[分享]每周翻译论坛：提高英语表达水平，增强外贸销售能力(2008/19)

This Week's Tip:
Learning From Political Coverage

Greetings!

Some people might be totally fed up with the 24-7
presidential election coverage on cable TV, where
the talking heads dissect every move and word
by the candidates, and now, even the Super
Delegates. Personally, I find it to be a great
classroom of sales material.

For example, while watching MSNBC, Fox News,
or when I can stomach it, CNN, one thing I've noticed
in particular among the guests being interviewed,
is regardless of how outrageous their arguments
are, people can take positions and express their
points so well they almost seem believable.

In this election I certainly have strong feelings one
way, but I have to admit, I've seen some persuasive
speakers make their points for the other side. (I've
seen the opposite extreme as well.)

Which goes to show that the PERSON behind the
words makes a huge difference in how the message
is interpreted.

I'm probably not going out on too much of a limb
here by stating that you probably sell a pretty good
product or service. But unless it sells itself, YOU
play a major role in how it is perceived when you're
on the phone talking about it. The better YOU are,
the more you sell.

How profound I am today. Sometimes common
sense and the obvious can't be improved upon.

For those of us on the phone, a strong presenter
has an advantage. However, some people consider
it a disadvantage that our listeners can't see us.
In watching the news shows I find myself sometimes
getting distracted by the appearance of some of the
interviewees, especially if their message and delivery
isn't dynamic. It's natural. C'mon, you've probably
done something like this".

"What's up with that guy's hair?"

"Why does his one eyebrow move up and not the other?"

"She looks like I did the morning after the office
holiday party."

On the phone, it all relies on what they hear. That's
why to be your best you need to work on it. Here are
some ideas.


====================================
GET RID OF THE NONWORDS
I find some people have this nasty habit to a very
severe degree. When a listener counts how many
times they hear "uh" instead of focusing on the
message you know there's a problem. The persuasive
speakers, on the other hand, don't use these filler
sounds, or at least their use is minimal.

Action Item: Susan Berkley, author of Voice Shaping,
suggests that the first step to the cure is identifying
the enemy. Record yourself and count how many
fillers you use. Once you're aware of your most common
non-words, consciously replace them with pauses.

You can also control the nonword habit by getting
your spouse or friend or cubicle-neighbor to say
"UHHH" or some other code word every time you
use a nonword. By the way, this also applies to
habits such as "you know," "like," "I mean," and
anything else you use way too often.
==================================

ENUNCIATE!
A guest on The O'Reilly Factor mumbled so
much I had to turn up the volume and watch his
lips so I could try to make out what he said. If I
didn't care about what he was saying, I wouldn't
have worked so hard. And your listeners might
not work that hard for you.

Action Item: Read this several times-

"If, I, Place, an, invisible, comma, after, each,
word, and, an, invisible, semicolon; after, some,
words, my, speech, has, presence."

This forces you to enunciate.

Action Item 2: Practice tongue twisters to articulate
clearly. Recite this one now, several times while
picking up speed each time: "Frank phoned
four pharmaceutical factories feeling fresh and fulfilled."
================================

GET UP TO SPEED
The more persuasive of the talking heads during
interviews make their talking points quickly and
don't mince words. We all can learn from that.

After all, why use 100 words when 50 could make
the same point? And don't speak at 33 RPM's
when your listeners are at 78. (You won't get
that reference if you don't know what record
players are.) In the book, "Smart Speaking, "
Laurie Schloff and Marcia Yudkin say that
when you speak too slowly you could be
perceived as boring, tried, or less intelligent
than you actually are.

Action Item: Practice getting to your point
more quickly. Ask yourself a question you
get during calls. Use stopwatch and give
yourself 45 seconds to answer. Then cut it
to 30, then 20. Tape your response and
refine your answer content and delivery.
==============================

QUOTE OF THE WEEK
"To be may not be a choice, but the way
you feel about it certainly is."
Deepak Chopra

Go and have your best week ever!

Art

[[i] 本帖最后由 tinalijing 于 2008-5-19 07:56 编辑 [/i]]

简要说明

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：
[url]http://blog.fobshanghai.com/user1/1111/archives/2007/2843.html[/url]

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：
[url]http://bbs.fobshanghai.com/thread-913751-1-1.html[/url]

