&&问题详情
现在做房产中介这个职业怎么样 我也知道销售和个人能力挂钩 我就想问下现在的大众情况那位给说说谢谢了
您的回答过短，请将答案描述得更清楚一些
市场好的时候可以做做，每个行业都有英雄，也都有狗熊，还是那句话，坚持就是胜利，心态决定你能否在这个行业待下去，我也是这么过来的
这个问题怎么说，反正事在人为，三百六十行-行行出状元。只要您愿意付出超出常人的努力，持之以恒，我相信不管您在哪个行业都是佼佼者！
半年　不开单，开单吃半年啊！
市场好的时候可以做做，每个行业都有英雄，也都有狗熊，还是那句话，坚持就是胜利，心态决定你能否在这个行业待下去，我也是这么过来的 ！ 事在人为，市场好坏都有人可以赚钱，也很多人赚不到钱
平常心 平常心
主要还是看自己的勤奋度够不够。
销售是个苦差事，但是很富有挑战性。有的人短短几年买车买房，有的人不到三个月就不做了。如果你有激情有热情就做销售，如果你想安安分分打份工的话 建议不要做，心理压力比较大，需要承受力比较强。
市场跟个人赚钱没有多大关系
事在人为，市场好坏都有人可以赚钱，也很多人赚不到钱
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每周翻译论坛：提高英语表达水平，增强外贸销售能力(2007/13)
本期是今年第一季度的结尾篇。谢谢各位的参与。Those who have finished studying and translating 52 articles in 2007 will earn the rights to be considered as the members of my exclusive Millionaires' Club. Stay tuned for further info.
This Week's Tip:
Botched Call Opening Suggestions
Greetings!
Here's the second installment of the responses
I received from fellow readers after asking
what the clueless cell phone caller should
have said to get attention, pique curiosity
and interest, and even have a shot at making
a product recommendation when he called me.
If you're just now joining this series of
events, I first described the botched call
two weeks ago. See it here:
Earlier this week I printed some of the best
responses I received, along with my comments:
Today we're focusing on the critical part of
the call where success or failure is usually
determined: the opening statement.
First, a few key points:
-there is not one, singular, exclusive, this-
is-the-only-way-to-do-it way to open a prospecting
call (despite what some people who sell their
systems say in their advertising.)
-The desired end result of an opening -- interest
and curiosity and a desire to speak with the
caller -- is what is most important. With that
said, there are definitely words, phrases and
techniques to avoid which I know through 25
years of experience cause resistance.
-there are also things TO DO which give you a
greater chance for success, while minimizing
the chance of resistance. That's what I teach.
-the way in which you PRESENT your opening --
your voice, inflection, pacing, overall delivery --
can make poorly-chosen words sound good, and
well-crafted openings sound bad. That doesn't
mean I suggest the poorer alternatives, it just
means that some people can get away with bad
technique by masking it with charisma.
-great openings always have &possible-value&
statements. This is the &what's in it for
them& part. That's the reason they'll listen
-great openings do not include things that could
cause resistance, such as mentioning the word
&appointment,& or saying what you want to do
before you state what you could do for them.
I could go on and on, but that would take some
time. (We do cover it in detail in my How to
Develop Interest-Creating Openings CD)
Let's get into some of the good suggestions.
Telesales College graduate Joan Gerland with
Chieftain Wild Rice Company submitted this
opening suggestion:
&Hi Art, this is _____________ with ABC Cell
Phone. We specialize in helping companies that
use cell phones for business purposes reduce
the number of dropped calls, increase coverage
and perhaps save money due to these issues. If
I have caught you at a good time, I would like
to ask you some questions to see if our services
could benefit your company.&
I like this because she frames a category that
prospects are likely in (companies that use cell
phones for business purposes) and then lists several
possible-value statements: reducing the number of
dropped calls, increased coverage and perhaps
saving money.
-------------------------------------
Samantha Wilson with Strike Group Australia
suggested a possible-value statement like
&We have an introductory offer that might possibly
benefit your business if your employees or you
have a cell phone or account.&
What's good here is that if I do have a cell phone
or account, the hint of an &introductory offer&
might just buy him enough time to keep me on
the phone.
And as we had mentioned the other day, she adds
&Don't ever tell them that you can save them money.
We don't know yet.&
-------------------------------------
Jay Skinner, Director of Sales for Stratis Corporation
suggested,
&We work with companies and business people who use
cell phones and we find ways for them to have the
service they like for less money... and that's without
any obligation. How's that sound?&.
I liked the possible-value part. I would, however, change
the ending question. Remember, we're hitting people out
of the blue here. Everyone has built-in sales resistance.
Asking &How's that sound?& might put them in a position
where they don't want to commit to anything...kind of
like being approached in a store by sales clerk and
then saying &Just looking.& when they ask if they can
Instead, just end with, &...and I'd like to ask a couple
of questions to see if I could provide more information.&
-------------------------------------
Darrell Banks
submitted this one:
&I would like to talk to you about some ways to reduce
your number of dropped calls while lowering the cost of
your company's cell phone expense. How many phones do
you have on your current business plan?
The value here is good, I just wouldn't word the
statements in definite terms. A suggestion is to use
&weasel words,& such &Depending on what you're
experiencing now with your cell service, we might
have some options to help you...&
I'd also take out the &I'd like to talk to you about,&
since that could imply that I'm going to give you a pitch.
Personally, I'd put it in terms of a third party reference,
meaning you've done it for others:
&We work with companies who use cell phone in their
business, helping them reduce the number of dropped calls
and often lowering the cost of their cell expenses. How
many phones do you have on your current business plan?
-------------------------------------
I hoped I would hear from some readers actually in
the cell industry who could share from a position of
experience and success. I wasn't disappointed. Here's
what James Perry with Sprint said:
Coming from the industry of this caller, I see and hear
his type of call frequently, until the rep is educated.
His first mistake was not knowing the industry he was
calling into. A fast and simple internet search could
have resolved this obstacle.
Once doing so, he would have realized you are a sales/
consultant company designed to make people like him
better at what they do. One approach could have been:
&Hi Art, my name is John Doe with XYZ Communications.
