加拿大外贸
This Week's Tip:Others Just Like You Show
Success With This
Greetings!
I almost fell off the elliptical machine
at the gym, laughing this morning while
watching the news.
People apparently were lined up all night
long, all over the country to get one of
the first copies of--get this--the VIDEO
GAME, "Grand Theft Auto." I guess there is
even a simulated hooker in it. That's about
as close as many of these geeks will get to...
Oh never mind.
These people are too easy of target to
pick on. How many different ways can you
say "LOSER"?
I wonder how many of these same people have
ever waited in line at, or even been in
a bookstore.
Also wonder what their ratio of time and
money invested in video games is compared
to what they do for their own physical,
intellectual, and career self-improvement.
It's no secret that the most successful
people in any area are those that invest
in themselves.
Jim Rohn says that "Poor people have big
TV's. Rich people have big libraries."
In the biography of Harry Houdini, the
author writes that Houdini needed many moving
vans for his library of books when he moved
into a new home. He was one of the greatest
magicians of all time, and not coincidentally,
one of the greatest students.
And one characteristic I've seen in all of
the most successful, and wealthy sales reps I've
been around over the past 25 years is the
appetite for information, and the desire to
always get better.
Conversely, I just shake my head at those
that say, "I've been in sales x number of
years. I'm experienced. I've had training."
Kind of like, "Yeah, I had the measles. I
won't get that again."
Personally, I probably have more books on
sales, communication, self-motivation, and
marketing than 99.9% of the population. Wall-to-
wall libraries in one main office and two
home offices. I admit, I'm a compulsive
book and information buyer, and always
realize there is so much more to learn.
Any time I read or hear about a book that
will help me, or you, I immediately go to
amazon.com. And that is what this Tip is
about today: how Amazon use that cool technique
of giving you other choices of books based
on the one you look at or purchase.
I always impulse-buy a few other titles because
of this headline screaming at me:
"Customers Who Bought This Item Also Bought..."
From a sales and psychological perspective this
is brilliant for two reasons. Two reasons you
can use as well to make more sales.
"Social Proof"
In his must-have book for anyone in persuasion,
"Influence: Science and Practice," Dr. Robert
Cialdini discusses the principle of Social Proof.
He says, "95 percent of people are imitators and
only 5 percent initiators, so people are persuaded
more by the actions of others than by any proof
we can offer."
What this means is that if someone else has done
it or said it, it carries more credibility than if
we say it.
So, if other people liked this book that I'm buying,
they are probably like me, know something about these
other books, so I guess I should as well.
When you want to make a claim about the value of your
product or service, giving examples of the experiences,
or better yet, the exact words of others carries
tremendous weight.
The "People are Interested in Other People" Principle
I don't have any psychological studies or scientific
textbooks to prove this point. Just my own observations
and experience. You could also call it the "People
Magazine" theory. Or the "Reality TV Rule."
Bottom line, people get obsessed with the lives of
others. Why, otherwise, is there a long-running TV
show where the premise is watching a bunch of people
live in a house together? Why are there TV shows and
magazines devoted to what "celebrities" do, wear, and
where they go?
Well, tweaking this a bit for our sales purposes, I believe
that in business, we are interested in what others who
are similar to us, say and do.
OK, so how do we use these two principles in sales?
First, you can use a version of the Amazon.com technique
on opening statements to calls to regular customers.
This type of call, by the way, is often mishandled,
often started out with something lame like, "Well, I
was checking in with you," or, "Hadn't talked in a while
and thought I'd touch base to see how you are doing."
No value there. Instead, use something like,
"Mike, I've been studying what you have been purchasing
from us over the past couple of years--and thank you by
the way for the opportunity to work with you--and I'd
like to run something by you that others in your situation
really have taken advantage of with us."
Or, "Pam, thanks for your recent order of the X84
hair removal appliances. I was talking to another store
owner whose shop is exactly the same size as yours in a
similar market, and he told me about something he's doing
in combination with those products that has really
exploded his sales."
And in the recommendation phase of the call you can use
these principles and techniques as simply as,
"I was just talking to another defense attorney who has
the same challenge that you're running into, and here's
how we were able to help him..."
"We've worked with 12 other similar accounting firms
specializing in audit work, helping them cut down their
duplication of paperwork and increase their billings,
ranging from 10% to 40%."