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）
[url]http://bbs.fobshanghai.com/thread-931859-1-3.html[/url]
第二期，08-01-23：每天你都在应试找工作 （批改参考见6、7楼）
[url]http://bbs.fobshanghai.com/thread-950375-1-1.html[/url]
第三期，08-01-25：2008年开门红：轻松销售 （批改参考见12楼）
[url]http://bbs.fobshanghai.com/thread-955166-1-1.html[/url]
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）
[url]http://bbs.fobshanghai.com/thread-964302-1-1.html[/url]
第五期：08-02-07：名人也曾经失败过 （批改参考见10楼）
[url]http://bbs.fobshanghai.com/thread-967286-1-1.html[/url]
第六期：08-02-16：不要把利润白白送走 （批改参考见5楼）
[url]http://bbs.fobshanghai.com/thread-971895-1-1.html[/url]
第七期：08-02-21：真诚地说：你好吗？ （批改参考见8楼）
[url]http://bbs.fobshanghai.com/thread-980549-1-1.html[/url]
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）
[url]http://bbs.fobshanghai.com/thread-994599-1-1.html[/url]
第九期：08-03-07：怎么说才能拉近对方？（批改参考见4楼）
[url]http://bbs.fobshanghai.com/thread-1006298-1-1.html[/url]
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）
[url]http://bbs.fobshanghai.com/thread-1020246-1-1.html[/url]
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）
[url]http://bbs.fobshanghai.com/thread-1035659-1-1.html[/url]
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）
[url]http://bbs.fobshanghai.com/thread-1049631-1-1.html[/url]
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）
[url]http://bbs.fobshanghai.com/thread-1063050-1-1.html[/url]
第十四期：08-04-13：比达成交易更重要的是。。。。。。（批改参考见7楼）
[url]http://bbs.fobshanghai.com/thread-1075447-1-1.html[/url]
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）
[url]http://bbs.fobshanghai.com/thread-1088016-1-1.html[/url]
第十六期：08-04-26：我想你。。。（批改参考见5楼）
[url]http://bbs.fobshanghai.com/thread-1101061-1-1.html[/url]
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）
[url]http://bbs.fobshanghai.com/thread-1112703-1-1.html[/url]
第十八期：08-05-10：
[url]http://bbs.fobshanghai.com/thread-1125250-1-1.html[/url]

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）
[url]http://blog.netat.net/index.php/110759[/url]

已经有部分ART文章，完成了翻译和修正工作，发在了我的福步博客上：（现有26篇）
[url]http://blog.fobshanghai.com/user1/1111/index.html[/url]

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。

请老师检查。

This Week's Tip:
Learning From Political Coverage
本周技巧：
从政治选举中学习
Greetings!
问好！
Some people might be totally fed up with the 24-7
presidential election coverage on cable TV, where
the talking heads dissect every move and word
by the candidates, and now, even the Super
Delegates. Personally, I find it to be a great
classroom of sales material.
有些人可能因为那些候选人，甚至一些重要的委员代表，在电视屏幕上那些剖析着这些人的每个肢体语言和言语的头部特写 ，而不喜欢看24-7总统选举节目。而从个人角度，我却觉的这是一个销售资料的大教室。

For example, while watching MSNBC, Fox News,
or when I can stomach it, CNN, one thing I've noticed
in particular among the guests being interviewed,
is regardless of how outrageous their arguments
are, people can take positions and express their
points so well they almost seem believable.
举个例子说，当看MSNBC, Fox 新闻的时候，或者是能够吸引我的时候，我在看访问一些及其个别的嘉宾的时候 发现，无论他们的观点如何的令人讨厌，但是他们可以站在他们的立场 很好的表达他们的观点 而让他们看起来值得信服。（即使是歪理讲的通 也让人感觉很信服。）

（MSNBC is a 24-hour cable news channel based in the United States and available in Canada. Its name is a combination of Microsoft Network and NBC.）

In this election I certainly have strong feelings one
way, but I have to admit, I've seen some persuasive
speakers make their points for the other side. (I've
seen the opposite extreme as well.)
在这一轮选举中我相当同意其中一方的观点，但我却必须要承认，当我看到一些演讲者为另一方论点辩论的时候，我又觉的他们说的有道理。（同时，我也看到绝对相反的论点。）
Which goes to show that the PERSON behind the
words makes a huge difference in how the message
is interpreted.
这就显示了人们因为对信息的不同解释而造成了巨大的差异。
I'm probably not going out on too much of a limb
here by stating that you probably sell a pretty good
product or service. But unless it sells itself, YOU
play a major role in how it is perceived when you're
on the phone talking about it. The better YOU are,
the more you sell.
这里我不想单独的多说你可以卖出去一个好产品或者服务。除非产品自己可以卖自己，哪么你就在如何达成交易这个电话销售过程中，充当一个很重要的角色。你表现的越好，你就卖出去的越多。（同个产品，因为销售人员的措辞表达不同，产生的销售效果也不同。）
How profound I am today. Sometimes common
sense and the obvious can't be improved upon.
我今天是多么的深奥啊。。有些时候普通情感和明显的是不能够被改进的。（不通 不懂）
For those of us on the phone, a strong presenter
has an advantage. However, some people consider
it a disadvantage that our listeners can't see us.
In watching the news shows I find myself sometimes
getting distracted by the appearance of some of the
interviewees, especially if their message and delivery
isn't dynamic. It's natural. C'mon, you've probably
done something like this". 对我们某些电话销售来说，一个好的仪表占着很大的优势。然而也有人也会觉的这并不是优势，因为接听电话的人看不到我们。在看电视节目的时候，我发现我有时候会被某些采访者的仪表分散注意力，特别是当他们的信息及传递不是动态的（不吸引人）。这个很自然。C‘mon 你肯定也做了同样的事。

"What's up with that guy's hair?"
“这个家伙的头发怎末了？”
"Why does his one eyebrow move up and not the other?"
“为什么她的一只眼睛向上翻而另一只不动？”
"She looks like I did the morning after the office
holiday party."

“她看上去就像办公室假日派对之后的那个早上的我做的一样”
On the phone, it all relies on what they hear. That's
why to be your best you need to work on it. Here are
some ideas.

