加拿大外贸
THIS WEEK'S TIP:Start 2008 By Picking Up the Easy Sales
Greetings,
Did you go through an annual review recently?
They can be very profitable.
Oh, I'm talking about YOU doing an annual review
of your customer and prospect database, and then
doing reviews with your customers and prospects.
That's right. The first place to mine for gold
is in the treasure you now possess.
Most people begin a new year with grand plans to
increase their new business. Yet many of those
same people don't pick up the easy stuff first,
skimming the cream already residing in their
computer.
Here's how.
1. CALL YOUR BEST CUSTOMERS
Of course, you know everything important that's happened
recently in the world of each of your best customers, right?
And you have your thumb on exactly what their plans are
for 2008 and beyond, right?
And they're going to continue buying from you at the
same level, right?
Of course you know this because they are very, very
important to you, accounting for most of your income.
They are helping to finance that new car,
house, boat, or whatever else you have your eye on.
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
What's that you say?
Maybe all of those things are NOT true? Maybe you
should pay more attention to them?
Yes, of course you should. Quickly.
Today. Target the 20% of your customers that now give you
over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make
sure everything is OK with them. Be proactive. Tell
them that your goal is to help them have their
best year ever.
Find out about,
-Major changes.
-News.
-Bought or sold divisions, assets.
-Added or dropped product lines.
-Major initiatives.
-Changes planned for 2008.
-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.
Know the answers to these questions, and you'll increase your
value to them, consequently providing a payoff for you.
2. CALL YOUR SMALL CUSTOMERS
Mine your database and pull out the customers who
bought from you once, or those who just buy one
or two items or limited single services from you.
Are you customers small because you THINK they
are?
Or are they buying other things that you sell from
your competitors?
Chances are, the answer is "yes" to both questions.
3. CALL YOUR LOST SALES
Scan your database and pull out the 10-20 biggest
sales you really wanted, worked hard for, but
did NOT win in 2007. Call them.
But, please, do NOT say,
"I'm just calling to touch base."
Review your notes and develop a value-added reason
for calling. Adapt something like this to your
situation:
"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."
Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible
areas of dissatisfaction.
Calls to all three of these groups are really no-brainers!
Think about it ...
...you've already done the heavy lifting with all of these
people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.
Try it. What will it be worth when you pick up a
piece of business from one or two of them?
__________________________________________
QUOTE OF THE WEEK
"The best preparation for good work tomorrow is
good work today."
Elbert Hubbard
Go and 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
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
第二期，08-01-23：每天你都在应试找工作
http://bbs.shanghai.com/thread-950375-1-1.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
谢谢楼主，坚持学习中。。。
评论
THIS WEEK'S TIP:
本周贴士：
Start 2008 By Picking Up the Easy Sales
开始2008通过获得轻松的销售
Greetings,
问候，
Did you go through an annual review recently?
最近你是否进行了年度评审？
They can be very profitable.
那样做是对你有利的。
Oh, I'm talking about YOU doing an annual review
of your customer and prospect database, and then
doing reviews with your customers and prospects.
哦，我在谈论你对你的客户和潜在客户数据的年度测评，然后和你的客户和潜在客户做评审。
That's right. The first place to mine for gold
is in the treasure you now possess.
那样是对的。我的冠军金牌就是在你现在所拥有的财富之中。
Most people begin a new year with grand plans to
increase their new business. Yet many of those
same people don't pick up the easy stuff first,
skimming the cream already residing in their
computer.
很多人用豪华的计划去增加他们新的生意来开始新的一年的工作。然而他们中的大部分都没有优先获取适当的素材，而是跳过原本已经存在于他们电脑中的计划。
Here's how.
以下是方法。
1. CALL YOUR BEST CUSTOMERS
1.给你最好的客户打电话
Of course, you know everything important that's happened
recently in the world of each of your best customers, right?
当然，你知道世界上的你的没个最好的客户最近发生的所有重要的事情，对吗？
And you have your thumb on exactly what their plans are
for 2008 and beyond, right?
并且你掌握了他们在2008年的计划甚至更多，对吗?
And they're going to continue buying from you at the
same level, right?
并且他们像以前一样会继续从你们采购，是吗？
Of course you know this because they are very, very
important to you, accounting for most of your income.
当然你知道这些，因为他们对你而言是非常，非常重要的，因他占据了你收入的绝大部分。
They are helping to finance that new car,
house, boat, or whatever else you have your eye on.
他们有助于你购买新车，房子，船，或其他的你所看中的。
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
你有个铁门围绕这些帐目，因为你也知道你极度强烈渴望的竞争者正在进行战略销售会议现在正紧盯着这些帐目，瞄准他们从你那偷走，因此他们能从他们那得到很多的生意。
What's that you say?
你说的那些是什么?
Maybe all of those things are NOT true? Maybe you
should pay more attention to them?
可能所有的这些事情都是不真实的？可能你应该更多地留心他们？
Yes, of course you should. Quickly.
是的，当然你应该。马上。
Today. Target the 20% of your customers that now give you
over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make
sure everything is OK with them. Be proactive. Tell
them that your goal is to help them have their
best year ever.
今天。瞄准那些现在给你超过了你生意的80%的你20%的客户，打电话给他们并且对他们做年度评审。但是不要说你只想打电话跟他们确认一切事情都是很好。提前行动。告诉他们，你们的目标是帮助他们永远有最好的一年。
Find out about,
找出关于，
-Major changes.
-主要的变化。
-News.
-信息。
-Bought or sold divisions, assets.
-采购或销售分开，资产。
-Added or dropped product lines.
-增加或减少生产线。
-Major initiatives.
-主要优先的。
-Changes planned for 2008.
-2008计划的变化
-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.
