職場英語之銷售行業

　　導語：銷售行業，有人認為銷售人員招人喜歡業績才能飆升，有的認為，尊重比討喜重要。

　　Ask most veteran sales professionals and they'll tell you that they've closed plenty of sales simplybecause of the relationship they had with a customer.

　　若咨詢大多數的資深銷售人員，他們就會告訴你，他們能簽下了那么多訂單僅僅是因為他們與顧客的關系密切。

　　It goes without saying that being both liked and respected is the best a sales rep can hope for, but best case scenarios happen about as often as do worst case scenarios. So, if you have to decide between being liked or respected, which path should you choose?

　　若既受喜愛也被尊重，毫無疑問是銷售代表最希望的結果了，但最好的情況與最壞的情況出現的概率是一樣的。所以，如果必須在受歡迎與受尊重兩者之間選一種，你會怎么選擇?

　　Why Being Liked is More Important than Being Respected

　　受歡迎比受尊重重要的理由

　　Though some may disagree, everyone wants to be liked by others. Same hold trues for those in sales.

　　雖然有的人不太同意，因為每個人都希望被他人喜歡。在銷售領域也一樣。

　　Being liked by others makes everything in life a bit easier. Just imagine if no one liked you? Not only would you be unfulfilled, but you'd also really struggle in your sales career.

　　被他人喜愛能讓生活的方方面面變得更輕松。想象一下如果沒有人喜歡你是怎樣的?不僅會感到毫無成就感，你還得在自己的銷售事業里掙扎生存。

　　Plus, for those in sales, when customers like you, they are significantly more likely to buy from you. Simple, right? Being liked is more important than being respected.

　　再者，對于銷售領域的人士來說，當顧客喜歡你，他們通常都會購買你的產品。這很簡單，對嗎?所以受歡迎比受尊重更重要。

　　Or maybe not.

　　或者不。

　　Why Being Respected is More Important than Being Liked

　　受尊重比受歡迎更重要的理由

　　Being liked is good and all, but it doesn't do all that much for your career, long term. Consider this, let's say you are engaged in a sales cycle with a two different clients. The first client really likes you and the second client respects your knowledge, your approach and how you challenge her when she needs to be challenged.

　　被顧客喜愛的感覺很好，但總體來說，這對你的事業長期發展沒有一點促進的作用。想一想，假如你在銷售的循環周期里兼顧著2位不同客戶的業務。第一位客戶很喜歡你，而第二位客戶欣賞你的銷售知識、策略以及當她需要一點刺激的時候你給予刺激的方式。

　　Assume that you close both sales. Congratulations! But ask yourself a question (and be honest with your answer): Of these two clients, which is more likely to give you a solid reference that you can share with future prospects? Moreover, which client is more likely to consider you next time she has a need that you and your sales company may be able to satisfy?

　　假如兩位客人的訂單都簽下了。恭喜你!但你可以給自己提問一個問題(并且如實回答)：在這兩位客戶中，哪一位能給你提供更有力的參考價值以便將來的前景作為參考?再者，哪一位客人更會考慮下一次的合作，因為她認為你的公司和你的服務讓她更滿意?

　　The client who likes you may give you a reference because of the fact that they like you but it will pale in effect when compared to the reference from the client who respects you.

　　喜歡你的客戶會給你一個參考的意見，因為他們喜歡你，但與尊敬你的客戶的意見相比就會顯得蒼白無力。

　　Being liked is good, no doubt, but for long term career minded sales professionals, being respected is more important.

　　被客戶喜歡的一件好事，這是毫無疑問的，但對于有意長期從事銷售行業的專業人員來說，受客戶尊敬更重要。

　　So, Which is Really Better? To be Liked or to be Respected?

　　所以，哪一種更好?受喜愛還是受尊重?

　　In this writer's opinion, being respected is better for your career and being liked is better for your social life and psyche. Being a respected sales professional is critical in a world where so many people hold a negative opinion of sales people. In addition, due in part of the negative opinion of sales people, when you try to be liked by prospects, you risk turning them off completely.

　　就本文作者的觀點，受尊敬對于職業的發展更有好處，而受喜愛就對于社交生活和心理狀態更有好處。在充滿消極態度的銷售人士的圈子里，能否得到他人的尊敬對于職業生存和發展至關重要。再者，由于一部分銷售人員的消極觀念，當你以努力爭取他人的喜愛為職業前景時，你就要面臨與世隔絕的風險。

　　Stick to doing the best job you possibly can for your customers. Be fully honest. Know your industry and know your strengths and your weaknesses and strive to earn lasting respect. Doing so will earn you a customer for life instead of a new friend to have a beer with after work.

　　堅持給予顧客最好的服務。全心全意，真誠付出。充分了解你的行業特點，個人優勢和不足，并盡最大的力量贏取他人的尊敬。這樣能讓你贏得的是終生的客戶，而不是下班后一起喝啤酒的朋友。

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