加拿大外贸
THIS WEEK'S TIP:What to Say So You Connect
Greetings,
I saw an article about how golf equipment sales reps
visit the various pro golf tournaments every week and
try to persuade the players to use the equipment
represented by the salesmen.
David Williams, a rep with club company Sonartec said
that when speaking with a "technologically-challenged"
player he simply says that "Our fairway woods are 10
to 15 yards longer than anything out here."
With someone who wants to know the how's and why's,
he says, "The driving cavity changes the center of
gravity and spreads the weight out to the toe and
heel." OK.
This illustrates, in quite simple terms, what we all
should do as salespeople: tell them what they want to
hear, in their language. Don't make them adapt to yours.
Perhaps you've taken part in training sessions or
read books on how to determine someone's communication
style through Neuro Linguistic Programming, or DISC, or
the numerous other systems that put people into a
quadrant and label them as Assertive-Driver, etc.
That's fine, but sometimes it's overkill. To be
very elementary--and why not--we should listen to
what the customer/prospect tells us, and respond in
a manner the other person understands best.
Easier said than done. Most people are so concerned
about what THEY want to say, they don't listen to the
other person. Or, they're not aware of how to pick up
on a language and style, and therefore don't know what
they don't know.
A tech support rep from the local cable internet provider
came to my house to troubleshoot a problem with
my home network. He took three minutes of nonstop talking
in circles to try and explain the problem. I told him I
had no idea what he just said. Then--I kid you not--he used
three MORE minutes to say ... basically nothing. Frustrated,
I finally said,
"Bottom line, are you telling me I need a new router?"
"Uh, yeah, pretty much."
A simple, "Your router is bad. You need a new one," would
have done nicely.
OK. Here are the suggestions for this week:
1. Brainstorm the benefits/results of your products, and put
them into categories appropriate to your business. Possibilities
include "technical benefit descriptions," "bottom line benefits,"
"process benefits," and so on. Think of different types of
people who are now interested in those benefits. Review
their personality characteristics and the things they say
and do that will help you identify similar traits in others.
2. Be more aware of what your customers, prospects, friends,
spouse, coworkers ... or anyone tells you, and HOW they do it.
Listen carefully.
3. Ask great questions to get the information you need.
For example, if someone says, "Tell me how this would work,"
Or, "What would this do for me?", resist the tendency to
go into a pitch. Ask them,
"What are you most interested in?"
"What's most important to you as it relates to ...?"
"Are you more interested in the process, or the bottom
line result?"
4. Listen to recordings of your calls to determine if you're
picking up on everything during your calls.
5. Make a commitment to USE what you hear and tailor
your comments, descriptions, and recommendations in
a manner and language they can best relate to.
When we work to understand and use the other person's
language, the result is helping them get what they
want, which also help us get what we want.
_________________________________________
QUOTE OF THE WEEK
"Ability is what you're capable of doing. Motivation
determines what you do. Attitude determines how
well you do it."
-- Lou Holtz
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？ （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??楼：缺乏作业 ）
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??楼：缺乏作业 ）
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??楼：缺乏作业 ）
http://bbs.shanghai.com/thread-994599-1-1.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
THIS WEEK'S TIP:
What to Say So You Connect
如何表达能建立起你们之间的联系
Greetings,
大家好
I saw an article about how golf equipment sales reps
visit the various pro golf tournaments every week and
try to persuade the players to use the equipment
represented by the salesmen.
我曾经看到过一篇文章，一位高尔夫设备的销售代表每周都参观不同的高尔夫巡回赛，试图去说服运动员们使用他们所推销的设备。
David Williams, a rep with club company Sonartec said
that when speaking with a "technologically-challenged"
player he simply says that "Our fairway woods are 10
to 15 yards longer than anything out here."
大卫。威廉姆斯，Sonartec俱乐部公司的销售代表说，当他跟一位有“技术挑战性的”运动员谈话的时候，他总是简单的说“我们开球木杆的使用寿命比其他的要多出10到15年”
With someone who wants to know the how's and why's,
he says, "The driving cavity changes the center of
gravity and spreads the weight out to the toe and
heel." OK.
对于那些想知道原因的人，他说“驱动杆的结构改变了受力的中心，把力分布到了末端”
This illustrates, in quite simple terms, what we all
should do as salespeople: tell them what they want to
hear, in their language. Don't make them adapt to yours.
