加拿大外贸
THIS WEEK'S TIP:You Are Absolutely Going to Love This
Greetings!
While listening to some recorded calls, I noticed a
pattern with a sales rep. She tended to preface
many of her statements with negatives such as,
"I have some bad news for you,"
"Are you sitting down?", before she gave the price
of an item,
"You're not going to like this,"
"I hope you're prepared for what I'm about to tell you."
And not surprisingly, she continually got negative
responses and results.
As a listener, when you hear comments like these,
you're bracing yourself for negative news. Regardless
of your state of mind prior to the comment, you
are now prepared to hear something negative.
People evaluate information based on the state of
mind they are presently in when they hear it.
That's a negative example of the principle of
preconditioning.
But, you can use it to your advantage.
First, be certain you're not now in the habit of
negatively preconditioning your listeners. And with
many people, it is a habit.
Listen to your calls from the perspective of the
prospect/customer. Thoroughly analyze your
language to determine if you use "conditioning"
phrases that frost listeners. Catch yourself
before you use them.
Then, get in the habit of grooming an atmosphere
in which your listeners will positively view your
information. And it's not that difficult.
In fact, you probably hear it regularly when you
see and hear an infomercial on television. How
often have you heard,
"Now, for a product like this that takes the place
of all the cleaners in your cabinet, you'd probably
expect to pay $40 or more..., but no..."
You can do the same. For example,
"Here's the good news..."
"Keeping in mind all of the ways this will save you
money on your operational expenses, the price
is low in comparison..."
"And now I'd like to share with you what people
say is the best part of the entire system..."
"This is something you might even want to write
down for future reference..."
The old clich? states, "It's not what you say, but
how you say it." True, but let's add to that. It's also
what you say BEFORE you say it!
_________________________________________
QUOTE OF THE WEEK
"Failure is an event, not a person. Yesterday ended
last night."
Zig Ziglar
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
本期技巧篇为你提示积极心态的作用。
最新消息：
国内首部外贸开发信写作的专著《小小开发信 订单滚滚来》，上市近二月后，持续热销。目前在国内最大网络书店当当网上，获得社科书籍持续热销榜排行第9位！
在时代网上，荣登第七名。
感谢领导、版主与网友们的大力支持。
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
评论
THIS WEEK'S TIP:
You Are Absolutely Going to Love This
本周技巧
您绝对会爱上它
Greetings!
大家好
While listening to some recorded calls, I noticed a
pattern with a sales rep. She tended to preface
many of her statements with negatives such as,
有一次在听电话记录的时候，我注意到一位推销员的模式。她总是倾向于用消极的话语来开始陈述。例如，
"I have some bad news for you,"
“我有一些坏消息告诉您，”
"Are you sitting down?", before she gave the price
of an item,
“您会反对么？”，在她给出某个项目的价格之前，
"You're not going to like this,"
“您不会喜欢这样，”
"I hope you're prepared for what I'm about to tell you."
“我希望您已经为我将要告诉您的做好了准备。”
And not surprisingly, she continually got negative
responses and results.
不足为奇，她总是不断地得到否定的回复和结果。
As a listener, when you hear comments like these,
you're bracing yourself for negative news. Regardless
of your state of mind prior to the comment, you
are now prepared to hear something negative.
作为一个听众，当你听到类似这些话的时候，你正为那些负面新闻做准备。不管在这些话之前，你的心境如何，现在你要为听到一些负面的东西做好准备。
People evaluate information based on the state of
mind they are presently in when they hear it.
人们总是根据他们听到信息时候的心境来评价它。
That's a negative example of the principle of
preconditioning.
这就是一个让人做好心理准备原则的负面例子。
But, you can use it to your advantage.
但是，你可以让它对你有利。
First, be certain you're not now in the habit of
negatively preconditioning your listeners. And with
many people, it is a habit.
首先，要明确你现在没有消极地让听者做好准备的习惯。对很多人而言，这确实是一种习惯。
Listen to your calls from the perspective of the
prospect/customer. Thoroughly analyze your
language to determine if you use "conditioning"
phrases that frost listeners. Catch yourself
before you use them.
听听那些潜在客户/客户的观点的电话.全面的分析你的语言以确定你是否使用了让客户厌烦的“条件作用‘的词语。请在你用之前打住。
Then, get in the habit of grooming an atmosphere
in which your listeners will positively view your
information. And it's not that difficult.
