回复帖子
标题: 每周翻译论坛:提高英语表达水平,增强外贸销售能力(2007/28)
bruce1 (Q群377977423)
行业嘉宾
Rank: 7Rank: 7Rank: 7


UID 111530
精华 8
积分 40343
帖子 1693
福步币 96 块
阅读权限 150
注册 2006-7-14
来自 外贸电商营
状态 离线
每周翻译论坛:提高英语表达水平,增强外贸销售能力(2007/28)

This Week's Tip: Shut Up!
Greetings!

Those two words in the title might have made you
cringe. After all, civil, polite people do not say that.

However, I remember reading a Wall Street Journal
article discussing how in today's pop culture it is
often used in place of, "You're kidding me!," or "Get
out of here!"

Elaine often used it on Seinfeld as she would shove
Kramer or Jerry with both hands.

And salespeople should actually DO it more often.

"Shut up!"

That's right. Most salespeople could and would sell
more if they kept their mouth closed.

Too many salespeople act as if they're paid by the word
and jump in, when they shouldn't, so they can talk about
all of the great "benefits" of their product/service.

But, they're likely killing a great sales opportunity.

For example,

Sales Rep: "Please tell me how you now handle the storage
and security of your customer records."

Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and (Salesperson interrupts here...)

Sales Rep: "Oh, let me tell you what we can do for you..."

This scene, similar to hundreds of thousands occurring every
day (on your calls, maybe? Nahh.) has caused the sales rep to
miss the opportunity to:

- get more valuable, need/problem information

- help the prospect move into more of mindset where they are
re-living their pain, feeling it even more intensely,

- help the prospect realize more of an urgency to act on
their problem, which is a result of them talking about it
more,

- identify even more needs/pains/problems, and dig even
deeper into those (such as the highly risky practice of having
an employee take the backup tape home, mentioned in
the example.)

Cutting off a customer or prospect and jumping in with your
own monologue when they're telling you about their situation
is just plain dumb.

Not only should you not interrupt, but you should drill
deeper into what they just told you.

Look again at the prospect's statement. Say it out loud as
you read it:

Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and ..."

Was there an obvious key word and idea there that jumped out?

Yes!

"Weak," as in "...we're a bit weak...".

That begs the question, "Why do you feel you're weak in that
area?" That question would continue the waterfall of information
from them--stuff that would tell the rep exactly what he would
need to say to help move the sales process forward.

Here are a couple of points and action items:

-Keep in mind that whatever you say about your product or
service in the presentation/recommendation part of the call isn't
anywhere nearly as good as it could be if you let them, and
encourage them to continue talking.

-PAUSE, after they seemingly have finished an answer or
statement. This ensures you don't interrupt, but more
importantly, they might keep talking.

-Hit the "Mute" button on your phone if you need to prevent
yourself from butting in.

Want to sell more? Shut up!

QUOTE OF THE WEEK
"Wisdom is the reward you get for a lifetime of
listening when you'd have preferred to talk."
Doug Larson

Go and have your best week ever!

Art

顶部
bruce1 (Q群377977423)
行业嘉宾
Rank: 7Rank: 7Rank: 7


UID 111530
精华 8
积分 40343
帖子 1693
福步币 96 块
阅读权限 150
注册 2006-7-14
来自 外贸电商营
状态 离线
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:
http://blog.fobshanghai.com/user1/1111/archives/2007/2843.html

以下是过去的内容:
2007-1-1:第一期
http://bbs.fobshanghai.com/thread-366614-1-1.html
2007-1-11:第二期
http://bbs.fobshanghai.com/thread-377498-1-1.html
2007-1-18:第三期
http://bbs.fobshanghai.com/thread-386856-1-2.html
2007-1-24:第四期
http://bbs.fobshanghai.com/thread-395455-1-1.html
2007-2-2:第五期
http://bbs.fobshanghai.com/thread-408284-1-1.html
2007-2-7:第六期
http://bbs.fobshanghai.com/thread-414046-1-1.html
2007-2-17:第七期
http://bbs.fobshanghai.com/thread-422419-1-2.html
2007-2-24:第八期
http://bbs.fobshanghai.com/thread-423622-1-1.html
2007-3-3:第九期
http://bbs.fobshanghai.com/thread-432362-1-5.html
2007-3-9:第十期
http://bbs.fobshanghai.com/thread-439749-1-4.html
2007-3-16:第十一期
http://bbs.fobshanghai.com/thread-449691-1-1.html
2007-3-22:第十二期
http://bbs.fobshanghai.com/thread-460912-1-1.html
2007-3-31:第十三期
http://bbs.fobshanghai.com/thread-480375-1-1.html
2007-4-11:第十四期
http://bbs.fobshanghai.com/thread-490194-1-1.html
2007-4-13:第十五期
http://bbs.fobshanghai.com/thread-502865-1-1.html
2007-4-20:第十六期
http://bbs.fobshanghai.com/thread-511639-1-1.html
2007-4-27:第十七期
http://bbs.fobshanghai.com/thread-521852-1-1.html
2007-5-6:第十八期
http://bbs.fobshanghai.com/thread-527349-1-1.html
2007-5-14:第十九期
http://bbs.fobshanghai.com/thread-534651-1-1.html
2007-5-16:第二十期
http://bbs.fobshanghai.com/thread-537412-1-2.html
2007-5-26:第二十一期
http://bbs.fobshanghai.com/thread-554691-1-1.html
2007-6-8:第二十二期
http://bbs.fobshanghai.com/thread-573725-1-1.html
2007-6-8:第二十三期
http://bbs.fobshanghai.com/thread-573732-1-1.html
2007-6-16:第二十四期
http://bbs.fobshanghai.com/thread-586271-1-1.html
2007-6-21:第二十五期
http://bbs.fobshanghai.com/thread-593832-1-1.html
2007-6-27:第二十六期
http://bbs.fobshanghai.com/thread-604396-1-1.html
2007-7-4:第二十七期
http://bbs.fobshanghai.com/thread-616818-1-2.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文章都在我的福步博客上:(现有26篇)
http://blog.fobshanghai.com/user1/1111/index.html

