加拿大外贸
This Week's Tip:Here's How You Will Sell More
Than Ever in 2009
Greetings!
Do you know anyone who is constantly whining, complaining, and
making excuses for their performance?
Stay clear of them, because they will try to suck you into their pity parties.
Oh sure, there's no denying that the current economic environment
could be better. But, when the weather is bad, do you say, "Oh,
the weather's bad. I can't go outside today, or do my job." I doubt it.
The successes in life adapt to their environment. They make changes.
They act. I bet that is you.
And just like we need to regularly work on our physical health to stay
in shape, we need to do the same with our mental and "sales health"
to perform at peak levels.
At my regular meeting of Master Speakers International, I sat down
with one of the top experts in the world on peak performance and
motivation, my friend Dr. Alan Zimmerman. I asked Alan what
salespeople need to do, right now, to keep their attitudes high
and outsell the competition.
Here are his common-sense, on-target answers. First, on attitude:
1. Refuse to blame anyone or anything for sales problems.
Blaming anything outside of yourself doesn't change anything. All
blame can do is keep you stuck or make you spiteful, neither of which
will turn you into a winner. Ever wonder why one salesperson prospers
while another suffers in the same situation? The answer is simple:
The suffering salesperson wastes his time on blame, while the
prospering salesperson is investing her time, learning how to get
better at what she does.
What are you doing, right now, to get better?
2. Refuse to use a loser's language.
The most successful, and I might add, the happiest salespeople,
refuse to use a loser's language. They know that words precede results.
They know if they talk like a loser, they'll end up losing. George Schultz,
the former U.S. Secretary of State said, "The minute you start talking
about what you're going to do if you lose, you have lost."
The salesperson who will not acknowledge defeat cannot be defeated.
That person is guaranteed to win in the long run. It's a given.
It's like the little boy who walked onto the baseball practice field
saying, "I'm the greatest hitter in the world." He threw up the ball,
swung, missed, and said, "Strike one." He threw up the ball again,
and once more he swung and missed, and said, "Strike two." He
did that for three strikes in a row.
At that point he picked up his bat and ball. With a smile on his face,
he walked off the field and said, "I'm the greatest pitcher in the world."
He refused to use the language of a loser. He only talked about winning,
and so should you.
The research is quite clear. The more you talk about failing to meet
your sales goals, the more negative your attitude will become. And
the more negative your attitude becomes, the poorer results will be.
It's a vicious downward cycle that you must refuse to enter.
What language do you use when you talk to yourself and others
about your performance, effort, and outlook on life?
3. Choose to believe in yourself.
Even though you may have some doubts about your sales abilities,
even though the balance sheet of your life may show more liabilities
than assets, you've got to believe in yourself. Sugar Ray Robinson,
the boxing champ, said, "To be a champ, you have to believe in
yourself when nobody else will."
If that sounds easier said than done, all you have to do is start
affirming it. Tell yourself twenty times a day, a hundred times a day,
"I like myself. I believe in myself. And I am a great salesperson."
Eventually your subconscious mind will start to accept your affirmation,
and you will believe in yourself. (By the way, the cynics laugh and
make fun of this. Just ask them what their sales results are, though.)
In addition to working on your attitude, according to Dr. Zimmerman,
there are a few things we need to do to keep selling during tough times:
1. Work hard. If someone were to follow you around for a week
and painstakingly recorded everything you did to advance your sales
career, would that person walk away with a long list of all the things
you're doing to get ahead? Or would that person have a long list
of the excuses you gave and the times you wasted?
Sometimes people fool themselves into thinking they're putting
out 100% effort, when in reality, they're not.
For example, many salespeople aren't doing too well these days,
and Alan often hears them say, "I sent out 100 flyers announcing
our new product line, and I didn't get any response. I did everything
I could." Oh really? How about picking up the phone more?
One hundred percent effort means that you've exhausted every
possible opportunity for reaching your goal. If you're looking for a
sale, 100% effort would include researching individual companies
that are a great fit for your product or service, sending these
companies personalized letters, and calling to follow up with
intelligent, company-specific questions, not to mention networking,
referrals, and a host of other selling strategies.
2. Practice endurance.
To many salespeople, "endurance" is a nasty word. They would
like to come by success the "easy" way. They want it to fall into
their laps.
But that's an extremely rare occurrence. 99.99% of the time,
success comes AFTER you "endure" awhile. And all the greats
in every field of endeavor have learned how to "endure."
As professional tennis player Bjorn Borg noted, "My greatest
point is my persistence. I never give up in a match. However
down I am ? I fight until the last ball. My list of matches shows
that I have turned a great many so-called irretrievable defeats
into victories."
Could the same be said of you? That you never give up?
That you endure?
Or do people, secretly behind your back, say you bail out
when things get a little tough? Do they say you give up way
too easily or throw in the towel too quickly? Do they point
out the fact that you seldom finish what you start?
If you answer "yes" to any of these latter questions,
remember the words of John Quincy Adams. He noted,
"Patience and perseverance have a magical effect before
which difficulties disappear and obstacles vanish."
In other words, there's power in perseverance.
3. Stay committed.
Everything else being equal, commitment wins every time.
So fight back any feelings of discouragement that might
get in your way. Don't allow yourself to hang it up when
things get rough.
If you're going to be successful, you've got to remember
the letters M.I.H., just like that one high school wrestler.
During his Junior year he won the second place trophy
in the state championships.
Now he could have thought that was good enough.
But the day after the state finals, he was back in the same
old gym working out in the same old sweats with one small
change. He had placed white tape on each of his three
middle fingers, and on each piece of tape was a letter: M.I.H.
He kept the letters on his fingers all year, and he trained
harder than ever, until he again found himself at the state
tournament. This time he was crowned state champion.
Of course people wanted to know how he did it. He created
a tool that helped him focus, stay the course, and keep up
his commitment. He knew that if he really wanted to be the
best, it was up to him. He was determined to Make It Happen.
As you pursue your goals, as you strive towards greater
sales success, follow these four points, and you will not only
survive, but thrive. After all, most salespeople don't fail. They
just give up.
Alan has so much great self-development material to share
that I asked him what else he would suggest for my readers.
He suggested his "12 Little-Known Keys To Extraordinary
Success On And Off The Job." Awesome stuff. To see
them, click on http://www.kickstartcart.com/app/?af=516819
then on the left side menu bar and choose "2-Day Journey."
QUOTE OF THE WEEK
"Though no one can go back and make a brand new start,
anyone can start from now and make a brand new ending."
