加拿大外贸
以前的请参考我的博客： http://info.shanghai.com/fblog/blog.asp?name=bruce本周的比较短，是否可以有多些人参与翻译？
This Week's Tip
Avoid This Lie In Your Opening
Greetings!
The call I received a few days ago reminded me
of an old joke:
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
"Are you a salesperson?"
The caller responded,
"Well, according to my manager, not a very
good one."
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
Whatever.
It's a waste of words. And it unnecessarily
limits you on calls.
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
QUOTE OF THE WEEK
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
Vince Lombardi
Go and Have Your Best Week Ever!
Art
============================
以下是过去的内容：
2007-1-1：第一期
http://bbs.shanghai.com/thread-366614-1-1.html
2007-1-11：第二期
http://bbs.shanghai.com/thread-377498-1-1.html
2007-1-18：第三期
http://bbs.shanghai.com/thread-386856-1-2.html
2007-1-24：第四期
http://bbs.shanghai.com/thread-395455-1-1.html
2007-2-2：第五期
http://bbs.shanghai.com/thread-408284-1-1.html
2007-2-7：第六期
http://bbs.shanghai.com/thread-414046-1-1.html
2007-2-17：第七期
http://bbs.shanghai.com/thread-422419-1-2.html
2007-2-24：第八期
http://bbs.shanghai.com/thread-423622-1-1.html
2007-3-3：第九期
http://bbs.shanghai.com/thread-432362-1-5.html
2007-3-9：第十期
http://bbs.shanghai.com/thread-439749-1-4.html
2007-3-16：第十一期
http://bbs.shanghai.com/thread-449691-1-1.html
2007-3-22：第十二期
http://bbs.shanghai.com/thread-460912-1-1.html
2007-3-31：第十三期
http://bbs.shanghai.com/thread-480375-1-1.html
2007-4-11：第十四期
http://bbs.shanghai.com/thread-490194-1-1.html
2007-4-13：第十五期
http://bbs.shanghai.com/thread-502865-1-1.html
2007-4-20：第十六期
http://bbs.shanghai.com/thread-511639-1-1.html
2007-4-27：第十七期
http://bbs.shanghai.com/thread-521852-1-1.html
2007-5-6：第十八期
http://bbs.shanghai.com/thread-527349-1-1.html
2007-5-14：第十九期
http://bbs.shanghai.com/thread-534651-1-1.html
2007-5-16：第二十期
http://bbs.shanghai.com/thread-537412-1-2.html
2007-5-26：第二十一期
http://bbs.shanghai.com/thread-554691-1-1.html
2007-6-8：第二十二期
http://bbs.shanghai.com/thread-573725-1-1.html
2007-6-8：第二十三期
http://bbs.shanghai.com/thread-573732-1-1.html
2007-6-16：第二十四期
http://bbs.shanghai.com/thread-586271-1-1.html
2007-6-21：第二十五期
http://bbs.shanghai.com/thread-593832-1-1.html
2007-6-27：第二十六期
http://bbs.shanghai.com/thread-604396-1-1.html
2007-7-4：第二十七期
http://bbs.shanghai.com/thread-616818-1-2.html
2007-7-11：第二十八期
http://bbs.shanghai.com/thread-628505-1-1.html
2007-7-21：第二十九期
http://bbs.shanghai.com/thread-645833-1-1.html
2007-7-26：第三十期
http://bbs.shanghai.com/thread-655419-1-1.html
2007-8-1：第三十一期
http://bbs.shanghai.com/thread-666806-1-1.html
2007-8-9：第三十二期
http://bbs.shanghai.com/thread-680734-1-1.html
2007-8-16：第三十三期
http://bbs.shanghai.com/thread-694508-1-1.html
2007-8-23：第三十四期
http://bbs.shanghai.com/thread-706905-1-1.html
2007-8-31：第三十五期