We frequently work with owners of consultant companies
and have found similar challenges in each company:
-Access to customer information
-Connectivity while away from the office
-Efficient and multiple ways to respond to client needs
Art, I am not sure if these challenges are currently
impacting your business but would appreciate the
opportunity to understand your operations and see if
our company could compliment your current business
strategy.&
Very nice. From having reviewed openings with groups
hundreds of times in seminars, I know some people
would say, &Ah, that's too long.& Something is too
long when it's not interesting. If it's about the
listener, you get some leeway. Plus, keep in mind,
when you deliver something in a polished, conversational
way, it does not seem long, again, as long as it
is about the listener.
I did get plenty more that were good, and worthy of
mention. I have plans later this year to develop and
release a major learning resource for prospecting,
which will include more examples of what to do,
lots of what not to do, and reviews of actual calls
and openings. Watch for it!
In the meantime, if you feel you want to create
the best openings possible, and have me review what
you develop, I urge you right now to get my
&How to Develop Interest-Creating Openings& audio CD.
You'll get my step-by-step process along with plenty
of word-for-word examples. And, I'll review your
opening by email, free. Get it now!
QUOTE OF THE WEEK
&Persistence outweighs resistance.&
Submitted by reader, Heidi R. Stout with Packaging Hotline
Go and have your best week ever!
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盼望已久啊,抢个座位先
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本周的的帖子
拙劣电话的开场白建议
当我提出那个打了拙劣电话的人在推荐产品的时候应该在电话里如何说话才能引起对方的注意、好奇心甚至让对方感到惊奇这一问题时，有读者朋友给我来了电话，这是第二期来自读者朋友的回应。
如果你只是现在才加入这一话题的讨论，我首先描述一下两周以前的那个糟糕的电话。事情是这样的：
这周一开始，我将收到的一些最佳回应连同我的点评进行了打印了。
今天我们就集中交流决定电话销售成败的最核心部分：开场白。
首先，一些关键点：
没有一个唯一的、独一无二的、非它莫属的方法来开始一个电话（尽管有些人会用他们公司的广告语进行销售）
渴望得到的结果来指引一个开场白——兴趣、好奇心以及与打销售电话的人说话——是最为重要的。根据我25年的经验，我知道有一些明确的词语、短句或者技巧可以防止被拒绝。
同样也可以做一些事情可以让自己有更大的成功机会，将自己受拒绝的机会减到最小。而这些是我所要教的。
你在电话开场白里面所展现的声音、语调、语速、整体的表达技巧可以令一些枯燥的词听上去很美、同样也可以令得一个精心设计的开场白听上去非常拙劣。这并不意味着我建议你使用平白无味的词语，而是说有些人可以通过自己的神韵而摆脱缺乏技巧的困境。
经典的开场白通常是利用“可能带去的价值”的陈述。这就是“产品里面具备什么价值”的部分。这也是对方为什么要继续听我们说下去的理由。
经典的开场白不会使用一些容易导致对方拒绝的词，例如“约会”，或者在你向对方陈述你可以为对方提供一些什么以前说一些你想做什么的话。
我可以一直继续下去，但是这会需要很多的时间。（我们已经在“如何建立一段创造兴趣的开场白”CD里面进行详细地解说了。）
我们接下来看一些好建议：
在奇夫天野生稻公司工作的电话销售学院的毕业生Joan Gerland提出了他对开场白的建议：
“你好，亚特。我是ABC移动电话公司的——。我们专业帮助那些使用手机进行业务开展的公司减少电话错过的数量，增加电话的覆盖面，以及根据这些项目可能带来的费用节约。如果我能够在合适的时间见到您，我可以向您询问一些问题看看我司的服务能否为贵司带去一些好处。”
我喜欢这样的开场白，因为她在这段话里面列出了一个产品和服务的大框架（那些使用移动电话进行业务开展的公司），然后罗列出了几个“可能带去的价值”陈述：减少电话错过的数量，增加电话的覆盖面以及可能带来的费用节约。
澳大利亚思特拉克集团公司的Samantha Wilson也提出了一个可能带去的价值陈述的建议，如
“如果您的员工或者您自己有移动电话或者帐号，我们有一个介绍性的报价资料提供给您，或许可以对您的业务有好处。”
这段开场白的好处在于如果我有一台移动电话或者拥有一个帐号，对方的提示“介绍性的报价资料”可以为他获得足够的时间使得这个电话得以继续。
前几天我们已经提到过，她说“在我们确定自己是否真地能够为对方节约费用以前，不要告诉对方你能够做到。”
海峡公司的销售部经理Jay Skinner建议道，
“我们公司是专门为那些使用移动电话进行业务开展的公司或者人群提供一些可以令他们费用节约的方法……这当然不是强迫性的。您听了以后觉得如何？”
我喜欢那个“可能带去的价值”部分。不过，我会改变结束的问句。记住，这里的场面是我们给了对方突然的一击。每一个人都会给对方制造拒绝自己的机会。询问对方“您听上去感觉如何？”这样的问题很有可能把对方逼入他们自己不愿意承认的处境……就像是在商店里面如果被店员询问“你想要什么”的时候，我们被迫说出“我只是看看”那样的话。
相反，结束语可以是，“……我想问几个问题看看，我是否可以向您提供更多的信息给您”。
哥史蒂文公司的Darrell Banks是如此阐述他的观点的：
“我想和您谈谈有关降低您公司移动电话费用的同时，又可以减少电话错过数量的方法。贵司目前的业务计划中电话的数量是多少？”
这里的价值非常好。我不想在这个明确的条款里面再发表任何观点。我的建议是使用一些有回旋余地的词，例如，“根据您目前所接受的移动电话服务，我们或许有一些可以帮助您……的选择。”
我也要把“我想和您谈谈有关……”这句话剔除，因为这意味着我想从对方那里兜揽生意。
我个人倾向于使用第三人称的说法，意味着我们已经为别人那样做了：
“我们为那些使用移动电话进行业务开展的公司提供服务，帮助他们减少电话错过的数量，而且通常能够为他们节约电话经费。贵司目前的业务计划里面有多少电话数？“
我希望能够从我的那些在移动电话行业里面的读者朋友分享一些他们的亲身经验和成功心得。我没有失望。来自斯布林特公司的James Perry的建议：
来自与那个电话销售业务员相同行业的我经常看到和听到他那样的打电话方式，直到他们接受培训为止。他所犯的第一个错误是他不知道自己所打电话过去的对方所处的行业。其实通过互联网就可以快捷地解决那个障碍。
你这样做的好处在于他会明白你是专业为客户提供解决方案的销售员/咨询公司，让对方更加容易接受你。有一个方法是：
“你好，亚特。我是XYZ通信公司的John Doe。我们常常服务于咨询公司的老板并发现了一些各企业都相似的挑战。”
获取客户的信息；
离开办公室时的信息获取；
对客户需求的有效反应和多种反应。
亚特，我不清楚这些挑战在贵司是否也同样遇到，但假如您可以给我一个机会让我明白贵司的操作方式，我会非常感谢，而且我也可以看看我司是否能够为贵司的战略锦上添花。
非常好。我在研讨会上已经听过无数种不同的开场白，我知道有些人喜欢说，“哎呀，那个太冗长了。”有些东西因为它不够有趣所以显得太冗长。如果是关于听者的，你可以有一些余地。另外，切记，当你说一些精美的语句时，它不会显得冗长，只要是关于听者的。
我收到许多值得一提的好建议。我计划在今年把一些重要的学习资料发表出来供大家学习探讨，这里面有许多范例会告诉我们做什么和不要做什么，以及对一些实际的电话和开场白进行检讨。请大家密切关注！
同时，如果你觉得你想创造一个最佳的开场白并希望我予以评价的话，我建议你赶紧订我的“如何建立创造兴趣的开场白”CD。
你会通过大量的逐词逐句的范例循序渐进地得到提升。我会通过电子邮件对你的开场白进行免费地评价。立即行动吧。
来自读者包装热线的Heidi R. Stout 提出，“坚持不懈要大于抵触。”
去吧，创造你的最出色的一周！
(roughguy)
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oh.that's really great translation!!!