这种用简单词汇的描述是作为一个销售人员来说应该去做的：顺着他们的话说出他们想听的话语。不要让他们去适应你的语言。
Perhaps you've taken part in training sessions or
read books on how to determine someone's communication
style through Neuro Linguistic Programming, or DISC, or
the numerous other systems that put people into a
quadrant and label them as Assertive-Driver, etc.
也许你参加过培训班或者看过关于如何决定以个人的交际方式一些书，例如，《神经语言程序学》，或者看过光盘，或者是众多的其他把人们定位的方式。
That's fine, but sometimes it's overkill. To be
very elementary--and why not--we should listen to
what the customer/prospect tells us, and respond in
a manner the other person understands best.
很好，但是有时候他是具有过渡杀伤力的。作为一个小学生（为什么不能这么说呢），我们应该认真地听一听客户/潜在客户是怎么说的，然后以最容易理解的方式去作出一个回应。
Easier said than done. Most people are so concerned
about what THEY want to say, they don't listen to the
other person. Or, they're not aware of how to pick up
on a language and style, and therefore don't know what
they don't know.
说比做容易多了。大多数人都只是关心他们想说的事情，别人的话则听不进去。或者，他们没有意识到如何去挑选一种语言方式去交流，因此，他们对自己做得不对的地方也一无所知。
A tech support rep from the local cable internet provider
came to my house to troubleshoot a problem with
my home network. He took three minutes of nonstop talking
in circles to try and explain the problem. I told him I
had no idea what he just said. Then--I kid you not--he used
three MORE minutes to say ... basically nothing. Frustrated,
I finally said,
"Bottom line, are you telling me I need a new router?"
但地有线网络的一位技术代表到我家帮我解决网络的问题。三分钟的时间里，他一直在唠唠叨叨的解释问题。我说，我没有明白你的意思。然后（），他又用了三分多钟时间说了一通。。。一点事实根据都没有。最后，我失落得问他：“你是说我需要一个路由器，对吗？”
"Uh, yeah, pretty much."
“噢，对极了。”
A simple, "Your router is bad. You need a new one," would
have done nicely.
很简单的说“你的路由器坏了，你需要一个新的”早这样说多好。
OK. Here are the suggestions for this week:
这是本周的一点建议：
1. Brainstorm the benefits/results of your products, and put
them into categories appropriate to your business. Possibilities
include "technical benefit descriptions," "bottom line benefits,"
"process benefits," and so on. Think of different types of
people who are now interested in those benefits. Review
their personality characteristics and the things they say
and do that will help you identify similar traits in others.
1.想一想你的产品优势和结果，置于你适合你商业的目录中，可能那些“技术优势的描写”“低价格优势”“程序优势”等等。要想到对这些优势感兴趣的不同类型的人。重新审视一下他们说话的个性、特点，这有助于你确认其它产品的相似特征。
2. Be more aware of what your customers, prospects, friends,
spouse, coworkers ... or anyone tells you, and HOW they do it.
Listen carefully.
2.留意一下你的常规客户，潜在客户，朋友，配偶，同事。。。还有跟你说话的其他人，看一下他们是如何做的。仔细听听。
3. Ask great questions to get the information you need.
For example, if someone says, "Tell me how this would work,"
Or, "What would this do for me?", resist the tendency to
go into a pitch. Ask them,
3.问他们几个问题以得到你所需要的信息。例如，如果某个人问你，“说一下，它是怎么运转的”“它能为我带来什么呢”，这时候你要坚持自己的论调。问他们：
"What are you most interested in?"
"What's most important to you as it relates to ...?"
"Are you more interested in the process, or the bottom
line result?"
“什么东西对你来说最感兴趣？”“为什么你会对。。感兴趣”“过程和底线，你对哪个更感兴趣呢”
4. Listen to recordings of your calls to determine if you're
picking up on everything during your calls.
4.听一下你的电话记录，决定你是否需要提取电话中的所有内容。
5. Make a commitment to USE what you hear and tailor
your comments, descriptions, and recommendations in
a manner and language they can best relate to.
5.把使用你所听到的那些话语，你裁减的那些最好的评论，描写，介绍当作一项义务去旅行。
When we work to understand and use the other person's
language, the result is helping them get what they
want, which also help us get what we want.
当我们努力去理解并使用别人的语言风格的时候，结果就是，它有助于别人得到他们想要的东西，同时有助于我们得到我们想要的东西。
_________________________________________
QUOTE OF THE WEEK
"Ability is what you're capable of doing. Motivation
determines what you do. Attitude determines how
well you do it."
