ADM-201 dump PMP dumps pdf SSCP exam materials CBAP exam sample questions

不会销售,赚不了钱 – 译学馆
未登陆,请登陆后再发表信息
最新评论 (0)
播放视频

不会销售,赚不了钱

"If You Can't SELL, You Don't Make MONEY!" - Robert Kiyosaki (@theRealKiyosaki) - #Entspresso

大家早上好 我是伊文
– Good morning believe nation, it’s Evan.
我的座右铭是 相信
My one word is believe,
我对人们的信任
and I believe in people more than
比他们对自己的信任还要多
they believe in themselves,
我真诚的希望 如果你能看到我从你身上看到的
and my sincere hope is that if you see in yourself what
你将能改变世界
I see in you you’ll be able to change the planet.
为了在这一路上帮助你
So to help you on your journey,
今天的主题是如何推销
today’s message is learn how to sell.
交给你了 罗伯特•清崎
Over to you, Robert Kiyosaki.
[公鸡打鸣]
(rooster crowing)
#我每天清晨醒来#
♫ I wake up every morning
#浓咖啡让我继续前进#
♫ Espresso keep me going
#我每天清晨醒来#
♫ I wake up every morning
我很害羞
非常非常害羞
我从越南回来
我敢杀人 却不敢和人交流
[笑声]
(laughter)
一天 我跟我老婆说 “我决定追求我富爸爸的脚步”
我就对他说 “我想成为企业家”
他说 “你有一个问题”
我问“是啥” 他说“你很害羞”
“害羞怎么了”
“那你就没办法推销了呀”
“你得应对拒绝”
第一条技巧 你应付得了拒绝吗?
回答是 不 我处理不来
我说 “我还是想学怎么推销”
这是在1973年 我25岁
我的富爸爸问 “你的爱情生活如何”
我说糟透了
他说 “你在啪啪啪?” 我说不是
[笑声]
(laughter)
他说 “这是因为你不会推销”
你们听懂了吗?
所以当我谈到你需要的技巧时
当事情出了岔子 你最好开始推销
1974年 我想在施乐工作 我想学会怎么推销
花了四年时间 我成了销售第一名
如今 我是最畅销作家
大多数博士跟我说我不会写作 是的 我说“我不会写作 但我会销售”
你不会销售 就不能赚钱 句号 语句结束
因为 你有了产品并不意味着有了一切
重要的是你要开始
我不在乎你从什么样的产品开始 但是你得开始
我从尼龙钱包开始
这并不意味着我不能成功
我们不会推销 不会销售 突然之间生意就起步了
后来资金一直遇到问题
由于销售额持续增长
我一直在借贷 否则我不能维持销量
第二个教训
但这就是我学习的方式 不是吗?
我不像罗伯特那样把销售
So I’m not as hardcore as Robert is about sales
和卖力推销作为一项最重要的技能去学习
and hard selling as a skill that is the most important thing to learn
这只是一种起步方式
because that is one way to stand.
如果你想擅长销售的话
If you want to be great at sales,
这是一种极好的创业方法
it is a fantastic way to build a business,
但不是唯一的方式
but it’s not the only way.
有很多害羞的企业家 包括我在内
There are a lot of shy entrepreneurs, myself included,
那些成功的企业家你可能从未听说过
who have had success, people you’ve never heard of
只是因为他们害羞
because they’re shy,
他们只是发现了另一种(事业)起步方式
and they just found another way to stand.
所以 如果销售是你喜欢的事情 那就把它变成特长吧
So again, if sales is your thing, it’s your forte,
或者其他的你想专注的东西 就努力精通吧
or something that you want to focus on and be great at,
并为此努力 这绝对是个好方法
then go for it because it’s definitely a great way to do it,
不过 这并不是唯一的方式
but again, it’s not the only way.
当我接手这份工作
When I took over this business,
多伦多舞蹈萨尔萨 我和艾力克斯坐在一起
Toronto Dance Salsa, I sat down with Alex.
我们考虑十种不同的方法来发展这项业务
We looked at ten different ways to grow this business,
我让他选两种他真正想集中精力做的
and I had him pick the two that he really wanted to focus on
我给了他一种方式 成为思想领袖
and I gave him one which is be thought leader
好吧 选一个你真正打算用心做的
and then, OK, pick the one you want to focus on is it going to be
选择的其中一个就是销售 好了 我们开始向别人推销
one of them was sales. One of them was, okay, let’s go and start selling people,
开始与不同的企业建立伙伴关系
start making partnerships with different businesses and say,
“嗨 我们是如何成功发展这些联盟的”
“Hey, how do we have these alliance things worked out where”
“你可以向你的顾客推销课程”
“you can promote out classes to your customers,”
“我们找到了一些使之生效的安排”
“and we find some kind of arrangement to make it work out.”
他专注在其他的事情上
He focused on something else.
他想致力于提供一种良好客户体验
He wanted to focus on providing a great customer experience.
这是也是起步的一种方式
That’s one way to stand.
如果你能提供一种美妙的用户体验
If you provide a fantastic customer experience
他们就会再回来还会告诉他们的朋友
they will come back and they will tell their friends,