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终于等到了呵呵。。。开始工作。。
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鼓掌,翻译的好好啊/...............
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在电话推销中，开场白是决定成败的最关键因素。
在文字推销中，标题是决定成败的最关键因素。（包括电子邮件推销）
所以，我们需要不断学习和提高，即：实践、衡量、修改、再实践。我们的每周论坛也将是不断地讨论同样的话题，反复研讨。希望你自己亲自动手，积极参与。不仅是提高中英文的能力，也可以在生活和工作中，用到这些推销的思路和技巧。（包括对：亲朋好友、员工、同事、老板、客户、供应商、恋爱对象、配偶等）
在形式上，希望你按“一段英文一段中文”方式，以便对照。如果长的，按两次上贴。谢谢。
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下次分两回上贴啦.实在是太长，所以，把原文部分都去掉以后才可以合并到一个帖子。 :L
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This Week's Tip:
Botched Call Opening Suggestions
修正拙劣来电开场白的建议.
Greetings!
Here's the second installment of the responses
I received from fellow readers after asking
what the clueless cell phone caller should
have said to get attention, pique curiosity
and interest, and even have a shot at making
a product recommendation when he called me.
“当他给我打电话时,这个笨拙的来电者原本应该怎样表述才能吸引我的注意,并让我感到好奇,产生兴趣,甚至试着向我推销产品?” , 关于这个问题我收到了相关读者的回复,这里是回复的第二部分.
If you're just now joining this series of
events, I first described the botched call
two weeks ago. See it here:
如果你是刚刚加入这个活动系列的,那请先看一下我两周前对这个拙劣电话的描述:
Earlier this week I printed some of the best
responses I received, along with my comments:
本周早些时候,我把一些最好的回复连同我的注解一并打印出来了.
Today we're focusing on the critical part of
the call where success or failure is usually
determined: the opening statement.
今天我们来关注一下通常决定一通电话成功或失败的关键部分:开场白.
First, a few key points:
首先注意以下的关键点:
-there is not one, singular, exclusive, this-
is-the-only-way-to-do-it way to open a prospecting
call (despite what some people who sell their
systems say in their advertising.)
——世上没有独一无二,统一模式的营销电话.(哪怕有人为了推销他的理念,在广告销售系统里说有.)
-The desired end result of an opening -- interest
and curiosity and a desire to speak with the
caller -- is what is most important. With that
said, there are definitely words, phrases and
techniques to avoid which I know through 25
years of experience cause resistance.
——以期望得到的结果来构思你的开场白——对来电者深感兴趣和好奇，并愿意和他谈谈—这是最重要的。根据以上的表述，以明确的措辞,表达，和技巧来避免招人反感，这是通过我25年来的经验总结的。
-there are also things TO DO which give you a
greater chance for success, while minimizing
the chance of resistance. That's what I teach.
——而且，还可以做点事情使成功的机会最大化，使招人反感的几率最小化。这正是我所要教的东西。
-the way in which you PRESENT your opening --
your voice, inflection, pacing, overall delivery --
can make poorly-chosen words sound good, and
well-crafted openings sound bad. That doesn't
mean I suggest the poorer alternatives, it just
means that some people can get away with bad
technique by masking it with charisma.
你的开场白的方式—你的声音，表情，语速和整体的表达可以使贫乏的措辞听起来悦耳，同时也可以使精心策划的开场白听起来也会变得一团糟。这并不意味着我建议选择差的措辞，我的意思是人们可以通过超凡魅力弥补用词的不足，从而走向成功。
-great openings always have &possible-value&
statements. This is the &what's in it for
them& part. That's the reason they'll listen
优秀的开场白总是含有‘可能带来的价值’这样的表述。这部分是‘产品能带来什么价值’。这也是他们听我们讲下去的理由。
-great openings do not include things that could
cause resistance, such as mentioning the word
&appointment,& or saying what you want to do
before you state what you could do for them.
优秀的开场白不会包含有可能引起反感的字句，例如提到‘见面’，或在你确定能够做到某事之前就说你想这样做。
I could go on and on, but that would take some
time. (We do cover it in detail in my How to
Develop Interest-Creating Openings CD)
我可以继续谈下去，但那是需要时间的。（我们会在那盘CD“怎样展开一个产生兴趣的开场白”里面详细解说这些。）
Let's get into some of the good suggestions.
让我们来看看一些好的建议。
Telesales College graduate Joan Gerland with
Chieftain Wild Rice Company submitted this
opening suggestion:
&Hi Art, this is _____________ with ABC Cell
Phone. We specialize in helping companies that
use cell phones for business purposes reduce
the number of dropped calls, increase coverage
and perhaps save money due to these issues. If
I have caught you at a good time, I would like
to ask you some questions to see if our services
could benefit your company.&
电话营销学院研究生，Chieftain Wild Rice公司的Joan Gerland回复了这样一条开场白的建议：
‘你好，亚特，我是ABC公司的某某，我们专业帮那些使用手机开展业务的公司减少错过的电话，增加电话覆盖面，并可能依据实际情况为您省钱。如果方便的话，我想向您咨询一些问题，看看我们的服务是否能为您公司带来利益。
I like this because she frames a category that
prospects are likely in (companies that use cell
phones for business purposes) and then lists several
possible-value statements: reducing the number of
dropped calls, increased coverage and perhaps
saving money.
