加拿大外贸
本周的通讯包括两部分内容：其他业务代表提供的经验 和 ART的课程提要（07年1月）。请有兴趣的福友继续翻译学习。另外，你有外贸销售的亲身故事和具体经验可以分享吗？
This Week's Tip
Sales Reps Share Success Tips
Greetings!
Each month in the Telephone Prospecting
and Selling Report newsletter, one of
the regular features is "What's Working
in the Field." These are tips, techniques,
and success stories submitted by fellow
sales reps.
Here are the tips from the December issue.
---------------------------------------------
We had a great group of sales pros at the final
Telesales College of 2006 in Seattle last November.
Here are some of the success tips shared by a few
of the attendees.
Talk To A Friend
Melanie Wood with The Ryzez Group says that when
leaving a voice mail message you should pretend
like you're talking to a friend. This way you
won't sound too formal or salesey, like most
messages.
Use Their Own Key Phrases
While discussing prospecting and researching
a prospect and company before speaking with a
decision maker, Peter Andrachuk, also with The
Ryzez Group, suggested looking for some key
words and phrases at the company's website.
For example, look at the company's Mission
Statement, or simply the description of what
they do on their home page. For example, if
they say that one of their goals is to "Make
the lives of their customers easier through
automation of daily, routine tasks," that
could be a phrase you could use in a letter,
email, voice mail, and opening statement.
Really, if they state it, how could they
argue with it?
How To Easily Find Who Is Buying What You Sell
John Ruffing with Lizard Tech (really, that's
the name, but it's technology, not amphibians
they sell, but they do have these really cool
lifelike-looking plastic lizards they give
as promotional items) shared an interesting
idea about finding people who are buying.
If you sell to governments at any level, do
Internet searches for "Requests for Proposal"
and your key words. He said that most
government entities must post their RFP's,
and this is a good way to find them.
How to Sound Smooth
During our coverage of telephone image and
the importance of how you sound by phone, we
talked about eliminating the "umm's" and
"ahhh's" from our conversations. Sonja Skvarla
told everyone how she beat the habit, and how
it yielded a side benefit. She forced herself
to be conscious of not using the filler sounds
during her calls. The focus did it for her.
Not only that, but it made her a better presenter
overall, since being aware of every word she
chose helped her to be more eloquent.
Become Someone Else
While still on the topic of how we sound by
phone, Edwin Peters with Premier Lending shared
somewhat of an extreme idea. One of his reps
takes on a completely new persona when speaking
with prospects. Seems that this rep needed to
raise his performance, and phone presence to
the next level. So they came up with the
fictitious name, Steve Kirkland. The rep
became Steve Kirkland. He sounds like a
different person, says Edwin.
This Is Important
Lauri Schumaker with Spectrum Chemical shared
an idea she uses on voice mail. She likes to
say that what she is calling about is "not
urgent, but it is important." She finds that
sets her apart from other sales reps and gets
more calls returned.
How To Get Your Calls Answered
In an age where more buyers use caller ID to
act as their screeners, Marlena Lemaster with
The Ryzez Group gave her secret to getting
more decision makers to pick up the phone when
prospecting. She calls other departments which
likely are not where her buyer would reside,
and then asks to be transferred to her buyer.
Because the call shows up as an "internal
transfer" on the caller ID the prospects are
more likely to pick up.
-------------------------------------------------------------------------
GET THESE TIPS FROM YOUR PEERS EVERY MONTH,
ALONG WITH TONS OF OTHERS TO HELP YOU
GRAB INTEREST, AVOID RESISTANCE, AND SELL MORE!
If you're not yet a subscriber, here's what
you missed:
-How to deal with someone who has no real
buying authority, but they give the impression
that they do.
-My observations and sales tips from "The
Pursuit of Happyness" movie, and book.
-How to motivate yourself to be outrageously
successful in 2007.
-Six ways to avoid being duped by your prospect
-How to REALLY grab their interest
-Eight tips for more profitable prospecting
-Case Study: How NOT to follow up after sending
a letter
-Art's Personal Example: How following up after
sending mail can really work
-plus more brief tips.
-----------------------------------------------------------------------
QUOTE OF THE WEEK
"The best way out is always through."
Robert Frost
Go and Have Your Best Week Ever!
Art
====================================
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
2007-10-19：第四十二期
http://bbs.shanghai.com/thread-793542-1-2.html
2007-10-26：第四十三期
http://bbs.shanghai.com/thread-805090-1-1.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。
[ 本帖最后由 bruce1 于 2007-11-2 12:15 编辑 ]
评论
正在工作，占个沙发，等一下再翻译
评论
抢个板凳！！！
评论
This Week's Tip
本周技巧
Sales Reps Share Success Tips
销售代表分享成功技巧
Greetings!
祝好！
Each month in the Telephone Prospecting
and Selling Report newsletter, one of
the regular features is "What's Working
in the Field." These are tips, techniques,
and success stories submitted by fellow
sales reps.
在每月的电话试探及销售报告的通讯中，固定内容之一就是“实战中切实可行的信息”，包括销售代表提交的提示，技巧以及成功的经历。
Here are the tips from the December issue.
以下是12月期中的提示：
---------------------------------------------
We had a great group of sales pros at the final
Telesales College of 2006 in Seattle last November.
Here are some of the success tips shared by a few
of the attendees.
去年12月，在西雅图2006年最后一期电话销售学会上，我们有众多的销售高手。
这里分享部分与会者的一些成功技巧。
Talk To A Friend
像对朋友那样交谈
Melanie Wood with The Ryzez Group says that when
leaving a voice mail message you should pretend
like you're talking to a friend. This way you
won't sound too formal or salesey, like most
messages.