艾力克斯曾有一份其他有销售背景的工作
and Alex came from a sales background at a different job
所以我最初的设想是 好吧 我们要让销售员
so my initial thinking was okay, we’re going to have
加入我们 开始推销
a salesman come in and go and sell,
然后就变成了 好吧 我们要把注意力集中在
and it switched to okay, we’re going to focus on having
良好的顾客体验
a great customer experience.
因为他们会告诉他们的朋友
Because they’re going to tell their friends,
他们还会回来 变成回头客
and they’re going to come back and be repeat buyers.
这就是另一种起步的方法
So that’s another way to stand.
可能是你提供强大的营销
It could be you provide great marketing.
也可能是你构建一个团队
It could be you build a team,
你招纳有些技能的下属
and you allow the people underneath you to bring their skills in.
可能是你作为思想领袖
It could be you’re doing a thought leader.
可能是通过公关
It could be going through PR,
或者是通过有影响力的人
could be going through influencers.
不一定是传统的
It doesn’t have to be the traditional
铁杆销售方式
hardcore sales approach.
现在 所有的这些事情都有一个共同点
Now the one thing that all of these things have
就是是否你想要成功
in common that if you want to have success
作为企业家 并且作为领导者
as an entrepreneur and be a leader you’re going
你必须弄明白怎么和人们交往
to have to figure out is how to connect with people,
如果你把销售看作是与人交往
and if you want to see sales as connecting with people
我觉得也可以
I’m okay with that, it’s just not
我不会把它当做我的下一份职业去采用典型的销售方式
the typical salesman approach of I see that person
也不会为了达成销售指标
as my next suit or as I’ve got to hit my sales quota,
而要强迫人们去购买
and I’m going to force them to buy this thing.
很多时候 推销被用那样的眼光来看待
A lot of times sales are seen through that lens.
如果你仅仅把推销看作是与人交往
If you see it as just connecting with people
帮助顾客前进
and helping them along their path,
对我来说 区别在于
the difference for me is really doing
我真的在做对他们有益的事情
the thing that is best for them.
很多时候在推销时 你只是想要
Where a lot of times in sales you’re just trying to hit
达到销售指标 你只是尽力占据市场份额
your quota, you’re just trying to reach your market,
用力过猛使顾客感到不适
trying to push the customer past their comfort zone so
以为这样你才能完成销售指标
you can meet your sales quota so
这是非常自私的看法
it’s a very selfish perspective as opposed to
正好和真正为顾客着想完全相反
this is actually what’s best for them,
但是如果你想要建立合作关系
but if you want to form alliances,
如果你想和媒体交谈
if you want to talk to the media,
如果你想成为优秀的领导者
if you want to be a great leader,
如果你想成为一个思想领袖
if you want to be a thought leader,
如果你想写出优秀的营销文案
if you want to write great marketing copy,
如果你想在社交媒体中脱颖而出
if you want to stand out on social media
你就必须能理解
you have to be able to understand how
怎么与人交往
to connect with people and move them
感动他们从而让他们采取行动 将他们的利益最大化
to take action as in their best interest.
我只是想要让人们知道 害羞没关系的
I just want to let people know that it’s okay to be shy.
如果你害羞 你一样可以作为企业家获得巨大的成功
If you are shy you can have a lot of success
你也可以在其他很多不同的领域获得成功
as an entrepreneur, you can have a lot of success in a lot of different fields.
艾伦 让我很意外 是个内向的人
Ellen is an introvert which surprised me,
但他主持着最大的电视脱口秀
but has the biggest talk show on TV.
有很多不同的起步方式
There’s lots of different ways to stand.
取得成功并不仅仅只有
It’s not that this is the only way
成为企业家这一条路
to have success as an entrepreneur.
它对一些人有用
It works for some people,
但它不一定适合你
but it’s not going to work for you,
你能做的最坏的打算
and the worst thing you can do,
最糟糕的事就是
the worst thing you can do is say listen
倾听那些不喜欢你的人
to somebody who doesn’t look like you,
那些与你生活信条不一样的人