-------------------------------------
我欣赏这个开场白，因为这里划定了一个框架，限定在那些”使用手机开展业务的公司”,并且随后列举了几个句子“可能带来的价值”：减少错过的电话，增加覆盖面，可能为您省钱等等。
Samantha Wilson with Strike Group Australia
suggested a possible-value statement like
澳大利亚Strike集团的Samantha Wilson建议这样来表述可能带来的价值：
&We have an introductory offer that might possibly
benefit your business if your employees or you
have a cell phone or account.&
我们提供一份介绍性的资料给您，如果你或你的员工有手机或用帐户，那么这将很可能对你的业务有益。
What's good here is that if I do have a cell phone
or account, the hint of an &introductory offer&
might just buy him enough time to keep me on
the phone.
这个开场白的卖点在于,如果我是有使用手机或帐户，‘介绍性’的暗示可能只是买他足够的时间使我能够打完这通电话。
And as we had mentioned the other day, she adds
&Don't ever tell them that you can save them money.
We don't know yet.&
-------------------------------------
当我们提到另一种方式，她补充道：“千万别告诉他们你能为他们省钱。我们现在还不知道能否确定这一点。”
Jay Skinner, Director of Sales for Stratis Corporation
suggested,
Stratis公司的销售总监Jay Skinner说：
&We work with companies and business people who use
cell phones and we find ways for them to have the
service they like for less money... and that's without
any obligation. How's that sound?&.
“我们和使用手机开展业务的公司和个人合作，我们找到了以他们所喜欢的方式来为他们省钱而不是带有任何的强制性，这听起来如何？”
UID 103127
福步币 12 块
阅读权限 40
I liked the possible-value part. I would, however, change
the ending question. Remember, we're hitting people out
of the blue here. Everyone has built-in sales resistance.
Asking &How's that sound?& might put them in a position
where they don't want to commit to anything...kind of
like being approached in a store by sales clerk and
then saying &Just looking.& when they ask if they can
我很喜欢“可能带来的价值”这一点，然而我会改变结束时的问话。记住，这里的情形是我们给了对方突然的一击。每一个人刚开始都会给对方制造拒绝自己的机会。。当问到“您觉得怎么样？”时，可能刚好给了对方拒绝的理由。就象商店里的售货员对顾客说：“您想买点什么？”时，他通常会回答：“只是看看”
Instead, just end with, &...and I'd like to ask a couple
of questions to see if I could provide more information.&
-------------------------------------
相反，结尾要这样说“我想问两个问题来看看我是否能向您提供更多的信息”
Darrell Banks
submitted this one:
的Darrell Banks这样说了一点：
&I would like to talk to you about some ways to reduce
your number of dropped calls while lowering the cost of
your company's cell phone expense. How many phones do
you have on your current business plan?
我想和您谈一谈如何降低您公司手机的费用的同时减少错过的电话。您计划目前的业务中使用多少电话？
The value here is good, I just wouldn't word the
statements in definite terms. A suggestion is to use
&weasel words,& such &Depending on what you're
experiencing now with your cell service, we might
have some options to help you...&
这里的价值是很好的，我就不在如此明朗的表述里再发表看法。提一个建议就是用“模糊语”，像“根据您现在在手机中使用的服务，我们可能有些方法来帮到你。
I'd also take out the &I'd like to talk to you about,&
since that could imply that I'm going to give you a pitch.
我也接受这一点“我想和你谈谈关于那个问题”因为这就暗示了我将给了一个定调。
Personally, I'd put it in terms of a third party reference,
meaning you've done it for others:
个人来讲，我会选择第三人称的口吻，这意味这你是站在他人的立场来分析问题的。
&We work with companies who use cell phone in their
business, helping them reduce the number of dropped calls
and often lowering the cost of their cell expenses. How
many phones do you have on your current business plan?
-------------------------------------
我们与在业务中使用手机的公司合作，帮助他们减少错过的电话，并且常常降低他们的话费。请问你们公司的电话有多少？
I hoped I would hear from some readers actually in
the cell industry who could share from a position of
experience and success. I wasn't disappointed. Here's
what James Perry with Sprint said:
我希望能够从我的那些真正从事移动电话行业的读者朋友分享一些他们的亲身经验和成功心得。我没有失望。这里有Sprint公司的James Perry的建议：
Coming from the industry of this caller, I see and hear
his type of call frequently, until the rep is educated.
His first mistake was not knowing the industry he was
calling into. A fast and simple internet search could
have resolved this obstacle.
我跟这个打电话的是同行,我经常目睹来自该行业的人士一贯打电话的模式，直到他们受到培训才结束这种模式。他的第一个错误是不知道他的目标是哪个行业的。只要一个快捷简便的网络调查就可以解决这个问题。
Once doing so, he would have realized you are a sales/
consultant company designed to make people like him
better at what they do. One approach could have been:
一旦这样做了，他就会认识到你是销售/咨询公司，愿意使人们象他想的那样。有个方法可以这样来解决：
&Hi Art, my name is John Doe with XYZ Communications.
We frequently work with owners of consultant companies
and have found similar challenges in each company:
你好，亚特，我是XYZ通讯的John Doe，我们经常与咨询公司的老板合作，并且在每个这样的公司都发现了类似的情况：
-Access to customer information
-Connectivity while away from the office
-Efficient and multiple ways to respond to client needs
弄清客户信息
离开办公室时依然保持连通性
对客户需求的反应的有效性，多样性。
Art, I am not sure if these challenges are currently
impacting your business but would appreciate the
opportunity to understand your operations and see if
our company could compliment your current business
strategy.&
亚特，我并不确定这些问题目前是否影响了你的业务，但是非常感谢你给我机会来了解你们的操作模式，看看我们公司能否为你们目前的企业策略更好地服务。
Very nice. From having reviewed openings with groups
hundreds of times in seminars, I know some people
would say, &Ah, that's too long.& Something is too
long when it's not interesting. If it's about the
listener, you get some leeway. Plus, keep in mind,
when you deliver something in a polished, conversational
way, it does not seem long, again, as long as it
is about the listener.