谢谢各位的参与。

顶部
jackyhot7 (Jacky)
论坛元老
Rank: 6Rank: 6
Jacky Hot In Summer 2007


UID 163222
积分 43993
帖子 4746
福步币 34 块
阅读权限 120
注册 2006-11-30
状态 离线
Block Out...

This Week's Tip: Shut Up!
本周技巧:闭嘴!
Greetings!
大家好!

Those two words in the title might have made you
cringe. After all, civil, polite people do not say that.
在标题上那两个字可能吓到你了吧。毕竟,有素养的人是不会说的。

However, I remember reading a Wall Street Journal
article discussing how in today's pop culture it is
often used in place of, "You're kidding me!," or "Get
out of here!"
然而,我记得读过一篇华尔街日报的文章,里面谈到在如今流行文化下,这个常被用到(代替原来)“你在跟我开玩笑吧?”或“给我滚出去!”

Elaine often used it on Seinfeld as she would shove
Kramer or Jerry with both hands.
Elaine在《Seinfeld》中常常使用,因为那样他才能全力以赴的把Kramer/Jerry带大。

And salespeople should actually DO it more often.
销售人员应该更频繁在使用。

"Shut up!"
“闭嘴!”

That's right. Most salespeople could and would sell
more if they kept their mouth closed.
那是当然。大多数销售人员能或将能出售更多如果他们闭上他们的嘴。

Too many salespeople act as if they're paid by the word
and jump in, when they shouldn't, so they can talk about
all of the great "benefits" of their product/service.
太多的销售人员表现的好象他们是用说的话来计报酬,不断投入其中,其实那时不该如此,所以他们谈论所有有关产品/服务的“好处”。

But, they're likely killing a great sales opportunity.
但,他们很可能已经抹杀了一个极好的销售机会。

For example,
比如,

Sales Rep: "Please tell me how you now handle the storage
and security of your customer records."
销售人员:“请告诉我你们是如何处理你们的顾客资料的存储和安全问题的。”

Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and (Salesperson interrupts here...)
潜在客户:“我们在那方面关注不多。大多数情况,我们把定单和档案放到后面的那些存储的盒子里,让我们的办公室经理把备份的录音带拿回家,一周一次”(销售人员在这里打断。。)

Sales Rep: "Oh, let me tell you what we can do for you..."
销售人员:“oh,请允许我告诉你我们能为你做什么”

This scene, similar to hundreds of thousands occurring every
day (on your calls, maybe? Nahh.) has caused the sales rep to
miss the opportunity to:
这个场景,和那成千上万的每天(你的电话中,或许?哈哈)相似,让那些销售人员错失了机会去:

- get more valuable, need/problem information
得到更多有价值,需求/难题信息。

- help the prospect move into more of mindset where they are
re-living their pain, feeling it even more intensely,
助你的潜在客户更深层次进入思维体验--再次感受他们的痛苦,甚至更加强烈。

- help the prospect realize more of an urgency to act on
their problem, which is a result of them talking about it
more,
帮助你的潜在客户认识到更多,他们问题的紧急性,当然其结果是他们会谈论更多。

- identify even more needs/pains/problems, and dig even
deeper into those (such as the highly risky practice of having
an employee take the backup tape home, mentioned in
the example.)
鉴别甚至更多需求/苦恼/难题,从中挖掘更深(比如高度冒险地把一个雇员的录音带拿回家练习,前面例子中提到的。)

Cutting off a customer or prospect and jumping in with your
own monologue when they're telling you about their situation
is just plain dumb.
当购买客户/潜在客户正告诉你他们的情况是,打断他们,开始你自己的独角戏,其实是苍白无力的。

Not only should you not interrupt, but you should drill
deeper into what they just told you.
不仅不应该打断/打扰,你更应该去挖掘他们告之你的一切。

Look again at the prospect's statement. Say it out loud as
you read it:
再次来看潜在客户的陈述。在读时请大声说出来:

Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and ..."
潜在客户:“我们在那方面关注不多。大多数情况,我们把定单和档案放到后面的那些存储的盒子里,让我们的办公室经理把备份的录音带拿回家,一周一次。。”

Was there an obvious key word and idea there that jumped out?
这是是不是有一个很明显的关键词/概念,出来了?

Yes!
是的!