http://bbs.shanghai.com/thread-720819-1-1.html
2007-9-6：第三十六期
http://bbs.shanghai.com/thread-731398-1-1.html
2007-9-16：第三十七期
http://bbs.shanghai.com/thread-747064-1-1.html
2007-9-21：第三十八期
http://bbs.shanghai.com/thread-757097-1-5.html
2007-9-27：第三十九期
http://bbs.shanghai.com/thread-765680-1-1.html
2007-10-05：第四十期
http://bbs.shanghai.com/thread-772532-1-1.html
2007-10-11：第四十一期
http://bbs.shanghai.com/thread-781496-1-2.html
2007-10-19：第四十二期
http://bbs.shanghai.com/thread-793542-1-2.html
2007-10-26：第四十三期
http://bbs.shanghai.com/thread-805090-1-1.html
如有兴趣学习和翻译更多的文章，请你至下述我的博客，翻译以后给我，我会为你评改修正。（内有60篇）
http://blog.netat.net/index.php/110759
已经完成翻译和修正的ART文章都在我的博客上：（现有26篇）
http://blog.shanghai.com/user1/1111/index.html
谢谢各位的参与。坚持实践，必有成效。若您有任何意见或建议，或者您需要进一步的英语学习资料和我的英语教学咨询，请发站内短信或直接进入我的QQ 416503427。
[ 本帖最后由 bruce1 于 2007-11-2 12:16 编辑 ]
评论
This Week's Tip
Avoid This Lie In Your Opening
本周提示：
避免在开场白说假话（这里的假话是指：类似与“我不是来销售产品的”等这种直接否定自己，而且又不能让客户信服的话）
Greetings!
大家好
The call I received a few days ago reminded me
of an old joke:
几天前接到的一个电话让我想起了一个很老的笑话。
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
"Are you a salesperson?"
The caller responded,
"Well, according to my manager, not a very
good one."
一个销售代表接到了一个产品购买决策者的电话，在他完成介绍自己姓名和公司前，这个决策者扯着嗓子说：
“你是一个销售人员吗？”
接话员回答说，
“恩，照我经理的话说，我不是一个好的销售员。”
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
这个销售代表在电话中说了一句经常用与试探客户时说的一个技巧，我认为这个技巧荒唐极了。
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
他开始报他的名字和公司，然后说“我不是想销售什么东西。”马上在我脑海里就烙上了一个说谎者的形象。
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
的确，也许他真不的不是想卖什么东西给我在那一天（或者某一天，因为那件事）
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
但是可以肯定的是，他的最终目的是销售产品，因此，在我看来这样的开场白手法像是一个谎言，
这些宝贵的时间可以用在销售过程中，而不是浪费在疏远一个已经揭穿这种诡计的客户上。
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
那些使用这种手法的人们，收起你们的电子邮件吧，我才不想看到他们，我也不只一次地听到为这种方式技巧辩护的声音...
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
比如"….这会让别人很安逸很自然，你让他们知道你没有给他们一个包袱，这会使你处在一个信息收集员的位置上，而不是电话一开始就热烈推销的销售员。"
Whatever.
不管怎么样
It's a waste of words. And it unnecessarily
limits you on calls.
这是在浪费你的口水，不说那些话未必会限制你在电话中的表现。
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
在试探顾客电话中前10秒种，我们可以说一下关于一些（客户能得到的）潜在价值，抓住重点，说一些你可以传达的有可能的价值，然后让他们知道，你只是想要问几个问提来确定，你们今后是不是有继续交谈的基础。
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
如果在电话开始时你就说你不是来销售产品，通常这就最后得到的结果（既然你不是来销售，我我也不会向你买什么东西）
QUOTE OF THE WEEK
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
Vince Lombardi
本周引言
胜利者与平庸者的区别不在于实力，不在于知识，而在于那颗坚定的心。
Go and Have Your Best Week Ever!
去拥有你最棒的一周吧！
Art
[ 本帖最后由 teloue 于 2007-2-7 14:18 编辑 ]
评论
This Week's Tip
Avoid This Lie In Your Opening
本周话题
开篇就吐真心
Greetings!
大家好！
The call I received a few days ago reminded me
of an old joke:
几天前，我接了个电话，让我想起个老笑话：
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
"Are you a salesperson?"
The caller responded,
"Well, according to my manager, not a very
good one."