这真是棒极了.从研讨会上和组员们数百次的回顾开场白，我认识到人们会说，“哎，真是冗长”，如果很枯燥的话，有时确实会觉得冗长。如果内容与听众紧密相关，你可能会有回旋的余地。另外，记住一点，当你运用完美的措辞时，就不会被认为冗长，重复一次，只要是和听众密切相关就不会觉得冗长的。
I did get plenty more that were good, and worthy of
mention. I have plans later this year to develop and
release a major learning resource for prospecting,
which will include more examples of what to do,
lots of what not to do, and reviews of actual calls
and openings. Watch for it!
我得到了大量精彩的，值得提一提的观点。我打算今年晚些时候印出来并发表供大家参考引用.这将包含作些什么和不做什么的例子，并且包含实际的电话和开场白。敬请期待。
In the meantime, if you feel you want to create
the best openings possible, and have me review what
you develop, I urge you right now to get my
&How to Develop Interest-Creating Openings& audio CD.
同时，如果你认为你可能提出最好的开场白，并让我评一评你有哪些进展，我急切请你买我的CD“怎样开展吸引兴趣的开场白”
You'll get my step-by-step process along with plenty
of word-for-word examples. And, I'll review your
opening by email, free. Get it now!
在大量逐字逐句翻译的范例里,你会逐渐得到提高。并且，我会以EMAIL免费点评你的开场白。现在就购买吧。
QUOTE OF THE WEEK
&Persistence outweighs resistance.&
Submitted by reader, Heidi R. Stout with Packaging Hotline
只有坚持才能突破阻力----读者& &Packaging Hotline的Heidi R. Stout
[ 本帖最后由 zhangzhu888 于
16:46 编辑 ]
UID 144544
积分 14142
福步币 11 块
阅读权限 80
This Week's Tip:
Botched Call Opening Suggestions
对拙笨的电话开场白的建议
Greetings!大家好！
Here's the second installment of the responses
I received from fellow readers after asking
what the clueless cell phone caller should
have said to get attention, pique curiosity
and interest, and even have a shot at making
a product recommendation when he called me.
这里是我从读者那里收到的第二期回复，问的是那个在电话里不会说话的人在打电话给我时应该说些什么以得到我的关注、引起我的好奇心和兴趣，甚至争取到推荐产品的机会。
If you're just now joining this series of
events, I first described the botched call
two weeks ago. See it here:
两个星期前我第一次阐述了那个糟糕电话的情形，如果您刚参与这一系列话题，请先看看这里：
Earlier this week I printed some of the best
responses I received, along with my comments:
在这个星期前，我从收到的回复里挑选了些最精彩的和我的评注一起打印。
Today we're focusing on the critical part of
the call where success or failure is usually
determined: the opening statement.
今天，我们把焦点集中在电话的关键环节：开场陈述。是成是败，通常由它决定。
First, a few key points: 先看些关键点：
-there is not one, singular, exclusive, this-
is-the-only-way-to-do-it way to open a prospecting
call (despite what some people who sell their
systems say in their advertising.)
-不是只有一个、或单独、或唯一，或非它不可的方法去做试探性电话的开场白。
-The desired end result of an opening -- interest
and curiosity and a desire to speak with the
caller -- is what is most important. With that
said, there are definitely words, phrases and
techniques to avoid which I know through 25
years of experience cause resistance.
-最为重要的是开场白（达到）预期目的—激起和致电者交谈的兴趣、好奇和欲望。说到这里，我从我25年的经验中懂得，关于遭到抵触，要避免一些过激的词语、词组和技巧。
-there are also things TO DO which give you a
greater chance for success, while minimizing
the chance of resistance. That's what I teach.
-给你一个更能取得成功的机会，你也要做些事情，同时要把遭到抵触的机率减到最小。这是我说的。
-the way in which you PRESENT your opening --
your voice, inflection, pacing, overall delivery --
can make poorly-chosen words sound good, and
well-crafted openings sound bad. That doesn't
mean I suggest the poorer alternatives, it just
means that some people can get away with bad
technique by masking it with charisma.
-你陈述开场白的方式——你的声音、音调、语速、要传达的全部信息，能使随意用到的词语让人听起来好听，但使精心调整过的的开场白让人听起来难听。这并不意味着我建议你用更糟糕的词语，这仅仅说明人们可以通过对用词的精心粉饰，而不因差劲的技巧惹祸上身。
-great openings always have &possible-value&
statements. This is the &what's in it for
them& part. That's the reason they'll listen
-好的开场白总包含有“可能价值”的说词。就是“为他们准备了些什么”这一环节。那是他愿当我们的听众的理由。
-great openings do not include things that could
cause resistance, such as mentioning the word
&appointment,& or saying what you want to do
before you state what you could do for them.
好的开场白不会藏着抵触的诱因，就如提到“约会”一词，或如惯语在你说你能为人效劳之前你想做些什么。
I could go on and on, but that would take some
time. (We do cover it in detail in my How to
Develop Interest-Creating Openings CD)
我可以不停地说，但时间不允许。（在我的‘如何设计趣意的开场白’CD版里再详细解析）
Let's get into some of the good suggestions.
让我们看些好建议。
Telesales College graduate Joan Gerland with
Chieftain Wild Rice Company submitted this
opening suggestion:
Chieftain Wild Rice 公司的琼•格尔兰对开场白建议如下：
&Hi Art, this is _____________ with ABC Cell
Phone. We specialize in helping companies that
use cell phones for business purposes reduce
the number of dropped calls, increase coverage
and perhaps save money due to these issues. If
I have caught you at a good time, I would like
to ask you some questions to see if our services
could benefit your company.&
“您好,阿特，我是XXX电话公司的XXX。我们从事于电话业务，能帮你们提高电话业绩，拓广业务范围，由于有了这些服务，可能还可以节省开销。如果您方便的话，我很想问您几个问题，看看我们的服务能否使贵公司受益。”
I like this because she frames a category that
prospects are likely in (companies that use cell
phones for business purposes) and then lists several
possible-value statements: reducing the number of
dropped calls, increased coverage and perhaps
saving money.