Ryzez集团的Melanie Wood提到，当通过语音邮件留言时你应该表现的好象是在对一个朋友说话。这样就和大多留言一样，你不会显得过于正式或带有推销腔。
Use Their Own Key Phrases
使用他们自己的措辞
While discussing prospecting and researching
a prospect and company before speaking with a
decision maker, Peter Andrachuk, also with The
Ryzez Group, suggested looking for some key
words and phrases at the company's website.
当讨论到与决策者对话之前对于意向客户及公司的试探研究时，同样是来自Ryzez集团的Peter Andrachuk建议去那些公司网站上找些关键的词语。
For example, look at the company's Mission
Statement, or simply the description of what
they do on their home page. For example, if
they say that one of their goals is to "Make
the lives of their customers easier through
automation of daily, routine tasks," that
could be a phrase you could use in a letter,
email, voice mail, and opening statement.
例如可以去看看那些公司的任务陈述，或者他们主页上关于业务范围的介绍。比如他们提到他们的目标之一是要“通过日常作业的自动化操作给他们客户的生活带来更多的方便”，这样的措辞你就可以运用到信函，电子邮件，语音邮件及开场白中。
Really, if they state it, how could they
argue with it?
真的是如此，如果是他们自己说的话，他们怎么能去反驳呢？
How To Easily Find Who Is Buying What You Sell
John Ruffing with Lizard Tech (really, that's
the name, but it's technology, not amphibians
they sell, but they do have these really cool
lifelike-looking plastic lizards they give
as promotional items) shared an interesting
idea about finding people who are buying.
如何轻而易举地找到你们产品的买家
蜥蜴科技（真的，这就是那公司名，但是他们是经营科技的，并不出售两栖动物，不过他们的确有用那些很酷、看上去又非常逼真的塑料蜥蜴作为促销赠品）的John Ruffing分享了一个关于寻找买家的有趣主意。
If you sell to governments at any level, do
Internet searches for "Requests for Proposal"
and your key words. He said that most
government entities must post their RFP's,
and this is a good way to find them.
如果你想和各级政府做生意，输入“征求建议”和你的关键词在因特网上搜索。
他说大多政府实体都会发布他们的征求建议信息，这是一个不错的查找方法。
How to Sound Smooth
如何流畅地沟通
During our coverage of telephone image and
the importance of how you sound by phone, we
talked about eliminating the "umm's" and
"ahhh's" from our conversations. Sonja Skvarla
told everyone how she beat the habit, and how
it yielded a side benefit. She forced herself
to be conscious of not using the filler sounds
during her calls. The focus did it for her.
在讨论到电话形象和电话中流畅表达的重要性时，我们谈到要从自己的话语中剔除“呃”和“啊”。Sonja Skvarla向大家讲述了她如何克服这个习惯并获得了成效。她强迫自己有意识地不在电话中使用语气填充词。集中注意力确实对她起了作用。
Not only that, but it made her a better presenter
overall, since being aware of every word she
chose helped her to be more eloquent.
不仅于此，由于她在每一个措辞上的注意得以使她变的更加雄辩，完全成为了一个更出色的推荐者。
Become Someone Else
转换角色
While still on the topic of how we sound by
phone, Edwin Peters with Premier Lending shared
somewhat of an extreme idea. One of his reps
takes on a completely new persona when speaking
with prospects. Seems that this rep needed to
raise his performance, and phone presence to
the next level. So they came up with the
fictitious name, Steve Kirkland. The rep
became Steve Kirkland. He sounds like a
different person, says Edwin.
当话题还停留在我们在电话上如何沟通时，Premier Lending的Edwin Peters分享了一个有点极端的主意。他的一位代表在和意向客户沟通时换了一个全新的身份。好象这位代表需要提升一下自己的业绩，并在电话中表现得更上一层楼。所以他们虚构了一个名字，Steve Kirkland。那位代表摇身一变成了Steve Kirkland。Edwin说他听起来完全是一个不同的人。
This Is Important
这很重要
Lauri Schumaker with Spectrum Chemical shared
an idea she uses on voice mail. She likes to
say that what she is calling about is "not
urgent, but it is important." She finds that
sets her apart from other sales reps and gets
more calls returned.
光谱化学的Lauri Schumaker分享了她在运用语音邮件上的心得。
她一般会说自己来电之意“并非紧急，但很重要”，她发觉这一点使得自己从其他销售发表中脱颖而出并获得了更多回电。
How To Get Your Calls Answered
怎么使得自己的电话得到接听
In an age where more buyers use caller ID to
act as their screeners, Marlena Lemaster with
The Ryzez Group gave her secret to getting
more decision makers to pick up the phone when
prospecting. She calls other departments which
likely are not where her buyer would reside,
and then asks to be transferred to her buyer.
Because the call shows up as an "internal
transfer" on the caller ID the prospects are
more likely to pick up.
曾经有很多的买家使用来电显示作为他们的挡箭牌，为了有更多机会可以在试探阶段就和决策者直接对话，Ryzez集团的Marlena Lemaster给出了自己的秘诀。她会先致电其他部门，通常并非是他买家所在的部门，然后请求转接到他的买家那。这样电话就会显示为“内部转接”，意向客户多半会接听了。
-------------------------------------------------------------------------
GET THESE TIPS FROM YOUR PEERS EVERY MONTH,
ALONG WITH TONS OF OTHERS TO HELP YOU
GRAB INTEREST, AVOID RESISTANCE, AND SELL MORE!
每月从你的同僚，还有很多其他人那里获得启示，以帮助自己抓住利益，避免被拒绝从而销售的更多。
If you're not yet a subscriber, here's what
you missed:
如果您还未订阅，就将错过以下内容：
-How to deal with someone who has no real
buying authority, but they give the impression
that they do.