Marcus Aurelius
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阿特先生的每周短文，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。由于我对阿特的熟悉，所以，由我担任指导老师。开篇说明的序言原本在我的博客里，但是现在主人却将所有博客都关闭了，所以我的文章也找不到了。有留存的网友，烦请送我一份。谢谢。
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？ （批改参考见23、24楼）
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 （批改参考见6、7楼）
http://bbs.shanghai.com/thread-950375-1-1.html
第三期，08-01-25：2008年开门红：轻松销售 （批改参考见12楼）
http://bbs.shanghai.com/thread-955166-1-1.html
第四期：08-02-01：客户喜爱你，他们就会给你金钱 （批改参考见10、11楼）
http://bbs.shanghai.com/thread-964302-1-1.html
第五期：08-02-07：名人也曾经失败过 （批改参考见10楼）
http://bbs.shanghai.com/thread-967286-1-1.html
第六期：08-02-16：不要把利润白白送走 （批改参考见5楼）
http://bbs.shanghai.com/thread-971895-1-1.html
第七期：08-02-21：真诚地说：你好吗？ （批改参考见8楼）
http://bbs.shanghai.com/thread-980549-1-1.html
第八期：08-02-29：你以为你已经有确定的潜在客户了吗？ （批改参考见5楼）
http://bbs.shanghai.com/thread-994599-1-1.html
第九期：08-03-07：怎么说才能拉近对方？（批改参考见4楼）
http://bbs.shanghai.com/thread-1006298-1-1.html
第十期：08-03-14：了解了关于客户的这一点，他们就会对你刮目相看 （批改参考见9、10楼）
http://bbs.shanghai.com/thread-1020246-1-1.html
第十一期：08-03-24：没有这个，你的成功机会将是零 （批改参考见7楼）
http://bbs.shanghai.com/thread-1035659-1-1.html
第十二期：08-03-30：空想愿望不如这个简单技巧来得有效 （批改参考见10楼）
http://bbs.shanghai.com/thread-1049631-1-1.html
第十三期：08-04-07：超级推销明星的惊人技巧 （批改参考见6、7楼）
http://bbs.shanghai.com/thread-1063050-1-1.html
第十四期：08-04-13：比达成交易更重要的是。。。。。。 （批改参考见7楼）
http://bbs.shanghai.com/thread-1075447-1-1.html
第十五期：08-04-19：避免愚蠢电话推销员所犯的错误 （批改参考见10楼）
http://bbs.shanghai.com/thread-1088016-1-1.html
第十六期：08-04-26：我想你。。。 （批改参考见5楼）
http://bbs.shanghai.com/thread-1101061-1-1.html
第十七期：08-05-05：别人恰好喜欢你这样来展示成功 （批改参考见5、6楼）
http://bbs.shanghai.com/thread-1112703-1-1.html
第十八期：08-05-10：阿特的简要销售观察（批改参考见5、6楼）
http://bbs.shanghai.com/thread-1125250-1-1.html
第十九期：08-05-19：从政治报道中学习 （批改参考见6、7楼）
http://bbs.shanghai.com/thread-1139361-1-1.html
第二十期：08-05-26：如何真正确定你获得了订单？ （批改参考见7楼）
http://bbs.shanghai.com/thread-1153755-1-1.html
第二十一期：08-05-31：如何消除电话恐惧（批改参考见5、6楼）
http://bbs.shanghai.com/thread-1165766-1-1.html
第二十二期：08-06-08：（批改参考见楼）
http://bbs.shanghai.com/thread-1181072-1-1.html
第二十三期：08-06-15：（批改参考见楼）
http://bbs.shanghai.com/thread-1194651-1-1.html
第二十四期：08-06-21：（批改参考见楼）
http://bbs.shanghai.com/thread-1207678-1-1.html
第二十五期：08-07-01：我们失去了一位传奇人物和好朋友 （批改参考见3楼）
http://bbs.shanghai.com/thread-1227864-1-1.html
第二十六期：08-07-14：你在针对高层推销吗？ （批改参考见4楼）
http://bbs.shanghai.com/thread-1254547-1-1.html
第二十七期：08-07-25：你要像海滩老墨小贩那样与众不同 （批改参考见14楼）
http://bbs.shanghai.com/thread-1278077-1-1.html
第二十八期：08-08-08：避免愚蠢的提问 （批改参考见5、6楼）
http://bbs.shanghai.com/thread-1308922-1-1.html
第二十九期：05-08-14：全价销售，避免利润溜走！ （批改参考见6楼）
http://bbs.shanghai.com/thread-1321585-1-1.html
第三十期：05-08-21：迈克尔菲尔普斯和你 （批改参考见5楼）
http://bbs.shanghai.com/thread-1335984-1-1.html
第三十一期：08-08-29：如何确保当他们购买时，是从你这里买（批改参考见18楼）
http://bbs.shanghai.com/thread-1355527-1-2.html
第三十二期：08-09-09：像这位电视剧侦探一样提问（批改参考见9楼）
http://bbs.shanghai.com/thread-1376937-1-1.html
第三十三期：08-09-12：语音信箱三步策略，让你的电话得到回复（批改参考见12楼）
http://bbs.shanghai.com/thread-1385539-1-1.html
第三十四期：08-09-19：如何对“问题引发”词语做出反应和倾听（批改参考见5楼）
http://bbs.shanghai.com/thread-1397279-1-1.html
第三十五期：08-09-27：怎样使你的竞争者说：你是更好的选择（批改参考见14楼）
http://bbs.shanghai.com/thread-1413363-1-1.html
第三十六期：08-10-05：你需要一次态度救援行动吗？（批改参考见11楼）
http://bbs.shanghai.com/thread-1420418-1-1.html
第三十七期：08-10-12：你应该使用这个提问吗：“要怎样做（你才能）。。。？”（批改参考见7楼）
http://bbs.shanghai.com/thread-1434390-1-1.html
第三十八期：08-10-17：如何回应“我不感兴趣”？（批改参考见10楼）
http://bbs.shanghai.com/thread-1444555-1-1.html
第三十九期：08-10-26：来一些”…如何?”的问题怎样?（批改参考见8楼）
http://bbs.shanghai.com/thread-1460580-1-1.html
第四十期：08-11-02：如果你这么说，他们不会在乎 （批改参考见10楼）
http://bbs.shanghai.com/thread-1474721-1-1.html
第四十一期：08-11-07：能大幅提高你缔约比例的几个词（批改参考见7楼）
http://bbs.shanghai.com/thread-1486779-1-1.html
第四十二期：08-11-12：小事就是全部、细节决定一切（批改参考见7、8楼）
http://bbs.shanghai.com/thread-1496694-1-1.html
第四十三期：08-11-17：我赞同这条信息（批改参考见6楼）
http://bbs.shanghai.com/thread-1505606-1-1.html
第四十四期：08-11-22：让客户畅开心怀的三个秘诀（批改参考见6楼）
http://bbs.shanghai.com/thread-1516824-1-1.html
第四十五期：08-11-28：停止“推销”并开始建立关系的七种方法（批改参考见11、12楼）
http://bbs.shanghai.com/thread-1528384-1-1.html
第四十六期：08-12-05：你绝对会喜欢这个 （批改参考见5楼）
http://bbs.shanghai.com/thread-1543838-1-1.html
本期技巧篇为你介绍如何保持积极心态，特别是如何应对目前的不利环境。
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有关外贸开发信写作的案例研讨，请移步此贴：
http://bbs.shanghai.com/thread-1400470-1-2.html
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很多翻译的文章。。。。。。。。。看不过来了都
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This Week's Tip:
Here's How You Will Sell More
Than Ever in 2009
本周提示:
以下教你如何在2009年取得比以往都多的销售.
Greetings!
大家好!
Do you know anyone who is constantly whining, complaining, and
making excuses for their performance?
