加拿大外贸
This Week's Tip:What To Do When Asked For References
Are you ever asked for references?
How you respond can make or break a sale.
"Huh? Break a sale?", you might justifiably ask.
Right. Sometimes people say that to get a sales rep off the
phone. They don't care about references, or buying from you.
If you simply said, "Yes, let me send some to you," and then
ended the call, you might not ever speak with them again.
In other cases, prospects' degree of requirement for references
varies, as well as what is done with them if provided.
Let me explain.
Some prospects simply want to know if you HAVE references.
They want to feel comfortable that you have satisfied customers.
And they never call references when provided.
Others must truly speak with references before buying from you
because they have specific questions they need answered, from
the perspective of a customer.
I have lots of satisfied customers and raving fans I've done training
and national sales meeting and association workshops for. But I am
very protective of them and their time. I don't want them to be bothered
unless a reference is a key point in closing a deal.
So here's the process I go through when asked about references.
I ask,
"Sure I have lots of them. Are we to that point yet?"
If they ask what I mean, I say,
"When I provide a name and number of a client, I want to be sure
that it's a key determining factor in hiring me, and we're far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn't want lots of people calling you
unless it was the final step in closing a sale."
At this point they may back off, and we continue the sales conversation.
Or, they might say that we are to that point. Then I ask,
"What would you like to see and hear?"
Get them to explain why they're asking. This can help you immediately
provide additional information and answers to questions, which, in some
cases, might negate the need to provide the references.
It also helps you determine what types of references you will provide,
and perhaps even alert them that they might be contacted.
References can be the key to closing a sale. Be sure to have your
"reference script" ready when you are asked for them.
QUOTE OF THE WEEK
"It's not so much knowing when to speak, as when to pause."
Jack Benny
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，从而学习美式英语和如何销售。我以为是一举两得的方法。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://info.shanghai.com/fblog/more.asp?name=bruce&id=2843
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 12:21 编辑 ]
评论
This Week's Tip: 本周的的帖子
What To Do When Asked For References
当你被要求提供参考方案的时候你该如何处理？
Are you ever asked for references?
你曾经被要求提供参考方案吗？
How you respond can make or break a sale.
你的反应将决定你是能够建立一笔生意或是毁了一笔生意。
"Huh? Break a sale?", you might justifiably ask.
“哎？毁一笔生意？”你一定会有这样的反应。
Right. Sometimes people say that to get a sales rep off the
phone. They don't care about references, or buying from you.
If you simply said, "Yes, let me send some to you," and then
ended the call, you might not ever speak with them again.
是的。有时人们那样说只是为了结束电话。他们其实不在乎要什么参考方案，也不想从你那里买什么东西。如果你只是简单地说，“好的，我会给你的”然后结束电话，也许你再也不和他们联系了。
In other cases, prospects' degree of requirement for references
varies, as well as what is done with them if provided.
另外一种情形是，如果潜在客户提出需要参考方案，你可以根据你们要求的程度进行区分。
Let me explain.我来说明一下。
Some prospects simply want to know if you HAVE references.
They want to feel comfortable that you have satisfied customers.
And they never call references when provided.
有一些潜在客户只是想要知道你有没有参考方案。他们需要知道你们有满意的客户他们才感觉舒服。当你把参考方案提供给他们时，他们不会给那些参考方案的单位打电话。
Others must truly speak with references before buying from you
because they have specific questions they need answered, from
the perspective of a customer.
有一些潜在客户在正式向你购买以前会真地打电话给那些参考方案的单位，因为他们的确有一些具体的问题需要得到答案。
I have lots of satisfied customers and raving fans I've done training
and national sales meeting and association workshops for. But I am
very protective of them and their time. I don't want them to be bothered
unless a reference is a key point in closing a deal.
我有许多对我非常满意的客户，还有许多对我所做过的培训、国家级销售会议以及社团的工作坊的狂热崇拜者。但我会保护好他们以及他们的时间。除非到了在结束一笔交易的时候，某一个参考方案已经成为了至关重要的因素，否则，我不希望他们受到任何的干扰。
So here's the process I go through when asked about references.I ask,
因此，当我被要求提供参考方案时，我是根据这样的程序进行的。我会问，
"Sure I have lots of them. Are we to that point yet?"