而在电话上，他们完全依靠他们所听到的来做判断。这就是为什么你必须要尽你所能的做好。这里有些建议。

====================================
GET RID OF THE NONWORDS
I find some people have this nasty habit to a very
severe degree. When a listener counts how many
times they hear "uh" instead of focusing on the
message you know there's a problem. The persuasive
speakers, on the other hand, don't use these filler
sounds, or at least their use is minimal.
去掉你的厄之类的没意义的词
我发现有些人会有不同程度的说脏话这个毛病。当一个接电话的人，数他们到底听了几次 “厄”之类的词语上，而不是在听你说的话。你应该就能意识到出现问题了。而另一方面，一个让人信服的演说者，是不会用这些词语的，或者尽量少用这些词。
Action Item: Susan Berkley, author of Voice Shaping,
suggests that the first step to the cure is identifying
the enemy. Record yourself and count how many
fillers you use. Once you're aware of your most common
non-words, consciously replace them with pauses.
训练：苏三， 发音锻炼 一书的作者， 建议第一步找出症状所在。录制下并且数你到底用了多少次 虚词？。当你意识到 你的最大的 虚词时，尽量用停顿来代替他们。
You can also control the nonword habit by getting
your spouse or friend or cubicle-neighbor to say
"UHHH" or some other code word every time you
use a nonword. By the way, this also applies to
habits such as "you know," "like," "I mean," and
anything else you use way too often.

你同样可以让你的配偶或朋友或邻居监督你，当你说一个nonword的时候，他们说一个厄。。或者其它一些
同样也可以用这个办法改掉你的经常说的：“你知道的”“像”“我的意思是”和其他的一些口头禅如。
==================================

ENUNCIATE! 吐字！
A guest on The O'Reilly Factor mumbled so
much I had to turn up the volume and watch his
lips so I could try to make out what he said. If I
didn't care about what he was saying, I wouldn't
have worked so hard. And your listeners might
not work that hard for you.
一个嘉宾吐字如此的嘟嘟呐呐的以致我为了听清楚他到底说了些啥，必须调高音量并盯着她嘴唇看。如果我不想知道他说了写什么，我不会如此的辛苦。而你的听者也并不一定会为了听清楚你说的是什么而些什么努力。
Action Item: Read this several times-
训练： 多读几遍-
"If, I, Place, an, invisible, comma, after, each,
word, and, an, invisible, semicolon; after, some,
words, my, speech, has, presence."
“如果，我，每说，一个，词，都说，一个，逗号；每说，一句，话，都说，一个，句号；哪么，几句，话，之后，我的，意思，就，表达出来了。”（传说中的吐字清晰 哈）
This forces you to enunciate. 这就要求你吐字。（句读？）

Action Item 2: Practice tongue twisters to articulate
clearly. Recite this one now, several times while
picking up speed each time: "Frank phoned
four pharmaceutical factories feeling fresh and fulfilled."
训练2：多读读绕口令来锻炼吐字清晰。现在就开始，且每读一次都要提高些速度：佛朗克给四个制药厂打完电话之后还是感到很新鲜。，。（还是不懂）
================================

GET UP TO SPEED 跟上速度
The more persuasive of the talking heads during
interviews make their talking points quickly and
don't mince words. We all can learn from that.
比较令人信服的演说家都是迅速表达他们的观点，不啰嗦。我们也可以从中学习。

After all, why use 100 words when 50 could make
the same point? And don't speak at 33 RPM's
when your listeners are at 78. (You won't get
that reference if you don't know what record
players are.) In the book, "Smart Speaking, "
Laurie Schloff and Marcia Yudkin say that
when you speak too slowly you could be
perceived as boring, tried, or less intelligent
than you actually are.
毕竟，为什么50个词就能表达的意思，我们要用一百个单词呢？而且当接电话的人的语速是，每分钟78个单词的时候，不要用每分钟33个单词的语速来应对他。（如果你不知道刻录机说了些什么，你也不会得到，，不懂3） 在"聪明的说法”这本书中，作者提到，如果你说的太慢，会让人觉的要么你很累，很烦，要么就是比实际的你傻的多。
Action Item: Practice getting to your point
more quickly. Ask yourself a question you
get during calls. Use stopwatch and give
yourself 45 seconds to answer. Then cut it
to 30, then 20. Tape your response and
refine your answer content and delivery.

训练： 练习快速表达你的观点。 在一通电话中，问自己一个问题。用秒表来规定自己只能用45分钟来回答问题。然后缩减到30秒，然后是20秒。记录下你的反应速度，然后重新改善你的回答的内容和表达的方式。
==============================

QUOTE OF THE WEEK
"To be may not be a choice, but the way
you feel about it certainly is."
Deepak Chopra

Go and have your best week ever!