那个推销员打电话给他已物色过的负责人。
他还没来得及介绍姓名和公司，那粗鲁的负责人说，
“你是推销员吗？”
推销员答道，
“嗯，据我经理说，不是好推销员”
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
那推销员在电话用了个技巧，我在推销电话里
经常听到，觉得可笑。
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
他报上了他的姓名和公司，然后说，
“我并不是在向你推销。”
突然这让我头脑里认定他不老实。
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
确实，可能他那天并不是在向我推销
（或某天，就此而论）。
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
但是，他的最终意图当然是推销。我认为
这种技巧是在撒谎。而且是在浪费时间，但
这点时间能促进推销的进程，即使被人识破，
也不会让人反感。
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
用这一招的人，省省吧，我不想看到。
我听到过使用这一技巧的各种争论…
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
…它使别人自在，使别人知道你不是在向他们
促销，使别人认为你是在收集信息，而不是在打电话促销。
Whatever.
不管怎样。
It's a waste of words. And it unnecessarily
limits you on calls.
这是无关紧要的话。但没必要不让你说。
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
在推销电话的头10秒，我们仅有数秒的时间
说有潜在价值的话。把话说到重点上，如果你
可以说，说些可能有用的，然后让他们知道你
想提问，决定是否有能将谈话继续的基点。
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
如其你打电话开始就说你不是在推销，
这样的结果通常是到此为止。
QUOTE OF THE WEEK
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
Vince Lombardi
本周引言
“成功人士与非成功人士的区别不在于有无能力，
不在于有无知识，而在于有无志向。”
Go and Have Your Best Week Ever!
为你不再碌碌无为的一周，去吧！
Art
P．S．：第七、八期请假两期。
[ 本帖最后由 YITIN 于 2007-2-7 21:29 编辑 ]
评论
呵呵，我是第一次参与，先占一层楼了啊！
This Week's Tip
本周提示
Avoid This Lie In Your Opening
开口时避免这个谎言
Greetings!
祝贺！
The call I received a few days ago reminded me
of an old joke:
几天前接到的一个电话使我想起一个老笑话：
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
销售代表通过电话联系他的目标决策者。但是还没有等他介绍自己的名字和公司，粗暴的决策者就开口了，
"Are you a salesperson?"
“你是搞推销的？”
The caller responded,
"Well, according to my manager, not a very
good one."
打电话的回答，“恩，对于我的老板来说，我还是个菜鸟。”
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
这个代表给我打电话时用了一个常见的刺探技巧，我觉得很可笑。
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
他说了他的名字和公司后表示，“我不想给你推销什么。”
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
当然，也许那天他真的不想给我推销什么（或者任何一天）
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
但是当然，他的最终目的还是推销。因此我将他的技巧视为一个谎言。并且想要加速推销的过程也是浪费时间，如果你仍然没有和那个能看穿一切诡计的勘探者保持距离的话。
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
至于使用这种技巧的人，节约你的邮件吧，我不想看见他们。我已经听过所有使用这个的人们的抱怨声。。
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
它使其余人悠然自得，让他们知道你并不想给他们定位，它会将你定位成一个信息接收者，而不是一个打电话的推销员。
Whatever.
It's a waste of words. And it unnecessarily
limits you on calls.
无论如何，这都是浪费唇舌，你没有必要被局限在电话上。
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
在一个开发性的电话中，我们利用前10秒说出潜在的价值。直达重点，将你可能传达的价值都陈述出来，然后让他们明白你想问一些问题确定你有更深谈话的基础。
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
如果你打电话一开始就说我不是来推销的，那通常也就是你的结果了。
QUOTE OF THE WEEK
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
Vince Lombardi
本周引用
“一个成功者和其他人的区别并不在于谁缺少能力，也不是缺少知识，而是缺少意志力。”
Go and Have Your Best Week Ever!
开始你最棒的一周吧！
Art
终于断断续续地翻译完了，可是觉得问题很多，希望早日看到正确解答！
[ 本帖最后由 aliu_1818 于 2007-2-8 15:04 编辑 ]
评论
这次偶终于第一个完成了
评论
This Week's Tip
本周话题
Avoid This Lie In Your Opening
开场白避免谎言
Greetings!