“当然我有许多的参考方案。我们已经到达那一步了吗？”
If they ask what I mean, I say,如果他们问我是什么意思，我会说，
"When I provide a name and number of a client, I want to be sure
that it's a key determining factor in hiring me, and we're far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn't want lots of people calling you
unless it was the final step in closing a sale."
“如果我提供一个我的客户姓名或者电话号码的时候，我必须确定这已经是一个采用我的方案的关键性决定因素，到达那个步骤我们还有很长的距离。正如，假如或者是你已经是我的客户，而且你也同意作为我的参考方案提供给别人，我也不会希望很多人打电话给你占用你的时间，除非那已经是我结束生意洽谈的最后的一步。”
At this point they may back off, and we continue the sales conversation.
到那个时候，他们可能回过头来，我们再继续交谈下去。
Or, they might say that we are to that point. Then I ask,
或者，他们或许会说是的，我们已经到了这一步了，那时，我会问，
"What would you like to see and hear?"
“你想看到或者听到一些什么？”
Get them to explain why they're asking. This can help you immediately
provide additional information and answers to questions, which, in some
cases, might negate the need to provide the references.
必须搞清楚他们为什么要问到。这会帮助你迅速提供附加的信息和问题的答案，有时你真地会忽略他们的需求而没有提供参考方案给他们。
It also helps you determine what types of references you will provide,
and perhaps even alert them that they might be contacted.
它还有助于让你决定提供什么类型的参考方案才是合适的，而且甚至提醒他们也许有人会联系他们。
References can be the key to closing a sale. Be sure to have your
"reference script" ready when you are asked for them.
参考方案有时能够成为结束一笔交易的关键要素。你必须做好参考方案的准备资料以便需要时可以提供。
QUOTE OF THE WEEK
"It's not so much knowing when to speak, as when to pause."
Jack Benny
本周引言
“当你说话时所能够知道的东西没有你暂停时所知道的东西来得多。”杰克·本尼说。
评论
Bruce老师好！好象还没有看到你在论坛上发翻译题目。我先在这里提交了啊。
怕PM不能发那么长，所以分两次PM提交。这是上半部分（1/2）。
--------------------------------------------------------------------------------------
This Week's Tip:
What To Do When Asked For References
本周技巧：被问起证明人的时候该怎么办？
Are you ever asked for references?
曾经有人向你问起证明人（为了了解、证明你销售的产品或服务质量）吗？
How you respond can make or break a sale.
你回应的方式有可能使交易成功，也可能使交易泡汤。
"Huh? Break a sale?", you might justifiably ask.
“啊？什么？使交易泡汤？”你很可能会这样问。
Right. Sometimes people say that to get a sales rep off the
phone. They don't care about references, or buying from you.
If you simply said, "Yes, let me send some to you," and then
ended the call, you might not ever speak with them again.
对。有时候那些潜在客户问起证明人只是为了打发电话那头的推销员。那些客人并不是真的在乎什么证明人，也不打算买你的东西。如果他们问到证明人的时候你单单回答说“是的，我把一些证明人联系资料发给你吧。”就结束通话，那么你大概不会再有机会跟他们再有下文了。
In other cases, prospects' degree of requirement for references
varies, as well as what is done with them if provided.
还有一些情况下，潜在客户对证明人的需求程度不尽相同，他们获得证明人联系资料之后的结果也不相同。
Let me explain.让我来解释一下。
Some prospects simply want to know if you HAVE references.
They want to feel comfortable that you have satisfied customers.
And they never call references when provided.
有些潜在客户纯粹是想知道你是不是确实有证明人。如果知道你确实有证明人而且是对你所售产品或服务质量感到满意的证明人，那么那些潜在客户就会感觉良好。这种情况下的这类潜在客户，就算你提供了证明人联系电话，他们也绝对不会真的打电话给证明人。
Others must truly speak with references before buying from you
because they have specific questions they need answered, from
the perspective of a customer.