你认识一些这样的人吗? 他们总是不停在抱怨,发牢骚以及在为他们的表现找借口.
Stay clear of them, because they will try to suck you into their pity parties.
离他们远一点,因为他们正在试图把你吸进他们的同情团体中.
Oh sure, there's no denying that the current economic environment
could be better. But, when the weather is bad, do you say, "Oh,
the weather's bad. I can't go outside today, or do my job." I doubt it.
当然,并没有否认说现在的经济环境会更好.不过，当天气不好的时候，你难道会说：＂今天天气不好，我不能外出了，或我不能做我的工作了.＂？我对此持怀疑态度.
The successes in life adapt to their environment. They make changes.
They act. I bet that is you.
成功的生命能够适应环境.它们会做出改变.它们会有反应.我打赌那就是你.
And just like we need to regularly work on our physical health to stay
in shape, we need to do the same with our mental and "sales health"
to perform at peak levels.
就如同我们要定期的做一些工作，以使我们的身体保持在健康状态一样，我们也要如此的对待我们的精神和＂销售健康＂以使得它们处于巅锋状态.
At my regular meeting of Master Speakers International, I sat down
with one of the top experts in the world on peak performance and
motivation, my friend Dr. Alan Zimmerman. I asked Alan what
salespeople need to do, right now, to keep their attitudes high
and outsell the competition.
在我的那些与国际大师的定期会议中，我与我的朋友Alan Zimmerman博士坐在一起，在巅锋行动及动机学方面，他是世界上最顶级的专家之一.我询问了Alan，在现如今的情势下，销售人员应该做些什么以保持他们较高的情绪，得以在竞争中突出.
Here are his common-sense, on-target answers. First, on attitude:
以下是他说的一些常识，目标答案.首先，关于态度：
1. Refuse to blame anyone or anything for sales problems.
Blaming anything outside of yourself doesn't change anything. All
blame can do is keep you stuck or make you spiteful, neither of which
will turn you into a winner. Ever wonder why one salesperson prospers
while another suffers in the same situation? The answer is simple:
The suffering salesperson wastes his time on blame, while the
prospering salesperson is investing her time, learning how to get
better at what she does.
１.拒绝因为销售问题而去责备任何人或事.
责备你以外的任何事情都改变不了任何情况.责备所能导致的就是使你处于问题中，或让你心中怀恨，无论是哪种情况都不会让你成功的.有时候你会不明白为什么这个销售人员业绩好，而另一个在相同的环境中却在受着煎熬？答案很简单：受煎熬的那个销售人员把时间都浪费在责备上，而业绩好的那个销售人员却是在投资他的时间，学习如何做以获得更好的结果.
What are you doing, right now, to get better?
为使得情况好转，你现在是在做些什么呢?
2. Refuse to use a loser's language.
The most successful, and I might add, the happiest salespeople,
refuse to use a loser's language. They know that words precede results.
They know if they talk like a loser, they'll end up losing. George Schultz,
the former U.S. Secretary of State said, "The minute you start talking
about what you're going to do if you lose, you have lost."
２.拒绝使用失败者的语调（言）.
最成功的，我还可以加上说是，最快乐的销售人员他们拒绝使用失败者的语调.他们知道语言在结果之前.他们知道如果他们说话就如同个失败者一样，他们最后终将会失败.美国前秘书长George Schultz说：＂如果你一开始谈论你即将要去做的事情，是以一种要失败的语调的话，那么，其实，你已经失败了.＂
The salesperson who will not acknowledge defeat cannot be defeated.
That person is guaranteed to win in the long run. It's a given.
不承认失败的销售人员就不会被打败.从长远来说，他保证会赢的.以下是一例：
It's like the little boy who walked onto the baseball practice field
saying, "I'm the greatest hitter in the world." He threw up the ball,
swung, missed, and said, "Strike one." He threw up the ball again,
and once more he swung and missed, and said, "Strike two." He
did that for three strikes in a row.
就像是走上棒球练习场的小男孩说的：＂我是世界上最棒的击球手.＂他投出球，摇晃着，错过了.然后说＂击一球＂.他又再扔一个球，再一次的，他又摇晃又错过了，接着他说：＂击两球＂如上，他一共击了三球.
At that point he picked up his bat and ball. With a smile on his face,
he walked off the field and said, "I'm the greatest pitcher in the world."
那个时候，他拾起他的球棒和球，脸上挂着笑容.他走出球场的时候，他说道：＂我是世界上最棒的击球手.＂
He refused to use the language of a loser. He only talked about winning,
and so should you.
他拒绝使用一个失败者的语调.他只谈论胜利.你也要这样做.
The research is quite clear. The more you talk about failing to meet
your sales goals, the more negative your attitude will become. And
the more negative your attitude becomes, the poorer results will be.
It's a vicious downward cycle that you must refuse to enter.
研究很明显了.你越是说你达不到销售目标,你的情绪就会变得越消极.而你的情绪变得越消极的话,你所得到的结果就会越糟.你一定不要让你自己进入到这样一个恶性循环中去.
What language do you use when you talk to yourself and others
about your performance, effort, and outlook on life?
当你在同自己说,或都跟其他人描述你的表现,努力及人生观的时候,你是用何种语言的呢?
3. Choose to believe in yourself.
Even though you may have some doubts about your sales abilities,
even though the balance sheet of your life may show more liabilities
than assets, you've got to believe in yourself. Sugar Ray Robinson,
the boxing champ, said, "To be a champ, you have to believe in
yourself when nobody else will."
3. 选择相信自己
即使你可能有一些怀疑你自己的销售能力，即使资产负债表表明，你的生活可能会出现资不抵债的情况，你也要相信自己。拳击冠军Sugar Ray Robinson说：“要成为冠军，即使在别人都不相信你的时候，你也必须要相信你自己。 ”
If that sounds easier said than done, all you have to do is start
affirming it. Tell yourself twenty times a day, a hundred times a day,
"I like myself. I believe in myself. And I am a great salesperson."
如果那个听起来容易做起来难的话,你现在所需要做的就是开始肯定它.每天都对自己说20次,100次:”我喜欢我自己,我相信我自己.我是一个很棒的销售人员.”
Eventually your subconscious mind will start to accept your affirmation,
and you will believe in yourself. (By the way, the cynics laugh and
make fun of this. Just ask them what their sales results are, though.)
最终你的潜意识里会开始接受你的这种肯定,然后你就会真的相信你自己.(顺便说一下,会有一些愤世嫉俗者的笑声和一些人的打趣.你只须要问问他们的销售结果,其实很糟的.)
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In addition to working on your attitude, according to Dr. Zimmerman,
there are a few things we need to do to keep selling during tough times:
除了要保持我们的态度以外,根据Zimmerman博士,我们还要做一些事情使我们在这个艰难的时期维持销售.
1. Work hard. If someone were to follow you around for a week
and painstakingly recorded everything you did to advance your sales
career, would that person walk away with a long list of all the things
you're doing to get ahead? Or would that person have a long list
of the excuses you gave and the times you wasted?
1. 努力工作.如果有个人一整个星期都是围在你旁边，煞费苦心的记录你所做的每一件事以推进你的销售生涯.当那个人走的时候，他拿着的那个长长的清单，记录的是关于你努力向前的事呢？还是记录的关于你不断给出的借口以及你浪费的时间呢？
Sometimes people fool themselves into thinking they're putting
out 100% effort, when in reality, they're not.