如何应对那些貌似是决策者但并无采购实权的人
-My observations and sales tips from "The
Pursuit of Happyness" movie, and book.
我从电影《当幸福来敲门》及其原著中得出的分析及销售技巧
-How to motivate yourself to be outrageously
successful in 2007.
如何激发自己在2007年获取惊人的成功
-Six ways to avoid being duped by your prospect
六招教你避免被意向客户忽悠
-How to REALLY grab their interest
怎样真正地抓住他们的利益所在
-Eight tips for more profitable prospecting
进行更有效试探的八个技巧
-Case Study: How NOT to follow up after sending
a letter
案例分析：怎么做到发了信函后而不必去跟踪
-Art's Personal Example: How following up after
sending mail can really work
Art个人的实例：如何使发邮件后的跟踪有成效
-plus more brief tips.
此外还有更多精简的提示
-----------------------------------------------------------------------
QUOTE OF THE WEEK
本周引言
"The best way out is always through."
“最好的出路永远都是勇往直前。”
Robert Frost
罗伯特 弗罗斯特
Go and Have Your Best Week Ever!
加油去拥有你最棒的一周！
Art
阿特
评论
本期就参考你的做结尾评论了.
以前的短文（中英文），我都会放在的博客里。多谢各位的参与。
http://info.shanghai.com/fblog/blog.asp?name=bruce
[ 本帖最后由 bruce1 于 2007-2-2 17:15 编辑 ]
评论
这期内容是关于Telesales，打电话推销肯定会碰到screener,如何叫他们/她们（通常是她们，毕竟老板喜欢女秘书嘛）帮你转电话呢？
以前老板教我的，比如你要找某公司王经理，那么你在电话中要显得有底气（语气很重要），就说：帮我转一下王总。让别人听起来像是王总的老朋友。如果别人问你是谁，你就直接说：我是他朋友啊，我姓陈。这种情况，screener多半会帮你转，想必员工也不敢去得罪老板的朋友啊（除非脑子发热），呵呵。
当然，此招不保证100%成功率，产生什么不良后果，我金鱼也不会负责，声明完毕。下班回家咯。
大家Have a nice weekend!
评论
This Week's Tip
Sales Reps Share Success Tips
本周话题：
业务员谈成功之道
Greetings!
大家好！
Each month in the Telephone Prospecting
and Selling Report newsletter, one of
the regular features is "What's Working
in the Field." These are tips, techniques,
and success stories submitted by fellow
sales reps.
在每月的《电话促销与销售报告通讯》中，常见内容之一是—
“如何促销最奏效”。请看出自业务员的促销窍门、技巧和成功故事。
Here are the tips from the December issue.
这是第十二期的促销宝典
---------------------------------------------
We had a great group of sales pros at the final
Telesales College of 2006 in Seattle last November.
Here are some of the success tips shared by a few
of the attendees.
去年11月我们在Seattle组建了一个很棒的促销小组，参加者为2006--决战德州学院比赛的优胜者。以下是该小组几个成员的一些成功诀窍。
Talk To A Friend
Melanie Wood with The Ryzez Group says that when
leaving a voice mail message you should pretend
like you're talking to a friend. This way you
won't sound too formal or salesey, like most
messages.
象朋友那样交谈
The Ryzez Group的Melanie Wood认为，当你留语音邮件信息时，一定要象对朋友那样说话，这种方式会让你听起来不会象大多数留言者那样那么正式和商人气
Use Their Own Key Phrases
While discussing prospecting and researching
a prospect and company before speaking with a
decision maker, Peter Andrachuk, also with The
Ryzez Group, suggested looking for some key
words and phrases at the company's website.
使用他们的关键词
同样是Ryzez Group成员的Peter Andrachuk认为，与潜在购买者晤谈或者进行公司市场开拓研究时，在与决策人说话前，一定要在其公司网址上找些关键词和短语。
For example, look at the company's Mission
Statement, or simply the description of what
they do on their home page. For example, if
they say that one of their goals is to "Make
the lives of their customers easier through
automation of daily, routine tasks," that
could be a phrase you could use in a letter,
email, voice mail, and opening statement.
例如，看看公司主页上的简介或者有关其经营的简单描述，有时他们会这样说：通过让客户的日常生活和烦人琐事自动化而使他们的生活更轻松，那么你就可以在信件、电子邮件、语音邮件扣演讲中使用这句话。
Really, if they state it, how could they
argue with it?
真的，既然他们都这样表述了，他们还会和你争论不成？
How To Easily Find Who Is Buying What You Sell
John Ruffing with Lizard Tech (really, that's
the name, but it's technology, not amphibians
they sell, but they do have these really cool
lifelike-looking plastic lizards they give
as promotional items) shared an interesting
idea about finding people who are buying.
对于怎样轻松为商品找到买家，Lizard Tech公司的John Ruffing谈了发现谁是买家的有趣观点。（确实，Lizard Tech只是个公司名称，队了技术层面的意义，并不指他们销售的那个实为两栖动物的Lizard，但他们确实太酷了，把推销塑料蜥蜴的生意做的活灵活现
If you sell to governments at any level, do
Internet searches for "Requests for Proposal"
and your key words. He said that most
government entities must post their RFP's,
and this is a good way to find them.
如果你向各级政府部门推销，在网上做一下“请您留言”或你认为是关键词的搜索。他指出，很多政府部门肯定会贴出所有这类留言，这不失为找到他们的个好方法。
How to Sound Smooth
During our coverage of telephone image and
the importance of how you sound by phone, we
talked about eliminating the "umm's" and
"ahhh's" from our conversations. Sonja Skvarla
told everyone how she beat the habit, and how
it yielded a side benefit. She forced herself
to be conscious of not using the filler sounds
during her calls. The focus did it for her.