然后，要养成为这样的气氛做准备--你的听众积极地考虑你的信息。这并没有想象中的那么难。
In fact, you probably hear it regularly when you
see and hear an infomercial on television. How
often have you heard,
实际上，当在电视上看和听一则专题片广告时，你很可能会有规律的听到这些。你肯定经常听到这些，
"Now, for a product like this that takes the place
of all the cleaners in your cabinet, you'd probably
expect to pay $40 or more..., but no..."
“现在，类似这样一款能够触及您橱柜的每个角落的产品，您很可能想会花费40美元或更多...，但是不是这样的...”
You can do the same. For example,
你也可以这么做。比如，
"Here's the good news..."
“现在有些好消息。。。”
"Keeping in mind all of the ways this will save you
money on your operational expenses, the price
is low in comparison..."
“时刻记着这会节省你的运作费用，相比而言价格偏低……”
"And now I'd like to share with you what people
say is the best part of the entire system..."
“现在我来与你们分享人们说什么是整个系统中的最大一部分……”
"This is something you might even want to write
down for future reference..."
“也许你想写点东西供将来参考……”
The old clich? states, "It's not what you say, but
how you say it." True, but let's add to that. It's also
what you say BEFORE you say it!
老话说，“重要的不是你说什么，而是你怎么去说。” 确实如此，但让我们再加一句。在你说之前说什么也很重要。
_________________________________________
QUOTE OF THE WEEK
"Failure is an event, not a person. Yesterday ended
last night."
Zig Ziglar
本周引言
“失败只不过是一件事，并不代表一个人。昨天已经于昨晚结束了。”
齐格。金克拉
Go and Have Your Best Week Ever!
Art
[ 本帖最后由 patty-chu 于 2008-12-5 14:42 编辑 ]
评论
THIS WEEK'S TIP:
You Are Absolutely Going to Love This
本周提示:
你绝对会喜欢这个的.
Greetings!
大家好!
While listening to some recorded calls, I noticed a
pattern with a sales rep. She tended to preface
many of her statements with negatives such as,
当听一些电话录音的时候,我注意到一个销售代表的模式,她总是在她的开场中传达一些消极的情绪,比如说:
"I have some bad news for you,"
我有一个坏消息要告诉你.
"Are you sitting down?", before she gave the price
of an item,
在她要给出价目表之前,她会问:你坐下来了吗?
"You're not going to like this,"
你肯定不会喜欢这个的.
"I hope you're prepared for what I'm about to tell you."
我希望对我接下来所说的,你能做好心理准备.
And not surprisingly, she continually got negative
responses and results.
然后毫无意外的,她总是不断的得到一些消极的回复以及结果.
As a listener, when you hear comments like these,
you're bracing yourself for negative news. Regardless
of your state of mind prior to the comment, you
are now prepared to hear something negative.
作为一个听众来说,当你听到如上的那些话语,你就已经做好了接听消极消息的准备了.不管在这之前,你的精神状态是怎样的,你现在都已经做好准备来听一些消极信息了.
People evaluate information based on the state of
mind they are presently in when they hear it.
人们评价所听到的信息是基于他们在听到该信息时所处于的精神状态.
That's a negative example of the principle of
preconditioning.
那是一个预先处理原则的一个反而(消极)例子.
But, you can use it to your advantage.
但是,你可以用它来增加你的优势.
First, be certain you're not now in the habit of
negatively preconditioning your listeners. And with
many people, it is a habit.
首先,你要确定,你没有那种消极预处理你的听众的习惯.对于很多人来说,他们都有这种习惯.
Listen to your calls from the perspective of the
prospect/customer. Thoroughly analyze your
language to determine if you use "conditioning"
phrases that frost listeners. Catch yourself
before you use them.
站在潜在客户的角度来听一下你的电话.全面分析你的语言来确定你是否使用了”空调”词组来冷冻你的听众.在你使用它们之前,你要先揪住它们.
Then, get in the habit of grooming an atmosphere
in which your listeners will positively view your
information. And it's not that difficult.
然后,养成一种习惯,可以使你的听众可以以积极的态度来看待你所传达的消息.而且,这并不是很难的事.
In fact, you probably hear it regularly when you
see and hear an infomercial on television. How
often have you heard,
事实上,当你听或者看电视上的那些广告信息时,你应该会定期的听到的.你多久听到它们呢?