还有一些潜在客户在跟你交易之前真的会找你的证明人谈话，因为从顾客的角度上，他们有些具体的问题需要解答。
I have lots of satisfied customers and raving fans I've done training
and national sales meeting and association workshops for. But I am
very protective of them and their time. I don't want them to be bothered
unless a reference is a key point in closing a deal.
我为许多客户举办过培训、全国性的销售会议以及协会工作室，他们对这些很满意，有的还是铁杆粉丝。而我很注重保护他们，保护他们的私人时间。我不想他们被人打扰，除非关键时候需要有我的证明人来成功落实一桩新交易。
（续）
So here's the process I go through when asked about references.
I ask,
所以，当潜在客户向我问到证明人的时候，我就反问：
"Sure I have lots of them. Are we to that point yet?"
“当然，我有很多的证明人。不过我们已经到了要证明人的程度了吗？”
If they ask what I mean, I say,
如果他们问我这么说是什么意思，我就说：
"When I provide a name and number of a client, I want to be sure
that it's a key determining factor in hiring me, and we're far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn't want lots of people calling you
unless it was the final step in closing a sale."
“我提供证明人名字和电话号码的前提，是我要确定这是决定我是否被邀聘的关键因素。就好比说当您也成为我的客户了，您也同意做我的证明人，那时候我也不愿意让许多人打电话找你，除非那是决定新一笔交易成功落实的关键。”
At this point they may back off, and we continue the sales conversation.
说到这里，我的潜在客户就可能退回一步，我们就继续谈交易的事情，而不是纠缠在证明人的问题上了。
Or, they might say that we are to that point. Then I ask,
又或者，我的潜在客户会说我们是到了需要证明人的程度了。那么我就会问：
"What would you like to see and hear?"
“您想看到和听到些什么呢？”
Get them to explain why they're asking. This can help you immediately
provide additional information and answers to questions, which, in some
cases, might negate the need to provide the references.
要让潜在客户解释一下他们为什么要证明人。这样能使你立刻提供额外的信息给潜在客户，以及回答他们的问题。有时候，这样能打消他们想要证明人的念头。
It also helps you determine what types of references you will provide,
and perhaps even alert them that they might be contacted.
这还能帮助你决定你该提供怎样的证明人给潜在客户，甚至你还有必要提醒那些证明人，让他们知道你的潜在客户可能会联系他们。
References can be the key to closing a sale. Be sure to have your
"reference script" ready when you are asked for them.
证明人有可能是决定交易成败的关键。所以当你被问起证明人之前，一定要准备好你的证明人名单。
QUOTE OF THE WEEK
"It's not so much knowing when to speak, as when to pause."
Jack Benny
本周引言：
“光知道什么时候说话是不够的，更重要的是得知道什么时候打住。”
杰克·本尼
评论
This Week's Tip: 本周的的帖子
What To Do When Asked For References
当你被要求提供参考方案的时候你该如何处理？
Are you ever asked for references?
你曾经被要求提供参考方案吗？
How you respond can make or break a sale.
你的反应将决定你是能够建立一笔生意或是毁了一笔生意。
"Huh? Break a sale?", you might justifiably ask.
“哎？毁一笔生意？”你一定会有这样的反应。
Right. Sometimes people say that to get a sales rep off the
phone. They don't care about references, or buying from you.
If you simply said, "Yes, let me send some to you," and then
ended the call, you might not ever speak with them again.
是的。有时人们那样说只是为了结束电话。他们其实不在乎要什么参考方案，也不想从你那里买什么东西。如果你只是简单地说，“好的，我会给你的”然后结束电话，也许你再也不和他们联系了。
In other cases, prospects' degree of requirement for references
varies, as well as what is done with them if provided.
另外一种情形是，如果潜在客户提出需要参考方案，你可以根据你们要求的程度进行区分。
Let me explain.我来说明一下。
Some prospects simply want to know if you HAVE references.
They want to feel comfortable that you have satisfied customers.
And they never call references when provided.