怎样听起来更流畅
在电话礼仪和电话发声重要性这方面，我们谈了要消除会话中“哼”和“哈”的问题。Sonja Skvarla告诉人们怎样改掉这类坏习惯并让其带来额外好处。每次打电话，她都有意识的不让自己使用此类填充词，而这种强迫确实奏效了。
Not only that, but it made her a better presenter
overall, since being aware of every word she
chose helped her to be more eloquent.
不仅如此，还要把自己变成一个整体良好的“表演”者，她明白她选择使用的每一个词都会让她变得更优雅。
Become Someone Else
While still on the topic of how we sound by
phone, Edwin Peters with Premier Lending shared
somewhat of an extreme idea. One of his reps
takes on a completely new persona when speaking
with prospects. Seems that this rep needed to
raise his performance, and phone presence to
the next level. So they came up with the
fictitious name, Steve Kirkland. The rep
became Steve Kirkland. He sounds like a
different person, says Edwin.
用其他名字打电话
在我们还停留在用什么腔调打电话这个话题时，Premier Lending的Edwin Peters提出了一个有点非同寻常的观点。在给促销对象打电话时，一个业务员把自己伪装成全新的一个。这方面的表现业务员似乎需要进一步提高，打电话的技巧却降低到比较的地位了。因此他使用了一个假名-- Steve Kirkland。业务员成了Steve Kirkland。他听起来就象变了一个人，Edwin说。
This Is Important
Lauri Schumaker with Spectrum Chemical shared
an idea she uses on voice mail. She likes to
say that what she is calling about is "not
urgent, but it is important." She finds that
sets her apart from other sales reps and gets
more calls returned.
这是重要的
Spectrum Chemical的Lauri Schumake说，他语音信箱上使用了这个方法。她喜欢说：她打电话不是什么急事，却是重要的事。以此让自己和其他业务员区分开，从而获得了更多的反馈电话。
How To Get Your Calls Answered
In an age where more buyers use caller ID to
act as their screeners, Marlena Lemaster with
The Ryzez Group gave her secret to getting
more decision makers to pick up the phone when
prospecting. She calls other departments which
likely are not where her buyer would reside,
and then asks to be transferred to her buyer.
Because the call shows up as an "internal
transfer" on the caller ID the prospects are
more likely to pick up.
怎样让打出的电话有结果
在一个越来越多用户使用来电显示以确认打电话者身份的时代，The Ryzez Group的Marlena Lemaster讲述了她在促销时让很多实权人物回电的秘密。她先是打电话到不是购买者所在的那个部门，然后转给真正要找的人。由于来电显示是内部电话，促销对象很可能会接这个电话的。
-------------------------------------------------------------------------
GET THESE TIPS FROM YOUR PEERS EVERY MONTH,
ALONG WITH TONS OF OTHERS TO HELP YOU
GRAB INTEREST, AVOID RESISTANCE, AND SELL MORE!
每个月都从同行那儿学些促销秘籍，有这么多人的倾力相助你一定会趋利避害，销售越来越多。
If you're not yet a subscriber, here's what
you missed:
如果你还没有订阅，以下内容不容错过：
-How to deal with someone who has no real
buying authority, but they give the impression
that they do.
--怎样对待那些还没有真正购买意图的人，他们给你留下了有可能购买的印象。
-My observations and sales tips from "The
Pursuit of Happyness" movie, and book.
--我的来自名为《追求幸福》这部电影和书本的研究和销售技巧。
-How to motivate yourself to be outrageously
successful in 2007.
--2007年怎样驱使自己获得更大成功。
-Six ways to avoid being duped by your prospect
--避免被潜在顾客欺骗的六种方法。
-How to REALLY grab their interest
--如何获得真正的利益。
-Eight tips for more profitable prospecting
--获得更多赚钱客户的8个诀窍。
-Case Study: How NOT to follow up after sending
a letter
--案例研究：怎样不让信件牵着鼻子走。
-Art's Personal Example: How following up after
sending mail can really work
--个人促销艺术实例：发出邮件后怎样跟进最有效。
-plus more brief tips
--更多简洁诀窍。
-----------------------------------------------------------------------
QUOTE OF THE WEEK
"The best way out is always through."
Robert Frost
本周隽语
永远成功才是最好的出路。
Robert Frost
Go and Have Your Best Week Ever!
行动并去争取最美好的一周！
Art
评论
我的翻译在11楼
[ 本帖最后由 teloue 于 2007-2-2 23:17 编辑 ]
评论
在用电话试探目标客户之前,可以先寄一份亲笔写的信,事先让客户有个准备,同时也让起感觉到你是那么unique,但是信的内容因简单清楚干净.
[ 本帖最后由 teloue 于 2007-2-4 08:49 编辑 ]
评论
很高深的学问啊 呵呵 路过 瞅一眼
评论
This Week's Tip
本周提示
Sales Reps Share Success Tips
销售代表分享成功技巧
Greetings!
大家好！
Each month in the Telephone Prospecting
and Selling Report newsletter, one of
the regular features is "What's Working
in the Field." These are tips, techniques,
and success stories submitted by fellow
sales reps.
在每月关于电话寻销报告的时事通讯中，会有一个固定的专刊内容：“在这个领域中什么才算是有成效的”。这些是同行的销售代表提供的（关于电话营销的）技巧，方法以及成功的经验之谈。
Here are the tips from the December issue.