"Now, for a product like this that takes the place
of all the cleaners in your cabinet, you'd probably
expect to pay $40 or more..., but no..."
现在,这样一种产品可以取代你内阁里所有的清洁人员,你只须支付40美金或多一点点…,但不需要…
You can do the same. For example,
你也可以这样做的.比如说,
"Here's the good news..."
这里有一个好消息…
"Keeping in mind all of the ways this will save you
money on your operational expenses, the price
is low in comparison..."
什么时候都要记住,这将会节省你的动作费用,相对来说,价格比较低…
"And now I'd like to share with you what people
say is the best part of the entire system..."
现在,我想跟您分享一下其他人一致说到的整个系统中最好的部分…
"This is something you might even want to write
down for future reference..."
这些你甚至可能要记录下来,以备将来参考之用…
The old clich? states, "It's not what you say, but
how you say it." True, but let's add to that. It's also
what you say BEFORE you say it!
陈词滥调这样说:关键不是你说了什么,而是你是如何表述的.这是正确的,不过,我要加上一点.在你说之前,你要说的话也很关键!
_________________________________________
QUOTE OF THE WEEK
本周引言
"Failure is an event, not a person. Yesterday ended
last night."
Zig Ziglar
失败是一件事的失败而不是一个人的失败.昨天止于昨晚.
评论
THIS WEEK'S TIP:
You Are Absolutely Going to Love This
本周提示:
你绝对会喜欢这个的
Greetings!
大家好!
While listening to some recorded calls, I noticed a
pattern with a sales rep. She tended to preface
many of her statements with negatives such as,
当听一些电话录音的时候，我注意到一个销售代表的模式，她总是在她的开场中传达一些消极的情绪，比如说：
"I have some bad news for you,"
“我有一个坏消息要告诉你，”
"Are you sitting down?", before she gave the price
of an item,
在她要给出价目表之前,她会问:你坐下来了吗?
她在报出产品单价之前：“你坐下来了吗?”（潜在意思是你不要激动得跳起来）
"You're not going to like this,"
“你肯定不会喜欢这个的。”
"I hope you're prepared for what I'm about to tell you."
“我希望对我接下来所说的，你能做好心理准备。”
And not surprisingly, she continually got negative
responses and results.
然后毫无意外，她总是不断得到一些消极的回复以及结果。
As a listener, when you hear comments like these,
you're bracing yourself for negative news. Regardless
of your state of mind prior to the comment, you
are now prepared to hear something negative.
作为一个听众，当你听到如上的那些话语，你就已经做好了接听消极消息的准备了。不管在这之前你的精神状态是怎样的，你现在都已经做好准备来听一些消极信息了。
People evaluate information based on the state of
mind they are presently in when they hear it.
人们评价所听到的信息是基于他们在听到该信息时所处于的精神状态。
That's a negative example of the principle of
preconditioning.
那是一个预先处理原则的一个反面(消极)例子。
But, you can use it to your advantage.
但是,你可以用它来增加你的优势.
但是，你可以正面用它为你造势。
First, be certain you're not now in the habit of
negatively preconditioning your listeners. And with
many people, it is a habit.
首先，你要确定，你没有那种消极预处理你的听众的习惯。对于很多人来说，他们都有这种习惯。
Listen to your calls from the perspective of the
prospect/customer. Thoroughly analyze your
language to determine if you use "conditioning"
phrases that frost listeners. Catch yourself
before you use them.
站在潜在客户的角度来听一下你的电话.全面分析你的语言来确定你是否使用了”空调”词组来冷冻你的听众.在你使用它们之前,你要先揪住它们.
以潜在客户或客户立场来听你自己的电话。全面分析你的语言来确定你是否使用了“空调”词组来冷冻你的听众。揪住它们，不要使用。
Then, get in the habit of grooming an atmosphere
in which your listeners will positively view your
information. And it's not that difficult.
然后,养成一种习惯,可以使你的听众可以以积极的态度来看待你所传达的消息.而且,这并不是很难的事.
然后，养成习惯先去吹风让你的听众会积极地看待你的消息。而这并不那么困难。
In fact, you probably hear it regularly when you
see and hear an infomercial on television. How
often have you heard,
事实上,当你听或者看电视上的那些广告信息时,你应该会定期的听到的.你多久听到它们呢?