-人员变动？晋升。你影响的部门的变化。
Know the answers to these questions, and you'll increase your
value to them, consequently providing a payoff for you.
知道这些问题的答案，你将更加重视他们，因此提供给你利益。
2. CALL YOUR SMALL CUSTOMERS
2. 给你的小客户打电话
Mine your database and pull out the customers who
bought from you once, or those who just buy one
or two items or limited single services from you.
找找你的客户数据去拉回那些只从你这买过一次的客户，或那些仅买了一或两款或获得有限的服务从你这。
Are you customers small because you THINK they
are?
你是客户，因为你认为他们是小客户？
Or are they buying other things that you sell from
your competitors?
或者是他们从你的竞争者哪里买你也出售的其他货？
Chances are, the answer is "yes" to both questions.
碰巧的是，两者的答案是YES。
3. CALL YOUR LOST SALES
3.给你丢掉的客户打电话
Scan your database and pull out the 10-20 biggest
sales you really wanted, worked hard for, but
did NOT win in 2007. Call them.
浏览下你的客户数据，找出你确实想做，曾为之努力过的，但没有赢得的10-20个最大的销售客户。给他们打电话。
But, please, do NOT say,
但，请不要说，
"I'm just calling to touch base."
“我打电话仅仅是做基本的联系。”
Review your notes and develop a value-added reason
for calling. Adapt something like this to your
situation:
重看你的笔记，找到更多价值的借口来打电话。像这些适应你状况的：
"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."
“我偶然看到一些有趣的信息在信息产业杂志上，想到你是非常关心外部数据安全的问题相对多用户环境。我想把这些告诉你。。。”
Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible
areas of dissatisfaction.
当然你就可以轻松的谈论他们现在的状况，可能看到不满的可能的地方。
Calls to all three of these groups are really no-brainers!
给这样的团体中的三个人打电话时非常不明智的！
Think about it ...
想想他把。。。
...you've already done the heavy lifting with all of these
people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.
。。。你已经做了重要的提高对所有的这些人。你已经花费了很长时间，投入时间金钱在建议和电话中。你怎知道他们的状况。非常重要，你将更容易的接触到这些人，相对于你冷落潜在客户而言。你可能知道他们主管助理在首名字基础上。
Try it. What will it be worth when you pick up a
piece of business from one or two of them?
尝试下。当你从他们中的一或两个人获得一些生意他的价值是什么？
__________________________________________
QUOTE OF THE WEEK
本周引言
"The best preparation for good work tomorrow is
good work today."
Elbert Hubbard
“为明天更好地工作做最充分的准备就是今天好的工作。”
艾尔伯特 哈伯德
Go and Have Your Best Week Ever!
去拥有你最好的一周！
Art
评论
我英语不是很好，勉强翻译了下来，请大家多多指正。谢谢
评论
THIS WEEK'S TIP:
Start 2008 By Picking Up the Easy Sales
本周话题
以容易生意作为2008年的开始
Greetings,
大家好
Did you go through an annual review recently?
你最近做了一年一度的回顾吗？
They can be very profitable.
回顾对工作来说非常有益。
Oh, I'm talking about YOU doing an annual review
of your customer and prospect database, and then
doing reviews with your customers and prospects.
好，我现在和你说你先回顾一下你的客户和期望资料，然后再回顾一下你的客户和期望。
That's right. The first place to mine for gold
is in the treasure you now possess.
这就对了。你现在拥有的财富就是你首选的淘金地方。
Most people begin a new year with grand plans to
increase their new business. Yet many of those
same people don't pick up the easy stuff first,
skimming the cream already residing in their
computer.
大部分人都是在新年伊始拟了一个宏大的开发新客户计划。然而这些人当中的大部分不会首先挑选容易的客户，忽略他们电脑中的奶咯。
Here's how.
下面就是我要和你谈的几点。
1. CALL YOUR BEST CUSTOMERS
1。给你最好的客户打电话
Of course, you know everything important that's happened
recently in the world of each of your best customers, right?
当然，最重要的事情是你最好的客户最近发生了什么事情，对不对？
And you have your thumb on exactly what their plans are
for 2008 and beyond, right?
还有，你应该非常清楚他么08年或者更远一点的计划，对不对？
And they're going to continue buying from you at the
same level, right?
了解，他们会不会在新的一年里和你做和以往同一水平的生意，对不对？
Of course you know this because they are very, very
important to you, accounting for most of your income.
你了解这些非常非常重要，因为他们决定你来年的主要收入。
They are helping to finance that new car,
house, boat, or whatever else you have your eye on.
这些是你目前所关注的车，房，船等等的经济来源。
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
你可以用一扇铁门把这些帐本所起来，因为你知道你饥俄和精明绝顶的竟挣对手争着黄牛眼般大的眼睛盯着这些账户，试图把他们从你这里偷走，以便从这些人身上得到更多的生意。
What's that you say?
你说呢？
Maybe all of those things are NOT true? Maybe you
should pay more attention to them?
也许这些话都不对？也许你应该更关注他们？
Yes, of course you should. Quickly.
对，你应该更关注他们。赶快行动。
Today. Target the 20% of your customers that now give you
over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make
sure everything is OK with them. Be proactive. Tell
them that your goal is to help them have their
best year ever.
今天就打电话。20%的目标客户给你带来80%业绩。给他们打电话，回顾一下过去一年的交往。但不要说你只是打电话问候一下一切是否如意，而是和他们手你的目标是想办法帮助他们争取更好的一年。
Find out about,
试图从以下你方面着手
-Major changes.
主要的变化
-News.
新东西
-Bought or sold divisions, assets.
买和卖的资产比例
-Added or dropped product lines.
增加或者减少那些产品
-Major initiatives.