以下技巧摘自第12期。
--------------------------------------------
We had a great group of sales pros at the final
Telesales College of 2006 in Seattle last November.
Here are some of the success tips shared by a few
of the attendees.
在2006年11月，西雅图最后一次的电话营销学会上，我们这么有一群销售专家。以下是部分与会者分享的成功销售技巧。
Talk To A Friend
Melanie Wood with The Ryzez Group says that when
leaving a voice mail message you should pretend
like you're talking to a friend. This way you
won't sound too formal or salesey, like most
messages.
像朋友一样交谈：
Ryzez集团的Melanie Wood分享道，当你要留一个语音信息给你的客户时，你应该尽量使用一种像在电话中对待朋友时的口吻。这样你那随意不带销售腔调的语音信息就不能轻易的和绝大多数信息区分出来。
Use Their Own Key Phrases
While discussing prospecting and researching
a prospect and company before speaking with a
decision maker, Peter Andrachuk, also with The
Ryzez Group, suggested looking for some key
words and phrases at the company's website.
使用他们自己的关键措词
在和决策者交谈之前，关于讨论试探和研究一个目标客户及其公司时，同样来自Ryzez集团的Peter Andrachuk建议说在其公司网站上找一些关键词和短语。
For example, look at the company's Mission
Statement, or simply the description of what
they do on their home page. For example, if
they say that one of their goals is to "Make
the lives of their customers easier through
automation of daily, routine tasks," that
could be a phrase you could use in a letter,
email, voice mail, and opening statement.
举个例子，看一下其公司的宗旨，或主页中关于他们业务的简单描述。打个比方，假如他们的一个目标是“通过自动化的日常生活来使他们的客户感到舒适”，这就是可以在电子邮件，语音邮件，和开场白中使用到的措词。
Really, if they state it, how could they
argue with it?
的确是这样，他们怎么可能会反驳自己的话呢？
How To Easily Find Who Is Buying What You Sell
John Ruffing with Lizard Tech (really, that's
the name, but it's technology, not amphibians
they sell, but they do have these really cool
lifelike-looking plastic lizards they give
as promotional items) shared an interesting
idea about finding people who are buying.
如何简单的找到你的目标客户？
Lizard Tech的John Ruffing（真的，那是个公司名，这是一家技术公司，他们不卖两栖动物，不过确实在他们促销时，会有逼真的塑料蜥蜴来当做促销品。）分享一个让你找到目标客户的有趣心得。
If you sell to governments at any level, do
Internet searches for "Requests for Proposal"
and your key words. He said that most
government entities must post their RFP's,
and this is a good way to find them.
如果你卖东西给各级的政府，只要在因特网上用“（工程、设备等）投标需求“和你的关键字进行搜索。他说大多数政府机构都会发布他们的已认定的财务计划，这是个找到他们的不错方法。
How to Sound Smooth
During our coverage of telephone image and
the importance of how you sound by phone, we
talked about eliminating the "umm's" and
"ahhh's" from our conversations. Sonja Skvarla
told everyone how she beat the habit, and how
it yielded a side benefit. She forced herself
to be conscious of not using the filler sounds
during her calls. The focus did it for her.
如何让你的声音听起来流畅
在我们涉及的各方面关于电话形象和电话语音重要性上，我们说要在的对话中去除，“恩”和“啊”等象声词，Sonja Skvarla告诉大家她是如何改掉这个习惯，并如何获得额外的成效。她强迫自己有意识地不使用象声填充词在她的电话中，这招确实对她管用。
Not only that, but it made her a better presenter
overall, since being aware of every word she
chose helped her to be more eloquent.
不仅如此，自从她知道选择每一个有益的词来帮助她变得更加善于交谈，这还让她成为了客户的优秀全程推荐者。
Become Someone Else
While still on the topic of how we sound by
phone, Edwin Peters with Premier Lending shared
somewhat of an extreme idea. One of his reps
takes on a completely new persona when speaking
with prospects. Seems that this rep needed to
raise his performance, and phone presence to
the next level. So they came up with the
fictitious name, Steve Kirkland. The rep
became Steve Kirkland. He sounds like a
different person, says Edwin.
把自己变成其他人
继续关于我们如何在电话中声音的话题，租赁公司的经理Edwin Peters分享一个有点极端的心得，他的一个销售代表在目标客户交谈时会完全变成另外一个人。看起来似乎这个销售代表需要提升他的销售业绩，电话销售中的表现更上一层楼。因此他们想出了一个杜撰的名字“Steve Kirkland”，他听起来想另外一个人，Edwin说道。
This Is Important
Lauri Schumaker with Spectrum Chemical shared
an idea she uses on voice mail. She likes to
say that what she is calling about is "not
urgent, but it is important." She finds that
sets her apart from other sales reps and gets
more calls returned.
这是很重要的内容
光谱化学的Lauri Schumake分享了一个她使用在语音信箱的技巧。当她在留言时喜欢说“这个不紧急，但是很重要。”她认为这样可以和其他销售电话区分开来，并得到更多的回电。
How To Get Your Calls Answered
In an age where more buyers use caller ID to
act as their screeners, Marlena Lemaster with
The Ryzez Group gave her secret to getting
more decision makers to pick up the phone when
prospecting. She calls other departments which
likely are not where her buyer would reside,
and then asks to be transferred to her buyer.
Because the call shows up as an "internal
transfer" on the caller ID the prospects are
more likely to pick up.