有一些潜在客户只是想要知道你有没有参考方案。他们需要知道你们有满意的客户他们才感觉舒服。当你把参考方案提供给他们时，他们不会给那些参考方案的单位打电话。
Others must truly speak with references before buying from you
because they have specific questions they need answered, from
the perspective of a customer.
有一些潜在客户在正式向你购买以前会真地打电话给那些参考方案的单位，因为他们的确有一些具体的问题需要得到答案。
I have lots of satisfied customers and raving fans I've done training
and national sales meeting and association workshops for. But I am
very protective of them and their time. I don't want them to be bothered
unless a reference is a key point in closing a deal.
我有许多对我非常满意的客户，还有许多对我所做过的培训、国家级销售会议以及社团的工作坊的狂热崇拜者。但我会保护好他们以及他们的时间。除非到了在结束一笔交易的时候，某一个参考方案已经成为了至关重要的因素，否则，我不希望他们受到任何的干扰。
So here's the process I go through when asked about references.I ask,
因此，当我被要求提供参考方案时，我是根据这样的程序进行的。我会问，
"Sure I have lots of them. Are we to that point yet?"
“当然我有许多的参考方案。我们已经到达那一步了吗？”
If they ask what I mean, I say,如果他们问我是什么意思，我会说，
"When I provide a name and number of a client, I want to be sure
that it's a key determining factor in hiring me, and we're far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn't want lots of people calling you
unless it was the final step in closing a sale."
“如果我提供一个我的客户姓名或者电话号码的时候，我必须确定这已经是一个采用我的方案的关键性决定因素，到达那个步骤我们还有很长的距离。正如，假如或者是你已经是我的客户，而且你也同意作为我的参考方案提供给别人，我也不会希望很多人打电话给你占用你的时间，除非那已经是我结束生意洽谈的最后的一步。”
At this point they may back off, and we continue the sales conversation.
到那个时候，他们可能回过头来，我们再继续交谈下去。
Or, they might say that we are to that point. Then I ask,
或者，他们或许会说是的，我们已经到了这一步了，那时，我会问，
"What would you like to see and hear?"
“你想看到或者听到一些什么？”
Get them to explain why they're asking. This can help you immediately
provide additional information and answers to questions, which, in some
cases, might negate the need to provide the references.
必须搞清楚他们为什么要问到。这会帮助你迅速提供附加的信息和问题的答案，有时你真地会忽略他们的需求而没有提供参考方案给他们。
It also helps you determine what types of references you will provide,
and perhaps even alert them that they might be contacted.
它还有助于让你决定提供什么类型的参考方案才是合适的，而且甚至提醒他们也许有人会联系他们。
References can be the key to closing a sale. Be sure to have your
"reference script" ready when you are asked for them.
参考方案有时能够成为结束一笔交易的关键要素。你必须做好参考方案的准备资料以便需要时可以提供。
QUOTE OF THE WEEK
"It's not so much knowing when to speak, as when to pause."
Jack Benny
本周引言
“当你说话时所能够知道的东西没有你暂停时所知道的东西来得多。”杰克·本尼说。
评论
This Week's Tip:
What To Do When Asked For References
本周话题:
当被要求提供证明的时候该怎么做?
Are you ever asked for references?
你曾被要求过提供证明吗?
How you respond can make or break a sale.
你该怎样回应能做成或者破坏一笔生意?
"Huh? Break a sale?", you might justifiably ask.
你也许会理直气壮的问”啊?破坏生意”?
Right. Sometimes people say that to get a sales rep off the
phone. They don't care about references, or buying from you.
If you simply said, "Yes, let me send some to you," and then
ended the call, you might not ever speak with them again.
对!有时候人们会那样说,使推销员放下电话.他们不在乎证明人,或者从你这儿购买.如果你简单地说,”好的,我发一些给你,”然后结束电话,也许你不会再跟他们说了.
In other cases, prospects' degree of requirement for references
varies, as well as what is done with them if provided.
另外一种情况,如果提供了,目标客户对证明的需求程度不同,还有应该怎么去做?
Let me explain.