有些时候人们会自我愚弄,自以为自己已经100%努力了,但实际上,却不是这样的.
For example, many salespeople aren't doing too well these days,
and Alan often hears them say, "I sent out 100 flyers announcing
our new product line, and I didn't get any response. I did everything
I could." Oh really? How about picking up the phone more?
举例来说,现在很多的销售人员并不是做得很好, Alan经常听见他们说:”我发了100份单子来宣传我们新的产品线,但我一个回复都没有收到.我已经做了我能做的一切了.”真的是这样吗?你有试过多打几通电话吗?
One hundred percent effort means that you've exhausted every
possible opportunity for reaching your goal. If you're looking for a
sale, 100% effort would include researching individual companies
that are a great fit for your product or service, sending these
companies personalized letters, and calling to follow up with
intelligent, company-specific questions, not to mention networking,
referrals, and a host of other selling strategies.
百分百的努力意味着你已经用尽了一切可能的机会去达到你的目标.如果你正在寻求一个销售,100%的努力应该包括对那些非常适合你们公司产品及服务的个别公司进行研究,给这些公司发送个性化的信件,以及其后的打一些巧妙的,针对该公司的跟踪电话.其它的如网络推介,及其它销售策略的应用就更不消说了(都是必需的).
2. Practice endurance.
To many salespeople, "endurance" is a nasty word. They would
like to come by success the "easy" way. They want it to fall into
their laps.
2. 锻炼忍耐力.
对于很多销售人员来说,” 忍耐力”是一个让人讨厌的词.他们希望通过一个”简单容易”的方式达到成功.他们希望它(成功)能从天而降.
But that's an extremely rare occurrence. 99.99% of the time,
success comes AFTER you "endure" awhile. And all the greats
in every field of endeavor have learned how to "endure."
不过,那是极罕见的现象.99.99%的情况是,在你” 忍耐”了一段时间之后,成功才会到来.而且每一领域的伟大人物都学会了如何” 忍耐”.
As professional tennis player Bjorn Borg noted, "My greatest
point is my persistence. I never give up in a match. However
down I am ? I fight until the last ball. My list of matches shows
that I have turned a great many so-called irretrievable defeats
into victories."
如同职业网球选手Bjorn Borg指出的那样”我最大的特点就是我很有毅力.无论我处于多么不利的境地,我从来不会放弃比赛.我会一直战斗直到最后一个球.从我的比赛清单上可以看出,我逆转了很多场当时所谓的必输的比赛,最后获得了胜利.”
Could the same be said of you? That you never give up?
That you endure?
你也能说同样的话吗?你从来没有放弃过吗?你忍耐了吗?
Or do people, secretly behind your back, say you bail out
when things get a little tough? Do they say you give up way
too easily or throw in the towel too quickly? Do they point
out the fact that you seldom finish what you start?
或者那些秘密站在你背后的人,会说,当事情变得有点难办的时候,你可以摆脱它们(困难)吗?他们会说你太容易放弃以及半途而废太快了吗?他们指出了那个你很少能完成你开始的事情的事实了吗?
If you answer "yes" to any of these latter questions,
remember the words of John Quincy Adams. He noted,
如果对于后面的那些问题,你有一个的回答是”是”的话,那么你要记住John Quincy Adams的话.他指出,
"Patience and perseverance have a magical effect before
which difficulties disappear and obstacles vanish."
在困难和障碍消失之前,耐心和毅力有一种非常神奇的魔力.
In other words, there's power in perseverance.
换句话说,就是毅力中包含着力量.
3. Stay committed.
Everything else being equal, commitment wins every time.
So fight back any feelings of discouragement that might
get in your way. Don't allow yourself to hang it up when
things get rough.
３.保持承诺.
其它的一切条件都是同等的情况下，承诺可以赢得每一次.所以，击回每一种会阻挡你的道路的可以导致失落的情绪.当事情变得难办的时候，不要让自己出现那些情绪.
If you're going to be successful, you've got to remember
the letters M.I.H., just like that one high school wrestler.
During his Junior year he won the second place trophy
in the state championships.
如果你想取得成功，你一定要记住字母：M.I.H.,就如同那个高校的摔角选手.在他大学三年级，他赢得了州际冠军赛的第二名.
Now he could have thought that was good enough.
现在他应该会觉得他当时已经够好的了.
But the day after the state finals, he was back in the same
old gym working out in the same old sweats with one small
change. He had placed white tape on each of his three
middle fingers, and on each piece of tape was a letter: M.I.H.
不过在州际决赛的第二天，他回到了那个老体育馆，穿同样的服装，一直在练习，仅有一点小变化.就是在他中间的三个手指上，他粘上了小胶带.每一个胶带上分别写着字母：M.I.H.
He kept the letters on his fingers all year, and he trained
harder than ever, until he again found himself at the state
tournament. This time he was crowned state champion.
他将那几个字母一直留在他的手指上，整整一年，他比以往更加刻苦的训练.直到他再次出现在州际比赛中.而这一次，他获得了冠军.
Of course people wanted to know how he did it. He created
a tool that helped him focus, stay the course, and keep up
his commitment. He knew that if he really wanted to be the
best, it was up to him. He was determined to Make It Happen.
当然，人们很想知道他是如何做到的.他创造了一种工具帮助他集中精神，坚持既定过程，然后保持住承诺.他知道如果他想做到最好的话，这完全取决于他自己.他决心要使它实现（缩写即为M.I.H.）
As you pursue your goals, as you strive towards greater
sales success, follow these four points, and you will not only
survive, but thrive. After all, most salespeople don't fail. They
just give up.
当你在追寻你的目标时，当你在努力走向更大的销售成功时，依据上述四步走，你不仅仅可以生存下来，你会取得很好的业绩.毕竟，绝大多数的销售人员都不是失败了，他们只是放弃了而以.
Alan has so much great self-development material to share
that I asked him what else he would suggest for my readers.
He suggested his "12 Little-Known Keys To Extraordinary
Success On And Off The Job." Awesome stuff. To see
them, click on http://www.kickstartcart.com/app/?af=516819
then on the left side menu bar and choose "2-Day Journey."
Alan有很多很好的关于自我提升的材料可以和我们分享，于是我问他有没有其它方面的建议可以给到我的读者.他建议他的＂12个鲜为人知的关键，取得非凡的成功，得到和失去工作.＂可怕的员工.想要看这些的话，可以点击：http://www.kickstartcart.com/app/?af=516819，然后在左边的目录栏中选择＂２天的旅程.＂
QUOTE OF THE WEEK
"Though no one can go back and make a brand new start,
anyone can start from now and make a brand new ending."
Marcus Aurelius
本周引言:
尽管没有一个人可以回到从前,重新开始,但每一个人都可以从现在开始,并创造一个全新的结局.
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爱死你了 分享
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This Week's Tip:
Here's How You Will Sell More
Than Ever in 2009
本周提示:
以下教你如何在2009年取得比以往都多的销售
你这样做才会在2009年卖得超越以往
Greetings!