如何让你的电话被顾客接听
在客户用呼叫者号码来筛选电话的时代，Ryzez 集团的Marlena Lemaster给了我们当他在试探阶段时让更多的决策者接电话的秘诀。她先打电话给不在客户所在区域的部门，然后要求转接到客户的电话，然后客户的电话机上会显示“内部呼叫转移”的号码，目标客户很有可能会接听。
-------------------------------------------------------------------------
GET THESE TIPS FROM YOUR PEERS EVERY MONTH,
ALONG WITH TONS OF OTHERS TO HELP YOU
GRAB INTEREST, AVOID RESISTANCE, AND SELL MORE!
每月从你的同行，连同其他人中获得销售技巧来帮助你。
获得兴趣，避免阻力，卖的更多！
If you're not yet a subscriber, here's what
you missed:
如果你还没有订购，这些就是你所错过的：
-How to deal with someone who has no real
buying authority, but they give the impression
that they do.
如何与没有决策能力但显得是那么回事的人做生意？
-My observations and sales tips from "The
Pursuit of Happyness" movie, and book.
我的意见和技巧是从《追逐幸福》这部电影和书中得出的。
-How to motivate yourself to be outrageously
successful in 2007.
如何激励自己在2007年取得惊天动地的成功？
-Six ways to avoid being duped by your prospect
避免被目标客户的愚弄的六种方法。
-How to REALLY grab their interest
怎样真正抓住他们的切入口？
-Eight tips for more profitable prospecting
试探客户的8种有效技巧
-Case Study: How NOT to follow up after sending
a letter
案例分析：怎样做到在发完信后无须跟进？
-Art's Personal Example: How following up after
sending mail can really work
art’s个人案例：在发完信后如何跟进才能真的有效。
-plus more brief tips.
更多简练技巧等着你。
-----------------------------------------------------------------------
QUOTE OF THE WEEK
"The best way out is always through."
Robert Frost
本周引言
摆脱困难的最好办法就是一直坚持到底。
弗罗斯特.罗伯特
Go and Have Your Best Week Ever!
去拥有你最棒的一周吧！
Art
评论
Greetings!
Each month in the Telephone Prospecting
and Selling Report newsletter, one of
the regular features is "What's Working
in the Field." These are tips, techniques,
and success stories submitted by fellow
sales reps.
Here are the tips from the December issue.
---------------------------------------------
We had a great group of sales pros at the final
Telesales College of 2006 in Seattle last November.
Here are some of the success tips shared by a few
of the attendees.
Talk To A Friend
Melanie Wood with The Ryzez Group says that when
leaving a voice mail message you should pretend
like you're talking to a friend. This way you
won't sound too formal or salesey, like most
messages.
大家好！
去年11月，我们在西雅图的2006电话销售学院举行了一次巨大的销售研讨会。下面是与会者提供的一些成功的小帖士。
与朋友交谈
Ryzez的梅兰妮•伍德说道，如果要留一个语音信息，要尽量像在跟朋友交谈一样。这样子的话，你的话就不会像其他的语音信息一样显得太过正式或是有着很浓的销售气息。
Use Their Own Key Phrases
While discussing prospecting and researching
a prospect and company before speaking with a
decision maker, Peter Andrachuk, also with The
Ryzez Group, suggested looking for some key
words and phrases at the company's website.
使用他们自己的关键词
当大家在讨论如何向一个公司销售时，同样来自Ryzez的彼特建议销售者们应当在与公司决策者面谈前先在其公司网站上搜索出一些关键词。
例如，看一下该公司主页上的业务陈述，或是业务简介。
For example, look at the company's Mission
Statement, or simply the description of what
they do on their home page. For example, if
they say that one of their goals is to "Make
the lives of their customers easier through
automation of daily, routine tasks," that
could be a phrase you could use in a letter,
email, voice mail, and opening statement.
Really, if they state it, how could they
argue with it?
如果他们说他们的使命就是“通过对日常生活的自动化让客户的生活变得更加简便，”那么你可以在email，语音邮件或是开始交谈前用到这句话。
说实话，即然是他们自己提出来的，他们又怎能拒绝这样的话呢？
How To Easily Find Who Is Buying What You Sell
John Ruffing with Lizard Tech (really, that's
the name, but it's technology, not amphibians
they sell, but they do have these really cool
lifelike-looking plastic lizards they give
as promotional items) shared an interesting
idea about finding people who are buying.
If you sell to governments at any level, do
Internet searches for "Requests for Proposal"
and your key words. He said that most
government entities must post their RFP's,
and this is a good way to find them.
怎样才能知道是谁在买你的产品呢？
蜥蜴技术的约翰跟大家分享了他对这一主题的经验。（说实话，蜥蜴技术只是一个名称，他们并不销售蜥蜴，不过，他们确实出售一些看起来非常逼真的塑胶蜥蜴。）
如果你是跟政府做生意，可以在网上搜索“求购请求”及你产品的关键词。约翰说，大部份的政府机构会发布他们的求购信息，用这种方法可以很容易找到他们。
How to Sound Smooth
During our coverage of telephone image and
the importance of how you sound by phone, we
talked about eliminating the "umm's" and
"ahhh's" from our conversations. Sonja Skvarla
told everyone how she beat the habit, and how
it yielded a side benefit. She forced herself
to be conscious of not using the filler sounds
during her calls. The focus did it for her.
Not only that, but it made her a better presenter
overall, since being aware of every word she
chose helped her to be more eloquent.
如何让交谈流畅起来来
在我们构思电话销售的场景时，我们必须杜绝类似“唔”或“啊”等词的出现。索尼雅向大家诉说了她是如何戒除掉这一习惯以及戒掉之后给她带来的好处。她迫使自己在谈话过程中保持清醒，而不是用“唔”这些词来填补谈话的空白。这确实对她有益。不仅如此，因为她注意到了她所讲的每一个字，她讲得越来越流利，成为了一名出色的销售人员。
Become Someone Else
While still on the topic of how we sound by
phone, Edwin Peters with Premier Lending shared
somewhat of an extreme idea. One of his reps
takes on a completely new persona when speaking
with prospects. Seems that this rep needed to
raise his performance, and phone presence to
the next level. So they came up with the
fictitious name, Steve Kirkland. The rep
became Steve Kirkland. He sounds like a
different person, says Edwin.