Some prospects simply want to know if you HAVE references.
They want to feel comfortable that you have satisfied customers.
And they never call references when provided.
我来解释一下.一些客户只是简单地想知道你是否有参考案例.你现有的对你满意的客户会使他们感到放心.提供后他决不会打电话给那些证明人.
Others must truly speak with references before buying from you
because they have specific questions they need answered, from
the perspective of a customer.
有的人在购买之前会真的打电话给证明人询问,因为他有一些问题想征求一下客户的看法.
I have lots of satisfied customers and raving fans I've done training
and national sales meeting and association workshops for. But I am
very protective of them and their time. I don't want them to be bothered
unless a reference is a key point in closing a deal.
我有很多满意的客户和为国家销售集会和协会培训过的狂热崇拜者.但是我对他们以及他们的时间保密.除非这个证明人对达成交易至关重要,否则我不想他们被打扰.
So here's the process I go through when asked about references.
I ask,
这是我在被要求提供证明人的时候的做法.我问:
"Sure I have lots of them. Are we to that point yet?"
”当然,我有很多的证明.我们谈到那一步了吗?”
If they ask what I mean, I say,
如果他们问我什么意思,我说:
"When I provide a name and number of a client, I want to be sure
that it's a key determining factor in hiring me, and we're far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn't want lots of people calling you
unless it was the final step in closing a sale."
”当我提供一个客户的名字和电话的时候,我想知道这是不是购买产品的关键因素,我们离那一步还很远.就像如果你成了我们的客户,你也同意做证明人,除非这对达成交易至关重要,否则我不想很多人打扰你.”
At this point they may back off, and we continue the sales conversation.
这时候他们将不在要求,我们就可以继续推销谈话.
Or, they might say that we are to that point. Then I ask,
或者,他们也许会说我们会有那一刻的.然后我问,
"What would you like to see and hear?"
”你想看到或听到什么啊?”
Get them to explain why they're asking. This can help you immediately
provide additional information and answers to questions, which, in some
cases, might negate the need to provide the references.
让他们解释为什么会这样要求.这些可以直接提供给你更多的信息和答案,有时候也许会打消他们要求提供证明人的念头.
It also helps you determine what types of references you will provide,
and perhaps even alert them that they might be contacted.
也可以帮助你确定提供哪种类型的证明人,提醒他们将会有人跟他们联系.
References can be the key to closing a sale. Be sure to have your
"reference script" ready when you are asked for them.
证明人可以是达成交易的关键.要确保提供现成的参考案例.
QUOTE OF THE WEEK
"It's not so much knowing when to speak, as when to pause."
Jack Benny
本周引言:
“不怕慢,就怕站”.杰克.班尼
评论
为找合适的中文字，我常常找的是 dict.cn。但是，这个字确实真不知如何翻译成简单的中文。
kellylang (淡定)：参考方案
Echo-Wu：证明人
等待九月：证明/证明人/参考案例
除了上面的几个，我想的是：
例证
引证
见证/见证人
你认为什么比较合适呢？
评论
样板客户
评论
我也很想知道，期待着。
评论
This Week's Tip:
What To Do When Asked For References
如何应对介绍客户的请求
Are you ever asked for references?
有人请求过你介绍客户？
How you respond can make or break a sale.
怎样回答才能使销售顺利进行，又是什么样的回答使得销售失败。
"Huh? Break a sale?", you might justifiably ask.
“呃，销售失败？”，你可能会言之有理地问。
Right. Sometimes people say that to get a sales rep off the
phone. They don't care about references, or buying from you.
If you simply said, "Yes, let me send some to you," and then
ended the call, you might not ever speak with them again.
是的。有时人们说挂断推销员的电话。他们对介绍客户、向你采购装做漠不关心的样子。如其你不假思索地说，“好，我发送一些给你，”接着结束电话，你就可能再也联系不上他们。
In other cases, prospects' degree of requirement for references
varies, as well as what is done with them if provided.
至于其他的情形，潜在客户对客户介绍的需求层次是不同的，而如果提供了客户介绍对他们起到的实际作用也是不一样的。
Let me explain.