大家好!
Do you know anyone who is constantly whining, complaining, and
making excuses for their performance?
你认识一些这样的人吗? 他们总是不停在抱怨,发牢骚以及在为他们的表现找借口.
Stay clear of them, because they will try to suck you into their pity parties.
离他们远一点,因为他们正在试图把你吸进他们的同情团体中.
Oh sure, there's no denying that the current economic environment
could be better. But, when the weather is bad, do you say, "Oh,
the weather's bad. I can't go outside today, or do my job." I doubt it.
当然,并没有否认说现在的经济环境会更好.不过，当天气不好的时候，你难道会说：＂今天天气不好，我不能外出了，或我不能做我的工作了.＂？我对此持怀疑态度.
The successes in life adapt to their environment. They make changes.
They act. I bet that is you.
成功的生命能够适应环境.它们会做出改变.它们会有反应.我打赌那就是你.
And just like we need to regularly work on our physical health to stay
in shape, we need to do the same with our mental and "sales health"
to perform at peak levels.
就如同我们要定期的做一些工作，以使我们的身体保持在健康状态一样，我们也要如此的对待我们的精神和＂销售健康＂以使得它们处于巅锋状态.
At my regular meeting of Master Speakers International, I sat down
with one of the top experts in the world on peak performance and
motivation, my friend Dr. Alan Zimmerman. I asked Alan what
salespeople need to do, right now, to keep their attitudes high
and outsell the competition.
在我的那些与国际大师的定期会议中，我与我的朋友Alan Zimmerman博士坐在一起，在巅锋行动及动机学方面，他是世界上最顶级的专家之一.我询问了Alan，在现如今的情势下，销售人员应该做些什么以保持他们较高的情绪，得以在竞争中突出.
Here are his common-sense, on-target answers. First, on attitude:
以下是他说的一些常识，目标答案.首先，关于态度：
以下是他常识性的却很精准的答复。首先，是关于态度：
1. Refuse to blame anyone or anything for sales problems.
Blaming anything outside of yourself doesn't change anything. All
blame can do is keep you stuck or make you spiteful, neither of which
will turn you into a winner. Ever wonder why one salesperson prospers
while another suffers in the same situation? The answer is simple:
The suffering salesperson wastes his time on blame, while the
prospering salesperson is investing her time, learning how to get
better at what she does.
１.拒绝因为销售问题而去责备任何人或事.
责备你以外的任何事情都改变不了任何情况.责备所能导致的就是使你处于问题中，或让你心中怀恨，无论是哪种情况都不会让你成功的.有时候你会不明白为什么这个销售人员业绩好，而另一个在相同的环境中却在受着煎熬？答案很简单：受煎熬的那个销售人员把时间都浪费在责备上，而业绩好的那个销售人员却是在投资他的时间，学习如何做以获得更好的结果.
What are you doing, right now, to get better?
为使得情况好转，你现在是在做些什么呢?
2. Refuse to use a loser's language.
The most successful, and I might add, the happiest salespeople,
refuse to use a loser's language. They know that words precede results.
They know if they talk like a loser, they'll end up losing. George Schultz,
the former U.S. Secretary of State said, "The minute you start talking
about what you're going to do if you lose, you have lost."
２.拒绝使用失败者的语调（言）.
最成功的，我还可以加上说是，最快乐的销售人员他们拒绝使用失败者的语调.他们知道语言在结果之前.他们知道如果他们说话就如同个失败者一样，他们最后终将会失败. 美国前秘书长George Schultz说：＂如果你一开始谈论你即将要去做的事情，是以一种要失败的语调的话，那么，其实，你已经失败了.＂
。。。前美国国务卿乔治•舒尔兹说：“一旦你开始谈论假如失败的话你要怎么做，你已经失败了。”
The salesperson who will not acknowledge defeat cannot be defeated.
That person is guaranteed to win in the long run. It's a given.
不承认失败的销售人员就不会被打败.从长远来说，他保证会赢的.以下是一例：
。。。这是肯定的。
It's like the little boy who walked onto the baseball practice field
saying, "I'm the greatest hitter in the world." He threw up the ball,
swung, missed, and said, "Strike one." He threw up the ball again,
and once more he swung and missed, and said, "Strike two." He
did that for three strikes in a row.
就像是走上棒球练习场的小男孩说的：＂我是世界上最棒的击球手.＂他投出球，摇晃着，错过了.然后说＂击一球＂.他又再扔一个球，再一次的，他又摇晃又错过了，接着他说：＂击两球＂如上，他一共击了三球.
At that point he picked up his bat and ball. With a smile on his face,
he walked off the field and said, "I'm the greatest pitcher in the world."
那个时候，他拾起他的球棒和球，脸上挂着笑容.他走出球场的时候，他说道：＂我是世界上最棒的击球手.＂
He refused to use the language of a loser. He only talked about winning,
and so should you.
他拒绝使用一个失败者的语调.他只谈论胜利.你也要这样做.
The research is quite clear. The more you talk about failing to meet
your sales goals, the more negative your attitude will become. And
the more negative your attitude becomes, the poorer results will be.
It's a vicious downward cycle that you must refuse to enter.
研究很明显了.你越是说你达不到销售目标,你的情绪就会变得越消极.而你的情绪变得越消极的话,你所得到的结果就会越糟.你一定不要让你自己进入到这样一个恶性循环中去.
What language do you use when you talk to yourself and others
about your performance, effort, and outlook on life?
当你在同自己说,或都跟其他人描述你的表现,努力及人生观的时候,你是用何种语言的呢?
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3. Choose to believe in yourself.
Even though you may have some doubts about your sales abilities,
even though the balance sheet of your life may show more liabilities
than assets, you've got to believe in yourself. Sugar Ray Robinson,
the boxing champ, said, "To be a champ, you have to believe in
yourself when nobody else will."
3. 选择相信自己
即使你可能有一些怀疑你自己的销售能力，即使资产负债表表明，你的生活可能会出现资不抵债的情况，你也要相信自己。拳击冠军Sugar Ray Robinson说：“要成为冠军，即使在别人都不相信你的时候，你也必须要相信你自己。 ”
If that sounds easier said than done, all you have to do is start
affirming it. Tell yourself twenty times a day, a hundred times a day,
"I like myself. I believe in myself. And I am a great salesperson."
如果那个听起来容易做起来难的话,你现在所需要做的就是开始肯定它.每天都对自己说20次,100次:”我喜欢我自己,我相信我自己.我是一个很棒的销售人员.”
Eventually your subconscious mind will start to accept your affirmation,
and you will believe in yourself. (By the way, the cynics laugh and
make fun of this. Just ask them what their sales results are, though.)
最终你的潜意识里会开始接受你的这种肯定,然后你就会真的相信你自己. (顺便说一下,会有一些愤世嫉俗者的笑声和一些人的打趣.你只须要问问他们的销售结果,其实很糟的.)
。。。（顺便说一下，吹毛求疵者会对此发笑或嘲弄。那就问问他们的销售结果是怎样的吧。)
Cynic：someone who is critical of the motives of others查字典请注意要学会选择最合适的解释，而不是只会用最常见的中文翻译
In addition to working on your attitude, according to Dr. Zimmerman,
there are a few things we need to do to keep selling during tough times:
除了要保持我们的态度以外,根据Zimmerman博士,我们还要做一些事情使我们在这个艰难的时期维持销售.