大家好！
The call I received a few days ago reminded me
of an old joke:
我前几天接到的一个电话让我想起一个老笑话：
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
销售代表通过电话找到了决策者。甚至在他还没有开始介绍自己以及公司之前，那个粗暴的决策者就说，
"Are you a salesperson?"
The caller responded,
"Well, according to my manager, not a very
good one."
你是销售员吗？
销售员回答到：是的，但是我的老板认为我不是一个优秀的销售员。
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
打电话给我的销售代表使用了一个很常见的电话营销技巧，但是我认为这是很可笑的。
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
他介绍了他的姓名和公司，然后说，“我并没有尝试着推销任何东西”。他在我的印象中立即就是一个撒谎者。
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
当然，也许他那天并不是想卖东西给我（或者其他时候，或者其他）
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
但是当然的，他的最终目的是推销。因此，我认为那个技巧是一个谎言，而且是在浪费进一步推销的时间，同时也让看穿他的诡计的人疏远他的推销。
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
使用这种技巧的人，省省邮件吧，我不想看到它们。我也曾听过关于这种技巧的争论……它使人放松，让他们知道你不是在竭力的推销，使他们看来你是一个信息采集者，而不仅仅是一个电话销售员。
Whatever.
It's a waste of words. And it unnecessarily
limits you on calls.
不管怎么说，这也是多费口舌。它不必要地限制了你在电话里面地发挥。
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
在电话营销地前10秒，我们只有片刻时间可以表达一些有价值地内容。抓住要点，表述可以传递的可能的价值，然后如果有机会进一步交谈，让他们知道你想问一些问题来确认。
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
如果你一开始就说不是为了推销，那经常会是你得到的最后结果。
QUOTE OF THE WEEK
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
Vince Lombardi
Go and Have Your Best Week Ever!
本周引言
成功与失败的区别不在于缺少实力，也不在于知识的匮乏，而在于缺少意志力。
文斯.隆巴迪
Art
评论
This Week's Tip
本周技巧
Avoid This Lie In Your Opening
在你的开场白中避免说这样的谎话
Greetings!
祝好！
The call I received a few days ago reminded me
of an old joke:
前几天我接到的一个电话让我想起了一则老笑话：
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
"Are you a salesperson?"
The caller responded,
"Well, according to my manager, not a very
good one."
一位销售代表打电话找到了他的目标决策者。就在他还没介绍完自己的姓名和单位时，那位主管就不耐烦地说到，
“你是个推销的？”
致电者回应到，“这个嘛，依我经理的看法，我算不上是个出色的推销员。”
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
和我通电话的那个销售代表使用了一个我经常在试探电话中听到的招术，我觉得这招挺可笑的。
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
他报出了自己的姓名和单位，然后说到，“我不打算向您推销任何产品”，这话使得他立刻在我脑中成了个撒谎者的形象。
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
当然，也许他是不打算在那天和我做成什么买卖（或者其他任何时候，就此而言）。
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
不过肯定的是，他的最终意图还是要销售。因此，我把那招看成是谎言。而且那真的是在浪费时间，与其去疏远一个看穿了诡计的意向客户，何不去花些时间推动销售的进程呢。
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
凡是用这招的人，别给我发邮件了，我可不想看到那些邮件。我听够了关于运用此招的论证...
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
...它可以使对方安心，让他们了解到你并不是要向他们推销,它把你更多地置于资讯采集人员的职位而非一个电话销售员。
Whatever
诸如此类
It's a waste of words. And it unnecessarily
limits you on calls.
都是些空泛之谈。而且这样给你在通话中带来了不必要的限制。
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
试探电话中的前十秒，我们仅有几秒钟的时间去说些关于潜在价值的内容。直入主题，陈述一下你可以给予的可能的价值，然后让他们了解你想提些问题以判断你们之间是否有需要更进一步沟通的基础。
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
如果你一开始就在电话上说自己不打算销售些什么，那么通常你最终也就落的那样的结果了。
QUOTE OF THE WEEK
本周引言
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
Vince Lombardi
"成功者和其他人的区别不在于力量，也不在于知识，
而在于意志。"
文斯 隆巴帝
Go and Have Your Best Week Ever!
加油去拥有你最棒的一周。
Art
阿特
评论
呵呵.不让这个帖子被淹.