Art
本周引言
不要让它仅是一个选择，让它成为你觉的可行的一个方法。

Deepak Chopra

祝 拥有美好的一周。
亚特。

总而言之 就是要言简意赅，吐字清晰，迅速表达你的观点
作用到 邮件上就是 措辞 简单明了，少用错别字，且回复及时

[[i] 本帖最后由 wenlongqiqi 于 2008-5-23 19:56 编辑 [/i]]

麻烦老师帮我也看看

This Week's Tip:
Learning From Political Coverage
从政治报道中所学习到的

Greetings!
向大家问好。

Some people might be totally fed up with the 24-7
presidential election coverage on cable TV, where
the talking heads dissect every move and word
by the candidates, and now, even the Super
Delegates. Personally, I find it to be a great
classroom of sales material.
也许有些人早就厌倦了有线台的总统选举报道，那些候选人也可能是热门候选人一词一句的慢动作。我个人突然有所感悟，这里将成为销售人员的课堂。

For example, while watching MSNBC, Fox News,
or when I can stomach it, CNN, one thing I've noticed
in particular among the guests being interviewed,
is regardless of how outrageous their arguments
are, people can take positions and express their
points so well they almost seem believable.
例如，当我们观看微软广播，福克斯新闻，甚至于我们就快不能忍受的CNN，我突然注意到一件事情。 在被访的邀请者中，不管他们的论证有多无理，他们总是能够让自己如此令人信服。

In this election I certainly have strong feelings one
way, but I have to admit, I've seen some persuasive
speakers make their points for the other side. (I've
seen the opposite extreme as well.)
在此次选举中，我这种感觉变得更加强烈，但是我必须承认，我看到了一些有说服力的演讲者竟然将他们的观点扭曲到另一边（我也看到了相反的一面）

Which goes to show that the PERSON behind the
words makes a huge difference in how the message
is interpreted.
如何阐述观点将会使一个人的言论所要表达的意思变得如此不同。

I'm probably not going out on too much of a limb
here by stating that you probably sell a pretty good
product or service. But unless it sells itself, YOU
play a major role in how it is perceived when you're
on the phone talking about it. The better YOU are,
the more you sell.
我不敢妄自断言怎么表述能够让人感觉你的产品是个好东西。但是至少，产品自己在表达，而在电话销售过程中，你扮演了重要角色，你的话语将如何向对方传达。你做的越好，你卖的越多。
How profound I am today. Sometimes common
sense and the obvious can't be improved upon.
今天我很自信的说，有时候，一些常识和理所当然的东西，也不能很好的表述。
For those of us on the phone, a strong presenter
has an advantage. However, some people consider
it a disadvantage that our listeners can't see us.
In watching the news shows I find myself sometimes
getting distracted by the appearance of some of the
interviewees, especially if their message and delivery
isn't dynamic. It's natural. C'mon, you've probably
done something like this".
对于每个在电话旁的人，恰如一个表演者一样有很大的优势。然而，一些人却认为不能让人看到自己是一种很大的劣势。再看新闻时，我发现自己很容易因为看到被受访者的某种表情而转移注意力。尤其是他们的信息表达不够清晰的时候。自然，你可能也会有同样的感受。

"What's up with that guy's hair?"
你猜那家伙的头发会怎么样？

"Why does his one eyebrow move up and not the other?"
为什么他的眉毛一边向上，另一边又不呢？


"She looks like I did the morning after the office
holiday party."
他看起来和我上午参加完公司PARTy 时的装扮一样。

On the phone, it all relies on what they hear. That's
why to be your best you need to work on it. Here are
some ideas.
电话则全部依赖于听觉。为什么不努力用你所拥有的做到最好呢。这就是我的观点。


====================================
GET RID OF THE NONWORDS
去除这些不必要的言语
I find some people have this nasty habit to a very
severe degree. When a listener counts how many
times they hear "uh" instead of focusing on the
message you know there's a problem. The persuasive
speakers, on the other hand, don't use these filler
sounds, or at least their use is minimal.
我发现一些人有个坏习惯，当聆听者再三听到UH 而不是他所期望了解的信息时，这就是个严重的问题。有说服力的演讲者，通常不会使用这些语气词，至少，会减少到最少。

Action Item: Susan Berkley, author of Voice Shaping,
suggests that the first step to the cure is identifying
the enemy. Record yourself and count how many
fillers you use. Once you're aware of your most common
non-words, consciously replace them with pauses.
行动条款：苏珊，语言形成一书的作者，建议第一步就是明确自己的弱点。录下你的声音，看看你使用了多少次。一旦你能够意识到什么是你最不应该发出的声音，你会很快纠正他们。
You can also control the nonword habit by getting
your spouse or friend or cubicle-neighbor to say
"UHHH" or some other code word every time you
use a nonword. By the way, this also applies to
habits such as "you know," "like," "I mean," and
anything else you use way too often.
你也可以通过让周围的人如配偶朋友或邻居不停的发出类似于UH 的声音当你的言语中有这种没有必要的词的时候。同样这种方法也适用于“你知道，像，我的意思是等一些不必要的词语表达。
==================================

ENUNCIATE!
发音清楚！
A guest on The O'Reilly Factor mumbled so
much I had to turn up the volume and watch his
lips so I could try to make out what he said. If I
didn't care about what he was saying, I wouldn't
have worked so hard. And your listeners might
not work that hard for you.
一位客人说话非常含糊，于是我拒绝了感受他的声音而是通过唇语理解他要表达的东西。一不留神我就无法理解他的意思，我不希望自己这么辛苦的工作，同样你的聆听者也是如此。

Action Item: Read this several times-

"If, I, Place, an, invisible, comma, after, each,
word, and, an, invisible, semicolon; after, some,
words, my, speech, has, presence."
行动指南，多次阅读一吸内容” 如果，我，安置，一个，无形的，逗号，后来，每一个，词，和，一个无形的，分号，后来，一些，词语，我的，演讲，有，在场。
This forces you to enunciate.
这将强制你发音清晰。