ACTION STEP
Think of the ways you can use Social Proof and the
People Principle to make your own openings, and
other parts of your message more interesting, and
persuasive.
_________________________________________________
QUOTE OF THE WEEK
"It is impossible for a man to learn what he
thinks he already knows."
Epictetus
Go and have your best week ever!
Art
[ 本帖最后由 tinalijing 于 2008-5-5 10:44 编辑 ]
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
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。
[ 本帖最后由 bruce1 于 2008-5-5 20:01 编辑 ]
评论
This Week's Tip:
Others Just Like You Show
Success With This
本周话题：别人恰好喜欢你这样展示成功
Greetings!
大家好
I almost fell off the elliptical machine
at the gym, laughing this morning while
watching the news.
早上在健身房看新闻时，我几乎笑得掉到椭圆器械里。
People were lined up all night
long, all over the country to get one of
the first copies of--get this--the VIDEO
GAME, "Grand Theft Auto." I guess there is
even a simulated hooker in it. That's about
as close as many of these geeks will get to...
Oh never mind.
人们似乎彻夜排队，从全国各地奔赴而来，为了得到一份首次拷贝的计算机游戏，“侠盗车手” 我猜想甚至有伪装的妓女在里面，尽可能地靠近这些畸形人以去获取。。。 噢，难以想像。
These people are too easy of target to
pick on. How many different ways can you
say "LOSER"?
这些人太易成为她们挑选的目标，你可以有多少不同的方式去说“失败者”呢
I wonder how many of these same people have
ever waited in line at, or even been in
a bookstore.
我想知道有多少同样的人曾经排着长队等候，甚至在书店里。
Also wonder what their ratio of time and
money invested in video games is compared
to what they do for their own physical,
intellectual, and career self-improvement.
同样想知道他们投资在计算机游戏上的时间与金钱，与投资在自己的身体、知识以及职业的自我提升上的比例。
It's no secret that the most successful
people in any area are those that invest
in themselves.
任何领域的大多数成功人士都是投资于他们自已的，这不是秘密。
Jim Rohn says that "Poor people have big
TV's. Rich people have big libraries."
吉姆说“穷人有大电视，富人有大图书室”
In the biography of Harry Houdini, the
author writes that Houdini needed many moving
vans for his library of books when he moved
into a new home. He was one of the greatest
magicians of all time, and not coincidentally,
one of the greatest students.
霍迪尼. 哈里斯的传记里，作者写道，当他搬新家时，需要许多车辆来运送图书室里的书。他一直是最杰出的魔术师之一，同时又是最出色的学生之一。
And one characteristic I've seen in all of
the most successful, and wealthy sales reps I've
been around over the past 25 years is the
appetite for information, and the desire to
always get better.
在过去25年里，我见过的大多数成功，富有的销售代表们都有一个特征，那就是对信息的的嗜好，以及总是要做得更好的欲望。
Conversely, I just shake my head at those
that say, "I've been in sales x number of
years. I'm experienced. I've had training."
相反地，我只是对那些人摇头，他们常说：我做销售已经有。。年了，我有经验，我有培训经历。”
Kind of like, "Yeah, I had the measles. I
won't get that again."
有点像“是的，我得过麻诊，再也不会得了”
Personally, I probably have more books on
sales, communication, self-motivation, and
marketing than 99.9% of the population. Wall-to-
wall libraries in one main office and two
home offices. I admit, I'm a compulsive
book and information buyer, and always
realize there is so much more to learn.
以我个人来讲，我可能比99.9%的人有更多的书，有关销售，交流，自我激励，和市场的。一个主办公室和两个家庭办公室里满屋子的图书。我承认，我是一个嗜书和信息如命的购买者，总是意识到有很多东西要学习。
Any time I read or hear about a book that
will help me, or you, I immediately go to
amazon.com. And that is what this Tip is
about today: how Amazon use that cool technique
of giving you other choices of books based
on the one you look at or purchase.
有时候我读到或听说一本书可能会帮助我，或者是你，我会马上去女战士 网，那就是今天的话题：女战士 怎样使用超酷技巧，在你寻找或购买的那本基础上，给你其它书的选择
I always impulse-buy a few other titles because
of this headline screaming at me:
我经常冲动—买一些其他的主题的书，就因为标题吸引了我。
"Customers Who Bought This Item Also Bought..."