"Weak," as in "...we're a bit weak...".
“差,”在这个句子里“我们有点差。。。”

That begs the question, "Why do you feel you're weak in that
area?" That question would continue the waterfall of information
from them--stuff that would tell the rep exactly what he would
need to say to help move the sales process forward.
回避了问题的实质,“为何你感受到在那方面做的不好?”那个问题应该象瀑布一般信息资料继续下去-----那些资料会精确地告诉销售人员需要说什么来使销售过程继续下去。

Here are a couple of points and action items:
这是有一组要点和行动指南:

-Keep in mind that whatever you say about your product or
service in the presentation/recommendation part of the call isn't
anywhere nearly as good as it could be if you let them, and
encourage them to continue talking.
请记住在电话的介绍部分/推荐部分,无论说什么有关你的产品或服务,无论如何也不可能会比你让他们,鼓励他们继续话题来的好/准确。

-PAUSE, after they seemingly have finished an answer or
statement. This ensures you don't interrupt, but more
importantly, they might keep talking.
停,在他们似乎结束他们的回答或陈述。这保证了你不会去打断,更重要的是,他们可能还继续在说。

-Hit the "Mute" button on your phone if you need to prevent
yourself from butting in.
假如你需要阻止你自己插嘴,请按住你电话里的静音键!

Want to sell more? Shut up!
想销售更多?闭嘴!

QUOTE OF THE WEEK
本周引言
"Wisdom is the reward you get for a lifetime of
listening when you'd have preferred to talk."
Doug Larson
智慧是你受用一生的,当你更喜欢说的时候去倾听。

Go and have your best week ever!
走,去赢取你前所未有最好的一周!
Art
阿特

[ 本帖最后由 jackyhot7 于 2007-7-12 21:24 编辑 ]

顶部
styongjia (基度山)
论坛元老
Rank: 6Rank: 6
内衣+童装



UID 138457
积分 72766
帖子 5489
福步币 141 块
阅读权限 120
注册 2006-9-23
来自 Shantou G ...
状态 离线
楼上的居然发空贴

顶部
jackyhot7 (Jacky)
论坛元老
Rank: 6Rank: 6
Jacky Hot In Summer 2007


UID 163222
积分 43993
帖子 4746
福步币 34 块
阅读权限 120
注册 2006-11-30
状态 离线
回复 #4 styongjia 的帖子

伯爵,你回来了?
Bruce老师的2007/27---也就是前一篇,是你的强项,体育!
去看看。

顶部
chytoo (Crystal)
福步比邻
Rank: 1


UID 227491
积分 4211
帖子 223
福步币 9 块
阅读权限 10
注册 2007-4-23
状态 离线
呵,他每次都抢沙发的

顶部
chytoo (Crystal)
福步比邻
Rank: 1


UID 227491
积分 4211
帖子 223
福步币 9 块
阅读权限 10
注册 2007-4-23
状态 离线
哈哈,这次的沙发应该属于我的 Jacky,你每次这么做是不是很不地道啊

This Week's Tip: Shut Up!
本周主题:住嘴
Greetings!
大家好!
Those two words in the title might have made you
cringe. After all, civil, polite people do not say that.
题目的两个字可能让你们愕然。毕竟,良好市民,讲礼貌的人都不说的。
However, I remember reading a Wall Street Journal
article discussing how in today's pop culture it is
often used in place of, "You're kidding me!," or "Get
out of here!"
然而,我记得在华尔街日报上读过一篇文章,讨论怎么现在的主流文化经常会用这两字代替“你想害死我啊!”或者“滚开!”
Elaine often used it on Seinfeld as she would shove
Kramer or Jerry with both hands.
Elaine经常用在Seinfeld上,当她想要用双手把Kramer 或者 Jerry推开时。
And salespeople should actually DO it more often.
事实上,销售人员更应该经常这么做。
"Shut up!"
“住嘴!”
That's right. Most salespeople could and would sell
more if they kept their mouth closed.
是的。大多数销售人员如果闭上自己的嘴巴可能会销售的更好。
Too many salespeople act as if they're paid by the word
and jump in, when they shouldn't, so they can talk about
all of the great "benefits" of their product/service.
太多的销售人员好像被这几个字收买了一样,不应该时还是跳过了,这样他们就能跟客户讲所有他们产品/服务的“好处”。
But, they're likely killing a great sales opportunity.
但是,他们这么做很有可能失去了做大单的机会。
For example,
例如,
Sales Rep: "lease tell me how you now handle the storage
and security of your customer records."
销售代表:“请告诉我你是如何处理客户档案的保存和安全性问题。”
Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and (Salesperson interrupts here...)
潜在客户:“嗯…在这个领域我们确实有点弱。我们大部分把订单和客户档案备份在存储箱里,每周让办公室经理拿回家备份一次,还有”(在这,销售代表打断了……)
Sales Rep: "Oh, let me tell you what we can do for you..."
销售代表:“噢,让我来告诉你我们能为您做些什么……”
This scene, similar to hundreds of thousands occurring every
day (on your calls, maybe? Nahh.) has caused the sales rep to
miss the opportunity to:
这个或者类似的情境每天都会出现成千上百次(可能在你打电话时,阿哈),这导致销售代表错过机会:
- get more valuable, need/problem information
-得到更多有价值的,需求的/问题资料。
- help the prospect move into more of mindset where they are
re-living their pain, feeling it even more intensely,
-帮助潜在客户再次体会他们的痛苦,更加强烈的感觉,
- help the prospect realize more of an urgency to act on
their problem, which is a result of them talking about it
more,
-帮助潜在客户意识到需要解决问题的紧迫性,这可能会使他们谈到更多,
- identify even more needs/pains/problems, and dig even
deeper into those (such as the highly risky practice of having
an employee take the backup tape home, mentioned in
the example.)
-确定甚至更多的需求/痛苦/问题,挖掘那些更深层次的(像例子中提到的习惯让一个员工带备份带回家是多么高的风险)
Cutting off a customer or prospect and jumping in with your
own monologue when they're telling you about their situation
is just plain dumb.
当一个购买客户或者潜在客户要告诉你他们的情况是打断他们,跳到你自己的独白,其实这是作无用功。
Not only should you not interrupt, but you should drill
deeper into what they just told you.
你不仅不能打断,还得更深的挖掘他们所要告诉你的。
Look again at the prospect's statement. Say it out loud as
you read it:
再回头看看潜在客户的陈述。大声地读出来:
Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and ..."
潜在客户:“嗯…在这个领域我们确实有点弱。我们大部分把订单和客户档案备份在存储箱里,每周让办公室经理拿回家备份一次,还有”
Was there an obvious key word and idea there that jumped out?
那有没有一个关键字可以跳出来?
Yes!
有!
"Weak," as in "...we're a bit weak...".
“弱,”在“…我们有点弱…”
That begs the question, "Why do you feel you're weak in that
area?" That question would continue the waterfall of information
from them--stuff that would tell the rep exactly what he would
need to say to help move the sales process forward.
在回避问题实质,“为什么觉得在那个领域弱呢?”这问题会使从他们那里得到的信息流不断,会准确地告诉销售代表他们需要什么,这样也使得销售向前进一步。
Here are a couple of points and action items:
这里有几个观点和行动指导:
-Keep in mind that whatever you say about your product or
service in the presentation/recommendation part of the call isn't
anywhere nearly as good as it could be if you let them, and
encourage them to continue talking.
-记住你在电话里所说的关于你产品或服务的陈述/介绍部分不管是否接近你所想的,都要鼓励客户继续谈他们的。
-PAUSE, after they seemingly have finished an answer or
statement. This ensures you don't interrupt, but more
importantly, they might keep talking.
-在客户好像要结束一个回答或者陈述时停顿下。这样可以确保你不会贸然打断,但更重要的是,他们可能会继续谈。
-Hit the "Mute" button on your phone if you need to prevent
yourself from butting in.
-如果你需要阻止自己打断对话,你就按你电话上的“无声”键。
Want to sell more? Shut up!
向销售更多吗?那就闭嘴吧!
QUOTE OF THE WEEK本周引言
"Wisdom is the reward you get for a lifetime of
listening when you'd have preferred to talk."
Doug Larson
当你更喜欢倾诉的时候去倾听,你将会获得终生受用的智慧。
Doug Larson
Go and have your best week ever!
去赢取你最美好的一周!
Art