事实上，当你听或者看那些电视信息广告片时，你大概经常听到这样的吹风。你常常听到：
"Now, for a product like this that takes the place
of all the cleaners in your cabinet, you'd probably
expect to pay $40 or more..., but no..."
现在,这样一种产品可以取代你内阁里所有的清洁人员,你只须支付40美金或多一点点…,但不需要…
“现在，这样一种产品可以取代你柜橱里所有清洁剂，你或许预计要付40美金或更多。。。但不是。。。”
You can do the same. For example,
你也可以这样做的.比如说,
"Here's the good news..."
这里有一个好消息…
"Keeping in mind all of the ways this will save you
money on your operational expenses, the price
is low in comparison..."
什么时候都要记住,这将会节省你的动作费用,相对来说,价格比较低…
“请记住所有的方式，这些都将会为你节省你运营费用，（所以）相比较，价格就很低了。。。”
"And now I'd like to share with you what people
say is the best part of the entire system..."
现在,我想跟您分享一下其他人一致说到的整个系统中最好的部分…
"This is something you might even want to write
down for future reference..."
这些你甚至可能要记录下来,以备将来参考之用…
The old cliche states, "It's not what you say, but
how you say it." True, but let's add to that. It's also
what you say BEFORE you say it!
陈词滥调这样说:关键不是你说了什么,而是你是如何表述的.这是正确的,不过,我要加上一点.在你说之前,你要说的话也很关键!
俗话说：“关键不是你说什么而是你怎么去说。”正确，不过，让我们再加上一点。在你正式说话之前的话也很关键！
_________________________________________
QUOTE OF THE WEEK
本周引言
"Failure is an event, not a person. Yesterday ended
last night."
Zig Ziglar
失败是一件事的失败而不是一个人的失败.昨天止于昨晚.
失败是事情而不是你个人。昨天已在昨晚过去。
评论
呃 又没选上呢
反思中。。。。。。。
评论
谢谢老师点评.
造势,立场,吹风,运营费用,
俗话说,你正式说话之前的话也很关键.
老师的用词确实好很多,有待学习...
评论
一起加油!
评论
着呢好的帖子~~~顶起来
评论
每周翻译论坛：提高英语表达水平，增强外贸销售能力(2008/46)
THIS WEEK'S TIP:
You Are Absolutely Going to Love This
你绝对会喜欢上这个
Greetings!
大家好
While listening to some recorded calls, I noticed a
pattern with a sales rep. She tended to preface
many of her statements with negatives such as,
当我在停记录电话的时候， 我注意到一个销售代表的模式。她倾向于预示一下她即将提到的消极陈述，例如：
"I have some bad news for you,"
“有个坏消息要告诉你”
"Are you sitting down?", before she gave the price
of an item,
“你坐下了吗”在她报价之前她这么说
"You're not going to like this,"
“你不要这样”
"I hope you're prepared for what I'm about to tell you."
“希望你 对我要说的做个心里准备”
And not surprisingly, she continually got negative
responses and results.
并不意外，她会持续的收到一些负面的回复。
As a listener, when you hear comments like these,
you're bracing yourself for negative news. Regardless
of your state of mind prior to the comment, you
are now prepared to hear something negative.
作为听者，当你听到类似的评论的时候，你会为这些负面消息振奋精神。尽管你会这些评论会有心里准备，你仍旧要准备听一些负面的东西。
People evaluate information based on the state of
mind they are presently in when they hear it.
人们往往根据他们听到的信息对他们思维的影响去评估一个信息。
That's a negative example of the principle of
preconditioning.
这是一个预先处理的负面的例子。
But, you can use it to your advantage.
但是，你可以使用它，并发挥你的长处。
First, be certain you're not now in the habit of
negatively preconditioning your listeners. And with
many people, it is a habit.
首先，确认你不会经常的给你的听者做负面陈述。对大部分人来说，这都是一个习惯。
Listen to your calls from the perspective of the
prospect/customer. Thoroughly analyze your
language to determine if you use "conditioning"
phrases that frost listeners. Catch yourself
before you use them.
仔细地听来自你潜在客户的电话。彻头彻尾分析一下你的语言，以确定你是否使用“调节”型的语言来蒙蔽听众。在使用它们之前，要搞清你自己。
Then, get in the habit of grooming an atmosphere
in which your listeners will positively view your
information. And it's not that difficult.