变成其他人
当大家在在如何在电话里交谈时，Premier Lending的爱德文提出了一个比较特别的想法。他的一名销售人员在寻求式的交谈中会变成另一个人。这样看起来就像是这名业务员的能力及电话销售技巧需要提高。在用了斯蒂文•克克兰这个假名时，这些提高全部得以表现。这名业务员变成了斯蒂文，因而说起话来也完全像是另一个人了，爱德文说道。
This Is Important
Lauri Schumaker with Spectrum Chemical shared
an idea she uses on voice mail. She likes to
say that what she is calling about is "not
urgent, but it is important." She finds that
sets her apart from other sales reps and gets
more calls returned.
这很重要
Spectrum Chemical的罗莉则对语音邮件提出了她的一个见解。她喜欢说她的要说的事“不是很紧急，但却很重要。”这样做使得她有别于其他电话销售人员从而获得更多的回复。
How To Get Your Calls Answered
In an age where more buyers use caller ID to
act as their screeners, Marlena Lemaster with
The Ryzez Group gave her secret to getting
more decision makers to pick up the phone when
prospecting. She calls other departments which
likely are not where her buyer would reside,
and then asks to be transferred to her buyer.
Because the call shows up as an "internal
transfer" on the caller ID the prospects are
more likely to pick up.
怎样让人接听你的电话
现在，很多买家都会根据打电话者的身份来屏蔽电话销售，对此，Ryzez的玛莉娜则透露了她是如何让那些决策者们接听她的电话的。她会先打电话到另一个部门（买家不在这个部门），然后请人帮她把电话转给她的买家。这使得她的电话看起来好像是一个“内部电话”，因此买家也很有可能会接听。
-------------------------------------------------------------------------
GET THESE TIPS FROM YOUR PEERS EVERY MONTH,
ALONG WITH TONS OF OTHERS TO HELP YOU
GRAB INTEREST, AVOID RESISTANCE, AND SELL MORE!
每个月都向你的同行寻求这些有用的贴士，加上其他大量的有用信息会帮助你获得利益，少被人拒绝，提高销售额。
If you're not yet a subscriber, here's what
you missed:
-How to deal with someone who has no real
buying authority, but they give the impression
that they do.
如果你还不是一个签单高手，以下可能就是你还有待提高的：
如何与那些没有真正的购买权利但是却能施加影响的人打交道。
从“追求快乐”的电影和书里面寻找一些销售贴士
-My observations and sales tips from "The
Pursuit of Happyness" movie, and book.
-How to motivate yourself to be outrageously
successful in 2007.
-Six ways to avoid being duped by your prospect
-How to REALLY grab their interest
怎样使你自己在2007年取得巨大的成功
让你的买家不拒绝你的六种方法
怎样真正地发现他们的兴趣
-Eight tips for more profitable prospecting
-Case Study: How NOT to follow up after sending
a letter
-Art's Personal Example: How following up after
sending mail can really work
-plus more brief tips.
获得更多利益的八个贴士
案件研究：发了邮件后没回复要如何跟进
亚特的例子：在发了一封有用的邮件后如何跟进
更多简洁的贴士
本周引言：
“寻求出路的最佳方法就是先觉浸其中”
罗伯特•福罗斯
---------------------------------------------------------------------
QUOTE OF THE WEEK
"The best way out is always through."
Robert Frost
现在就开始行动并成为每周的最佳销售吧！
亚特
Go and Have Your Best Week Ever!
Art
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This Week's Tip
Sales Reps Share Success Tips
本周话题
分享成功的销售经验
Greetings!
大家好
Each month in the Telephone Prospecting
and Selling Report newsletter, one of
the regular features is "What's Working
in the Field." These are tips, techniques,
and success stories submitted by fellow
sales reps.
在每个月的电话营销时事报告中，有一个固定专栏“在一个领域里最有效的工作方式”这里有一些销售前辈的技巧和他们的成功故事。
Here are the tips from the December issue.
以下来自第12期。
---------------------------------------------
We had a great group of sales pros at the final
Telesales College of 2006 in Seattle last November.
Here are some of the success tips shared by a few
of the attendees.
2006年11月末在西雅图的电话销售大学,在讨论中我们有许多销售问题。
以下是少数参与者分享的一些成功的销售技巧。
Talk To A Friend像一个朋友一样
Melanie Wood with The Ryzez Group says that when
leaving a voice mail message you should pretend
like you're talking to a friend. This way you
won't sound too formal or salesey, like most
messages.
Ryzez组的Melanie Wood说，当你留语音信息时，你要表现得像一个朋友。这样你的声音不会听起来太正式或太商业，像大多数信息一样。
Use Their Own Key Phrases使用他们特有的习惯用语
While discussing prospecting and researching
a prospect and company before speaking with a
decision maker, Peter Andrachuk, also with The
Ryzez Group, suggested looking for some key
words and phrases at the company's website.
在与决策者交谈之前作市场调研或目标客户公司调研讨论的时候, 同样来自THE RYZEZ组的Peter Andrachuk建议销售人员到他公司的网站上去找一些他们使用的关键用语.
Statement, or simply the description of what
they do on their home page. For example, if
they say that one of their goals is to "Make
the lives of their customers easier through
automation of daily, routine tasks," that
could be a phrase you could use in a letter,
email, voice mail, and opening statement.