评论
老师，你的BLOG怎么不能回复？
评论
This Week's Tip
Avoid This Lie In Your Opening
本周话题
促销伊始，不要撒谎
Greetings!
大家好！
The call I received a few days ago reminded me
of an old joke:
几天前所接的一个电话让我想起了一个以前的笑话。
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
"Are you a salesperson?"
The caller responded,
"Well, according to my manager, not a very
good one."
销售代表打通了目标客户决策人的电话，还没来得及说出自己和公司的名称，粗鲁的负责人说道：“你是销售业务员吗？” 销售代表附和着，“嗯，按照我们经理的标准，你不是一个好的业务员。”
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
销售代表使用了我接听促销电话时最常听到的方法，我认为这种方法很可笑。
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
在自报家门和说出公司名称后，他接着说，“我不是要推销东西.”立刻，我在脑海里为他贴上了撒谎者的标签。
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
的确，那天他不打算卖我任何东西（或者，哪一天都不会有这种事）。
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
当然，他的最终目的还是销售。因此，我把他的这种伎俩看做是撒谎，刻意隐瞒一眼就能看穿的销售企图而不全力以赴去促销，着实是一种浪费时间的行为。
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
对使用这种技术的业务员，（最好）也不要再用电子邮件，因为我不打算看。我还听说过好多有关这方面的争论……
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
以让促销对象轻松接受的方式推销，还要让他们知道你不是有意诱使他们购买，这会让你更象一个信息采集员而不是一锤子买卖的销售业务员。
Whatever.
It's a waste of words. And it unnecessarily
limits you on calls.
不管怎样，那些隐瞒的托辞都是废话，在打电话时它只会限制你促销的效果。
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
在打促销电话前的头十秒里，你只需用几秒钟说出最具潜在价值的东西。直奔主题，陈述你要传递的人们可能接受的有价值的信息，并让他们知道你喜欢问一些问题以决定是否有进一步交流的基础。
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
在打电话伊始就说你不打算卖东西，这通常会让你的促销无果而终。
QUOTE OF THE WEEK
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
Vince Lombardi
本周引言
成功者与不成功者的差别，既不在于缺少力量，也不在于缺少知识，而在于缺少了必胜的愿望！
Vince Lombardi
Go and Have Your Best Week Ever!
行动去争取你最棒的一周！
Art
评论
俺不懂。得问这里管事的吧。
评论
可以回复的,当然直接进入是不能回复的,首先要到进入FOB博客的界面,(你应该是自己有一个博客的)然后打开你要回复的文章就可以啦.
评论
This Week's Tip
Avoid This Lie In Your Opening
本周提示: 避免开场白的谎言
Greetings!
大家好!
The call I received a few days ago reminded me
of an old joke:
前几天接到一个电话使我想起了个老笑话
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
"Are you a salesperson?"
The caller responded,
"Well, according to my manager, not a very
good one."
一位销售代表在与一位目标决策者的电话接触中，当他还没来得及介绍完自己和公司，便被这位粗鲁的管理者打断了：＂你是销售员吗？＂销售代表回答道：＂恩， 用我们经理的话说， 不算是一个好销售．＂
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
在电话中， 这位代表运用了一个经常会在试探性的电话中所听到的， 在我看来很荒唐的技巧．
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind
他介绍完自己和公司后，说到：＂我并不想向你销售你什么．＂
这使他在我的脑海中马上就烙上了说谎者的印记．
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
确实， 那天他不想销售给我任何东西（或者是任何一天，关于这一点）
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
但当然， 他的最终目的就是销售， 因此， 在我看来这个技巧就是一个谎言， 预期浪费时间在疏远一个已经看穿你阴谋的客户身上，不如将它运用到提升销售进程中去．
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
对于此技巧的运用者来说， 省省你们的邮件吧， 我已经听到太多的对此事的争辩， 不想在看到这样的事情了．
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
它让其他人感觉舒服， 让大家了解你并不想向他们销售， 使的人们将你定位为信息收集者而不是电话销售员
Whatever.
不管怎么样
It's a waste of words. And it unnecessarily
limits you on calls.