然后，要养成这么一个习惯，就是让你的听众处在一种积极的氛围当中去审视你的信息。这并不困难。
In fact, you probably hear it regularly when you
see and hear an infomercial on television. How
often have you heard,
事实上，你可能会在电视上看到或听到电视直销。多久时间你听到过一次呢，
"Now, for a product like this that takes the place
of all the cleaners in your cabinet, you'd probably
expect to pay $40 or more..., but no..."
“现在，对于像这样一种取代你驾驶室清洁剂的产品，你可能希望付40美元或者更多，但是，没有。。”
You can do the same. For example,
同样，你也可以这么做。例如，
"Here's the good news..."
“给你个好消息。。”
"Keeping in mind all of the ways this will save you
money on your operational expenses, the price
is low in comparison..."
“记住在操作成本中所有能省钱的方式，价格要相对低一点。。。”
"And now I'd like to share with you what people
say is the best part of the entire system..."
“现在我跟你分享一下整个系统中最好的一部分。。”
"This is something you might even want to write
down for future reference..."
“这是一些你期望记下来为将来作参考的东西。”
The old clich ? states, "It's not what you say, but
how you say it." True, but let's add to that. It's also
what you say BEFORE you say it!
老生常谈了，“不在于你说了什么，而是在于你如何去说出来。”是的，添上这个。这也是你说之前应该去考虑的。
_________________________________________
QUOTE OF THE WEEK
"Failure is an event, not a person. Yesterday ended
last night."
失败对事，不对人。过去的都已经过去。
Zig Ziglar
Go and Have Your Best Week Ever!
Art
评论
we should work harder and harder!
评论
THIS WEEK'S TIP:
这周的小技巧
You Are Absolutely Going to Love
Greetings!
你相当喜欢打招呼。
While listening to some recorded calls, I noticed a
pattern with a sales rep. She tended to preface
many of her statements with negatives such as,
当听一些电话录音的时候，我注意到一个同伴和一个销售在一起。她就开始用她的许多负面的评论比如，
"I have some bad news for you,"
我有一些坏的消息告诉你
"Are you sitting down?", before she gave the price
of an item,
你处理下来了吗？当她之前给出一个项目的价格时。
"You're not going to like this,"
你将不会是想这个样子的。
"I hope you're prepared for what I'm about to tell you."
我希望你已准备好我所将要告诉你的事。
And not surprisingly, she continually got negative
responses and results.
不要奇怪，她继续做消极的回答和结论。
As a listener, when you hear comments like these,
you're bracing yourself for negative news. Regardless
of your state of mind prior to the comment, you
are now prepared to hear something negative.
作为听众，当你听到向这些评论的时候，
你准备好这些负面的消息。不管你陈述关于这些评论，你现在正准备听到一些负面的东西。
People evaluate information based on the state of
mind they are presently in when they hear it.
人们对消息的评估是基于当他们听到的在大脑的一种呈现。
That's a negative example of the principle of
preconditioning.
那是一个消极例子的先决法则。
But, you can use it to your advantage.
但是，你能用你的优点来用它
First, be certain you're not now in the habit of
negatively preconditioning your listeners. And with
many people, it is a habit.
首先，确信你现在不是以一种消极的习惯预示你的听众。和许多人一样，这是一种习惯。
Listen to your calls from the perspective of the
prospect/customer. Thoroughly analyze your
language to determine if you use "conditioning"
phrases that frost listeners. Catch yourself
before you use them.
从形式和客人的观点来听你的电话。
Then, get in the habit of grooming an atmosphere
in which your listeners will positively view your
information. And it's not that difficult.
然后，习惯于一种亲近的氛围，而这种氛围将很积极地表述你的信息。这不是那么的难。
In fact, you probably hear it regularly when you
see and hear an infomercial on television. How
often have you heard,
事实上,当你在电视上看到和听到一个商品信息电视片时，你可能经常听到。你多长时间听一次，
"Now, for a product like this that takes the place
of all the cleaners in your cabinet, you'd probably
expect to pay $40 or more..., but no..."
“现在，对于像这样的一个产品占据了你陈列室的所有的空间（这个词还不知怎么翻译就用这个词代替），你可能希望付40美元或更多，但不是。。。”
You can do the same. For example,
你同样可以这样做。比如，
"Here's the good news..."