本周引言：
“能力，即你能所做。动机决定你去做什么。态度决定你是否做的完美。”
-- Lou Holtz
--卢。霍兹
Go and Have Your Best Week Ever!
Art
评论
请注意细节：单数复数，相近词语，标点符号，字里行间等。
THIS WEEK'S TIP:
What to Say So You Connect
如何表达能建立起你们之间的联系
Greetings,
大家好
I saw an article about how golf equipment sales reps
visit the various pro golf tournaments every week and
try to persuade the players to use the equipment
represented by the salesmen.
我曾经看到过一篇文章，一位高尔夫设备的销售代表每周都参观不同的高尔夫巡回赛，试图去说服运动员们使用他们所推销的设备。
我看到一篇文章是关于高尔夫器具推销员们每周拜访不同的专业高尔夫巡回赛，试图说服运动员们使用他们所推销的用具。
David Williams, a rep with club company Sonartec said
that when speaking with a "technologically-challenged"
player he simply says that "Our fairway woods are 10
to 15 yards longer than anything out here."
大卫。威廉姆斯，Sonartec俱乐部公司的销售代表说，当他跟一位有“技术挑战性的”运动员谈话的时候，他总是简单的说“我们开球木杆的使用寿命比其他的要多出10到15年”
Sonartec高杆公司的销售代表大卫威廉姆斯说：当与“技术有困难的”运动员谈话时，他总是简单地说“我们开球木杆比其它任何木杆要多击出10到15码。”
With someone who wants to know the how's and why's,
he says, "The driving cavity changes the center of
gravity and spreads the weight out to the toe and
heel." OK.
对于那些想知道原因的人，他说“驱动杆的结构改变了受力的中心，把力分布到了末端”
对于那些想知道原理和机制的人，他说：“强力凹槽设计改变了重心，把重量分散到了脚趾和脚跟。”
This illustrates, in quite simple terms, what we all
should do as salespeople: tell them what they want to
hear, in their language. Don't make them adapt to yours.
这种用简单词汇的描述是作为一个销售人员来说应该去做的：顺着他们的话说出他们想听的话语。不要让他们去适应你的语言。
Perhaps you've taken part in training sessions or
read books on how to determine someone's communication
style through Neuro Linguistic Programming, or DISC, or
the numerous other systems that put people into a
quadrant and label them as Assertive-Driver, etc.
也许你参加过培训班或者看过关于如何决定以个人的交际方式一些书，例如，《神经语言程序学》，或者看过光盘，或者是众多的其他把人们定位的方式。
也许，你参加过有关如何确定个人交流模式的培训或者书籍，例如通过神经语言程序学、DISC（个性测试），或是众多其它体系，把人分门别类并加以标签如“自信驱动型”等等。
说明：神经语言程序学简称NLP，是指身心意念作用心理模式。DISC 是个性测试，参见：http://www.discprofile.com/whatisdisc.htm
That's fine, but sometimes it's overkill. To be
very elementary--and why not--we should listen to
what the customer/prospect tells us, and respond in
a manner the other person understands best.
很好，但是有时候他是具有过渡杀伤力的。作为一个小学生（为什么不能这么说呢），我们应该认真地听一听客户/潜在客户是怎么说的，然后以最容易理解的方式去作出一个回应。
很好。不过这样做，有时未免小题大做。最简单的（为什么不用呢）就是：我们应该听听客户/潜在客户告诉我们的，然后以对方最容易理解的方式去回应。
Easier said than done. Most people are so concerned
about what THEY want to say, they don't listen to the
other person. Or, they're not aware of how to pick up
on a language and style, and therefore don't know what
they don't know.
说比做容易多了。大多数人都只是关心他们想说的事情，别人的话则听不进去。或者，他们没有意识到如何去挑选一种语言方式去交流，因此，他们对自己做得不对的地方也一无所知。
说起来容易，做起来难。大多数人过于关切自己想说的，而无法倾听别人。或者，他们不知如何去听话听音、揣摩特点，因此无法了解到自己所不知道的内涵。
A tech support rep from the local cable internet provider
came to my house to troubleshoot a problem with
my home network. He took three minutes of nonstop talking
in circles to try and explain the problem. I told him I
had no idea what he just said. Then--I kid you not--he used
three MORE minutes to say ... basically nothing. Frustrated,
I finally said,
"Bottom line, are you telling me I need a new router?"