首选产产品
-Changes planned for 2008.
08年的计划变化
-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.
他们的人事变动：升职或者所在部门的变化
Know the answers to these questions, and you'll increase your
value to them, consequently providing a payoff for you.
弄清楚这些问题会增加你对于他们的价值，从而你也会得到很好的回报。
2. CALL YOUR SMALL CUSTOMERS
2。打电话给你的小客户
Mine your database and pull out the customers who
bought from you once, or those who just buy one
or two items or limited single services from you.
在你的客户名单中找到那些只向你买过一次东西，或者那些只向你买过一两款产品或者很有限的服务客户
Are you customers small because you THINK they
are?
然后问一下，是不是因为你认为他们是小客户他们才变成小客户。
Or are they buying other things that you sell from
your competitors?
还是他们从你的竞争对手那里购买其他产品。
Chances are, the answer is "yes" to both questions.
或许两者的答案都是“是“
3. CALL YOUR LOST SALES
打电话给你已经失去的客户
Scan your database and pull out the 10-20 biggest
sales you really wanted, worked hard for, but
did NOT win in 2007. Call them.
在你的数据库中找到那些你最想得到的10-20个最大的，你曾努力争取过但没有成功客户。
But, please, do NOT say,
给他们打电话，但请不要说：
"I'm just calling to touch base."
“我只是打电话打探一下“
Review your notes and develop a value-added reason
for calling. Adapt something like this to your
situation:
看一下你的笔记找一个高附加值的理由打这个电话。可以这样假设一下你的处境：
"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."
我偶然在工业杂志看到一个有趣的信息想起你对外部复杂环境的多功能数字安全锁很感兴趣。我想向你推荐一下：。。。。
Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible
areas of dissatisfaction.
当然你很可能非常容易的和他讨论起他们目前的情况，很有可能会发现他们不满意的地方。
Calls to all three of these groups are really no-brainers!
给这三类客户打电话一定要动动脑筋。
Think about it ...
仔细考虑一下
...you've already done the heavy lifting with all of these
people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.
你已经搞定了这些最难对付的人。你已经花 很长时间和投资了时间和金钱在建议和电话里，你会更容易赢得这些客户，相比于你简单的一厢情愿。
你也许会发现他们的第一助手的名字。
Try it. What will it be worth when you pick up a
piece of business from one or two of them?
尝试一下。当你在这些人当中找到一两个客户不是很好吗？
__________________________________________
QUOTE OF THE WEEK
"The best preparation for good work tomorrow is
good work today."
Elbert Hubbard
这周明言警句
今天好好工作是明天的最好准备
Go and Have Your Best Week Ever!
祝你这周比以前任何一周都好
Art
阿特
评论
THIS WEEK'S TIP:
Start 2008 By Picking Up the Easy Sales
以简易销售开始2008
Greetings,
大家好
Did you go through an annual review recently?
你最近回顾过你的手册吗？
They can be very profitable.
他们可能会给你带来利润。
Oh, I'm talking about YOU doing an annual review
of your customer and prospect database, and then
doing reviews with your customers and prospects.
哦，我正在和你谈论的是你应该回顾一下包含了你的潜在客户和客户的数据库，然后浏览一下你的现有客户和潜在客户。
That's right. The first place to mine for gold
is in the treasure you now possess.
是的，我的金牌客户就是你现在拥有的财富。
Most people begin a new year with grand plans to
increase their new business. Yet many of those
same people don't pick up the easy stuff first,
skimming the cream already residing in their
computer.
大部分人都以宏大的计划开始他们新的一年中的新的商业计划。然而，很多人都不注意简易的事情，忽视了在你电脑中的那些“奶油”
Here's how.
下面是方法：
1. CALL YOUR BEST CUSTOMERS
Of course, you know everything important that's happened
recently in the world of each of your best customers, right?
1. 给你的金牌客户打电话
当然，你应该了解发生在你金牌客户身边的所有的重要的事情。
And you have your thumb on exactly what their plans are
for 2008 and beyond, right?
还有，你要了解他们对于2008年的总体计划。
And they're going to continue buying from you at the
same level, right?
他们仍旧会以同一个价格购买你的产品吗？
Of course you know this because they are very, very
important to you, accounting for most of your income.
当然，你了解，因为他们对你来说非常非常的重要。他们是你收入的来源。
They are helping to finance that new car,
house, boat, or whatever else you have your eye on.
他们能帮助你购买新车，新房，小船或者你能看上演的其他的任何东西。
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
你要牢牢看住你的账户，因为你也知道，你的那些聪明绝顶、凶残的竞争者正在进行战略销售会议他们瞪着牛一样的眼睛看着这些帐户，想把他们从你那里偷走，所以说，他们可以从账户上得到很多的商业机会。
What's that you say?
你再说什么呢？
Maybe all of those things are NOT true? Maybe you
should pay more attention to them?
或许这些都不是真的？或许你应该多多注意他们？
Yes, of course you should. Quickly.
是，你当然应该多多注意他们。赶快行动把。
Today. Target the 20% of your customers that now give you
over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make
sure everything is OK with them. Be proactive. Tell
them that your goal is to help them have their
best year ever.
今天，让你那20%的客户给你80%的订单。打个电话，跟他们聊聊日常事务。但是不要说，你是想跟他们去确定什么东西。要优点前瞻性。告诉她么，你的目标是帮助他们拥有一个最棒的一年。
Find out about,
努力的找一些，
-Major changes.
大的变化
-News.
新闻消息
-Bought or sold divisions, assets.
购买或销售一些资产
-Added or dropped product lines.
增添或放弃一些产品生产线
-Major initiatives.
-Changes planned for 2008.
对2008年的计划做一些改变。
-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.