顶部
Y-one
福步比邻
Rank: 1


UID 256672
积分 1330
帖子 36
阅读权限 10
注册 2007-6-28
来自 Foshan
状态 离线
值得学习!!!

[ 本帖最后由 Y-one 于 2007-7-16 17:28 编辑 ]

顶部
xzhcx520
福步比邻
Rank: 1


UID 265091
积分 3776
帖子 567
阅读权限 10
注册 2007-7-12
来自 江苏常州
状态 离线
飘过~~~~~~~~~~~~~

顶部
catchz
福步比邻
Rank: 1


UID 144207
积分 945
帖子 50
福步币 4 块
阅读权限 10
注册 2006-10-13
来自 Shanghai
状态 离线
Let me try it for the first time.

This Week's Tip: Shut Up!
本周主题:住口!
Greetings!
大家好!
Those two words in the title might have made you cringe. After all, civil, polite people do not say that.
标题中的这两个字可能会吓你一跳。毕竟,文明礼貌的人是不讲这种词的。
However, I remember reading a Wall Street Journal article discussing how in today's pop culture it is often used in place of, "You're kidding me!," or "Get out of here!"
然而,我曾读过一篇华尔街杂志的文章,谈到“住口”在当今大众文化中如何被常用来表示“你在忽悠我!”或“滚开!”。
Elaine often used it on Seinfeld as she would shove Kramer or Jerry with both hands.
在《宋飞传》中,Elaine在要使劲赶走Kramer 或 Jerry时经常说“Shut Up”。
And salespeople should actually DO it more often.
实际上,销售员才更应该多多住口。
"Shut up!"That's right. Most salespeople could and would sell more if they kept their mouth closed.
“住口!”那就对了。多数销售员关上话匣后生意也许就变好了。
Too many salespeople act as if they're paid by the word and jump in, when they shouldn't, so they can talk about all of the great "benefits" of their product/service.
太多的销售员在理应缄默时喋喋不休,大谈其产品和服务的诸大好处,弄得好像他们是被废话雇来的。
But, they're likely killing a great sales opportunity.
但是,他们也许正在错失大好商机。
For example,
举个例子,
Sales Rep: "Please tell me how you now handle the storage and security of your customer records."
销售员:请告诉我,您现在是如何保存和保密您的客户档案的。
Prospect: "Well, we're a bit weak in that area. We mostly put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup tape once a week and (Salesperson interrupts here...)
顾客:哦,我们在这个方面有点薄弱。我们大都把订单和档案放在靠后的保险箱里,并要求经理们每周把备份的磁带带回家,另外。。。。。
Sales Rep: "Oh, let me tell you what we can do for you..."
销售员这时插嘴:噢,让我告诉您我们能够帮您。。。。
This scene, similar to hundreds of thousands occurring every day (on your calls, maybe? Nahh.) has caused the sales rep to
miss the opportunity to:
类似的一幕,每天会发生千百次(你可能在通话时也遇到过),这让销售员错失了如下机会:
- get more valuable, need/problem information
- 获得更有价值的,(有关顾客)需求和困难的信息
- help the prospect move into more of mindset where they are re-living their pain, feeling it even more intensely,
- 让顾客更多地再触发自己经历着的烦恼心情,让这种烦恼感觉更强烈
- help the prospect realize more of an urgency to act on their problem, which is a result of them talking about it more,
- 让顾客多谈到他们的困难,以致他们更加觉得解决这些困难是燃眉之急
- identify even more needs/pains/problems, and dig even deeper into those (such as the highly risky practice of having
an employee take the backup tape home, mentioned in the example.)
- 确定更多需要、烦恼和难题,并且进一步分析下去(如案例中讲到的,让一个雇员把备份的磁带带回家是极其危险的举措)
Cutting off a customer or prospect and jumping in with your own monologue when they're telling you about their situation is just plain dumb.
在消费者和顾客向你讲述他们的遭遇时打断他们,然后自己唱独角戏是愚蠢的。
Not only should you not interrupt, but you should drill deeper into what they just told you.
你不但不该打断他们,还要顺着他们的话谈下去。
Look again at the prospect's statement. Say it out loud as you read it:
再看一下顾客的话语。边读边大声念出来:
Prospect: "Well, we're a bit weak in that area. We mostly put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup tape once a week and ..."
顾客:哦,我们在这个方面有点薄弱。我们大都把订单和档案放在靠后的保险箱里,并要求经理们每周把备份的磁带带回家,另外。。。。。
Was there an obvious key word and idea there that jumped out?
有没有一个关键字跳出来了?
Yes!"Weak," as in "...we're a bit weak...".
对呀!“我们在这个方面有点薄弱”中的“薄弱”
That begs the question, "Why do you feel you're weak in that area?" That question would continue the waterfall of information
from them--stuff that would tell the rep exactly what he would need to say to help move the sales process forward.
这句话回避了一个问题,“您为什么觉得贵公司在这个领域薄弱呢?”这个问题使获得顾客信息的源泉---谈资得到了延伸,它将准确地告诉销售员他们需要说些什么来推动销售的进程。
Here are a couple of points and action items:
以下是一组要点和措施:
-Keep in mind that whatever you say about your product or
service in the presentation/recommendation part of the call isn't
anywhere nearly as good as it could be if you let them, and
encourage them to continue talking.
-记住,在电话推销时谈论产品永远不如鼓励客户继续他们的话题来得好。
-PAUSE, after they seemingly have finished an answer or
statement. This ensures you don't interrupt, but more
importantly, they might keep talking.
-在顾客好像要结束一个回答或者陈述时别急着讲话。这样你可以确保不贸然打断顾客,更重要的是,顾客可以继续谈下去。
-Hit the "Mute" button on your phone if you need to prevent
yourself from butting in.
-要防止自己插话,你可以按电话上的“静音”键。
Want to sell more? Shut up!
想销售更多吗?请住口!
QUOTE OF THE WEEK
"Wisdom is the reward you get for a lifetime of
listening when you'd have preferred to talk."
Doug Larson
本周格言
慎言多闻,受益终生
Go and have your best week ever!
走,去享受美满的一周吧!
Art
阿尔特

[ 本帖最后由 catchz 于 2007-7-16 22:37 编辑 ]

顶部
katherina1227
中级会员
Rank: 3Rank: 3



UID 104600
积分 2958
帖子 243
福步币 12 块
阅读权限 40
注册 2006-6-27
状态 离线
好帖!THANKS A LOT!

顶部
YITIN
VIP会员
Rank: 5Rank: 5



UID 144544
积分 14202
帖子 149
福步币 11 块
阅读权限 80
注册 2006-10-15
来自 广州
状态 离线
This Week's Tip: Shut Up!
本周话题:闭嘴!

Greetings!各位好!

Those two words in the title might have made you
cringe. After all, civil, polite people do not say that.
标题的那两个字可能已使你生厌。毕竟,文明礼貌之人不会这样说。

However, I remember reading a Wall Street Journal
article discussing how in today's pop culture it is
often used in place of, "You're kidding me!," or "Get
out of here!"
不过,我记得读过一篇华尔街时报文章,议论在现今流行文化里,用‘闭嘴’来代替‘你在开玩笑!’或‘滚开!’有多频繁。

Elaine often used it on Seinfeld as she would shove
Kramer or Jerry with both hands.
在《宋飞正传》里,当伊莱恩用双手推开克莱默或杰里时,她经常用到它。

And salespeople should actually DO it more often.
而销售员确实应该更经常这样做。

"Shut up!"
“闭嘴!”

That's right. Most salespeople could and would sell
more if they kept their mouth closed.
不错。如果大部分销售员闭紧嘴巴,他们可以销售更多。

Too many salespeople act as if they're paid by the word
and jump in, when they shouldn't, so they can talk about
all of the great "benefits" of their product/service.
太多销售员以为说话有钱拿,他们不应该这么做,他们都可以说尽产品或服务的“益处”了。

But, they're likely killing a great sales opportunity.
然而,他们像是在扼杀一个很好的销售机会。

For example,
如,

Sales Rep: "Please tell me how you now handle the storage
and security of your customer records."
业代:“请告诉我现在你是如何处理客户资料的存放与安全。”

Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and (Salesperson interrupts here...)
潜在客户:“嗯,在这方面我们有点弱。很多时候我们把定单和纪录放进后面的那些存放柜里面,我们再叫办公室主任把备份的磁带带回家,一星期一次,且(业代插话…)”