“那些购买了这本的顾客也买了。。。”
From a sales and psychological perspective this
is brilliant for two reasons. Two reasons you
can use as well to make more sales.
从一个销售和心理学上讲，这是非常聪明的，有两个理由，你可以同样用在更多的销售上。
"Social Proof"
In his must-have book for anyone in persuasion,
"Influence: Science and Practice," Dr. Robert
Cialdini discusses the principle of Social Proof.
He says, "95 percent of people are imitators and
only 5 percent initiators, so people are persuaded
more by the actions of others than by any proof
we can offer."
“社会证据”
在他的必读书中，这样说服人们：“影响力：科学和习惯” Robert Cialdini博士讲论了社会证据的原则，他说“95%的人是模访者，只有5%的人是创始者，因此，较之我们能提供的证据，人们更容易审美观点其他人的行为说服。
What this means is that if someone else has done
it or said it, it carries more credibility than if
we say it.
这意味着，如果有人也用它，并说它好。这比我们说带来更多的可信性。
So, if other people liked this book that I'm buying,
they are probably like me, know something about these
other books, so I guess I should as well.
因此，如果其他人喜欢我买的这本书，他们也许像我一样，知道一些其他的这些书，因此我想我应该也是一样。
When you want to make a claim about the value of your
product or service, giving examples of the experiences,
or better yet, the exact words of others carries
tremendous weight.
当你想对你的产品和服务的价值作一个要求时，举一些经验例子，或者更好的，别人支持巨大重量的准确的词语。
评论
The "People are Interested in Other People" Principle
I don't have any psychological studies or scientific
textbooks to prove this point. Just my own observations
and experience. You could also call it the "People
Magazine" theory. Or the "Reality TV Rule."
”人们对其他人感兴趣“原则。我没有心理学学生或科学教材去证明这一点。只是我自己的观察和经验。你也可以称之为“。人民杂志。”理论。或是“现实电视规则”
Bottom line, people get obsessed with the lives of
others. Why, otherwise, is there a long-running TV
show where the premise is watching a bunch of people
live in a house together? Why are there TV shows and
magazines devoted to what "celebrities" do, wear, and
where they go?
结果，人们被其他人的生活所困扰，为什么，要不然，会有讲述很多人一起生活在一个屋檐下的长电视秀？为什么这些电视秀和杂志专注于“名人”做什么，穿什么，去哪里？
Well, tweaking this a bit for our sales purposes, I believe
that in business, we are interested in what others who
are similar to us, say and do.
那么，这个好方法对我们的销售目标有一点用处，我相信在商业中，我们对于与我们相似的其他人说的和做的感兴趣。
OK, so how do we use these two principles in sales?
好，那么我们要怎样在销售中利用这两个原则呢？
First, you can use a version of the Amazon.com technique
on opening statements to calls to regular customers.
第一，你可以在打电话给正规顾客的开场白中使用女战士 网的技巧版本，
This type of call, by the way, is often mishandled,
often started out with something lame like, "Well, I
was checking in with you," or, "Hadn't talked in a while
and thought I'd touch base to see how you are doing."
顺便说一下，这一类的电话，常常不易管理，常常像这样开始：“好的，我正为您结算。”或者“有一会没有讲话和思考了，我的接触基于看你们怎样做。”
No value there. Instead, use something like,
没有价值 ，相反，用下面这些
"Mike, I've been studying what you have been purchasing
from us over the past couple of years--and thank you by
the way for the opportunity to work with you--and I'd
like to run something by you that others in your situation
really have taken advantage of with us."
Mike，我知道你在过去的两年里从我们这里采购—-请让我通过和你一起工作的机会来表达我的谢意----我想请你宣传一些东西，在你的位置上，别人会真正地感受到我们的优点。
Or, "Pam, thanks for your recent order of the X84
hair removal appliances. I was talking to another store
owner whose shop is exactly the same size as yours in a
similar market, and he told me about something he's doing
in combination with those products that has really
exploded his sales."