但地有线网络的一位技术代表到我家帮我解决网络的问题。三分钟的时间里，他一直在唠唠叨叨的解释问题。我说，我没有明白你的意思。然后（），他又用了三分多钟时间说了一通。。。一点事实根据都没有。最后，我失落得问他：“你是说我需要一个路由器，对吗？”
本地有线电视网络供应商的一位技术代表到我家帮我检测家庭联网问题。他连续三分钟不停地翻来覆去试图解释存在的问题。我告诉他我完全不懂他说的东西。然后 – 我不骗你 -- 他再花三分钟时间。。。依旧让我一头雾水。最后，我无可奈何地问他：“归根结底，你是说我需要一个路由器吗？”
"Uh, yeah, pretty much."
“噢，对极了。”
“噢，是啊，就是这样。”
A simple, "Your router is bad. You need a new one," would
have done nicely.
很简单的说“你的路由器坏了，你需要一个新的”早这样说多好。
OK. Here are the suggestions for this week:
这是本周建议：
1. Brainstorm the benefits/results of your products, and put
them into categories appropriate to your business. Possibilities
include "technical benefit descriptions," "bottom line benefits,"
"process benefits," and so on. Think of different types of
people who are now interested in those benefits. Review
their personality characteristics and the things they say
and do that will help you identify similar traits in others.
1.想一想你的产品优势和结果，置于你适合你商业的目录中，可能那些“技术优势的描写”“低价格优势”“程序优势”等等。要想到对这些优势感兴趣的不同类型的人。重新审视一下他们说话的个性、特点，这有助于你确认其它产品的相似特征。
1、用头脑风暴法来发掘你产品的好处和结果，分门别类地放入你的具体商业中去。这个可能包括“技术好处说明”、“财务好处”、“过程好处”等等。设想现在对这些优势感兴趣的不同类型的人。回顾他们的个性特点以及他们的所做所说，以帮助你确认有相似特征的其他人。
2. Be more aware of what your customers, prospects, friends,
spouse, coworkers ... or anyone tells you, and HOW they do it.
Listen carefully.
2.留意一下你的常规客户，潜在客户，朋友，配偶，同事。。。还有跟你说话的其他人，看一下他们是如何做的。仔细听听。
2、更加留意你的客户、潜在客户、朋友、配偶、同事。。。以及任何人所告诉你的话，他们是如何说的。仔细聆听。
3. Ask great questions to get the information you need.
For example, if someone says, "Tell me how this would work,"
Or, "What would this do for me?", resist the tendency to
go into a pitch. Ask them,
3.问他们几个问题以得到你所需要的信息。例如，如果某个人问你，“说一下，它是怎么运转的”“它能为我带来什么呢”，这时候你要坚持自己的论调。问他们：
3、提些出色的问题以得到你所需要的信息。例如，如果某个人问你：“告诉我这个是如何运作的？”或者：“它能为我做什么？”坚决避免进行推销的愿望。问他们：
"What are you most interested in?"
"What's most important to you as it relates to ...?"
"Are you more interested in the process, or the bottom
line result?"
“什么东西对你来说最感兴趣？”“为什么你会对。。感兴趣”“过程和底线，你对哪个更感兴趣呢”
“你对什么东西最感兴趣？”
“关于。。。什么是对你最重要的？”
“你最关心的是过程还是最终结果？”
4. Listen to recordings of your calls to determine if you're
picking up on everything during your calls.
4.听一下你的电话记录，决定你是否需要提取电话中的所有内容。
4、重听你的电话录音，看你是否在电话（推销）当中注意到了所有细微之处。
5. Make a commitment to USE what you hear and tailor
your comments, descriptions, and recommendations in
a manner and language they can best relate to.
5.把使用你所听到的那些话语，你裁减的那些最好的评论，描写，介绍当作一项义务去旅行。
5、设定目标用好你所听到的（对方词语和内容），并把你的评论、描述、推介相应裁剪成对方最会接受的方式和语言。
When we work to understand and use the other person's
language, the result is helping them get what they
want, which also help us get what we want.
当我们努力去理解并使用别人的语言风格的时候，结果就是，它有助于别人得到他们想要的东西，同时有助于我们得到我们想要的东西。
_________________________________________
QUOTE OF THE WEEK
"Ability is what you're capable of doing. Motivation
determines what you do. Attitude determines how
well you do it."