Sales Rep: "Oh, let me tell you what we can do for you..."
业代:“噢,让我跟你说一下我们有什么可以帮你的…”

This scene, similar to hundreds of thousands occurring every
day (on your calls, maybe? Nahh.) has caused the sales rep to
miss the opportunity to:
这场景,类似于每天上百成千个(可能你也遇到这电话?嗯)电话,它导致业代错失这些机会:

- get more valuable, need/problem information
得到更多有价值,需求/问题的信息

- help the prospect move into more of mindset where they are
re-living their pain, feeling it even more intensely,
帮助潜在客户更愿意复活他们的苦恼,甚至感觉更强烈,

- help the prospect realize more of an urgency to act on
their problem, which is a result of them talking about it
more,
帮助潜在客户更加意识到解决他们的问题的紧迫性,这是他们谈论得更多的结果,

- identify even more needs/pains/problems, and dig even
deeper into those (such as the highly risky practice of having
an employee take the backup tape home, mentioned in
the example.)
甚至看出更多的需求/苦恼/问题,且对他们影响更深(例如,例子中提到,叫员工将备份磁带带回家这一惯例,风险很高。)

Cutting off a customer or prospect and jumping in with your
own monologue when they're telling you about their situation
is just plain dumb.
当客户或潜在客户正陈述他们的情况时,蹦出一段独白打断他们,简直哑巴。

Not only should you not interrupt, but you should drill
deeper into what they just told you.
不仅你不应打断客户,而且你应该更深入地斟酌他们对你说的话。

Look again at the prospect's statement. Say it out loud as
you read it:
再看潜在客户的说辞。大声读之:

Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and ..."
潜在客户:“嗯,在这方面我们有点弱。很多时候我们把定单和纪录放进后面的那些存放柜里面,我们再叫办公室主任把备份的磁带带回家,一星期一次,且…”

Was there an obvious key word and idea there that jumped out?
有萌生出明显的关键词和意念吗?

Yes!
是!

"Weak," as in "...we're a bit weak...".
“弱,”见“…我们有点弱…”。

That begs the question, "Why do you feel you're weak in that
area?" That question would continue the waterfall of information
from them--stuff that would tell the rep exactly what he would
need to say to help move the sales process forward.
那回避了这个问题,“为什么你在这方面感到弱?”那个问题会继续从他们口语获取大量信息—一些会让业代确切知道需要说些什么来向前推进销售进程的信息。

Here are a couple of points and action items:
这里有两个要点和行动步骤:

-Keep in mind that whatever you say about your product or
service in the presentation/recommendation part of the call isn't
anywhere nearly as good as it could be if you let them, and
encourage them to continue talking.
记住,在电话的介绍或推荐部分无论你对你的产品或服务说些什么,如果你让、并鼓励他们继续说,不是任何地方都像它所能做到的好。

-PAUSE, after they seemingly have finished an answer or
statement. This ensures you don't interrupt, but more
importantly, they might keep talking.
停顿,看起来快回答完或说完后。这样能确保你不打断,但更重要的是,你们可能继续说。

-Hit the "Mute" button on your phone if you need to prevent
yourself from butting in.
按电话的“静音”键,防止你打断。

Want to sell more? Shut up!
想销售更多?闭嘴!

QUOTE OF THE WEEK
"Wisdom is the reward you get for a lifetime of
listening when you'd have preferred to talk."
Doug Larson
本周引言
“当你喜欢谈话,智慧是你为一生聆听得到的奖励。”
道格•拉尔逊

Go and have your best week ever!
行动并拥有你最棒的一周。
Art

顶部
dianlee_8888
福步比邻
Rank: 1



UID 263589
积分 551
帖子 101
阅读权限 10
注册 2007-7-10
状态 离线
great ! i will try it tomorrow

顶部
llynn
福步比邻
Rank: 1



UID 132203
积分 2075
帖子 114
福步币 12 块
阅读权限 10
注册 2006-9-5
状态 离线
just have a try

This Week's Tip: Shut Up!   本周主题:闭嘴!
Greetings!  你好!
Those two words in the title might have made you  标题中的那两个词也许会让你讨厌。cringe. After all, civil, polite people do not say that. 毕竟,讲文明懂礼貌的人不会那样说。