个人的变化？ 职位的提升？你所在的部门的变化.
Know the answers to these questions, and you'll increase your
value to them, consequently providing a payoff for you.
弄清楚这些问题的答案，提升你的价格，结果就是你会得到你得那份工资。
2. CALL YOUR SMALL CUSTOMERS
Mine your database and pull out the customers who
bought from you once, or those who just buy one
or two items or limited single services from you.
2.给你的小型客户打电话
开发你的数据库，把那些只从你那里买过一次货或者只买过一件，两件物品或提供过很少服务的客户从你的数据库里整理出来。
Are you customers small because you THINK they
are?
你感觉到他们是小客户，他们就是小客户吗？
Or are they buying other things that you sell from
your competitors?
或者他们可能正在从你得对手那里买你也在销售的一些其他的物品吗？
Chances are, the answer is "yes" to both questions.
可能，这两个问题的答案都是肯定的。
3. CALL YOUR LOST SALES
Scan your database and pull out the 10-20 biggest
sales you really wanted, worked hard for, but
did NOT win in 2007. Call them.
3.给你丢失的客户打电话
仔细的审查你的数据库，挑出10-20个你在2007年曾经努力攻克但没有拿下来的客户。给他们打个电话。
But, please, do NOT say,
但是，你也不要这么说：
"I'm just calling to touch base."
“我只是想和你联系一下”
Review your notes and develop a value-added reason
for calling. Adapt something like this to your
situation:
看一下你的笔记，增加电话的价格含量。你可以把这些东西加到你目前的处境中。
"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."
“我恰巧在信息杂志上看到一些有趣的信息，我曾经记得你和。。。有过联系。我想把这些东西提供给你。”
Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible
areas of dissatisfaction.
当然，那时候你也可以对目前的形势作一个讨论，或许有可能解决那些不满意的地方。
Calls to all three of these groups are really no-brainers!
Think about it ...
想一下，
...you've already done the heavy lifting with all of these
people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.
你已经对这些人做了很多很多。你不仅花费了时间，还投资了你自己的建议和电话费用。你很清楚他们现在的情况。非常重要，这些人对你来说比那些冰冷的潜在客户更容易接近。你很可能知道他们主管的姓氏。
Try it. What will it be worth when you pick up a
piece of business from one or two of them?
尝试一下。当你从他们之中拿到订单的时候，就会体现出价值。
__________________________________________
QUOTE OF THE WEEK
"The best preparation for good work tomorrow is
good work today."
今天的努力工作是明天的最好的准备。
Elbert Hubbard
Go and Have Your Best Week Ever!
Art
评论
THIS WEEK'S TIP:
Start 2008 By Picking Up the Easy Sales
2008销售计划
Greetings,大家好
Did you go through an annual review recently?
最近你进行年终检查了吗?
They can be very profitable.
这是一件很值得做的事情
Oh, I'm talking about YOU doing an annual review
of your customer and prospect database, and then
doing reviews with your customers and prospects.
我想和你说的是做一个年审计划和订一下销售额,接着给你的客户做一个审核报告.
That's right. The first place to mine for gold
is in the treasure you now possess.
这非常正确,过过程非常重要
Most people begin a new year with grand plans to
increase their new business. Yet many of those
same people don't pick up the easy stuff first,
skimming the cream already residing in their
computer.
绝大多数的人都想在新的一年里有新的计划来扩大的生意,然而他们中的一部份确没有选择合适的人,而只是在电脑面前匆匆的看一眼.
Here's how.下面教你怎么操作.
1. CALL YOUR BEST CUSTOMERS 给你认为最好的客户打电话
Of course, you know everything important that's happened
recently in the world of each of your best customers, right?
当然能够知道世界各地潜在用户的的信息是一件非常重要的事情
And you have your thumb on exactly what their plans are
for 2008 and beyond, right?
知道他们2008年的计划不是一件让振奋的事情吗?
And they're going to continue buying from you at the
same level, right?
他们也将以去同样的水准来要求自己的供应商.
Of course you know this because they are very, very
important to you, accounting for most of your income.
当然了,你也知道他们对你来说非常重要,他们能给你带来丰厚的的收入.
They are helping to finance that new car,
house, boat, or whatever else you have your eye on.
他们能为你的新车,新房,游艇买单
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
你可能会为担心客户发愁,你也知道你进攻性极强,善于变化的竞争者无数次的开会,把客户从你身边抢走.所以他们的客源就会增加.
What's that you say?这时,你要说什么呢?
Maybe all of those things are NOT true? Maybe you
should pay more attention to them?
可能这些都不是真的.也许你应该更加的关注他.
Yes, of course you should. Quickly.是的,应该尽快点.
Today. Target the 20% of your customers that now give you
over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make
sure everything is OK with them. Be proactive. Tell
them that your goal is to help them have their
best year ever.
当今社会,80%的生意是20%的客人带给你的.打电话给他们和他做一个年审计划.不要只是打电话问好.要告诉他们,让他们的生意比今年更好才是具有前瞻性的.
Find out about
-Major changes.今年主要的变化
-News.新闻
-Bought or sold divisions, assets.有多少固定资产.
-Added or dropped product lines.增中新产品,淘汰旧产品
-Major initiatives.主动性要强.
-Changes planned for 2008.2008年的新变化
-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.为了客户改变一下自己,升职就是对部门最好的转变.
Know the answers to these questions, and you'll increase your
value to them, consequently providing a payoff for you.
知道问题的答案,对事情有自己的价值观,结果就是能给你加薪.
CALL YOUR SMALL CUSTOMERS给你的小客户打电话
Mine your database and pull out the customers who
bought from you once, or those who just buy one
or two items or limited single services from you.