who doesn’t believe the same things as you,
倾听他们的说法 这是唯一的方式
and listen to them saying this is the only way to do it,
不久你就感觉没法忍受
and then feel like you can’t measure up,
你不可能像他们一样
and you can’t be like them,
所以你永远都不会成功
and so you’ll never have success,
你试了一次又一次
and you’ll try and try and try,
却屡战屡败
but you’ll never beat through because
因为你不够喜欢他们
you’re just not enough like them.
你能做的最好的事情就是
Where the best thing you can do is find someone
找到和你一样的人
who looks like you, find someone
找到已经完全成功
who’s an accomplished success that believes
并且和你相信同样事情的人
the same thing as you, that has the same kind
他们和你有着相同的性格特征 你能从他们身上学习
of personality as you, and be able to learn from them,
看吧 他们做到了 他们虽然是个害羞的企业家但他们成功了
and see they did it, they had success as a shy entrepreneur,
他们是内向的企业家但他们成功了
they had success as an introverted entrepreneur
所以 我也可以 所以
so I can have it to, and so wherever you draw
无论你把销售和与人交往的界限划在哪里
the line between sales and being able to connect with people
这真的非常重要
because this is super, super, super important,
如果你把它们看成是一样 那就太棒了
and if you see them as the same thing that’s great,
但是你如果把它看做是硬骨头
but if you see it as the hardcore,
那你就不必走这条路了
you don’t have to go down that path,
就算很害羞 你也可以获得成功
and you can have success if you are shy
所以今天的问题是 我很好奇你到底有多害羞
So the question today is I’m curious how shy are you,
你是怎么定义销售的?
and how do you define sales?
你把销售就看成是那种典型的推销员吗?
Do you see sales the typical salesman
那些仅仅想达到销售指标的人吗?
who’s just trying to meet there quota,
还是你把销售看成是与人打交道
or do you see sales as just trying to connect with people
帮助他们做出某种行动
to help move them to take some kind of action?
真的很想听听你的想法
Really curious to hear your thoughts.
留在下方的评论中吧
Leave it down in the comments below,
如果你留下了评论
and also if you leave a comment within the first couple
在视频播出的最初几个小时内
of hours of this video going live
你将有机会获得我们的两个优秀奖之一
you’ll have a chance at winning one of our two elite prizes.
我也想要简短说几句
I also want to give a shout-out to Wouter Van Hecke.
非常谢谢你们买书
Thank you so much for picking up a copy
《你的一句座右铭》
of book Your One Word.
我真的 非常 感激
I really, really, really appreciate it,
希望你们阅读愉快
and I hope you’re enjoying the read.
再次感谢大家观看
Thank you guys again for watching.
我相信你
I believe in you.
也希望你能继续相信自己
I hope you continue to believe in yourself
无论你的座右铭是什么
and whatever your one word is.
爱你们 明天早上
Much love and I’ll see you again tomorrow morning
新一期的录制再见
for another shot of Entspresso.
#我每天早上醒来#
♫ I wake up every morning
#浓咖啡让我前进#
♫ Espresso keep me going
像个企业家一样 而不是(或者说)忘掉推销员
– For like an entrepreneur, not, forget a sales person,
就是个企业家
just an entrepreneur
他们准备开始创业
who’s looking to start a business.
如果你不会销售 不会影响他人
Well, if you can’t sell, if you can’t influence,
你说服不了别人 那只有祝你好运了
if you can’t persuade, good luck trying
尽力使你的事业起步
to get your business off the ground.
我不仅仅是在谈论你的顾客
I’m not talking about just your customers,
我在谈论银行家
I’m talking about the bankers,
那些在资本里冒险的人 你的供应商
the people at venture capitalists, your vendors,
你的信用卡处理人员 那些为你工作的人
your credit card processor, the people who work for you.
你怎么让这些人为你兴奋地工作?
How do you get people to work for you excited?
你怎么让这些人兴奋?
How do you get them excited?
你怎么让人们接受你的愿景?
How do you get them to want to buy into your vision?
销售的最高级别到底是什么?
At the highest level what sales really is is
就是情感的转移
the transference of emotion,