请让我解释。
Some prospects simply want to know if you HAVE references.
They want to feel comfortable that you have satisfied customers.
And they never call references when provided.
一些潜在客户只是简单地想知道你是否有客户资料。你满足了客户，他们希望感到舒服。他们不会打电话给那些你提供的客户的。
Others must truly speak with references before buying from you
because they have specific questions they need answered, from
the perspective of a customer.
还有一些在向你购买前，肯定会和那些被介绍的客户通话，因为，从顾客的角度，他们有些具体的要求亟待回答。
I have lots of satisfied customers and raving fans I've done training
and national sales meeting and association workshops for. But I am
very protective of them and their time. I don't want them to be bothered
unless a reference is a key point in closing a deal.
我有很多感到满足的客户和狂热的追随者，我已培训过他们，也为他们开展了‘全国销售会晤’与‘社团研讨班’活动。但我要躲着他们，不想和他们在一起。我不想他们受到打扰，除非在商榷的后面，提到重点：客户资料。
So here's the process I go through when asked about references.
I ask,
那么，这里是我被请求介绍客户时的一些经历。
"Sure I have lots of them. Are we to that point yet?"
“我当然有很多。我们谈到重点了吗？”
If they ask what I mean, I say,
要是他们问我指的是什么意思，我说，
"When I provide a name and number of a client, I want to be sure
that it's a key determining factor in hiring me, and we're far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn't want lots of people calling you
unless it was the final step in closing a sale."
“如果我提供客户名与电话号码，我想确定这是达成协议的关键并且是决定性的因素，否则一切免谈。正如，万一你成了忠实客户，你要同意被推荐，除非是商榷的最后一步，我是不想你接到大量的电话的。”
At this point they may back off, and we continue the sales conversation.
说到这他们可能就会让步，我们也继续商谈。
Or, they might say that we are to that point. Then I ask,
或者，他们可能说我们答应你。随即我问，
"What would you like to see and hear?"
“你想要些什么？”
Get them to explain why they're asking. This can help you immediately
provide additional information and answers to questions, which, in some
cases, might negate the need to provide the references.
让他们解释要求的理由。这点可以即时帮你为问题提供额外的信息和答案，有时候，正是这些信息和答案，可能会打消他们需求提供客户资料的念头。
It also helps you determine what types of references you will provide,
and perhaps even alert them that they might be contacted.
同时，它帮助你决定你将提供哪种类型的客户资料，甚至也可能提醒他们会有很多人打电话给他们。
References can be the key to closing a sale. Be sure to have your
"reference script" ready when you are asked for them.
客户介绍会成为销售收尾的关键。当你被请求的时候，确保你准备好了“客户资料脚本”。
QUOTE OF THE WEEK
"It's not so much knowing when to speak, as when to pause."
Jack Benny
本周引言
“与其晓得何时说，不如晓得何时休。”
杰克•本尼
评论
评论
8楼Silverway -
样板客户这个称呼我还是第一次听到，想想觉得很是贴切。
厉害。
评论
This Week's Tip:今周主题
What To Do When Asked For References
被问到提供资料时如何处理
Are you ever asked for references?
你有没有试过被问提供资料参考？
How you respond can make or break a sale.
你如何回复去完成或是破坏了一次销售呢。
"Huh? Break a sale?", you might justifiably ask.
“呀？破坏销售？”或者你会惊讶地问。
Right. Sometimes people say that to get a sales rep off the
phone. They don't care about references, or buying from you.
If you simply said, "Yes, let me send some to you," and then
ended the call, you might not ever speak with them again.
对的。有些人会说他们会挂线的，他们不在意资料，或是从你手上购买东西。如果你简单地回答，“好的，让我告诉你一些，”那么他们就会结束这次电话。你不能再与他们电话联系了。
In other cases, prospects' degree of requirement for references
varies, as well as what is done with them if provided.
在另一方面，客人要求提供（其他客人的）资料的程度正如你所提供的一样。
Let me explain.
让我来解释一下。
Some prospects simply want to know if you HAVE references.