1. Work hard. If someone were to follow you around for a week
and painstakingly recorded everything you did to advance your sales
career, would that person walk away with a long list of all the things
you're doing to get ahead? Or would that person have a long list
of the excuses you gave and the times you wasted?
1. 努力工作.如果有个人一整个星期都是围在你旁边，煞费苦心的记录你所做的每一件事以推进你的销售生涯.当那个人走的时候，他拿着的那个长长的清单，记录的是关于你努力向前的事呢？还是记录的关于你不断给出的借口以及你浪费的时间呢？
Sometimes people fool themselves into thinking they're putting
out 100% effort, when in reality, they're not.
有些时候人们会自我愚弄,自以为自己已经100%努力了,但实际上,却不是这样的.
For example, many salespeople aren't doing too well these days,
and Alan often hears them say, "I sent out 100 flyers announcing
our new product line, and I didn't get any response. I did everything
I could." Oh really? How about picking up the phone more?
举例来说,现在很多的销售人员并不是做得很好, Alan经常听见他们说:”我发了100份单子来宣传我们新的产品线,但我一个回复都没有收到.我已经做了我能做的一切了.”真的是这样吗?你有试过多打几通电话吗?
One hundred percent effort means that you've exhausted every
possible opportunity for reaching your goal. If you're looking for a
sale, 100% effort would include researching individual companies
that are a great fit for your product or service, sending these
companies personalized letters, and calling to follow up with
intelligent, company-specific questions, not to mention networking,
referrals, and a host of other selling strategies.
百分百的努力意味着你已经用尽了一切可能的机会去达到你的目标.如果你正在寻求一个销售,100%的努力应该包括对那些非常适合你们公司产品及服务的个别公司进行研究,给这些公司发送个性化的信件,以及其后的打一些巧妙的,针对该公司的跟踪电话.其它的如网络推介,及其它销售策略的应用就更不消说了(都是必需的).
Networking 通过扩大交际获得销售（或客户推介）
Referrals 客户转介
2. Practice endurance.
To many salespeople, "endurance" is a nasty word. They would
like to come by success the "easy" way. They want it to fall into
their laps.
2. 锻炼忍耐力.
对于很多销售人员来说,” 忍耐力”是一个让人讨厌的词.他们希望通过一个”简单容易”的方式达到成功.他们希望它(成功)能从天而降.
But that's an extremely rare occurrence. 99.99% of the time,
success comes AFTER you "endure" awhile. And all the greats
in every field of endeavor have learned how to "endure."
不过,那是极罕见的现象.99.99%的情况是,在你” 忍耐”了一段时间之后,成功才会到来.而且每一领域的伟大人物都学会了如何” 忍耐”.
As professional tennis player Bjorn Borg noted, "My greatest
point is my persistence. I never give up in a match. However
down I am? I fight until the last ball. My list of matches shows
that I have turned a great many so-called irretrievable defeats
into victories."
如同职业网球选手Bjorn Borg指出的那样”我最大的特点就是我很有毅力.无论我处于多么不利的境地,我从来不会放弃比赛.我会一直战斗直到最后一个球.从我的比赛清单上可以看出,我逆转了很多场当时所谓的必输的比赛,最后获得了胜利.”
正如职业网球选手乔恩•倍格所说：“我最大的特点就是我很坚持。我从来不会在比赛中放弃。我会坚持到多低？我战斗到最后一个球。我的比赛清单显示，我在很多场次的所谓必输比赛中反败为胜。”
Could the same be said of you? That you never give up?
That you endure?
你也能说同样的话吗?你从来没有放弃过吗?你忍耐了吗?
Or do people, secretly behind your back, say you bail out
when things get a little tough? Do they say you give up way
too easily or throw in the towel too quickly? Do they point
out the fact that you seldom finish what you start?
或者那些秘密站在你背后的人,会说,当事情变得有点难办的时候,你可以摆脱它们(困难)吗?他们会说你太容易放弃以及半途而废太快了吗?他们指出了那个你很少能完成你开始的事情的事实了吗?
或者，会不会有人在你背后窃窃私语，当事情变得有点困难时你就会退出？他们会不会说你太容易放弃或是（象拳击比赛那样显示投降而）过早丢进白毛巾？他们会不会指出你极少善始善终的事实？
If you answer "yes" to any of these latter questions,
remember the words of John Quincy Adams. He noted,
如果对于后面的那些问题,你有一个的回答是”是”的话,那么你要记住John Quincy Adams的话.他指出,
"Patience and perseverance have a magical effect before
which difficulties disappear and obstacles vanish."
在困难和障碍消失之前,耐心和毅力有一种非常神奇的魔力.
耐心和毅力有神奇的魔力，在他们面前，困难会解除、障碍会消失。
In other words, there's power in perseverance.
换句话说,就是毅力中包含着力量.
3. Stay committed.
Everything else being equal, commitment wins every time.
So fight back any feelings of discouragement that might
get in your way. Don't allow yourself to hang it up when
things get rough.
３.保持承诺.
其它的一切条件都是同等的情况下，承诺可以赢得每一次.所以，击回每一种会阻挡你的道路的可以导致失落的情绪.当事情变得难办的时候，不要让自己出现那些情绪.
commit：专注，give entirely to a specific person, activity, or cause
If you're going to be successful, you've got to remember
the letters M.I.H., just like that one high school wrestler.
During his Junior year he won the second place trophy
in the state championships.
如果你想取得成功，你一定要记住字母：M.I.H.,就如同那个高校的摔角选手.在他大学三年级，他赢得了州际冠军赛的第二名.
Now he could have thought that was good enough.
现在他应该会觉得他当时已经够好的了.
But the day after the state finals, he was back in the same
old gym working out in the same old sweats with one small
change. He had placed white tape on each of his three
middle fingers, and on each piece of tape was a letter: M.I.H.
不过在州际决赛的第二天，他回到了那个老体育馆，穿同样的服装，一直在练习，仅有一点小变化.就是在他中间的三个手指上，他粘上了小胶带.每一个胶带上分别写着字母：M.I.H.
He kept the letters on his fingers all year, and he trained
harder than ever, until he again found himself at the state
tournament. This time he was crowned state champion.
他将那几个字母一直留在他的手指上，整整一年，他比以往更加刻苦的训练.直到他再次出现在州际比赛中.而这一次，他获得了冠军.
Of course people wanted to know how he did it. He created
a tool that helped him focus, stay the course, and keep up
his commitment. He knew that if he really wanted to be the
best, it was up to him. He was determined to Make It Happen.
当然，人们很想知道他是如何做到的.他创造了一种工具帮助他集中精神，坚持既定过程，然后保持住承诺.他知道如果他想做到最好的话，这完全取决于他自己.他决心要使它实现（缩写即为M.I.H.）
As you pursue your goals, as you strive towards greater
sales success, follow these four points, and you will not only
survive, but thrive. After all, most salespeople don't fail. They
just give up.
