利亚
Go Have Your Best Week Ever!
住你这一周过得愉快。
Art
评论
顶一个先。有这样的前辈在此，还有什么问题不能解决的？？
评论
删就删，who 怕 who
[ 本帖最后由 billzha 于 2007-10-27 12:55 编辑 ]
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