They want to feel comfortable that you have satisfied customers.
And they never call references when provided.
一些客人只是想简单了解一下你是否有没有客源。他们想知道你可以为客人提供满意的服务，当他们得知你的客源时他永不会联系他们。
Others must truly speak with references before buying from you
because they have specific questions they need answered, from
the perspective of a customer.
另外一些客人真正想从你手上购买东西前与你的客源联系，想了解他们需要知道的资料。
I have lots of satisfied customers and raving fans I've done training
and national sales meeting and association workshops for. But I am
very protective of them and their time. I don't want them to be bothered
unless a reference is a key point in closing a deal.
我有大量满意客人的资料，忠实的拥护军资料，国家销售会议资料以及联合团休资料。但我是一个很保护客原以及他们的时间。我不想他们受到干扰，除非迫不得以。
So here's the process I go through when asked about references.
以下是我被问到客源时的处理方法。
I ask,
我问，
"Sure I have lots of them. Are we to that point yet?"
“我真正有大量的客人资料。我们要指出来吗？”
If they ask what I mean, I say,
如果他们问我什么意思时，我说，
"When I provide a name and number of a client, I want to be sure
that it's a key determining factor in hiring me, and we're far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn't want lots of people calling you
unless it was the final step in closing a sale."
“当我提供一个客人的名字与电话号码时，我想确定的是这是采用我的决定因素，而且我们正在处理此程序。但当你成为我的客人时，请你同意作为一个参考价，我不想许多人一直给你电话，除非接近生意完成之际。”
At this point they may back off, and we continue the sales conversation.
说到这点他们就会退出此话题，我们就继续销售话题。
Or, they might say that we are to that point. Then I ask,
或者，他们可能说他们愿意，之后我就问，
"What would you like to see and hear?"
“你愿意看到，听到什么呢？
Get them to explain why they're asking. This can help you immediately
provide additional information and answers to questions, which, in some
cases, might negate the need to provide the references.
让他们解释为什么会这样问。这样可以迅速帮助你去提供增加的信息以及回答客人想要的客源问题。
It also helps you determine what types of references you will provide,
and perhaps even alert them that they might be contacted.
这样也可以帮助你确定哪类客源你将提供，或者就是他可以稍后联系的人。
References can be the key to closing a sale. Be sure to have your
"reference script" ready when you are asked for them.
客源资料可以成为完成销售的关键。但确定当你被问到时已拥有”客源资料”。
QUOTE OF THE WEEK
"It's not so much knowing when to speak, as when to pause."
Jack Benny
本周引言
“不是何说起，何时停止。”
JACK BENNY
Are you with me? Be my protégé/apprentice. Let's roll.
Been there, seen that, done these.
评论
参考方案显然不合语境，姑且选证明人/推荐人吧
样板客户这个翻译有新意，不过意思也不完全相符啊
评论
多谢各位的参与。本周选用的是 Echo-Wu 的翻译。比较认真细心。本来我早已经改好，但是电脑里失踪了。所以只好再重新改了一遍。 恐怕比较匆忙有漏。Reference，按斑竹意见姑且选证明人吧。
This Week's Tip:
What To Do When Asked For References
本周技巧：被问起证明人的时候该怎么办？
Are you ever asked for references?
曾经有人向你问起证明人（为了了解、证明你销售的产品或服务质量）吗？
How you respond can make or break a sale.
你回应的方式有可能使交易成功，也可能使交易泡汤。
"Huh? Break a sale?", you might justifiably ask.
“啊？什么？使交易泡汤？”你很可能会这样问。
[发挥性的翻译：“啊？这还会让煮熟的鸭子飞走？”你一定会怀疑。]
Right. Sometimes people say that to get a sales rep off the
phone. They don't care about references, or buying from you.
If you simply said, "Yes, let me send some to you," and then
ended the call, you might not ever speak with them again.
对。有时候那些潜在客户问起证明人只是为了打发电话那头的推销员。那些客人并不是真的在乎什么证明人，也不打算买你的东西。如果他们问到证明人的时候你单单回答说“是的，我把一些证明人联系资料发给你吧。”就结束通话，那么你大概不会再有机会跟他们再有下文了。
In other cases, prospects' degree of requirement for references
varies, as well as what is done with them if provided.