记得你的销售数据,把那些曾经给你带过订单的人打电话吧.
不管是从你这里买两件产品,或者只买了一件.
Are you customers small because you THINK they
are? 你有觉得你的客户都是些小客户,不必去理他?
Or are they buying other things that you sell from
your competitors?
他们是否买过你其它的产品,同样一件 产品他们在竞争对手那里也买过呢?
Chances are, the answer is "yes" to both questions.
这两种答案都很有可能的.
3. CALL YOUR LOST SALES给没给你下单的客人打电话
Scan your database and pull out the 10-20 biggest
sales you really wanted, worked hard for, but
did NOT win in 2007. Call them.
看看你的销售数据,找出10-20个在2007年没有给你下过订单的客人的电话,
努力的再开发客户.
But, please, do NOT say,
但是千万不要说
"I'm just calling to touch base."
我只是想和他们问一声好
Review your notes and develop a value-added reason
for calling. Adapt something like this to your situation:
找出你的工作记录,找出一个最值得你的电话的理由,设身处地为他你们的客户着想
"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."
我曾遇到过一件很有趣的事情,也记得
Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible
areas of dissatisfaction.当然你会很了解客户的现状,能揭露他们不满的原因.
Calls to all three of these groups are really no-brainers!
以上三种人是最没有头脑的人
Think about it ...
...you've already done the heavy lifting with all of these
people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.
对这些客人你可能已经做了很多了,花了大量的时间和金钱打电话.
你能比遥遥无期的展望更快的拿到订单.你也可能在第一时间知道总经理助理的名字.
Try it. What will it be worth when you pick up a
piece of business from one or two of them?
试试吧,这样做比你只从一个或两个的客户拿到订单强的多.
__________________________________________
QUOTE OF THE WEEK引言
"The best preparation for good work tomorrow is
good work today." 今天的准备是为明天更好的工作
Elbert Hubbard
Go and Have Your Best Week Ever!
祝你好运.
评论
LZ看了我的翻译以后能指证一下,谢谢啦!
评论
That's right. The first place to mine for gold
is in the treasure you now possess.
这就对了。你现在拥有的财富就是你首选的淘金地方。
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
你可以用一扇铁门把这些帐本所起来，因为你知道你饥俄和精明绝顶的竟挣对手争着黄牛眼般大的眼睛盯着这些账户，试图把他们从你这里偷走，以便从这些人身上得到更多的生意。
Major initiatives.
首选产品
#6 上面这三句,我翻译完了以后看了你的,感觉这三句话翻的比我好.学习了.....................呵呵
评论
THIS WEEK'S TIP:
本周话题
Start 2008 By Picking Up the Easy Sales
简单销售开启2008
Greetings,
大家好
Did you go through an annual review recently?
你最近作了年度评审了吗
They can be very profitable.
那对你很有益处
Oh, I'm talking about YOU doing an annual review
of your customer and prospect database, and then
doing reviews with your customers and prospects.
奥，我正在和你谈论做你客户和潜在客户数据的年度评审和做你客户和潜在客户的年度评审
That's right. The first place to mine for gold
is in the treasure you now possess.
我的成功就在你所拥有的财富之中。这很正确
Most people begin a new year with grand plans to
increase their new business. Yet many of those
same people don't pick up the easy stuff first,
skimming the cream already residing in their
computer.
多数人通过增加新业务的宏伟计划开始新的一年。然而那些相同的人里面有一些人不首选简单的东西，忽视了电脑中的精华
Here's how.
以下是方法
1. CALL YOUR BEST CUSTOMERS
Of course, you know everything important that's happened
recently in the world of each of your best customers, right?
1。给你最优的客户们打电话
当然，你知道你的世界各地的最优客户们最近发生的重要事情，是吧？
And you have your thumb on exactly what their plans are
for 2008 and beyond, right?
并且你已经精确掌握了他们2008年的计划，对吧？
And they're going to continue buying from you at the
same level, right?
他们还将继续从你那里买产品，对吧？
Of course you know this because they are very, very
important to you, accounting for most of your income.
当然，你知道他们对你非常非常重要，占了你收入的大部分。
They are helping to finance that new car,
house, boat, or whatever else you have your eye on.
他们帮你为新车，房子，船 或者其他你所见到的东西融资。
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
因为你知道你的聪明的，饥饿的竞争对手刚开了战略销售会议瞪大它们的如牛般的大眼睛紧盯着这些账本，目的是把他们从你们手里偷走，以便于他们可以从他们那里得到很多生意，所以你要用如铁门般的东西把账本看好。
What's that you say?
你怎么说呢？
Maybe all of those things are NOT true? Maybe you
should pay more attention to them?
可能那些事情都不真实，可能你应该更关注他们，
Yes, of course you should. Quickly.
是的，你当然应该，而且是马上
Today. Target the 20% of your customers that now give you
over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make
sure everything is OK with them. Be proactive. Tell
them that your goal is to help them have their
best year ever.
现在，目标定位于给你超过80%业务的20%的客户身上，给他们打电话，和他们做年度评审。但是不要说你只想给他们打电话，确保他们一切没有问题。主动点，告诉他们你的目标是帮助他们生意在新的一年更好。
Find out about,
找出关于
-Major changes.
主要变化
-News.
新信息
-Bought or sold divisions, assets.
买卖资产的对比
-Added or dropped product lines.
新增或减少的生产线
-Major initiatives.
主要的计划
-Changes planned for 2008.
为2008改变的计划
-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.
人员变动，晋级，你给部门带来的变化
Know the answers to these questions, and you'll increase your
value to them, consequently providing a payoff for you.