当你在追寻你的目标时，当你在努力走向更大的销售成功时，依据上述四步走，你不仅仅可以生存下来，你会取得很好的业绩.毕竟，绝大多数的销售人员都不是失败了，他们只是放弃了而以.
Alan has so much great self-development material to share
that I asked him what else he would suggest for my readers.
He suggested his "12 Little-Known Keys To Extraordinary
Success On And Off The Job." Awesome stuff. To see
them, click on http://www.kickstartcart.com/app/?af=516819
then on the left side menu bar and choose "2-Day Journey."
Alan有很多很好的关于自我提升的材料可以和我们分享，于是我问他有没有其它方面的建议可以给到我的读者.他建议他的＂12个鲜为人知的关键，取得非凡的成功，得到和失去工作.＂可怕的员工.想要看这些的话，可以点击：http://www.kickstartcart.com/app/?af=516819，然后在左边的目录栏中选择＂２天的旅程.＂
On And Off The Job 工作之内与之外
Awesome stuff. 优异的材料！
QUOTE OF THE WEEK
"Though no one can go back and make a brand new start,
anyone can start from now and make a brand new ending."
Marcus Aurelius
本周引言:
尽管没有一个人可以回到从前,重新开始,但每一个人都可以从现在开始,并创造一个全新的结局.
评论
周翻译论坛：提高英语表达水平，增强外贸销售能力(2008/47)
This Week's Tip:
Here's How You Will Sell More
Than Ever in 2009
告诉你，如何在2009销售的更好。
Greetings!
大家好
Do you know anyone who is constantly whining, complaining, and
making excuses for their performance?
你知道有人总是不停的为自己的所作所为抱怨，埋怨，找理由吗？
Stay clear of them, because they will try to suck you into their pity parties.
别迷糊了，因为他们试图把你引入可怜的聚会上。
Oh sure, there's no denying that the current economic environment
could be better. But, when the weather is bad, do you say, "Oh,
the weather's bad. I can't go outside today, or do my job." I doubt it.
当然，不可否认的是，当前的经济形式会好转。但是，天气不好的时候，你会说“哦，天气不大好，今天就不出去了，或者今天先不工作了”我对此表示怀疑。
The successes in life adapt to their environment. They make changes.
They act. I bet that is you.
生活中的成功要适应环境。他们会产生变化。他们会有作用。我打赌，那就是你应该做的。
And just like we need to regularly work on our physical health to stay
in shape, we need to do the same with our mental and "sales health"
to perform at peak levels.
就像平常我们会根据我们的身体状况去工作，我们同样需要用我们的精神和“健康的销售”去达到一个更高的水平。
At my regular meeting of Master Speakers International, I sat down
with one of the top experts in the world on peak performance and
motivation, my friend Dr. Alan Zimmerman. I asked Alan what
salespeople need to do, right now, to keep their attitudes high
and outsell the competition.
在我的常规国际演讲大师会议上，我跟一个世界顶级专家做起一起，阿兰。我问阿兰，现在阶段，销售人员应该做什么才能够保持高昂的斗志和销售量超过竞争者。
Here are his common-sense, on-target answers. First, on attitude:
这是他的一些共识，目标答案。首先，在态度方面：
1. Refuse to blame anyone or anything for sales problems.
Blaming anything outside of yourself doesn't change anything. All
blame can do is keep you stuck or make you spiteful, neither of which
will turn you into a winner. Ever wonder why one salesperson prospers
while another suffers in the same situation? The answer is simple:
The suffering salesperson wastes his time on blame, while the
prospering salesperson is investing her time, learning how to get
better at what she does.
1.不要埋怨销售问题上的任何人和任何事情。
埋怨你之外的任何人和任何事情都不会去改变什么。所有的埋怨都只能让你充满恶意，而不会让你成为一个赢家。想过为什么一个销售人员生意兴旺而另一个在同样的形式下却苦难重重呢？答案非常简单：困难重重的销售人员在埋怨上浪费了时间，而生意兴隆的销售人员是在充分利用他的时间，始终在学习如果在此基础上变得更好。
What are you doing, right now, to get better?
现在，你如何去做才能变得更好呢？
评论
2. Refuse to use a loser's language.
The most successful, and I might add, the happiest salespeople,
refuse to use a loser's language. They know that words precede results.
They know if they talk like a loser, they'll end up losing. George Schultz,
the former U.S. Secretary of State said, "The minute you start talking
about what you're going to do if you lose, you have lost."
2.不要使用一个失败者的语言。
我要说的是，最成功，最幸福的销售人员拒绝使用一个失败者的语言。他们只要语言会产生什么样的效果。他们知道，如果他们像失败者一样去谈话的话，他们将要以失败而告终。乔治。舒尔茨，美国的前任国务卿说过，“如果你一开始就像一个失败者一样的去说，那么你就会失败”
The salesperson who will not acknowledge defeat cannot be defeated.
That person is guaranteed to win in the long run. It's a given.
不承认失败的销售人员不会被打败。长远来说，这种人会保证成为赢家。这就是给予。
It's like the little boy who walked onto the baseball practice field
saying, "I'm the greatest hitter in the world." He threw up the ball,
swung, missed, and said, "Strike one." He threw up the ball again,
and once more he swung and missed, and said, "Strike two." He
did that for three strikes in a row.
就像是在棒球场上训练的一个小伙子说，“我是世界上最好的击球手”他发球出去，
At that point he picked up his bat and ball. With a smile on his face,
he walked off the field and said, "I'm the greatest pitcher in the world."
那时候，他捡起球和球拍。他脸上洋溢着笑容，走出场地，说“我是世界上最好的投手”
He refused to use the language of a loser. He only talked about winning,
and so should you.
他拒绝使用失败者的语言。他只说赢的层面，你也应该这样的。
The research is quite clear. The more you talk about failing to meet
your sales goals, the more negative your attitude will become. And
the more negative your attitude becomes, the poorer results will be.
It's a vicious downward cycle that you must refuse to enter.
调查很明显了。你越说你不能完成你的销售目标，你的态度就会变得越消极。你的态度越消极，你得到的结果就越可怜。你一定是拒绝这种恶性循环的。
What language do you use when you talk to yourself and others
about your performance, effort, and outlook on life?
当你谈论你自己或者是别人的工作，努力和生活前景的时候，你会使用什么样的语言呢？
3. Choose to believe in yourself.
Even though you may have some doubts about your sales abilities,
even though the balance sheet of your life may show more liabilities
than assets, you've got to believe in yourself. Sugar Ray Robinson,
the boxing champ, said, "To be a champ, you have to believe in
yourself when nobody else will."
3.要相信自己
即使你可能对你的销售能力有疑问，即使你生活开支比你的资产有更多的稳定性，你仍旧要相信那你自己。拳王，舒格 雷 罗宾逊，说过“要想成为一个冠军，别人相信你的时候，你必须要相信你自己”
If that sounds easier said than done, all you have to do is start
affirming it. Tell yourself twenty times a day, a hundred times a day,
"I like myself. I believe in myself. And I am a great salesperson."
如果说听起来比做起来容易的话，你不得不做的就是开始确认他。每天对自己说20遍，100遍，“我喜欢我自己。相信自己。我是一个伟大的销售员”
Eventually your subconscious mind will start to accept your affirmation,
and you will believe in yourself. (By the way, the cynics laugh and
make fun of this. Just ask them what their sales results are, though.)