这也是浪费口舌， 我没必要在电话中限制你
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
在试探性电话的前10秒,你只有几秒钟的时间来阐述你产品的潜在价值. 抓住这点, 阐明你需传递给他们的可能价值, 然后, 让他们知道你需要提问几个问题来决定他们是否有进行深层交流的基础.
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
如果在开始就说明你不想销售任何东西，也许这也就是你的最终结果.
QUOTE OF THE WEEK
本周引言
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
成功者与其他人之间的区别不在于有无实力, 有无知识, 而是是否有毅力.
Vince Lombardi
Go and Have Your Best Week Ever!
去享受你最棒的一周吧
Art
评论
This Week's Tip
Avoid This Lie In Your Opening
本周技巧
不要一开篇就胡扯
Greetings!
大家好！
The call I received a few days ago reminded me
of an old joke:
我刚刚接了一个电话，这电话让我想起一个老笑话：
The sales rep reached his targeted decision
maker by phone. Even before he could finish
introducing his name and company, the gruff
executive said,
那个销售员用电话跟他的目标决策人联系上了。销售员自报家门，但还没有报完，那头那个大人物就生硬地问了：
"Are you a salesperson?"
“你是推销员吗？”
The caller responded,
"Well, according to my manager, not a very
good one."
打电话的那个销售员说：“这个，用我经理的话来说，我是个不太棒的推销员。”
The rep on my call used a technique I'm
hearing every so often on prospecting calls,
and I think it's ridiculous.
刚才打电话给我的销售员用了一个我经常在开发电话中听到的小伎俩，我觉得那样的小伎俩非常荒谬可笑。
He stated his name and company, then said,
"I'm not trying to sell you anything."
Immediately that branded him as a liar
in my mind.
他自报家门后说：“我不是想要向你兜售什么东西。”
我一听，马上在心里给他贴上了骗子的标签。
Sure, maybe he wasn't going to sell me
anything that day (or any day, for that
matter).
没错，他可能那天不是打算要卖什么给我（也可能由于他那句话，我将永远卖不出什么给我）。
But of course, his ultimate intent
IS to sell. Therefore, I look at that
technique as a lie. And a waste of time
that could be invested in moving the sales
process forward, while not alienating
a prospect who sees through the deception.
但是可以肯定的是，他最终的目的就是要销售。所以我把他的那个技巧当作谎言。那样的“技巧”也是对时间的浪费，如果他不是用谎言赶跑了那看穿谎言的客户，他本可以用那些时间来设法推动销售额。
For users of this technique, save your emails,
I don't want to see them. I've heard all
the arguments for using this...
那些说了类似谎言的人，你们不用给我发邮件了，我不想看。我听够了关于使用那些谎言的理由和借口......
...it puts the other person at ease, it
lets them know you're not going to give
them a pitch, and it positions you as more of
an information-gatherer instead of a one-
call close salesperson.
......这样的谎言让听者好办多了，他们会觉得你不是要搬出销售的那套，而你就更像是成了一个收集资料的人，而不是一个电话就被毙掉的推销员。
Whatever.不管怎么样。
It's a waste of words. And it unnecessarily
limits you on calls.
那是浪费言语。也使你在电话交谈中被限制了--本来不至于会这样的。
We have just a few seconds to say something
of potential value in the first 10 seconds of
a prospecting call. Get right to the point,
state the possible value you might be able
to deliver, and then let them know you'd
like to ask a few questions to determine if
you have the basis for further conversation.
在开发式的电话谈话前10秒钟里，我们只有几秒钟的时间可说出一些可能带来利益的话。所以赶紧开门见山进入正题吧，说出你可能带给对方什么好处，然后让他们知道你想问几个问题来看看有没有后续谈话的可能。
If you begin calls saying you're not going
to sell anything, that will usually be
your end result.
如果你在电话中一开始就说自己不是要推销什么的，那往往最终结果就是你真的销不出什么。
QUOTE OF THE WEEK
"The difference between a successful person and
others is not a lack of strength, not a lack of
knowledge, but rather a lack of will."
本周引言
成功的人和别人的区别不在于有没有实力，有没有知识，而在于有没有意志力。
评论
对我来说还是很长
可能平时看MAIL看多了，看到这样满满的英文都头晕
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 .........................................
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