本周引言：
“能力，即你能所做。动机决定你去做什么。态度决定你是否做的完美。”
-- Lou Holtz
--卢。霍兹
Go and Have Your Best Week Ever!
Art
[ 本帖最后由 bruce1 于 2008-3-23 22:13 编辑 ]
评论
评论
有时间再看。。。。。
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THIS WEEK'S TIP:
What to Say So You Connect
如何表达才能建立起你们之间的联系
Greetings,
I saw an article about how golf equipment sales reps
visit the various pro golf tournaments every week and
try to persuade the players to use the equipment
represented by the salesmen.
我看过一篇关于一个高尔夫设备业务员每周拜访和尝劝服高尔夫联赛运动员去使用他们推销的设备的文章。
David Williams, a rep with club company Sonartec said
that when speaking with a "technologically-challenged"
player he simply says that "Our fairway woods are 10
to 15 yards longer than anything out here."
Sonartec高杆公司的销售代表大卫威廉姆斯说：当与“技术有困难的”运动员谈话时，他会简单地说“我们开球木杆比其它任何木杆要多击出10到15码。”
With someone who wants to know the how's and why's,
he says, "The driving cavity changes the center of
gravity and spreads the weight out to the toe and
heel." OK.
当有人想要知道怎么样和为什么的时候，他会说“强力凹槽设计改变了重心，把重量分散到了脚趾和脚跟。”
This illustrates, in quite simple terms, what we all
should do as salespeople: tell them what they want to
hear, in their language. Don't make them adapt to yours.
Perhaps you've taken part in training sessions or
read books on how to determine someone's communication
style through Neuro Linguistic Programming, or DISC, or
the numerous other systems that put people into a
quadrant and label them as Assertive-Driver, etc.
That's fine, but sometimes it's overkill. To be
very elementary--and why not--we should listen to
what the customer/prospect tells us, and respond in
a manner the other person understands best.
Easier said than done. Most people are so concerned
about what THEY want to say, they don't listen to the
other person. Or, they're not aware of how to pick up
on a language and style, and therefore don't know what
they don't know.
A tech support rep from the local cable internet provider
came to my house to troubleshoot a problem with
my home network. He took three minutes of nonstop talking
in circles to try and explain the problem. I told him I
had no idea what he just said. Then--I kid you not--he used
three MORE minutes to say ... basically nothing. Frustrated,
I finally said,
"Bottom line, are you telling me I need a new router?"
"Uh, yeah, pretty much."
A simple, "Your router is bad. You need a new one," would
have done nicely.
OK. Here are the suggestions for this week:
1. Brainstorm the benefits/results of your products, and put
them into categories appropriate to your business. Possibilities
include "technical benefit descriptions," "bottom line benefits,"
"process benefits," and so on. Think of different types of
people who are now interested in those benefits. Review
their personality characteristics and the things they say
and do that will help you identify similar traits in others.
2. Be more aware of what your customers, prospects, friends,
spouse, coworkers ... or anyone tells you, and HOW they do it.
Listen carefully.
3. Ask great questions to get the information you need.
For example, if someone says, "Tell me how this would work,"
Or, "What would this do for me?", resist the tendency to
go into a pitch. Ask them,
"What are you most interested in?"
"What's most important to you as it relates to ...?"
"Are you more interested in the process, or the bottom
line result?"
4. Listen to recordings of your calls to determine if you're
picking up on everything during your calls.
5. Make a commitment to USE what you hear and tailor
your comments, descriptions, and recommendations in
a manner and language they can best relate to.
When we work to understand and use the other person's
language, the result is helping them get what they
want, which also help us get what we want.
_________________________________________
QUOTE OF THE WEEK
"Ability is what you're capable of doing. Motivation
determines what you do. Attitude determines how
well you do it."
-- Lou Holtz
Go and Have Your Best Week Ever!
Art
加拿大电商刚从事这行半年，对电子行业不了解，自己整理了些，算是学习，供大家分享，也请大家补充。我毕竟是个文科生，对这方面知识严重欠缺。 DVD:英文全名是Digital Video Disk, 即数字视频光 加拿大电商昨天我把提单复件发给了客户，今天收到了他回信，如下： Dear Nicholas, please send all shipping documents. We will check B/L copy and we will reply ASAP. Thank you Best Regards .........................................
·生活百科 切换提供商：数字仪表上的仪表检查
·生活百科 逆变器/智能电表设置