或者，“Pam，谢谢你最近的X84头发清除工具订单。我与另一个商店店主交流，他的商店与你的大小一致，而且市场相似，他告诉我那些产品让他的销售真正地快速增长了。
And in the recommendation phase of the call you can use
these principles and techniques as simply as,
在电话中，评论的语句可以简单使用这些原则和技巧，
"I was just talking to another defense attorney who has
the same challenge that you're running into, and here's
how we were able to help him..."
“我恰好在和另一个辩护律师谈，他跟你遇到的挑战一样，这是我们怎样可以帮助他的。。。”
"We've worked with 12 other similar accounting firms
specializing in audit work, helping them cut down their
duplication of paperwork and increase their billings,
ranging from 10% to 40%."
我们已经为12个其他类似的专业于审计工作的会计事务所工作过，帮助他们减少纸张的消耗，增加了他们的利润，从10%增加到40%
ACTION STEP
Think of the ways you can use Social Proof and the
People Principle to make your own openings, and
other parts of your message more interesting, and
persuasive.
_________________________________________________
想想你可以使用社会证据和人民原则去设计你自己的开场白，你信息的其他部分更有趣，更有说服力。
QUOTE OF THE WEEK
"It is impossible for a man to learn what he
thinks he already knows."
Epictetus
对于一个人来说，学习他认为已经知道的东西是不可能的。
评论
This Week's Tip:
Others Just Like You Show
Success With This
本周话题：别人恰好喜欢你这样展示成功
Greetings!
大家好
I almost fell off the elliptical machine
at the gym, laughing this morning while
watching the news.
早上在健身房看新闻时，我几乎笑得掉到椭圆器械里。
People were lined up all night
long, all over the country to get one of
the first copies of--get this--the VIDEO
GAME, "Grand Theft Auto." I guess there is
even a simulated hooker in it. That's about
as close as many of these geeks will get to...
Oh never mind.
人们似乎彻夜排队，从全国各地奔赴而来，为了得到一份首次拷贝的计算机游戏，“侠盗车手” 我猜想甚至有伪装的妓女在里面，尽可能地靠近这些畸形人以去获取。。。 噢，难以想像。
全国各地有人彻夜排队，注意：仅仅是为了买到首次发行的一份电玩游戏《侠盗猎车》。我猜想里面甚至有模拟的妓女，这些电玩迷（整天玩电脑）也就最多接近这样的女人而已。。。噢，算我没说。
These people are too easy of target to
pick on. How many different ways can you
say "LOSER"?
这些人太易成为她们挑选的目标，你可以有多少不同的方式去说“失败者”呢
这些人非常容易成为被批评的对象。你可以有无数种不同的方式说他们是“失败者”。
I wonder how many of these same people have
ever waited in line at, or even been in
a bookstore.
我想知道有多少同样的人曾经排着长队等候，甚至在书店里。
我怀疑这些人中有多少曾经在书店排队等候，甚或曾否涉足过书店？
Also wonder what their ratio of time and
money invested in video games is compared
to what they do for their own physical,
intellectual, and career self-improvement.
同样想知道他们投资在计算机游戏上的时间与金钱，与投资在自己的身体、知识以及职业的自我提升上的比例。
It's no secret that the most successful
people in any area are those that invest
in themselves.
任何领域的大多数成功人士都是投资于他们自已的，这不是秘密。
Jim Rohn says that "Poor people have big
TV's. Rich people have big libraries."
吉姆说“穷人有大电视，富人有大图书室”
In the biography of Harry Houdini, the
author writes that Houdini needed many moving
vans for his library of books when he moved
into a new home. He was one of the greatest
magicians of all time, and not coincidentally,
one of the greatest students.
霍迪尼. 哈里斯的传记里，作者写道，当他搬新家时，需要许多车辆来运送图书室里的书。他一直是最杰出的魔术师之一，同时又是最出色的学生之一。
And one characteristic I've seen in all of
the most successful, and wealthy sales reps I've
been around over the past 25 years is the
appetite for information, and the desire to
always get better.
在过去25年里，我见过的大多数成功、富有的销售代表们都有一个特征，那就是对信息的的嗜好，以及总是要做得更好的欲望。
Conversely, I just shake my head at those
that say, "I've been in sales x number of
years. I'm experienced. I've had training."