Action Item 2: Practice tongue twisters to articulate
clearly. Recite this one now, several times while
picking up speed each time: "Frank phoned
four pharmaceutical factories feeling fresh and fulfilled."
行动指南2，练习舌头打卷以保证发音清楚。并不断加快速度，弗朗科打玩四个电话以后仍然精力充沛。
================================

GET UP TO SPEED
行动起来
The more persuasive of the talking heads during
interviews make their talking points quickly and
don't mince words. We all can learn from that.
越多的有说服力的论点越能快速表达清楚。而不分割意思。
我们都要从中学习。

After all, why use 100 words when 50 could make
the same point? And don't speak at 33 RPM's
when your listeners are at 78. (You won't get
that reference if you don't know what record
players are.) In the book, "Smart Speaking, "
Laurie Schloff and Marcia Yudkin say that
when you speak too slowly you could be
perceived as boring, tried, or less intelligent
than you actually are.
毕竟，为什么五十个词可以表达的意思非要用一百个词呢。
当你的听众的速度在78时，你不要用33的速度。你将无法明白其中的意思如果你不清楚演员的速度是多少。在这本书中，精明的演讲者，尤德金，说，如果你的说话速度太慢，你将让人感觉厌烦或者不明智。

Action Item: Practice getting to your point
more quickly. Ask yourself a question you
get during calls. Use stopwatch and give
yourself 45 seconds to answer. Then cut it
to 30, then 20. Tape your response and
refine your answer content and delivery.
行动指南：练习快速的找到切入点。打电话的过程中对自己提出问题。使用秒表在45秒内回答。
然后不断减少时间。记录下你的回答，不断完善你的回答。
==============================

QUOTE OF THE WEEK
本周引言
"To be may not be a choice, but the way
you feel about it certainly is."
Deepak Chopra
不要让它成为选择，而要让它变成必然的行动。
Go and have your best week ever!
你将从此拥有美好的每一周。



虽然不很明确文章的主旨，但文中所指出的毛病确实都是本人所常犯的错误。我也要努力改正。

Art

This Week's Tip:
Learning From Political Coverage
在政治经济报导中学习
Greetings!
大家好
Some people might be totally fed up with the 24-7
presidential election coverage on cable TV, where
the talking heads dissect every move and word
by the candidates, and now, even the Super
Delegates. Personally, I find it to be a great
classroom of sales material.
有些人可能已经完全厌倦了24-7 总统选举的有线电视的报导，在这里有解说员的对选民的一举一动的详细的剖析，而现在，即是是超级与会代表。依我来看，我发现这是个伟大的销售技巧的课堂。
For example, while watching MSNBC, Fox News,
or when I can stomach it, CNN, one thing I've noticed
in particular among the guests being interviewed,
is regardless of how outrageous their arguments
are, people can take positions and express their
points so well they almost seem believable.
举例来说，虽然你看MSNBC,FOX新闻，或者能够吸引我的时候，CNN，我注意到一件事，特别是选民在被采访中，不管他们的争论是多么的离谱，他们依旧可以采取他们的立场并且表达的非常好，不信都不可能。
In this election I certainly have strong feelings one
way, but I have to admit, I've seen some persuasive
speakers make their points for the other side. (I've
seen the opposite extreme as well.)
在这次选举中我当然有强烈的感情，但是我不得不去承认，我看见一些很有说服力的发言者的另一方观点（我也看见了极端的相反）
Which goes to show that the PERSON behind the
words makes a huge difference in how the message
is interpreted.
是什么让语言后面的人在信息被翻译的时候会有这么大的差异呢？
I'm probably not going out on too much of a limb
here by stating that you probably sell a pretty good
product or service. But unless it sells itself, YOU
play a major role in how it is perceived when you're
on the phone talking about it. The better YOU are,
the more you sell.
我可能不会走出去给别人说你卖的是多么好的产品和服务，除非销售自己本身，你扮演着一个非常重要的角色就是这个这些服务和产品是怎么被感知的当你在电话中谈论的时候。你做的越好销售的也越多
How profound I am today. Sometimes common
sense and the obvious can't be improved upon.
现在我有了深刻的理解，有时共同认识和明显的不能加以改善。
For those of us on the phone, a strong presenter
has an advantage. However, some people consider
it a disadvantage that our listeners can't see us.
In watching the news shows I find myself sometimes
getting distracted by the appearance of some of the
interviewees, especially if their message and delivery
isn't dynamic. It's natural. C'mon, you've probably
done something like this".
对于我们这些上了电话的，一个优秀的主讲人具有优势。然而有些人认为这是个劣势因为我们的倾听者不能看见我们。在看新闻节目的时候我发现自己有时被一些被访问者的外表而分散，尤其是如果他们的言语和传递不是那么的有活力。它是自然的，你可能也做过类似的事。
"What's up with that guy's hair?"
那个家伙的头发怎么了
"Why does his one eyebrow move up and not the other?"
为什么他的一个眉毛向上另一个不是
"She looks like I did the morning after the office
holiday party."
她看起来好像我我在节假日聚会后的早上打扮的一样
On the phone, it all relies on what they hear. That's
why to be your best you need to work on it. Here are
some ideas.
在电话上，主要依靠他们听到的。这就是为什么你要做的好就要集中精力去做。下面是一些主意。