我喜欢这个开场白，因为她构造出一个符合潜在客户心意的轮廓（以从事电话业务为目的的公司），然后列出了几条存在可能价值的陈辞：提高电话业绩、拓广业务范围和可能节省开销。
-------------------------------------
Samantha Wilson with Strike Group Australia
suggested a possible-value statement like
澳大利亚Strike Group的萨曼塔•威尔逊提出了有可能价值的建议：
&We have an introductory offer that might possibly
benefit your business if your employees or you
have a cell phone or account.&
“我简单地说介绍一下我们的服务，如果你的员工或你有这样的手机或帐号，您公司很可能因我们的服务受益。”
What's good here is that if I do have a cell phone
or account, the hint of an &introductory offer&
might just buy him enough time to keep me on
the phone.
这个建议妙就妙在我确实有手机或帐号，“服务简介”暗示着可能让他有足够的时间和我在电话里聊。
And as we had mentioned the other day, she adds
&Don't ever tell them that you can save them money.
We don't know yet.&
还有，如我们上次所提到的，她补充说“不要尝试告诉他们你能为他们节省开销。能与不能，我们还不知道。”
-------------------------------------
Jay Skinner, Director of Sales for Stratis Corporation
suggested,
Stratis 公司的营销部主管杰•斯金纳建议，
&We work with companies and business people who use
cell phones and we find ways for them to have the
service they like for less money... and that's without
any obligation. How's that sound?&.
“我们服务于使用手机的公司和商务人士，我们为他们节省开销寻找解决方法…乐意为您效劳。您意下如何？”
I liked the possible-value part. I would, however, change
the ending question. Remember, we're hitting people out
of the blue here. Everyone has built-in sales resistance.
Asking &How's that sound?& might put them in a position
where they don't want to commit to anything...kind of
like being approached in a store by sales clerk and
then saying &Just looking.& when they ask if they can
我喜欢有可能价值的部分。但我会改变结尾的询问。记住，我们是在捉住人们的心理。每个人都会对推销自然地做出抵触的心理。你这样问“您意下如何？”可能会使他们不想做出任何答复…就像在商店里导购员靠近你问有什么需要忙的，你然后对导购员说“只是看看。”一样。
Instead, just end with, &...and I'd like to ask a couple
of questions to see if I could provide more information.&
不如这样说，“…我想问几个问题看看我能否为您提供更多的信息。”
-------------------------------------
UID 144544
积分 14142
福步币 11 块
阅读权限 80
Darrell Banks
submitted this one:
的达雷尔•班克斯这样建议：
&I would like to talk to you about some ways to reduce
your number of dropped calls while lowering the cost of
your company's cell phone expense. How many phones do
you have on your current business plan?
“我想和你谈谈，关于提高电话业绩和降低手机费用成本的方案。以您公司目前的情况，您们的电话数量是多少？”
The value here is good, I just wouldn't word the
statements in definite terms. A suggestion is to use
&weasel words,& such &Depending on what you're
experiencing now with your cell service, we might
have some options to help you...&
这个建议有很好的价值体现。我一时会想不出这样的说词。建议里使用“含糊其辞的推脱话”，如“看您们电话费用情况，我们可能有些适合您们的方案…”
I'd also take out the &I'd like to talk to you about,&
since that could imply that I'm going to give you a pitch.
我同样不会要这句“我想和您就…谈谈”，因为这样是暗示着我愿和你谈。
Personally, I'd put it in terms of a third party reference,
meaning you've done it for others:
我的做法，我会提及第三方，这意味着帮助过其他公司或个人：
&We work with companies who use cell phone in their
business, helping them reduce the number of dropped calls
and often lowering the cost of their cell expenses. How
many phones do you have on your current business plan?
“我们服务于在业务上用得上手机的公司，帮助他们提高电话业绩，通常地同时也降低了手机费用。就目前来看，您们的电话业务量有多少？”
-------------------------------------
I hoped I would hear from some readers actually in
the cell industry who could share from a position of
experience and success. I wasn't disappointed. Here's
what James Perry with Sprint said:
我希望听到些从事电话行业的读者的建议，并能分享一下他们的成功经验。我收到了这样的建议。Sprint的詹姆斯•碧莱说：
Coming from the industry of this caller, I see and hear
his type of call frequently, until the rep is educated.
His first mistake was not knowing the industry he was
calling into. A fast and simple internet search could
have resolved this obstacle.
我是和这个打电话的人一个行业的，我看和听了他频繁拨号的方式，直到有人指导了那个推销员。他的第一个错误不是他不知道他打电话的公司是哪什么行业的。只需一个快速简单的网上搜索就能跨越这一障碍。
Once doing so, he would have realized you are a sales/
consultant company designed to make people like him
better at what they do. One approach could have been:
一旦这样做，他会意识到你是一家促销或咨询服务公司，为帮助人们像他那样把自己从事的做得更好而设的。有一个方法：
&Hi Art, my name is John Doe with XYZ Communications.
We frequently work with owners of consultant companies
and have found similar challenges in each company:
“您好，阿特，我是XYZ信息交流公司的约翰•度，我们的服务对象绝大多数是咨询公司的业主，并且我们服务过的公司，都比以前大不一样：
-Access to customer information
-Connectivity while away from the office
-Efficient and multiple ways to respond to client needs
-获得客户信息
-办公室以外办公
-高效率、多渠道地回应客户需求
Art, I am not sure if these challenges are currently
impacting your business but would appreciate the
opportunity to understand your operations and see if
our company could compliment your current business
strategy.&
阿特，我不确定这些挑战目前对您公司是否是一种冲击，但我会感激能对您们的操作方式做个了解的机会，看看我们能否提供符合贵公司要求的服务。”
Very nice. From having reviewed openings with groups
hundreds of times in seminars, I know some people
would say, &Ah, that's too long.& Something is too
long when it's not interesting. If it's about the
listener, you get some leeway. Plus, keep in mind,
when you deliver something in a polished, conversational
way, it does not seem long, again, as long as it
is about the listener.
很棒。在一些研讨会上收到成百上千份开场白，我知道有些人会说，“啊，太长了吧。”没点趣味的东西，才叫长哩。这是关于听众而言的，你可听可不听。还有，记着，当你在以精练、健谈的方式传送某些信息的时候，不会觉得冗长，再说一次，只要它是关于听众的。
I did get plenty more that were good, and worthy of
mention. I have plans later this year to develop and
release a major learning resource for prospecting,
which will include more examples of what to do,
lots of what not to do, and reviews of actual calls
and openings. Watch for it!
如果我能收到更多这样的好建议就好了，又可以拿出来与大家共享了。我计划年后针对试探性这样的话题设计和发表一些学习资源，其中会列举一些实例，哪些该做，哪些更不该做，还有一些电话和开场白实例点评。共同期待吧！
In the meantime, if you feel you want to create
the best openings possible, and have me review what
you develop, I urge you right now to get my
&How to Develop Interest-Creating Openings& audio CD.