相反地，我只是对那些人摇头，他们常说：我做销售已经有。。年了，我有经验，我有培训经历。”
Kind of like, "Yeah, I had the measles. I
won't get that again."
有点像“是的，我得过麻诊，再也不会得了”
Personally, I probably have more books on
sales, communication, self-motivation, and
marketing than 99.9% of the population. Wall-to-
wall libraries in one main office and two
home offices. I admit, I'm a compulsive
book and information buyer, and always
realize there is so much more to learn.
以我个人来讲，我可能比99.9%的人有更多的书，有关销售，交流，自我激励，和市场的。一个主办公室和两个家庭办公室里满屋子的图书。我承认，我是一个嗜书和信息如命的购买者，总是意识到有很多东西要学习。
Any time I read or hear about a book that
will help me, or you, I immediately go to
amazon.com. And that is what this Tip is
about today: how Amazon use that cool technique
of giving you other choices of books based
on the one you look at or purchase.
有时候我读到或听说一本书可能会帮助我，或者是你，我会马上去女战士 网，那就是今天的话题：女战士 怎样使用超酷技巧，在你寻找或购买的那本基础上，给你其它书的选择
I always impulse-buy a few other titles because
of this headline screaming at me:
我经常冲动—买一些其他的主题的书，就因为标题吸引了我。
"Customers Who Bought This Item Also Bought..."
“那些购买了这本的顾客也买了。。。”
From a sales and psychological perspective this
is brilliant for two reasons. Two reasons you
can use as well to make more sales.
从一个销售和心理学上讲，这是非常聪明的，有两个理由，你可以同样用在更多的销售上。
"Social Proof"
In his must-have book for anyone in persuasion,
"Influence: Science and Practice," Dr. Robert
Cialdini discusses the principle of Social Proof.
He says, "95 percent of people are imitators and
only 5 percent initiators, so people are persuaded
more by the actions of others than by any proof
we can offer."
“社会证据”
在他的必读书中，这样说服人们：“影响力：科学和习惯” Robert Cialdini博士讲论了社会证据的原则，他说“95%的人是模访者，只有5%的人是创始者，因此，较之我们能提供的证据，人们更容易审美观点其他人的行为说服。
Social Proof 社会验证、社会认可、社会认同
What this means is that if someone else has done
it or said it, it carries more credibility than if
we say it.
这意味着，如果有人也用它，并说它好。这比我们说带来更多的可信性。
[ 本帖最后由 bruce1 于 2008-5-10 20:33 编辑 ]
评论
So, if other people liked this book that I'm buying,
they are probably like me, know something about these
other books, so I guess I should as well.
因此，如果其他人喜欢我买的这本书，他们也许像我一样，知道一些其他的这些书，因此我想我应该也是一样。
When you want to make a claim about the value of your
product or service, giving examples of the experiences,
or better yet, the exact words of others carries
tremendous weight.
当你想对你的产品和服务的价值作一个要求时，举一些经验例子，或者更好的，别人支持巨大重量的准确的词语。
当你想说明你的产品或服务的价值时，举一些经验案例。或者更好的是：直接引用别人的词句，这样就会有很重的分量。
The "People are Interested in Other People" Principle
I don't have any psychological studies or scientific
textbooks to prove this point. Just my own observations
and experience. You could also call it the "People
Magazine" theory. Or the "Reality TV Rule."
”人们对其他人感兴趣“原则。
我没有心理学学生或科学教材去证明这一点。只是我自己的观察和经验。你也可以称之为“。人民杂志。”理论。或是“现实电视规则”
我没有心理学研究或科学教材来证明这一点，只是我自己的观察和经验。你也可以称之为《人物周刊》假说，或是“真人电视法则”。
Bottom line, people get obsessed with the lives of
others. Why, otherwise, is there a long-running TV
show where the premise is watching a bunch of people
live in a house together? Why are there TV shows and
magazines devoted to what "celebrities" do, wear, and
where they go?
结果，人们被其他人的生活所困扰，为什么，要不然，会有讲述很多人一起生活在一个屋檐下的长电视秀？为什么这些电视秀和杂志专注于“名人”做什么，穿什么，去哪里？
get obsessed with 沉迷于
Well, tweaking this a bit for our sales purposes, I believe
that in business, we are interested in what others who
are similar to us, say and do.