====================================
GET RID OF THE NONWORDS 去掉非言词
I find some people have this nasty habit to a very
severe degree. When a listener counts how many
times they hear "uh" instead of focusing on the
message you know there's a problem. The persuasive
speakers, on the other hand, don't use these filler
sounds, or at least their use is minimal.
我发现有些人有这个讨厌的习惯到了一个非常严重的程度。当一名听众去数他们有多少次听到嗯啊，而不是注意力在你的信息上时，可想而知肯定是有问题存在的。那些具有说服力的演讲者，另一方面来说，不要用这些填充音，或者至少他们的使用是微乎其微。
Action Item: Susan Berkley, author of Voice Shaping,
suggests that the first step to the cure is identifying
the enemy. Record yourself and count how many
fillers you use. Once you're aware of your most common
non-words, consciously replace them with pauses.
行动项目：Susan Berkley，声音塑造的作者建议第一步是查明治愈的敌人。录下你自己的话并且数出你用了多少次填充音。一旦你找出了你最常用的填充音，有意识的用停顿来取代他们。
You can also control the nonword habit by getting
your spouse or friend or cubicle-neighbor to say
"UHHH" or some other code word every time you
use a nonword. By the way, this also applies to
habits such as "you know," "like," "I mean," and
anything else you use way too often.
你也可以通过以下的方式去控制你的用嗯啊的习惯，让你的配偶或者朋友或者你我卧室的邻居来说嗯啊或者一些其它的字符，每次你都用无言词。顺便说一下，这个同样适用于，你知道，像，我是说，还有其它的你经常用的说话方式的习惯。
==================================

ENUNCIATE! 清晰的发音
A guest on The O'Reilly Factor mumbled so
much I had to turn up the volume and watch his
lips so I could try to make out what he said. If I
didn't care about what he was saying, I wouldn't
have worked so hard. And your listeners might
not work that hard for you.
一个客户对奥莱力因素非常含糊我不得不提高我的嗓门并且注意他的嘴唇我才能辨别出他在说什么。如果我不关心他在说什么，我也不会这么努力的工作。我想你的倾听者不会像我这样努力的去对你。
Action Item: Read this several times-
多读几次这些话
"If, I, Place, an, invisible, comma, after, each,
word, and, an, invisible, semicolon; after, some,
words, my, speech, has, presence."
如果，我，每说，一个，词，都带逗号，在，每个词后面，而且，每说，一，句话，都带分号；我的，意思，就表达出来了
This forces you to enunciate.
这就强迫你去发音清晰。
Action Item 2: Practice tongue twisters to articulate
clearly. Recite this one now, several times while
picking up speed each time: "Frank phoned
four pharmaceutical factories feeling fresh and fulfilled."
行动2：通过说绕口令来表达清楚。朗诵这一个，每次都加快你的速度：佛朗克给四个制药厂打完电话之后还是感到很新鲜。
================================

GET UP TO SPEED 跟上速度
The more persuasive of the talking heads during
interviews make their talking points quickly and
don't mince words. We all can learn from that.
那些具有说服力的被采访的演讲者都能迅速的表达他们的观点，不啰嗦。我们可以从中学习
After all, why use 100 words when 50 could make
the same point? And don't speak at 33 RPM's
when your listeners are at 78. (You won't get
that reference if you don't know what record
players are.) In the book, "Smart Speaking, "
Laurie Schloff and Marcia Yudkin say that
when you speak too slowly you could be
perceived as boring, tried, or less intelligent
than you actually are.
总之，如果我们能用50个字表达清楚为什么用100字呢？而且当接电话的人的语速是，每分钟78个单词的时候，不要用每分钟33个单词的语速来应对他。（如果你不知道刻录机说了些什么，你也不会得到，，不懂3） 在"聪明的说法”这本书中，作者提到，如果你说的太慢，会让人觉的要么你很累，很烦，要么就是比实际的你傻的多。
Action Item: Practice getting to your point
more quickly. Ask yourself a question you
get during calls. Use stopwatch and give
yourself 45 seconds to answer. Then cut it
to 30, then 20. Tape your response and
refine your answer content and delivery.
训练：练习快速表达你的观点。 在一通电话中，问自己一个问题。用秒表来规定自己只能用45分钟来回答问题。然后缩减到30秒，然后是20秒。记录下你的反应速度，然后重新改善你的回答的内容和表达的方式。
==============================

QUOTE OF THE WEEK
"To be may not be a choice, but the way
you feel about it certainly is."
将来无法预测，路可以选择的
Deepak Chopra

Go and have your best week ever!

Art

This Week's Tip:
Learning From Political Coverage
从政治报道中所学习到的

Greetings!
向大家问好。

Some people might be totally fed up with the 24-7
presidential election coverage on cable TV, where
the talking heads dissect every move and word
by the candidates, and now, even the Super
Delegates. Personally, I find it to be a great
classroom of sales material.
也许有些人早就厌倦了有线台的总统选举报道，那些候选人也可能是热门候选人一词一句的慢动作。我个人突然有所感悟，这里将成为销售人员的课堂。
[color=Blue]不少人恐怕早就对有线电视里24/7般全天候的总统选举报道不胜其烦。那些喋喋不休的大嘴巴们细致解剖着所有候选人的一言一行，而且现在甚至于对（民主党）超级党代也是这样。我个人觉得这里倒是有很好推销课程材料的课堂。[/color]