However, I remember reading a Wall Street Journal
article discussing how in today's pop culture it is
often used in place of, "You're kidding me!," or "Get
out of here!"
然而,我记得读过华尔街杂志的一篇文章,它讨论的是怎样在当今通俗文化中,词汇用来进行经常性的替代,“你是在开玩笑吧”或“你真是笑死我啦!”
Elaine often used it on Seinfeld as she would shove
Kramer or Jerry with both hands.
伊莱恩经常在Seinfeld 用到它。因为她过去常常用双手推克雷默或杰丽。
And salespeople should actually DO it more often.
售货员实际应该更加经常的这样做。
"Shut up!" 闭嘴!
That's right. Most salespeople could and would sell
more if they kept their mouth closed. 很对,大多数售货员如果能闭嘴的话就能并会卖出更多。
Too many salespeople act as if they're paid by the word
and jump in, when they shouldn't, so they can talk about
all of the great "benefits" of their product/service.
太多售货员的表现好像他们是通过说话和活跃的表情(当他们不该这么做的时候)来拿薪的。所以他们可以畅谈所有他们的产品/服务带来的大大的“好处”。
But, they're likely killing a great sales opportunity.
但是,他们很可能扼杀一个很好的销售机会。
For example,举个例子
Sales Rep: "Please tell me how you now handle the storage
and security of your customer records."
销售代表:“请告诉我你们现在怎么管理你们的客户记录的存档和安全。
Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and (Salesperson interrupts here...)
潜在客户:“嗯,在那方面我们还有一些薄弱。我们主要是将订单和记录放在那些档案盒的后部,我们让办公室管理员一周将备份碰带带回家一次还有…(售货员这时打断其讲话…)。
Sales Rep: "Oh, let me tell you what we can do for you..."
销售代表:”哦,让我告诉您我们能为您做些什么…”
This scene, similar to hundreds of thousands occurring every
day (on your calls, maybe? Nahh.) has caused the sales rep to
miss the opportunity to:
- get more valuable, need/problem information
这个场景,与每天发生的成千上万的场景(可能在你通话时,啊哈)类似,已经令销售代表丢掉机会:-去得到更多有价值的,所需要的/存在的问题 信息
- help the prospect move into more of mindset where they are
re-living their pain, feeling it even more intensely,
-当潜在客户认为他们的问题更严重并想减轻时,帮助他们了解更多问题所在
- help the prospect realize more of an urgency to act on
their problem, which is a result of them talking about it
more,
-帮助客户意识到要赶快解决问题的紧迫性, 这其实只是他们一再谈论它而导致的结果,
- identify even more needs/pains/problems, and dig even
deeper into those (such as the highly risky practice of having
an employee take the backup tape home, mentioned in
the example.)
认识到更多需要/痛苦/存在的问题, 以及在那些客户中(诸如在例子中提到的,让雇员将备份磁带拿回家这种高风险做法的客户)挖掘到更深层次的东西.,
Cutting off a customer or prospect and jumping in with your
own monologue when they're telling you about their situation
is just plain dumb.当一个客户或潜在客户告诉你他们的情况时仅表现出哑口无言,打断他们并加入你一个人富有激情的忽悠.
Not only should you not interrupt, but you should drill
deeper into what they just told you.
你应该不仅不要打断(客户的谈话),而且还应将他们告诉你的情况挖得更深.
Look again at the prospect's statement. Say it out loud as
you read it:
再次考量一下潜在客户的表述. 并在你再次想它的时候将其大声的说出来.
Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and ..."
潜在客户: “嗯,在那方面我们还有一些薄弱。我们主要是将订单和记录放在那些档案盒的后部,我们让办公室管理员一周将备份碰带带回家一次还有…”
Was there an obvious key word and idea there that jumped out?
有明显的关键词及想法从你脑海中跳出来吗?
Yes! 是的!
"Weak," as in "...we're a bit weak...".
“薄弱” 在 “我们有一点薄弱…”
That begs the question, "Why do you feel you're weak in that
area?" That question would continue the waterfall of information
from them--stuff that would tell the rep exactly what he would
need to say to help move the sales process forward.
问题出来了,”你为什么觉得你在那方面薄弱?” 这个疑问将从客户那里引出瀑布似的海量信息—这个员工将会精确地告知销售代表他需要说什么.  他将帮助销售员推进了进程.
Here are a couple of points and action items:
这里有一些要点和行动指南:
-Keep in mind that whatever you say about your product or
service in the presentation/recommendation part of the call isn't
anywhere nearly as good as it could be if you let them, and
encourage them to continue talking.
-记住在促销电话中不论你对你的产品或服务说什么都不如
你让他们说,并且鼓励他们继续与你的谈话.
-PAUSE, after they seemingly have finished an answer or
statement. This ensures you don't interrupt, but more
importantly, they might keep talking.
-暂停,在他们看似已经回答完或表述完后再说. 这保证你不打断谈话,但更重要的是,他们能保持(与你的)谈话.
-Hit the "Mute" button on your phone if you need to prevent
yourself from butting in.
如果你想要阻止自己插话,请在电话中保持缄默.
Want to sell more? Shut up!
想要卖出更多吗? 闭嘴!
QUOTE OF THE WEEK
这周的名言
"Wisdom is the reward you get for a lifetime of
listening when you'd have preferred to talk."
"智慧是对你的奖赏,是你在一生中当你已更想谈话时而选择倾听时而获得的奖赏."
Doug Larson
Go and have your best week ever!
第一次参与,自己 翻译还需继续努力,还请老师多多指教!

顶部
llynn
福步比邻
Rank: 1



UID 132203
积分 2075
帖子 114
福步币 12 块
阅读权限 10
注册 2006-9-5
状态 离线
我记得我发成功了呀,怎么没有了

我再发一回
This Week's Tip: Shut Up!   本周主题:闭嘴!
Greetings!  大家好!
Those two words in the title might have made you  标题中的那个词也许会让你讨厌。cringe. After all, civil, polite people do not say that. 毕竟,讲文明懂礼貌的人不会那样说。