知道这些问题的答案，你将增加对他们的价值，结果让你获得回报。
2. CALL YOUR SMALL CUSTOMERS
Mine your database and pull out the customers who
bought from you once, or those who just buy one
or two items or limited single services from you.
2.给你的小客户打电话
看看你的数据记载，找出曾经在你这里购买一次产品的客户，或者那些只从你那里购买一两个产品或有限的单一服务的客户。
Are you customers small because you THINK they
are?
你的客户之所以小，是不是你认为他们小呢？
Or are they buying other things that you sell from
your competitors?
或者是他们从你的竞争着手里买你也卖的东西
Chances are, the answer is "yes" to both questions.
恰巧，这两个问题的答案都是肯定的
3. CALL YOUR LOST SALES
Scan your database and pull out the 10-20 biggest
sales you really wanted, worked hard for, but
did NOT win in 2007. Call them.
给你失去的客户打电话
浏览你的数据资料，找出10-20个你很想做成的业务，也已经努力了，但是你们没有合作成功。给他们打电话。
But, please, do NOT say,
但是，请不要说
"I'm just calling to touch base."
我打电话仅仅是为了取得基本联系
Review your notes and develop a value-added reason
for calling. Adapt something like this to your
situation:
翻看你的纪录，给打电话找一个有新增的有价值的原因。这也要适应你的处境
"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."
我在工业信息杂志上恰巧看到一些有趣的信息，记得你对适应多功能环境的外部数据安全锁很关注，我想把它发给你
Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible
areas of dissatisfaction.
当然你们然后就可以谈一下他们的近况，可能会说出不满意的地方
Calls to all three of these groups are really no-brainers!
给以上三种人打电话真的需要绞尽脑汁
Think about it ...
你考虑一下
...you've already done the heavy lifting with all of these
people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.
你已经对那些人花了很大的精。你已经花了很长时间，在建议和电话上你已经投资了时间和金钱。你知道他们的情况，重要的是，你可以比遥遥无期的期望更容易得到客户。你可能基于名字很快知道行政助理。
Try it. What will it be worth when you pick up a
piece of business from one or two of them?
试一试，当你从他们中间的一两个人中做成一笔生意，那是什么价值就不言而喻了。
评论
THIS WEEK'S TIP:
Start 2008 By Picking Up the Easy Sales
本周话题
以容易生意作为2008年的开始
Greetings,
大家好
Did you go through an annual review recently?
你最近做了一年一度的回顾吗？
They can be very profitable.
回顾对工作来说非常有益。
Oh, I'm talking about YOU doing an annual review
of your customer and prospect database, and then
doing reviews with your customers and prospects.
好，我现在和你说你先回顾一下你的客户和期望资料，然后再回顾一下你的客户和期望。
哦，我所说的是您对你的客户和潜在客户数据库资料进行评估整理，然后再与你的客户和潜在客户进行讨论回顾。
That's right. The first place to mine for gold
is in the treasure you now possess.
这就对了。你现在拥有的财富就是你首选的淘金地方。
确实如此。你淘金的首选地方就是你现在拥有的财富里。
Most people begin a new year with grand plans to
increase their new business. Yet many of those
same people don't pick up the easy stuff first,
skimming the cream already residing in their
computer.
大部分人都是在新年伊始拟了一个宏大的开发新客户计划。然而这些人当中的大部分不会首先挑选容易的客户，忽略他们电脑中的奶咯。
。。。忽略了早已躺在他们电脑中的精华（资源）。
Here's how.
下面就是我要和你谈的几点。
1. CALL YOUR BEST CUSTOMERS
1。给你最好的客户打电话
Of course, you know everything important that's happened
recently in the world of each of your best customers, right?
当然，最重要的事情是你最好的客户最近发生了什么事情，对不对？
当然，你知道你每个最好客户的世界里最近都发生的事情，是这样吗？
And you have your thumb on exactly what their plans are
for 2008 and beyond, right?
还有，你应该非常清楚他么08年或者更远一点的计划，对不对？
And they're going to continue buying from you at the
same level, right?
了解，他们会不会在新的一年里和你做和以往同一水平的生意，对不对？
当然，他们还会从你这里一如既往地采购，是吗？
Of course you know this because they are very, very
important to you, accounting for most of your income.
你了解这些非常非常重要，因为他们决定你来年的主要收入。
你当然（应该）知道，因为这些对你非常非常重要，他们决定了你的主要收入。
They are helping to finance that new car,
house, boat, or whatever else you have your eye on.
这些是你目前所关注的车，房，船等等的经济来源。
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
你可以用一扇铁门把这些帐本所起来，因为你知道你饥俄和精明绝顶的竟挣对手争着黄牛眼般大的眼睛盯着这些账户，试图把他们从你这里偷走，以便从这些人身上得到更多的生意。
你（已经）用一扇铁门锁定这些客户，因为你知道你饥俄和精明绝顶的竟争对手都在进行战略销售会议，以黄牛般的大眼盯着这些账户，瞄准目标要把他们从你这里偷走，以便他们从这些客户身上得到很多生意。
What's that you say?
你说呢？
你说什么？（你不是完全清楚，你无法锁定客户）
Maybe all of those things are NOT true? Maybe you
should pay more attention to them?
也许这些话都不对？也许你应该更关注他们？
Yes, of course you should. Quickly.
对，你应该更关注他们。赶快行动。
Today. Target the 20% of your customers that now give you
over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make
sure everything is OK with them. Be proactive. Tell
them that your goal is to help them have their
best year ever.
今天就打电话。20%的目标客户给你带来80%业绩。给他们打电话，回顾一下过去一年的交往。但不要说你只是打电话问候一下一切是否如意，而是和他们手你的目标是想办法帮助他们争取更好的一年。
今天就打电话。针对你的20%客户，他们给你带来80%的业绩。给他们打电话，做个年度回顾。但不要说你只是打电话问候一下一切是否如意，而是要积极主动。告诉他们，你的目标是想办法帮助他们争取更好的一年。
Find out about,
试图从以下你方面着手
去发现以下方面（的情况）
-Major changes.