你传达的
and the emotion you’re transferring
就是这种确定性的情绪
is this emotion of certainty.
让别人感到确定
That someone feels certain.
对 这是好事 这会帮我
Yeah, it’s a good thing, it’s going to help me,
它会满足我的需求
it’s going to fill my need.
当你成为一个企业家
When you”re an entrepreneur,
你真的开始创业
and you’re trying to start a business,
你开始招人
and you’re recruiting people what
你要用什么去说服别人(加入你) 你对未来的设想
you’re selling people on your vision for the future,
你对这个企业的展望 如果你做不到
your vision for this company, if you can’t do that,
那就只能祝你好运了 找到一些优秀的人为你工作
good luck trying to get great people to work for you.
但这几乎完全不可能
It’s almost, it’s significantly impossible,
这就是为什么你总是看到人们
which is why you always see the people,
他们说 他很有远见
they say oh he’s a visionary.
这是真的 但不仅仅
Well, that’s true, but typically not only are
是他的远见卓识 他们也施展能力
they visionaries, they also possess the ability
把这份展望卖给别人来激励他们
to sell the vision to other people to inspire them,
刺激他们 所以销售不仅仅是
to motivate them, so selling is not just
像人们想象的那样
like people thinking of selling,
哦 我并不是个销售员 我不需要
oh well I’m not a salesman, I don’t need to.
是的 你要来推销
Well, yes you do.
你要学着怎么影响别人
You need to learn how to influence.
怎么让你的孩子整理床铺
How about trying to get your kids to make their bed,
让他们做作业 或者相信读书的价值
or do their homework, or believe in the value of education?
怎么让房东
How about trying to get a landlord to give
给你的租金打折 或者是
you a reduction on your rent or to extend
延长至你想要的租期
the lease the way you want?
怎么去谈判
How about trying to negotiate terms.
你懂了吗?
You understand?
它与一切事情都有关系
It cuts to everything.
所以 我总是想说 当我说破解影响力的密码
So I always look to say, when I say I crack
也是我真正做的事情
the code on influence what I really did, essentially,
本质上仅仅是通过逆向工作
was I just, by working backwards almost,
我就是以结果为导向 然后返回到开头
by saying I’m going to start at the end
在人们点头同意之前究竟发生了什么
and go to the beginning saying what has to happen before someone says yes.
我能把这套理论放进系统里面
I was able to take that and put it into this system that took
让那些默默无闻有才华的人
the no name talentness guys
变成百万富翁
and turned them into millionaires.
销售是你在生活中经常做的事
– Selling is something you’ll always do the rest of your life.
绝大多数人不喜欢销售
Most people don’t like selling.
一些人喜欢让它看起来更友好一些
Some people like to kind of make it nicer
他们说我要找个更好的词
and say I’m going to use a better word
比如说交流或其他
and say communication or this.
它就是销售
It’s sales.
随便说一句 那些关掉这个视频的人
By the way, those who just turn off the video
不想看到关于销售要怎么做的人
and don’t want to watch about what selling has to do,
那你想和你喜欢的女孩结婚吗?
hey, you want to marry that girl you love?
你知道我说的是哪个
You know which one I’m talking about.
你得向她推销 向她的父母 朋友推销
You need to sell her, and her parents, and her best friends.
这都是销售
That’s all selling.
你想升职吗?
You want to get that promotion?
这就是单纯的销售啊 宝贝儿
Purely selling baby.
那些升职的人比你更会推销
And those who get the promotions sell better than you do.
这就是原因
That’s why it is.
他们不卖车
They don’t sell a car.
他们的工作可能是人力资源或者其他
Their job could be human resource or something,
但是他们知道怎么推销自己
but they learn how to sell themselves as
比你更积极
that position more than you.
也许你该学学要怎么做
Maybe you ought to learn how to do it.
这对你大有裨益 还会帮你赚大钱
It’ll benefit you, and make you a lot of money.

发表评论

译制信息
视频概述

你认为销售是什么?仅仅是上门推销卖东西吗?不,它本质上是与人交往,它涉及到生活的方方面面。

听录译者

收集自网络

翻译译者

Scarlett

审核员

审核员W

视频来源

https://www.youtube.com/watch?v=KvDO_b_Tn8w

相关推荐