同时，如果你想最好的开场白成为可能，让我帮你看一下你是怎么写的，我敦促你现在就去购买我的“如何设计趣意的开场白”CD光盘。
You'll get my step-by-step process along with plenty
of word-for-word examples. And, I'll review your
opening by email, free. Get it now!
看了我词对词的举例，你的能力会像芝麻开花般节节高的。而且我会免费为你以电邮的方式修改你的开场白。赶紧购买吧！
QUOTE OF THE WEEK
&Persistence outweighs resistance.&
Submitted by reader, Heidi R. Stout with Packaging Hotline
“抵抗不可怕，只怕不坚持。”
Go and have your best week ever!
努力，为您最了不起的一个星期！
UID 126798
福步币 12 块
阅读权限 40
This Week's Tip:
Botched Call Opening Suggestions
拙劣电话开场白修补的建议
Greetings!
Here's the second installment of the responses
I received from fellow readers after asking
what the clueless cell phone caller should
have said to get attention, pique curiosity
and interest, and even have a shot at making
a product recommendation when he called me.
这是在我问过这个笨蛋推销员应该怎样引起注意力,好奇心和兴趣,以及在他打电话给我的时候试着去做产品的推荐,关于大家回复的第二部分.
If you're just now joining this series of
events, I first described the botched call
two weeks ago. See it here:
如果你是刚刚参与进来的话,我先把两周前的拙劣电话复述一下.请看:
Earlier this week I printed some of the best
responses I received, along with my comments:
这个星期开头,我点评了我收到的一些好的回复,给出了我自己的看法.
Today we're focusing on the critical part of
the call where success or failure is usually
determined: the opening statement.
今天我们着重讨论电话推销成功与否的关键一般是由开场白决定的.
First, a few key points:
首先,几点要点:
-there is not one, singular, exclusive, this-
is-the-only-way-to-do-it way to open a prospecting
call (despite what some people who sell their
systems say in their advertising.)
不是一个,单独的,排他的,是唯一的开始有效电话的方法(不论那些推销的人在他们的广告中说什么).
-The desired end result of an opening -- interest
and curiosity and a desire to speak with the
caller -- is what is most important. With that
said, there are definitely words, phrases and
techniques to avoid which I know through 25
years of experience cause resistance.
开场白的最终目标(兴趣、好奇心和与推销者的交谈欲望)是非常重要的.就是说, 以我25年经验所知,要用简洁干脆的语言、短语和技巧来避免引起反感.
-there are also things TO DO which give you a
greater chance for success, while minimizing
the chance of resistance. That's what I teach.
虽然把引起反感的机会减到最小,也有一些要做的事情会有成功的机会.
-the way in which you PRESENT your opening --
your voice, inflection, pacing, overall delivery --
can make poorly-chosen words sound good, and
well-crafted openings sound bad. That doesn't
mean I suggest the poorer alternatives, it just
means that some people can get away with bad
technique by masking it with charisma.
你表现开场白的方式(声音、语气语调、语速及所有的表达方式)可以使贫乏的语言很动听,矫揉造作的开场白将会很糟糕.我不是说我建议这种矫揉造作,仅仅是说一些人通过修饰来掩盖技巧上的不足.
-great openings always have &possible-value&
statements. This is the &what's in it for
them& part. That's the reason they'll listen
优秀的开场白包括”潜在的价值”表述.这在”他们能得到什么”这部分.这是他为什么听我们说的原因.
-great openings do not include things that could
cause resistance, such as mentioning the word
&appointment,& or saying what you want to do
before you state what you could do for them.
好的开场白不会包括那些引起反感的信息,像涉及到”会面”的字眼,或者在你开始说能为他们做什么之前就说你想做什么.
I could go on and on, but that would take some
time. (We do cover it in detail in my How to
Develop Interest-Creating Openings CD)
我不能一一举例了,那会很花时间的.(在我的”怎样做好引起兴趣的开场白”CD中都有详细说明.)
Let's get into some of the good suggestions.
让我们来看看一些好的建议.
Telesales College graduate Joan Gerland with
Chieftain Wild Rice Company submitted this
opening suggestion:
Chieftain Wild Rice 公司的电话营销学院的毕业生Joan的建议如下:
&Hi Art, this is _____________ with ABC Cell
Phone. We specialize in helping companies that
use cell phones for business purposes reduce
the number of dropped calls, increase coverage
and perhaps save money due to these issues. If
I have caught you at a good time, I would like
to ask you some questions to see if our services
could benefit your company.&
”阿特,你好.这是ABC电话公司的XX.我们专业帮助那些以商业目的使用移动电话的公司,减少不必要的电话,增加覆盖率,也许还可以在这些方面省钱.如果时间适当,我想问一些问题看看我们的服务是否有益于贵公司.”
I like this because she frames a category that
prospects are likely in (companies that use cell
phones for business purposes) and then lists several
possible-value statements: reducing the number of
dropped calls, increased coverage and perhaps
saving money.
-------------------------------------
我喜欢这个是因为她把目标客户划定范围(那些以商业目的使用移动电话的公司),然后列举了一些潜在的价值: 减少不必要的电话,增加覆盖率,可能省钱.
Samantha Wilson with Strike Group Australia
suggested a possible-value statement like
澳大利亚Strike Group 的萨曼塔.威尔逊对潜在价值表述的建议:
&We have an introductory offer that might possibly
benefit your business if your employees or you
have a cell phone or account.&
”如果你或者你的员工使用移动电话或者帐号,我们介绍的提议也许有益于你.”
What's good here is that if I do have a cell phone
or account, the hint of an &introductory offer&
might just buy him enough time to keep me on
the phone.
这个表述好在如果我真的有移动电话或者帐号, “介绍的提议”的暗示会让我抽出时间听电话.
And as we had mentioned the other day, she adds
&Don't ever tell them that you can save them money.
We don't know yet.&
-------------------------------------
像我们那天所提及的,她补充到”不要在任何时候都告诉他你可以帮他省钱.能与不能,我们还不知道.”
Jay Skinner, Director of Sales for Stratis Corporation
suggested,
Stratis公司的销售经理Jay Skinner说,
&We work with companies and business people who use
cell phones and we find ways for them to have the
service they like for less money... and that's without
any obligation. How's that sound?&.
