销售技巧(2/2)-英语听力

[00:00.15]Now, Dale Freidman, I know you have a very different approach.
Dale Freidman，我知道你的方法很不一样。 [00:04.70]I would say so, yes. In my line of business, it's all about perceived benefits.
我想是的。在我这行，最重要的是感知到的好处。 [00:11.15]There are some tangible ones like, for example, use of natural ingredients in our deodorants,
有一些实际的方法，例如，在除臭剂中使用天然成分 [00:18.06]but everyone in the industry copies ideas, so it's difficult to sustain any kind of technical competitive advantage for long.
但这个行业的每个人都在复制创意，所以很难长期保持任何一种技术竞争优势。 [00:27.65]So, I use a lot of anecdotes when I sell.
所以，我在推销的时候会用到很多轶事。 [00:31.36]I tell stories, get people laughing, My approach is direct, I guess some might say pushy, but I get results.
我讲故事，让人们发笑，我的方法是直接的，我想有些人可能会说我咄咄逼人，但我得到了结果。 [00:40.56]I deal only with the decision maker, who's generally a buyer for a chain of stores.
我只和决策者打交道，他们通常是连锁商店的买家。 [00:46.46]You'd be amazed how much time people waste talking to the wrong guy.
你会惊讶于人们在错误的人身上浪费了多少时间。 [00:51.44]I always start by presenting them with the most expensive options, because this increases our average sales,
我总是先向他们展示最昂贵的选择，因为这提高了我们的平均销量， [00:59.25]and as soon as I get a buying signal from them.
每当我收到他们的买入信号的时候。 [01:02.25]It could be anything, you know, just a question like "What's your most popular product?"
可以是任何问题，比如“你们最受欢迎的产品是什么?” [01:08.91]I move in and close the sale by discussing quantities required, special delivery arrangements,
我循序渐进，通过讨论所需数量，特殊的交货安排，完成销售， [01:16.09]favourable payment terms, thing that make them feel they're getting added value.
优惠的付款条件，让他们觉得自己获得了额外的价值。