那么，这个好方法对我们的销售目标有一点用处，我相信在商业中，我们对于与我们相似的其他人说的和做的感兴趣。
OK, so how do we use these two principles in sales?
好，那么我们要怎样在销售中利用这两个原则呢？
First, you can use a version of the Amazon.com technique
on opening statements to calls to regular customers.
第一，你可以在打电话给正规顾客的开场白中使用女战士 网的技巧版本，
This type of call, by the way, is often mishandled,
often started out with something lame like, "Well, I
was checking in with you," or, "Hadn't talked in a while
and thought I'd touch base to see how you are doing."
顺便说一下，这一类的电话，常常不易管理，常常像这样开始：“好的，我正为您结算。”或者“有一会没有讲话和思考了，我的接触基于看你们怎样做。”
顺便说一下，这类的电话，常常被错误处理，通常使用像这样站不住脚的开头：“嗯，我只是来探询一下您”，或是“有一阵子没有交谈了，我想我应该跟你接触一下，看看你们怎么样了。”
No value there. Instead, use something like,
没有价值 ，相反，用下面这些
"Mike, I've been studying what you have been purchasing
from us over the past couple of years--and thank you by
the way for the opportunity to work with you--and I'd
like to run something by you that others in your situation
really have taken advantage of with us."
Mike，我知道你在过去的两年里从我们这里采购—-请让我通过和你一起工作的机会来表达我的谢意----我想请你宣传一些东西，在你的位置上，别人会真正地感受到我们的优点。
“马克，我研究了你过去两年里从我们这里采购的产品 -- 当然顺便说一声感谢你让我们为你服务 -- 我现在想为你展示一些东西。别人在与你相似的情况下，这些（产品）已经获得了巨大的效益。”
Or, "Pam, thanks for your recent order of the X84
hair removal appliances. I was talking to another store
owner whose shop is exactly the same size as yours in a
similar market, and he told me about something he's doing
in combination with those products that has really
exploded his sales."
或者，“Pam，谢谢你最近的X84头发清除工具订单。我与另一个商店店主交流，他的商店与你的大小一致，而且市场相似，他告诉我那些产品让他的销售真正地快速增长了。
“潘。。。而他告诉我某些与这个产品结合使用的事项让他的销售真的爆发了。”
And in the recommendation phase of the call you can use
these principles and techniques as simply as,
在电话中，评论的语句可以简单使用这些原则和技巧，
在电话的推荐（产品或服务）阶段，你可以这样简单地使用这些原则和技巧：
"I was just talking to another defense attorney who has
the same challenge that you're running into, and here's
how we were able to help him..."
“我恰好在和另一个辩护律师谈，他跟你遇到的挑战一样，这是我们怎样可以帮助他的。。。”
"We've worked with 12 other similar accounting firms
specializing in audit work, helping them cut down their
duplication of paperwork and increase their billings,
ranging from 10% to 40%."
我们已经为12个其他类似的专业于审计工作的会计事务所工作过，帮助他们减少纸张的消耗，增加了他们的利润，从10%增加到40%
“我们曾经为其它12个类似的专业做审计工作的会计事务所工作过，帮助他们减少重复的文书工作并增加他们的收入，效益提高了10%到40%不等。”
ACTION STEP
Think of the ways you can use Social Proof and the
People Principle to make your own openings, and
other parts of your message more interesting, and
persuasive.
想想你可以使用社会证据和人民原则去设计你自己的开场白，你信息的其他部分更有趣，更有说服力。
请思考多种方法：如何使用社会认同和人物周刊法则去设计你自己的开场白和你信息的其它部分，让它们更有趣、更有说服力。
_________________________________________________
QUOTE OF THE WEEK
"It is impossible for a man to learn what he
thinks he already knows."
Epictetus
对于一个人来说，学习他认为已经知道的东西是不可能的。
[ 本帖最后由 bruce1 于 2008-5-10 20:37 编辑 ]
评论
:) ,高人啊。。。。。。。。。。。。。。。
评论
拜读了.谢谢
评论
这个怎么参加评选？直接在这上面翻译吗
评论
学习
评论
本周忙，绝对不是借口。I will back next two week.
评论
我加了416503427这个QQ，都没人理我
评论
译的不错哦，学习了
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