这有个好消息．．．"
Keeping in mind all of the ways this will save you
money on your operational expenses, the price
is low in comparison..."
记住所有的方法将节省你的花费上，相比较而言，价格是低的。。。"
"And now I'd like to share with you what people
say is the best part of the entire system..."
“现在我想要和你分享人们所说的整个系统最好的部分。。。”
"This is something you might even want to write
down for future reference..."
这是一些你可能甚至想要写下来一座未来的参考。。。”
The old clich?states."it’s not what you say,but
how you say it." True, but let's add to that. It's also
what you say BEFORE you say it!
l老套话？说的，不是你所说的，但是你怎样说它呢。”真的，但是再补充说下，这也是你所想要说的在你说它之前！______________________________________
QUOTE OF THE WEEK
这周的口号
"Failure is an event, not a person. Yesterday ended
last night."
失败是一件事，而不是一个人。昨天的结束在昨天晚上。
Zig Ziglar
ZIG ZIGAR
Go and Have Your Best Week Ever!
去享受你每个最好的日子。
Art
艺术
有的地方翻译的不好，欢迎赐教！
评论
这么说，这也是在你说他之前所想要说的。
评论
THIS WEEK'S TIP:You Are Absolutely Going to Love This你一定会爱上他Greetings!大家好！While listening to some recorded calls, I noticed apattern with a sales rep. She tended to prefacemany of her statements with negatives such as,当我在听一些电话录音时，我注意到有一位销售代表，她总是使用一些消极的话语来开始她的论述，诸如：在她报价之前，她会说
"I have some bad news for you,"我有个坏消息要告诉您"Are you sitting down?", before she gave the priceof an item,您可一定要坐稳了。"You're not going to like this,"您不会喜欢这样的"I hope you're prepared for what I'm about to tell you."我希望对于我接下来要说的，您已经做好了准备。And not surprisingly, she continually got negativeresponses and results.接下来，毫无疑问的，她总是不断的带来消极的反应和结果。As a listener, when you hear comments like these,you're bracing yourself for negative news. Regardlessof your state of mind prior to the comment, you are now prepared to hear something negative.作为听者，无论你在听到这些评论之前大脑处于什么状态，当你听到类似这些话时，你都会调整自己，准备好接收这些消极的东西了。People evaluate information based on the state ofmind they are presently in when they hear it.人们评估信息往往基于他们聆听时大脑的状态。That's a negative example of the principle ofpreconditioning.关于开场预热原则，这里列举的是一个消极开场的例子。But, you can use it to your advantage.但是，你完全可以正面利用它，让它变成你的优势。First, be certain you're not now in the habit ofnegatively preconditioning your listeners. And withmany people, it is a habit.首先，你要确定你没有给你的听众设定消极氛围的习惯。但是对于很多人来说，他们都有这个习惯。Listen to your calls from the perspective of theprospect/customer. Thoroughly analyze yourlanguage to determine if you use "conditioning"phrases that frost listeners. Catch yourselfbefore you use them.站在客户的角度，你再来听这些电话记录。充分思考分析你的话，看看你到底有没有使用"空调"词组来冷冻你的听众。一定要控制住自己不要使用这样的词。
Then, get in the habit of grooming an atmospherein which your listeners will positively view yourinformation. And it's not that difficult.然后，养成一个习惯，学会制造一种积极的氛围，在这个氛围里，你的听众将积极看待你的信息。而这也并没有那么困难。In fact, you probably hear it regularly when yousee and hear an infomercial on television. Howoften have you heard,事实上，你可能经常在电视上收看或收听到电视购物类节目。你会经常听到这样的话："Now, for a product like this that takes the placeof all the cleaners in your cabinet, you'd probablyexpect to pay $40 or more..., but no..."“现在，像这样一款产品，他可以取代你橱柜里所有的清洁剂，你可能预期它会需要40美金或者更多，但不是...”You can do the same. For example,你也可以这样做。比如："Here's the good news..."这里有一个好消息..."Keeping in mind all of the ways this will save youmoney on your operational expenses, the priceis low in comparison..."请牢记所有方法，它们将为您节约运营成本，所以价格相对也比较低...
"And now I'd like to share with you what peoplesay is the best part of the entire system...""现在我想跟您分享一下，大家公认的整个系统最棒的部分...""This is something you might even want to writedown for future reference...""这是一些你可能想要记录下来，以备后用的东西... "The old clich? states, "It's not what you say, buthow you say it." True, but let's add to that. It's alsowhat you say BEFORE you say it!