还有一些情况下，潜在客户对证明人的需求程度不尽相同，他们获得证明人联系资料之后的结果也不相同。
[改“结果”为：处理方式]
Let me explain.让我来解释一下。
Some prospects simply want to know if you HAVE references.
They want to feel comfortable that you have satisfied customers.
And they never call references when provided.
有些潜在客户纯粹是想知道你是不是确实有证明人。如果知道你确实有证明人而且是对你所售产品或服务质量感到满意的证明人，那么那些潜在客户就会感觉良好。这种情况下的这类潜在客户，就算你提供了证明人联系电话，他们也绝对不会真的打电话给证明人。
Others must truly speak with references before buying from you
because they have specific questions they need answered, from
the perspective of a customer.
还有一些潜在客户在跟你交易之前真的会找你的证明人谈话，因为从顾客的角度上，他们有些具体的问题需要解答。
I have lots of satisfied customers and raving fans I've done training
and national sales meeting and association workshops for. But I am
very protective of them and their time. I don't want them to be bothered
unless a reference is a key point in closing a deal.
我为许多客户举办过培训、全国性的销售会议以及协会工作室，他们对这些很满意，有的还是铁杆粉丝。而我很注重保护他们，保护他们的私人时间。我不想他们被人打扰，除非关键时候需要有我的证明人来成功落实一桩新交易。
[workshop研讨会,讲习班]
So here's the process I go through when asked about references.
I ask,
所以，当潜在客户向我问到证明人的时候，我就反问：
当潜在客户问到证明人时，我的工作程序是这样的，我问：
[process：工作程序化系统化是管理的最关键一个因素]
"Sure I have lots of them. Are we to that point yet?"
“当然，我有很多的证明人。不过我们已经到了要证明人的程度了吗？”
If they ask what I mean, I say,
如果他们问我这么说是什么意思，我就说：
"When I provide a name and number of a client, I want to be sure
that it's a key determining factor in hiring me, and we're far along
in that process. Just like if and when you become a client, and you
agreed to be a reference, I wouldn't want lots of people calling you
unless it was the final step in closing a sale."
“我提供证明人名字和电话号码的前提，是我要确定这是决定我是否被邀聘的关键因素。就好比说当您也成为我的客户了，您也同意做我的证明人，那时候我也不愿意让许多人打电话找你，除非那是决定新一笔交易成功落实的关键。”
At this point they may back off, and we continue the sales conversation.
说到这里，我的潜在客户就可能退回一步，我们就继续谈交易的事情，而不是纠缠在证明人的问题上了。
Or, they might say that we are to that point. Then I ask,
又或者，我的潜在客户会说我们是到了需要证明人的程度了。那么我就会问：
"What would you like to see and hear?"
“您想看到和听到些什么呢？”
Get them to explain why they're asking. This can help you immediately
provide additional information and answers to questions, which, in some
cases, might negate the need to provide the references.
要让潜在客户解释一下他们为什么要证明人。这样能使你立刻提供额外的信息给潜在客户，以及回答他们的问题。有时候，这样能打消他们想要证明人的念头。
It also helps you determine what types of references you will provide,
and perhaps even alert them that they might be contacted.
这还能帮助你决定你该提供怎样的证明人给潜在客户，甚至你还有必要提醒那些证明人，让他们知道你的潜在客户可能会联系他们。
References can be the key to closing a sale. Be sure to have your
"reference script" ready when you are asked for them.
证明人有可能是决定交易成败的关键。所以当你被问起证明人之前，一定要准备好你的证明人名单。
["reference script"有关证明人的应对辞]
QUOTE OF THE WEEK
"It's not so much knowing when to speak, as when to pause."
Jack Benny
本周引言：
“光知道什么时候说话是不够的，更重要的是得知道什么时候打住。”
杰克·本尼
[ 本帖最后由 bruce1 于 2007-4-13 15:14 编辑 ]
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