主要的变化
-News.
新东西
新闻
-Bought or sold divisions, assets.
买和卖的资产比例
并购和卖出的部门和资产
-Added or dropped product lines.
增加或者减少那些产品
-Major initiatives.
首选产产品
主要的新行动计划
-Changes planned for 2008.
08年的计划变化
-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.
他们的人事变动：升职或者所在部门的变化
他们有无人事变动？升职。对你（工作）有所影响的部门变化。
Know the answers to these questions, and you'll increase your
value to them, consequently providing a payoff for you.
弄清楚这些问题会增加你对于他们的价值，从而你也会得到很好的回报。
2. CALL YOUR SMALL CUSTOMERS
2。打电话给你的小客户
Mine your database and pull out the customers who
bought from you once, or those who just buy one
or two items or limited single services from you.
在你的客户名单中找到那些只向你买过一次东西，或者那些只向你买过一两款产品或者很有限的服务客户
Are you customers small because you THINK they
are?
然后问一下，是不是因为你认为他们是小客户他们才变成小客户。
（然后问一下自己）是不是因为你认为他们是小客户他们才变成小客户？
Or are they buying other things that you sell from
your competitors?
还是他们从你的竞争对手那里购买其他产品。
还是他们从你的竞争对手那里购买其它你也销售的产品？
Chances are, the answer is "yes" to both questions.
或许两者的答案都是“是“
很有可能，两者的答案都是“是“。
3. CALL YOUR LOST SALES
打电话给你已经失去的客户
Scan your database and pull out the 10-20 biggest
sales you really wanted, worked hard for, but
did NOT win in 2007. Call them.
在你的数据库中找到那些你最想得到的10-20个最大的，你曾努力争取过但没有成功客户。
But, please, do NOT say,
给他们打电话，但请不要说：
"I'm just calling to touch base."
“我只是打电话打探一下“
Review your notes and develop a value-added reason
for calling. Adapt something like this to your
situation:
看一下你的笔记找一个高附加值的理由打这个电话。可以这样假设一下你的处境：
研究你的记录并找出一个富有价值的理由打这个电话。根据你的情况改写如下的词语：
"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."
我在工业杂志看到一个有趣的信息想起你对外部复杂环境的多功能数字安全锁很感兴趣。我想向你推荐一下：。。。。
“我在《信息工业杂志》看到一个有趣的信息，想到了你所关注的多用户情况外部数据安全锁问题。我想把它转给你。。。”
Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible
areas of dissatisfaction.
当然你很可能非常容易的和他讨论起他们目前的情况，很有可能会发现他们不满意的地方。
Calls to all three of these groups are really no-brainers!
给这三类客户打电话一定要动动脑筋。
给这三类客户打电话确实是件可想而知的事情。
Think about it ...
仔细考虑一下
你就这样想吗。。。
...you've already done the heavy lifting with all of these
people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.
你已经搞定了这些最难对付的人。你已经花很长时间和投资了时间和金钱在建议和电话里，你会更容易赢得这些客户，相比于你简单的一厢情愿。
你也许会发现他们的第一助手的名字。
。。。对这些人，你已经做完了最难艰苦的工作。你花了很多工夫，投资了时间和金钱在推荐方案上和电话里。你了解他们的情况。更主要的是，相比陌生的潜在客户，你更容易接近这些人。你也许已经与他们的助手非常熟悉（可以称兄道弟）。
Try it. What will it be worth when you pick up a
piece of business from one or two of them?
尝试一下。当你在这些人当中找到一两个客户不是很好吗？
尝试一下。当你从中找到一两个客户的新单不是很好吗？
__________________________________________
QUOTE OF THE WEEK
"The best preparation for good work tomorrow is
good work today."
Elbert Hubbard
这周名言警句
今天好好工作是明天的最好准备
Go and Have Your Best Week Ever!
祝你这周比以前任何一周都好
Art
阿特
[ 本帖最后由 bruce1 于 2008-2-3 01:02 编辑 ]
评论
非常感谢你们的分享受哦，学到了很多啊
评论
谢谢 Bruce1老师的点评指正
评论
THIS WEEK'S TIP:本周话题：
Start 2008 By Picking Up the Easy Sales
2008，从容易的营销开始
Greetings,大家好！
Did you go through an annual review recently?
你最近在经历一年一度的工作总结吗？
They can be very profitable.这是非常有益的。
Oh, I'm talking about YOU doing an annual review
of your customer and prospect database, and then
doing reviews with your customers and prospects.
哦，我在讲你，为你的客人和数据库作年度总结，然后为你的客人和前景作工作总结。
That's right. The first place to mine for gold
is in the treasure you now possess.
对我来说，赚到钱的第一个地方就是你现在拥有的财富中。
Most people begin a new year with grand plans to
increase their new business. Yet many of those
same people don't pick up the easy stuff first,
skimming the cream already residing in their
computer.
大多数人在新的一年中，制定很重大的计划来增加他们的生意。很多人却不懂得首先从容易的工作做起，浏览已经保存在电脑中的奶酪。
Here's how.
这里是怎么做的步骤。
1. CALL YOUR BEST CUSTOMERS
Of course, you know everything important that's happened
recently in the world of each of your best customers, right?
1.打电话给你最大的客人。
当然，你知道最近发生在你的每一个最好的客人的所有重要的事情，对吗？
And you have your thumb on exactly what their plans are
for 2008 and beyond, right?