俗话说：“重要的不是你要说什么，而是你怎么去说。”没错，但是让我们再补充一点。在你正式表述它之前，你所说的话同样重要。_________________________________________QUOTE OF THE WEEK"Failure is an event, not a person. Yesterday endedlast night."
失败的是事情本身，而不是人。昨天已在昨晚结束。Zig ZiglarGo and Have Your Best Week Ever!Art
评论
THIS WEEK'S TIP:
You Are Absolutely Going to Love This
你一定会爱上他
Greetings!
大家好！
While listening to some recorded calls, I noticed apattern with a sales rep. She tended to prefacemany of her statements with negatives such as,
当我在听一些电话录音时，我注意到有一位销售代表，她总是使用一些消极的话语来开始她的论述，诸如：在她报价之前，她会说
"I have some bad news for you,
"我有个坏消息要告诉您
"Are you sitting down?",
before she gave the priceof an item,
您可一定要坐稳了。
"You're not going to like this,
"您不会喜欢这样的"
I hope you're prepared for what I'm about to tell you.
我希望对于我接下来要说的，您已经做好了准备。
And not surprisingly, she continually got negativeresponses and results.
接下来，毫无疑问的，她总是不断的带来消极的反应和结果。
As a listener, when you hear comments like these,you're bracing yourself for negative news.
Regardlessof your state of mind prior to the comment, you are now prepared to hear something negative.
作为听者，无论你在听到这些评论之前大脑处于什么状态，当你听到类似这些话时，你都会调整自己，准备好接收这些消极的东西了。
People evaluate information based on the state ofmind they are presently in when they hear it.
人们评估信息往往基于他们聆听时大脑的状态。
That's a negative example of the principle ofpreconditioning.
关于开场预热原则，这里列举的是一个消极开场的例子。
But, you can use it to your advantage.
但是，你完全可以正面利用它，让它变成你的优势。
First, be certain you're not now in the habit ofnegatively preconditioning your listeners.
And withmany people, it is a habit.
首先，你要确定你没有给你的听众设定消极氛围的习惯。
但是对于很多人来说，他们都有这个习惯。
Listen to your calls from the perspective of theprospect/customer.
Thoroughly analyze yourlanguage to determine if you use "conditioning"phrases that frost listeners.
Catch yourselfbefore you use them.
站在客户的角度，你再来听这些电话记录。
充分思考分析你的话，看看你到底有没有使用"空调"词组来冷冻你的听众。
一定要控制住自己不要使用这样的词。
Then, get in the habit of grooming an atmospherein which your listeners will positively view yourinformation.
And it's not that difficult.
然后，养成一个习惯，学会制造一种积极的氛围，在这个氛围里，你的听众将积极看待你的信息。
而这也并没有那么困难。
In fact, you probably hear it regularly when yousee and hear an infomercial on television.
Howoften have you heard,
事实上，你可能经常在电视上收看或收听到电视购物类节目。
你会经常听到这样的话：
"Now, for a product like this that takes the placeof all the cleaners in your cabinet, you'd probablyexpect to pay $40 or more..., but no..."
“现在，像这样一款产品，他可以取代你橱柜里所有的清洁剂，你可能预期它会需要40美金或者更多，但不是...”
You can do the same. For example,
你也可以这样做。比如：
"Here's the good news..."
这里有一个好消息...
"Keeping in mind all of the ways this will save youmoney on your operational expenses, the priceis low in comparison..."
请牢记所有方法，它们将为您节约运营成本，所以价格相对也比较低...
"And now I'd like to share with you what peoplesay is the best part of the entire system..."
"现在我想跟您分享一下，大家公认的整个系统最棒的部分..."
"This is something you might even want to writedown for future reference..."
"这是一些你可能想要记录下来，以备后用的东西...
"The old clich? states, "It's not what you say, buthow you say it." True, but let's add to that. It's alsowhat you say BEFORE you say it!
俗话说：“重要的不是你要说什么，而是你怎么去说。”没错，但是让我们再补充一点。在你正式表述它之前，你所说的话同样重要。
_____________
QUOTE OF THE WEEK
"Failure is an event, not a person. Yesterday endedlast night."
失败的是事情本身，而不是人。昨天已在昨晚结束。
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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