看一下该公司主页上的业务陈述，或是业务简介。例如，是否他们说他们有一个目标是“使他们的客户生活更舒适通过日常的自动操作，程序作业，”你可以利用这些作为你的信，EMAIL，语音邮件和开场白的措辞。
Really, if they state it, how could they
argue with it?
真的，如果他们这样描述了，他们怎么能争辩呢？
How To Easily Find Who Is Buying What You Sell
John Ruffing with Lizard Tech (really, that's
the name, but it's technology, not amphibians
they sell, but they do have these really cool
lifelike-looking plastic lizards they give
as promotional items) shared an interesting
idea about finding people who are buying.
怎样不费力的找到正要买你卖的产品的买家
来自蜥蜴技术的John Ruffing（没错，那是他们的名字，但是，它是一种工艺，不是他们出售2栖动物。但是他们有这些栩栩如生的塑料蜥蜴。。。。）分享了一个有趣的找客户的经验。
If you sell to governments at any level, do
Internet searches for "Requests for Proposal"
and your key words. He said that most
government entities must post their RFP's,
and this is a good way to find them.
如果你的产品要销售给任何级别的政府部门，做个网上搜索“收取意见”和你的关键词。他说大多数政府实体必须发布他们的RFP,这是一个找到他们的好方法。
How to Sound Smooth如何让人听起来流利
During our coverage of telephone image and
the importance of how you sound by phone, we
talked about eliminating the "umm's" and
"ahhh's" from our conversations. Sonja Skvarla
told everyone how she beat the habit, and how
it yielded a side benefit. She forced herself
to be conscious of not using the filler sounds
during her calls. The focus did it for her.
在我们讨论电话形象和电话声音的重要性期间，我们谈论避免在我们的交谈中说“恩。。。”和“啊。。。”。Sonja Skvarla 告诉每个人她怎么去改掉这个习惯，和怎样从中受益。她强调自己在她的电话中不使用显得苍白的声音。她全神贯注的做它。
Not only that, but it made her a better presenter
overall, since being aware of every word she
chose helped her to be more eloquent.
不仅那样，它让她更好的成为了一个全面的推销员，自从她开始注意自己讲的每一个词，她的口才变得更好了。
Become Someone Else换个角色
While still on the topic of how we sound by
phone, Edwin Peters with Premier Lending shared
somewhat of an extreme idea. One of his reps
takes on a completely new persona when speaking
with prospects. Seems that this rep needed to
raise his performance, and phone presence to
the next level. So they came up with the
fictitious name, Steve Kirkland. The rep
became Steve Kirkland. He sounds like a
different person, says Edwin.
仍然是什么样的电话声音这个话题上，Premier Lending的Ewwin Peters提出一个相当极端的意见。 他的一个销售人员呈现出一个全新的角色，当他说话时. 似乎这名销售需要提升他自己的演讲和下次的电话水平, 因此他们虚拟了一个名字，Steve Kirkland. 这名销售人员进入了Steve Kirkland的角色. 他的声音让人听起来就像另外一个人, Edwin说.
This Is Important这是重要的
Lauri Schumaker with Spectrum Chemical shared
an idea she uses on voice mail. She likes to
say that what she is calling about is "not
urgent, but it is important." She finds that
sets her apart from other sales reps and gets
more calls returned.
Spectrum Chemical的Lauri Schumaker分享了一个他们使用在邮件上的方法。她喜欢说她通话时的内容“没关系，但它是重要的。”她发现和其他销售不一样，她得到更多回电。
How To Get Your Calls Answered如何取得客户的电话反馈
In an age where more buyers use caller ID to
act as their screeners, Marlena Lemaster with
The Ryzez Group gave her secret to getting
more decision makers to pick up the phone when
prospecting. She calls other departments which
likely are not where her buyer would reside,
and then asks to be transferred to her buyer.
Because the call shows up as an "internal
transfer" on the caller ID the prospects are
more likely to pick up.
现在很多买家都使用来电显示来过滤他们的电话，Ryzez的 Marlena Lemaster给出一个秘诀让更多决策者接听电话。她打电话给她的买家的其他部门，然后请求转给她的买家。因为来电显示的“内线”，这样很可能就会接。
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GET THESE TIPS FROM YOUR PEERS EVERY MONTH,
ALONG WITH TONS OF OTHERS TO HELP YOU
GRAB INTEREST, AVOID RESISTANCE, AND SELL MORE!
每个月从你的同伴那里学一些技巧，让它们帮助你，少碰壁，销售更多！
If you're not yet a subscriber, here's what
you missed:
-How to deal with someone who has no real
buying authority, but they give the impression
that they do.
-My observations and sales tips from "The
Pursuit of Happyness" movie, and book.
-How to motivate yourself to be outrageously
successful in 2007.
-Six ways to avoid being duped by your prospect
-How to REALLY grab their interest
-Eight tips for more profitable prospecting
-Case Study: How NOT to follow up after sending
a letter
-Art's Personal Example: How following up after
sending mail can really work
-plus more brief tips.
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QUOTE OF THE WEEK
"The best way out is always through."
Robert Frost
Go and Have Your Best Week Ever!
Art
[ 本帖最后由 emily_moto 于 2007-2-7 11:05 编辑 ]
评论
"Reduces you to own request, until the most lower limit,
you only then have the possibility to achieve,
otherwise, your soul can vanish on the road."
Is it well translated from below?
降低你对自己的要求，直至最底限，你才有可能做到，
否则，你的灵魂会消失在路上的。
I wonder whether can be a litter shorter for the chinese
评论
OMG, 真是长啊~~~~~~~~~~
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