而且你会准确指出他们在2008年的计划，是吗？
And they're going to continue buying from you at the
same level, right?
而且他们打算继续从你这里买差不多和去年一样多东西，对吗？
Of course you know this because they are very, very
important to you, accounting for most of your income.
当然，你知道这些，因为他们对你很重要，是你大部分收入的主要来源。
They are helping to finance that new car,
house, boat, or whatever else you have your eye on.
他们供你经费买新车，新房子，游艇还有其他你眼睛能看得到的东西。
You have an iron gate around these accounts
because you also know that your smartest,
hungriest competitors are having strategic sales
meetings right now putting bulls eyes on those
accounts, targeting them to steal away from you,
so that THEY can get lots of business from them.
你用铁门将你的账目牢牢围住，因为你也知道你最厉害的竞争对手正在开一个有策略的营销会议，窥视你的账目，企图从你的手中夺走，这样他就可以得到更大的生意。
What's that you say?你打电话要说什么呢？
Maybe all of those things are NOT true? Maybe you
should pay more attention to them?
可能所有这些事情都不是真的？也许你应该更要花精力在这些事情上?
Yes, of course you should. Quickly.
是的，你当然应该这样，而且要赶快。
Today. Target the 20% of your customers that now give you
over 80% of your business. Call and do an annual review
with them. But DO NOT say you just want to call and make
sure everything is OK with them. Be proactive. Tell
them that your goal is to help them have their
best year ever.
今天，你的目标是从你20％的客人当中得到80％的生意。打电话给他们并做你的年度总结。但是不要说你只是打电话来确认一下一切照常。你要主动点，告诉他们你的目标是让他们这一年生意做的更好。
Find out about,你要找你要说的话：
-Major changes. 主要的改变
-News.消息
-Bought or sold divisions, assets.买卖资产的区分
-Added or dropped product lines.增加或减少生产线
-Major initiatives.主要动机
-Changes planned for 2008.2008年的改变计划
-Personnel changes for them? Promotions. Changes in the
department(s) that you affect.自身的改变，改变自己负责的部门，激发他们的动力
Know the answers to these questions, and you'll increase your
value to them, consequently providing a payoff for you.
知道这些问题的答案，你会增加这些问题的价值，最终带给你发财的机会。
2. CALL YOUR SMALL CUSTOMERS
2.打电话给你的小客户
Mine your database and pull out the customers who
bought from you once, or those who just buy one
or two items or limited single services from you.
你我的数据库都显示出哪些客人只和你做过一次生意，哪些客人只从你这里买一两个项目，哪些客人只和你进行单一的服务。
Are you customers small because you THINK they
are? 这些客户是小客户吗？还是你自己认为他们是小客户？
Or are they buying other things that you sell from
your competitors?或者他们是从你的竞争对手那里买其他东西，而这些东西你也在卖的？
Chances are, the answer is "yes" to both questions.
如果这两个问题的答案是肯定的，那么你还有机会。
3. CALL YOUR LOST SALES 3. 打电话给那些失去买卖的客人
Scan your database and pull out the 10-20 biggest
sales you really wanted, worked hard for, but
did NOT win in 2007. Call them.
浏览你的数据库，你可以找到10－20个你想要的，并为之努力过的大生意，但是在2007年，你并没有做成。现在打电话给他们。
But, please, do NOT say,
但是，请不要这么说：
"I'm just calling to touch base."
“我只是想打电话来核对一下。”
Review your notes and develop a value-added reason
for calling. Adapt something like this to your
situation:
回顾一下你的笔记，给你打电话的原因加一个有价值的理由。为你的情况改编一下你的语言。
"I came across some interesting information in Info
Industry Journal, and remembered how you were
concerned with the issue of external data security
locking in a multi-user environment. I wanted to send
that to you ..."
“我在信息工业杂志上看到一些有趣的信息，我记得你很担心多用户环境的国外数据安全项目，我想把这些信息发给你。“
Of course you would then ease into a discussion of
their present situation, and perhaps uncover any possible
areas of dissatisfaction.
当然，你们接下来会自然而然地讨论起当前地状况，并可能揭开任何有可能产生令人不满意的领域。
Calls to all three of these groups are really no-brainers!
打电话给这三组人，才是真正有头脑的人。
Think about it ...想想这样的情况……
...you've already done the heavy lifting with all of these
people. You've put in the long hours, investing time and
money in proposals and calls. You know their situation.
And very importantly, you'll get to these people more easily
than you would cold prospects. You probably know their
executive assistants on a first name basis.
你已经对这些人做了很多工作，你已经花很长的时间和很多的金钱在他们身上，给他们建议，打电话给他们，你了解他们的情况，更重要的是，你会更容易的得到那些客人，你可能知道他们的行政辅助。
Try it. What will it be worth when you pick up a
piece of business from one or two of them?
尝试一下，当你从中争取到一两个客人的时候，你知道什么是值得的吗？
__________________________________________
QUOTE OF THE WEEK本周名言：
"The best preparation for good work tomorrow is
good work today." “为明天的好工作作的最好的准备是今天好好工作。”爱波特. 霍伯得
Elbert Hubbard
Go and Have Your Best Week Ever!
祝你这周过得愉快
Art
加拿大电商做区块链为什么都注册新加坡基金会 目前做区块链项目的客户都会通过注册基金会来作为项目的主体，为什么都在新加坡注册基金会，首先性价比高，而且新加坡市场也比较成熟，项目 加拿大电商露天电影首发——葡中双语字幕《中央车站》 http://bbs.shanghai.com/thread-1714999-1-1.html screen.width*0.7) {this.resized=true; this.width=screen.width*0.7; this.alt='Click here to open new window\nCTRL+Mouse wheel to zoo
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