”我们和使用移动电话的客户和公司合作,我们让他们花最少的钱享受到他们想要的服务…而且那不需要附加任何义务.你认为如何?”
UID 126798
福步币 12 块
阅读权限 40
I liked the possible-value part. I would, however, change
the ending question. Remember, we're hitting people out
of the blue here. Everyone has built-in sales resistance.
Asking &How's that sound?& might put them in a position
where they don't want to commit to anything...kind of
like being approached in a store by sales clerk and
then saying &Just looking.& when they ask if they can
我喜欢潜在的价值这部分.然而,我想改变一下最后的问题.记住,我们是使客户摆脱阴霾的.每个人对推销都有抵触.问”你认为如何”会把他们推到一个他们并不想承诺任何事的境地.就像在商店,当售货员走近问有什么需要帮忙的,回答只是”随便看看”.
Instead, just end with, &...and I'd like to ask a couple
of questions to see if I could provide more information.&
-------------------------------------
应该以”我想问一些问题看是否我可以提供一些信息”来结尾.
Darrell Banks
submitted this one:
的Darrell Banks如是说:
&I would like to talk to you about some ways to reduce
your number of dropped calls while lowering the cost of
your company's cell phone expense. How many phones do
you have on your current business plan?
”我想和你谈谈一些减少不必要电话的方法以缩减你们公司的电话开支.在你目前的工作计划中电话量是多少?”
The value here is good, I just wouldn't word the
statements in definite terms. A suggestion is to use
&weasel words,& such &Depending on what you're
experiencing now with your cell service, we might
have some options to help you...&
这个建议体现的价值很好,我也想不出会有这样简洁明确的表述.建议使用”遁词”,像”根据现在你使用移动电话的体会,我们有一些方法也许可以帮助你…”
I'd also take out the &I'd like to talk to you about,&
since that could imply that I'm going to give you a pitch.
我把”我想和你谈谈关于”剔除,因为那暗含着我将会对你推销.
Personally, I'd put it in terms of a third party reference,
meaning you've done it for others:
我会以第三人称的角度来说明,意味着你帮其他人在做了:
&We work with companies who use cell phone in their
business, helping them reduce the number of dropped calls
and often lowering the cost of their cell expenses. How
many phones do you have on your current business plan?
-------------------------------------
”我们和那些使用移动电话的公司合作,帮助他们减少不必要的电话,缩减他们公司的电话开支. 在你目前的工作计划中电话量是多少?”
I hoped I would hear from some readers actually in
the cell industry who could share from a position of
experience and success. I wasn't disappointed. Here's
what James Perry with Sprint said:
我希望可以收到一些在电话公司工作的读者的来信,可以跟我们分享一下成功的经验.我没有失望. Sprint公司的James Perry说:
Coming from the industry of this caller, I see and hear
his type of call frequently, until the rep is educated.
His first mistake was not knowing the industry he was
calling into. A fast and simple internet search could
have resolved this obstacle.
来自这个来电者的公司, 直到他接受培训之前我经常能听到和看到他打这种电话.他第一个错误就是不了解他打电话去的是什么样的公司.简单快速的上网搜索一下就可以解决这个问题.
Once doing so, he would have realized you are a sales/
consultant company designed to make people like him
better at what they do. One approach could have been:
一旦这样做,他会认识到你是一个推销员或者使人们更喜欢他们所作所为的咨询公司.有一个方法可以解决:
&Hi Art, my name is John Doe with XYZ Communications.
We frequently work with owners of consultant companies
and have found similar challenges in each company:
”阿特你好.我是XYZ通信公司的John Doe.我们经常和咨询公司的老板打交道,发现在每一个公司都会遇到相似的挑战:
-Access to customer information
-Connectivity while away from the office
-Efficient and multiple ways to respond to client needs
掌握客户信息;不在办公室时也要联系得上;及时地,想尽各种办法满足客户需求.
Art, I am not sure if these challenges are currently
impacting your business but would appreciate the
opportunity to understand your operations and see if
our company could compliment your current business
strategy.&
阿特,我不确定是否这些挑战经常影响你的业务,但是很感激有了解你工作的机会,看我们公司是否可以对目前你的营销策略表示祝贺.
Very nice. From having reviewed openings with groups
hundreds of times in seminars, I know some people
would say, &Ah, that's too long.& Something is too
long when it's not interesting. If it's about the
listener, you get some leeway. Plus, keep in mind,
when you deliver something in a polished, conversational
way, it does not seem long, again, as long as it
is about the listener.
很好.在研讨会上和大家很多次来回顾开场白,我知道有些人会说,”啊,太长了.”当你不是很感兴趣的时候就会觉得很长.但对于那些听者来说,你错过了很多.另外,谨记,当你以精练的会话来表达时似乎就不会很长.再次,长不长还在于听者.
I did get plenty more that were good, and worthy of
mention. I have plans later this year to develop and
release a major learning resource for prospecting,
which will include more examples of what to do,
lots of what not to do, and reviews of actual calls
and openings. Watch for it!
我收到了很多很好的回复,很值得提及.我计划今年下半年发表一篇关于有效电话的主要学习方法,会有很多应该做什么,不该做什么的事例,以及实质性的电话及开场白的回顾.期待吧!
In the meantime, if you feel you want to create
the best openings possible, and have me review what
you develop, I urge you right now to get my
&How to Develop Interest-Creating Openings& audio CD.
同时,如果你觉得你可以作出更好的电话开场白,需要我评论的话,我劝你立即购买我的”怎样创造引起兴趣的开场白”的CD.
You'll get my step-by-step process along with plenty
of word-for-word examples. And, I'll review your
opening by email, free. Get it now!
你可以获得我按部就班的课程步骤和大量的逐字逐句分析的例子.另外,我会通过email免费评论你们的开场白.加油吧!
QUOTE OF THE WEEK
&Persistence outweighs resistance.&
Submitted by reader, Heidi R. Stout with Packaging Hotline
”坚持不懈定能解除抵触”来自读者Packaging Hotline公司的Heidi R. Stout.
Go and have your best week ever!
去拥有你最棒的一周吧!
UID 111530
积分 39159
福步币 96 块
阅读权限 150
原帖由 YITIN 于
10:59 发表
&Persistence outweighs resistance.&
Submitted by reader, Heidi R. Stout with Packaging Hotline
“抵抗不可怕，只怕不坚持。”还有：
水滴石穿。
坚持不懈让人无法拒绝。
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