最后，你的潜意识就会开始接受你的确认，你会相信你自己。（顺便说一下，即使他们嘲笑你，你也要问问他们销售结果怎么样）
评论
In addition to working on your attitude, according to Dr. Zimmerman,
there are a few things we need to do to keep selling during tough times:
根据，阿兰的所说，除了你的工作态度，在这个苦难的时代，我们需要掌握一些东西去保持销售。
1. Work hard. If someone were to follow you around for a week
and painstakingly recorded everything you did to advance your sales
career, would that person walk away with a long list of all the things
you're doing to get ahead? Or would that person have a long list
of the excuses you gave and the times you wasted?
1.努力工作。如果某个人跟踪了你几个周，费力的记录了你所做的一切去推进你的销售生涯？或者他记录了你给出的理由和你所浪费的时间。
Sometimes people fool themselves into thinking they're putting
out 100% effort, when in reality, they're not.
有时候人们糊弄自己说已经付出了100%的努力，但是现实情况是，他们并没有。
For example, many salespeople aren't doing too well these days,
and Alan often hears them say, "I sent out 100 flyers announcing
our new product line, and I didn't get any response. I did everything
I could." Oh really? How about picking up the phone more?
例如，现阶段很多销售人员都做的不是很出色，阿兰经常听到他们说，“我发出去100个信息，我们最新的生产线，但是我没有得到任何的回复。我做了我所能做的一切”真的吗？拿起你的电话来试一下会怎么样呢？
One hundred percent effort means that you've exhausted every
possible opportunity for reaching your goal. If you're looking for a
sale, 100% effort would include researching individual companies
that are a great fit for your product or service, sending these
companies personalized letters, and calling to follow up with
intelligent, company-specific questions, not to mention networking,
referrals, and a host of other selling strategies.
100%的努力意味着你为达到你的目标而筋疲力尽。如果你正在寻找一个销售机会，100%的努力意味着包括，适合你产品和服务的个体公司，给这些公司发邮件，然后是有技巧的电话，公司具体的问题，不涉及到网站，参考人和其他的销售策略。
2. Practice endurance.
To many salespeople, "endurance" is a nasty word. They would
like to come by success the "easy" way. They want it to fall into
their laps.
2.锻炼忍耐性
对于很多销售人员来说，“忍耐性”是一个肮脏的词汇。他们想要成功来的容易些。他们想要轻松地解决问题。
But that's an extremely rare occurrence. 99.99% of the time,
success comes AFTER you "endure" awhile. And all the greats
in every field of endeavor have learned how to "endure."
但那只是及其少的情况。99.99%的时间内，成功来自于你的“忍耐性”。在努力的每一个领域之内的伟大任务都能意识到怎样去“忍受”。
As professional tennis player Bjorn Borg noted, "My greatest
point is my persistence. I never give up in a match. However
down I am ? I fight until the last ball. My list of matches shows
that I have turned a great many so-called irretrievable defeats
into victories."
就像职业网球选手比约•博格曾经说过，“我最值得骄傲的一点就是坚持不懈，在一场比赛中我从来没有放弃过。不管我如何低沉？我战斗到最后一个球。我的比赛详单显示，我已经把很多所谓的不可挽回的失败转化为胜利”
Could the same be said of you? That you never give up?
That you endure?
你能说出同样的话吗？你从来没有放弃过吗？你忍受过吗？
Or do people, secretly behind your back, say you bail out
when things get a little tough? Do they say you give up way
too easily or throw in the towel too quickly? Do they point
out the fact that you seldom finish what you start?
或者，当形式有一点苦难的话，你背后的人会秘密的跟你说你出局了吗？他们说你轻易的放弃或者很快的扔出白毛巾吗（轻易认输）？他们指出事实你很少完成你的工作吗？
If you answer "yes" to any of these latter questions,
remember the words of John Quincy Adams. He noted,
对以上的任何问题，如有你的回答是“Yes”的话，记住John Quincy Adams的话。他说：
"Patience and perseverance have a magical effect before
which difficulties disappear and obstacles vanish."
”在困难和障碍消失之前，耐心和坚持不懈会起到魔力的作用。”
In other words, there's power in perseverance.
换句话说，坚持不懈具有一定的魔力。
3. Stay committed.
Everything else being equal, commitment wins every time.
So fight back any feelings of discouragement that might
get in your way. Don't allow yourself to hang it up when
things get rough.
3.信守承诺
其他一切条件相同的情况下，信守承诺将会赢得一切。因此，与那些可能阻挡你前进的感情勇敢的斗争。当形式变得复杂的时候，不允许自己作壁上观。
If you're going to be successful, you've got to remember
the letters M.I.H., just like that one high school wrestler.
During his Junior year he won the second place trophy
in the state championships.
当你将要成功的时候， 你会想起字母MIH，旧相识高中时候那个摔跤宣州。在他上初中的时候，他就赢得了洲际比赛的第二名。
Now he could have thought that was good enough.
现在，他感觉到已经足够好了。
But the day after the state finals, he was back in the same
old gym working out in the same old sweats with one small
change. He had placed white tape on each of his three
middle fingers, and on each piece of tape was a letter: M.I.H.
在洲际比赛之后，他还是穿着那件旧毛衣在那个健身房里锻炼。他在他中间三个指间放了白磁带。每个词带上都贴着一个字母：M.I.H.
He kept the letters on his fingers all year, and he trained
harder than ever, until he again found himself at the state
tournament. This time he was crowned state champion.
那些字母在他手上放了整整一年的时间。他比以前更加努力的训练，直到他再次出现在洲际巡回赛上。这次他是洲际比赛的冠军。
Of course people wanted to know how he did it. He created
a tool that helped him focus, stay the course, and keep up
his commitment. He knew that if he really wanted to be the
best, it was up to him. He was determined to Make It Happen.
当然，人们都想知道他是怎么做到的。他有一个东西帮他集中注意力，保持信念。他清楚，如果他想要成为最好的，那么他就是最好的。他下定决心去实现这个目标。
As you pursue your goals, as you strive towards greater
sales success, follow these four points, and you will not only
survive, but thrive. After all, most salespeople don't fail. They
just give up.
当你追寻你的目标的时候，当时你为你更大的销售成功奋斗的时候，遵循这四点。你不但会成活，而且会繁荣，兴旺。毕竟大部分销售人员不是失败。他们只是放弃了。
Alan has so much great self-development material to share
that I asked him what else he would suggest for my readers.
He suggested his "12 Little-Known Keys To Extraordinary
Success On And Off The Job." Awesome stuff. To see
them, click on http://www.kickstartcart.com/app/?af=516819
then on the left side menu bar and choose "2-Day Journey."
阿兰有很多自我进修发展的材料供大家想用。他建议大家阅读他的“12个通向成功的小技巧”
QUOTE OF THE WEEK
"Though no one can go back and make a brand new start,
anyone can start from now and make a brand new ending."
Marcus Aurelius
Go and have your best week ever!
Art
评论
想法不错，在此谢谢了
评论
Never throw in the towel too quickly
评论
非常不错！谢谢啦！
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