For example, while watching MSNBC, Fox News,
or when I can stomach it, CNN, one thing I've noticed
in particular among the guests being interviewed,
is regardless of how outrageous their arguments
are, people can take positions and express their
points so well they almost seem believable.
例如，当我们观看微软广播，福克斯新闻，甚至于我们就快不能忍受的CNN，我突然注意到一件事情。 在被访的邀请者中，不管他们的论证有多无理，他们总是能够让自己如此令人信服。
[color=Blue]例如，在看MSNBC台、福克斯新闻台、或有时我还能勉强忍受的CNN台时，我注意到一个现象，特别是在应邀的访谈嘉宾当中，不管观点如何怪异，有人总能坚定自己立场并阐明自己观点，做到非常出色并因此而可以几乎令人完全信服的地步。[/color]

In this election I certainly have strong feelings one
way, but I have to admit, I've seen some persuasive
speakers make their points for the other side. (I've
seen the opposite extreme as well.)
在此次选举中，我这种感觉变得更加强烈，但是我必须承认，我看到了一些有说服力的演讲者竟然将他们的观点扭曲到另一边（我也看到了相反的一面）
[color=Blue]我对此次选举当然有自己的强烈倾向，但是我必须承认，我也看到了有些富有说服力的（对方阵营）嘉宾（很好地）阐明他们的观点。（我也看到了极端的反例，如我方阵营缺乏说服力的电视嘉宾）[/color]

Which goes to show that the PERSON behind the
words makes a huge difference in how the message
is interpreted.
如何阐述观点将会使一个人的言论所要表达的意思变得如此不同。
[color=Blue]这就充分说明：词语背后的讲话人（表现）对于信息如何被人接受，有着举足轻重的作用。[/color]

I'm probably not going out on too much of a limb
here by stating that you probably sell a pretty good
product or service. But unless it sells itself, YOU
play a major role in how it is perceived when you're
on the phone talking about it. The better YOU are,
the more you sell.
我不敢妄自断言怎么表述能够让人感觉你的产品是个好东西。但是至少，产品自己在表达，而在电话销售过程中，你扮演了重要角色，你的话语将如何向对方传达。你做的越好，你卖的越多。
[color=Blue]我也许不会太过冒险地断言：你所推销的产品或服务大概是很不错。但是，除非它能自动把自己卖出去，是你扮演了主要角色来让对方在电话推销过程中接受你的传达。你做得越好就卖得越多。[/color]

How profound I am today. Sometimes common
sense and the obvious can't be improved upon.
今天我很自信的说，有时候，一些常识和理所当然的东西，也不能很好的表述。
[color=Blue]貌似我今天很深刻。有时候，常识和显然的道理，难以再做更好的解说。[/color]

For those of us on the phone, a strong presenter
has an advantage. However, some people consider
it a disadvantage that our listeners can't see us.
In watching the news shows I find myself sometimes
getting distracted by the appearance of some of the
interviewees, especially if their message and delivery
isn't dynamic. It's natural. C'mon, you've probably
done something like this:
对于每个在电话旁的人，恰如一个表演者一样有很大的优势。然而，一些人却认为不能让人看到自己是一种很大的劣势。再看新闻时，我发现自己很容易因为看到被受访者的某种表情而转移注意力。尤其是他们的信息表达不够清晰的时候。自然，你可能也会有同样的感受。
[color=Blue]对于我们靠电话吃饭的人，善于讲演者更有优势。然而，有些人却认为是劣势因为对方聆听者无法看到我们。在观看新闻时，我发现自己因为某些受访者的外表而注意力开小差，尤其是当他们的言辞和表达缺乏活力的时候。这个很自然。老实坦白，你可能也会有如下类似的分心动向：[/color]

"What's up with that guy's hair?"
你猜那家伙的头发会怎么样？
[color=Blue]那家伙的头发怎么啦？[/color]

"Why does his one eyebrow move up and not the other?"
为什么他的眉毛一边向上，另一边又不呢？

"She looks like I did the morning after the office
holiday party."
他看起来和我上午参加完公司PARTy 时的装扮一样。
[color=Blue]她看起来就像是：公司假日聚会后次日早晨的拉屎脸。[/color]

On the phone, it all relies on what they hear. That's
why to be your best you need to work on it. Here are
some ideas.
电话则全部依赖于听觉。为什么不努力用你所拥有的做到最好呢。这就是我的观点。
[color=Blue]电话（推销）则全部依赖于对方能听到什么。所以，你想做到最好，就要有针对性地努力。以下是一些建议：[/color]

====================================
GET RID OF THE NONWORDS
去除这些不必要的言语

I find some people have this nasty habit to a very
severe degree. When a listener counts how many
times they hear "uh" instead of focusing on the
message you know there's a problem. The persuasive
speakers, on the other hand, don't use these filler
sounds, or at least their use is minimal.
我发现一些人有个坏习惯，当聆听者再三听到UH 而不是他所期望了解的信息时，这就是个严重的问题。有说服力的演讲者，通常不会使用这些语气词，至少，会减少到最少。

Action Item: Susan Berkley, author of Voice Shaping,
suggests that the first step to the cure is identifying
the enemy. Record yourself and count how many
fillers you use. Once you're aware of your most common
non-words, consciously replace them with pauses.
行动条款：苏珊，语言形成一书的作者，建议第一步就是明确自己的弱点。录下你的声音，看看你使用了多少次。一旦你能够意识到什么是你最不应该发出的声音，你会很快纠正他们。