However, I remember reading a Wall Street Journal
article discussing how in today's pop culture it is
often used in place of, "You're kidding me!," or "Get
out of here!"
然而,我记得读过华尔街杂志的一篇文章,它讨论的是怎样在当今通俗文化中,词汇用来进行经常性的替代,“你是在开玩笑吧”或“你真是笑死我啦!”
Elaine often used it on Seinfeld as she would shove
Kramer or Jerry with both hands.
伊莱恩经常在Seinfeld 用到它。因为她过去常常用双手推克雷默或杰丽。
And salespeople should actually DO it more often.
售货员实际应该更加经常的这样做。
"Shut up!" 闭嘴!
That's right. Most salespeople could and would sell
more if they kept their mouth closed. 很对,大多数售货员如果能闭嘴的话就能并会卖出更多。
Too many salespeople act as if they're paid by the word
and jump in, when they shouldn't, so they can talk about
all of the great "benefits" of their product/service.
太多售货员的表现好像他们是通过说话和活跃的表情(当他们不该这么做的时候)来拿薪的。所以他们可以畅谈所有他们的产品/服务带来的大大的“好处”。
But, they're likely killing a great sales opportunity.
但是,他们很可能扼杀一个很好的销售机会。
For example,举个例子
Sales Rep: "Please tell me how you now handle the storage
and security of your customer records."
销售代表:“请告诉我你们现在怎么管理你们的客户记录的存档和安全。
Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and (Salesperson interrupts here...)
潜在客户:“嗯,在那方面我们还有一些薄弱。我们主要是将订单和记录放在那些档案盒的后部,我们让办公室管理员一周将备份碰带带回家一次还有…(售货员这时打断其讲话…)。
Sales Rep: "Oh, let me tell you what we can do for you..."
销售代表:”哦,让我告诉您我们能为您做些什么…”
This scene, similar to hundreds of thousands occurring every
day (on your calls, maybe? Nahh.) has caused the sales rep to
miss the opportunity to:
- get more valuable, need/problem information
这个场景,与每天发生的成千上万的场景(可能在你通话时,啊哈)类似,已经令销售代表丢掉机会:-去得到更多有价值的,所需要的/存在的问题 信息
- help the prospect move into more of mindset where they are
re-living their pain, feeling it even more intensely,
-当潜在客户认为他们的问题更严重并想减轻时,帮助他们了解更多问题所在
- help the prospect realize more of an urgency to act on
their problem, which is a result of them talking about it
more,
-帮助客户意识到要赶快解决问题的紧迫性, 这其实只是他们一再谈论它而导致的结果,
- identify even more needs/pains/problems, and dig even
deeper into those (such as the highly risky practice of having
an employee take the backup tape home, mentioned in
the example.)
认识到更多需要/痛苦/存在的问题, 以及在那些客户中(诸如在例子中提到的,让雇员将备份磁带拿回家这种高风险做法的客户)挖掘到更深层次的东西.,
Cutting off a customer or prospect and jumping in with your
own monologue when they're telling you about their situation
is just plain dumb.当一个客户或潜在客户告诉你他们的情况时仅表现出哑口无言,打断他们并加入你一个人富有激情的忽悠.
Not only should you not interrupt, but you should drill
deeper into what they just told you.
你应该不仅不要打断(客户的谈话),而且还应将他们告诉你的情况挖得更深.
Look again at the prospect's statement. Say it out loud as
you read it:
再次考量一下潜在客户的表述. 并在你再次想它的时候将其大声的说出来.
Prospect: "Well, we're a bit weak in that area. We mostly
put the orders and records in those storage boxes in the
back, and we have the office manager take home the backup
tape once a week and ..."
潜在客户: “嗯,在那方面我们还有一些薄弱。我们主要是将订单和记录放在那些档案盒的后部,我们让办公室管理员一周将备份碰带带回家一次还有…”
Was there an obvious key word and idea there that jumped out?
有明显的关键词及想法从你脑海中跳出来吗?
Yes! 是的!
"Weak," as in "...we're a bit weak...".
“薄弱” 在 “我们有一点薄弱…”
That begs the question, "Why do you feel you're weak in that
area?" That question would continue the waterfall of information
from them--stuff that would tell the rep exactly what he would
need to say to help move the sales process forward.
问题出来了,”你为什么觉得你在那方面薄弱?” 这个疑问将从客户那里引出瀑布似的海量信息—这个员工将会精确地告知销售代表他需要说什么.  他将帮助销售员推进了进程.
Here are a couple of points and action items:
这里有一些要点和行动指南:
-Keep in mind that whatever you say about your product or
service in the presentation/recommendation part of the call isn't
anywhere nearly as good as it could be if you let them, and
encourage them to continue talking.
-记住在促销电话中不论你对你的产品或服务说什么都不如
你让他们说,并且鼓励他们继续与你的谈话.
-PAUSE, after they seemingly have finished an answer or
statement. This ensures you don't interrupt, but more
importantly, they might keep talking.
-暂停,在他们看似已经回答完或表述完后再说. 这保证你不打断谈话,但更重要的是,他们能保持(与你的)谈话.
-Hit the "Mute" button on your phone if you need to prevent
yourself from butting in.
如果你想要阻止自己插话,请按“静音”.
Want to sell more? Shut up!
想要卖出更多吗? 闭嘴!
QUOTE OF THE WEEK
这周的名言
"Wisdom is the reward you get for a lifetime of
listening when you'd have preferred to talk."
智慧是对你的奖赏,是你在一生中当你已更想谈话时而选择倾听时而获得的奖赏.

顶部
 

福步全球商业企业推荐: [textile] Hedef Sentetik Spor Zem.teks.ins. San. Ve Tic.ith.ihr.ltd.sti.

当前时区 GMT+8, 现在时间是 2021-3-9 15:54
沪ICP备05002584号

Powered by D1scuz!  © 2001-2025 FOBShanghai.com
Processed in 0.062408 second(s), 5 queries , Gzip enabled ,240

清除 Cookies - 联系我们 - 福步外贸网 - Archiver - 手机客户端 RSS 订阅全部论坛