You can also control the nonword habit by getting
your spouse or friend or cubicle-neighbor to say
"UHHH" or some other code word every time you
use a nonword. By the way, this also applies to
habits such as "you know," "like," "I mean," and
anything else you use way too often.
你也可以通过让周围的人如配偶朋友或邻居不停的发出类似于UH 的声音当你的言语中有这种没有必要的词的时候。同样这种方法也适用于“你知道，像，我的意思是等一些不必要的词语表达。
==================================

ENUNCIATE!
发音清楚！

A guest on The O'Reilly Factor mumbled so
much I had to turn up the volume and watch his
lips so I could try to make out what he said. If I
didn't care about what he was saying, I wouldn't
have worked so hard. And your listeners might
not work that hard for you.
一位客人说话非常含糊，于是我拒绝了感受他的声音而是通过唇语理解他要表达的东西。一不留神我就无法理解他的意思，我不希望自己这么辛苦的工作，同样你的聆听者也是如此。
[color=Blue]《欧赖利元素》上的一位嘉宾说话非常含糊，于是我只好调高音量并看他嘴形来试图理解他的话语。如果不是因为我关心他所讲的内容，我绝不会这么辛苦努力。而你的听众未必也会如此辛苦卖力来听你。[/color]

Action Item: Read this several times-
"If, I, Place, an, invisible, comma, after, each,
word, and, an, invisible, semicolon; after, some,
words, my, speech, has, presence."
行动指南，多次阅读一吸内容” 如果，我，安置，一个，无形的，逗号，后来，每一个，词，和，一个无形的，分号，后来，一些，词语，我的，演讲，有，在场。
[color=Blue]行动内容：多次阅读这段内容：“如果，我，安置，一个，无形的，逗号，在，每个，词后面，和，一个，无形的，分号，在，有些，词组后面，我的，演讲，会，引人注意。” [/color]

This forces you to enunciate.
这将强制你发音清晰。

Action Item 2: Practice tongue twisters to articulate
clearly. Recite this one now, several times while
picking up speed each time: "Frank phoned
four pharmaceutical factories feeling fresh and fulfilled."
行动指南2，练习舌头打卷以保证发音清楚。并不断加快速度，弗朗科打玩四个电话以后仍然精力充沛。
[color=Blue]tongue twister 绕口令[/color]
================================

GET UP TO SPEED
行动起来
[color=Blue]跟上那个速度[/color]

The more persuasive of the talking heads during
interviews make their talking points quickly and
don't mince words. We all can learn from that.
越多的有说服力的论点越能快速表达清楚。而不分割意思。
我们都要从中学习。
[color=Blue]富有说服力的电视嘉宾在节目里能快速表达清楚论点而不省略词语。我们都要从中学习。[/color]

After all, why use 100 words when 50 could make
the same point? And don't speak at 33 RPM's
when your listeners are at 78. (You won't get
that reference if you don't know what record
players are.) In the book, "Smart Speaking, "
Laurie Schloff and Marcia Yudkin say that
when you speak too slowly you could be
perceived as boring, tried, or less intelligent
than you actually are.
毕竟，为什么五十个词可以表达的意思非要用一百个词呢。
当你的听众的速度在78时，你不要用33的速度。你将无法明白其中的意思如果你不清楚演员的速度是多少。在这本书中，精明的演讲者，尤德金，说，如果你的说话速度太慢，你将让人感觉厌烦或者不明智。
[color=Blue]毕竟，五十个词可以表达的意思为什么非要用一百个词呢？当听众的速度是每分钟78词时，你不要用每分钟33词的速度。（如果你不熟悉录音机，你无法明白相关意思。）在《智慧地说话》这本书中，劳绿束罗芙和玛莎尤德金写到：如果你说话速度太慢，你将被人视为比你实际的人要更加枯燥、过气、或弱智。[/color]

Action Item: Practice getting to your point
more quickly. Ask yourself a question you
get during calls. Use stopwatch and give
yourself 45 seconds to answer. Then cut it
to 30, then 20. Tape your response and
refine your answer content and delivery.
行动指南：练习快速的找到切入点。打电话的过程中对自己提出问题。使用秒表在45秒内回答。
然后不断减少时间。记录下你的回答，不断完善你的回答。
[color=Blue]行动内容：练习更加快速地说明你的观点。问你自己在打电话过程中遇到的问题，掐好秒表给自己45秒做回答。然后减少到30秒，再减少到20秒。录下你的回答，不断完善你回答的内容和方式。[/color]
==============================

[[i] 本帖最后由 bruce1 于 2008-5-27 18:16 编辑 [/i]]

续上：

QUOTE OF THE WEEK
本周引言
"To be may not be a choice, but the way
you feel about it certainly is."
Deepak Chopra
不要让它成为选择，而要让它变成必然的行动。
[color=Blue]生存也许是注定的，而如何面对生活的态度确实是可以自己选择的。【莎翁的名句：To be or not to be.】[/color]

Go and have your best week ever!
你将从此拥有美好的每一周。
[color=Blue]走，去争取你最好的一周！[/color]


虽然不很明确文章的主旨，但文中所指出的毛病确实都是本人所常犯的错误。我也要努力改正。
[color=Blue]【谢谢参与！继续努力。注意要有具体的行动目标、步骤、要求等。】 [/color]

Art