推销员 3
矮个儿自信地伸出三个手指，＂理由有三。第一，大家都喜欢免费的东西，为得到第二瓶赠品，他们会考虑填单；第二，我们的评估单设计得非常简单，只有一个问题-满意度。为得到第二瓶赠品，他们没有理由不填＂满意＂。第三，评估单上没问填写人的信息，人们填写时不会有心理负担，将会轻松地在三十秒內填完。＂
＂原来是这样！＂高个儿总算明白了。但他的问题还没完。＂可是，送完第二瓶赠品，我们怎样说服他们购买呢？＂
＂这个…在两次上门只谈送，不谈卖的情形下，他们会对我们建立起信任，认为我们是真心做市场调查，而不是强买强卖的无赖推销员。这种情况下，他们会很容易进入购买的状态。多说无益，等我们再次拜访他们的时候，你就明白了。＂
[pinyin]
tuīxiāoyuán 3
ǎigèr zìxìn dì shēnchū sān gè shǒuzhǐ，＂ lǐyóu yǒu sān。 dìyī， dàjiā dōu xǐhuan miǎnfèide dōngxi， wéi dédào dì’èr píng zèngpǐn， tāmen huì kǎolǜ tián dān； dì’èr， wǒmen depínggū dān shèjì dé fēicháng jiǎndān， zhǐyǒu yī gè wèntí- mǎnyì dù。 wéi dédào dì’èr píngzèngpǐn， tāmen méiyǒu lǐyóu bù tián＂ mǎnyì＂。 dì sān， pínggū dān shàng méi wèntiánxiě rén de xìnxī， rénmen tiánxiě shí bùhuì yǒu xīnlǐ fùdān， jiānghuì qīngsōng dì zàisānshí miǎo nèi tián wán。＂
＂ yuánlái shì zhèyàng！＂ gāo gèr zǒngsuàn míngbai le。 dàn tā de wèntí hái méi wán。＂kěshì， sòng wán dì’èr píng zèngpǐn， wǒmen zěnyàng shuōfú tāmen gòumǎi ne？＂
＂ zhège… zài liǎng cì shàngmén zhǐ tán sòng， bù tán mài de qíngxing xià， tāmen huìduì wǒmen jiànlì qǐ xìnrèn， rènwéi wǒmen shì zhēnxīn zuò shìchǎngdiàochá， ér bùshìqiǎngmǎiqiǎngmài de wúlài tuīxiāoyuán。 zhèzhǒng qíngkuàng xià， tāmen huì hěn róngyìjìnrù gòumǎi de zhuàngtài。 duō shuō wúyì， děng wǒmen zàicì bàifǎng tāmen de shíhou，nǐ jiù míngbai le。＂
[vocabulary]
Chinese Pinyin English Definition
满意 mǎn yì satisfied; pleased
负担 fù dān burden
说服 shuō fú to persuade; to convince
购买 gòu mǎi to purchase; to buy
信任 xìn rèn to trust; to have confidence in
调查 diào chá to investigate; to survey
强买强卖 qiǎng mǎi qiǎng mài to force sb to buy or sell; to trade using coercion
无赖 wú lài rascal; rogue
状态 zhuàng tài state
无益 wú yì no good; not good for
拜访 bài fǎng to pay a visit
[English]
The Salesman 3
The short one raised three fingers confidently. “There are three reasons. First everyone likes free stuff. In order to get the second give-away, they will consider filling out the evaluation; Second， we designed our evaluation form to be as simple as possible. All that was asked was only one question – degree of satisfaction. In order to get the second give-away, they don’t have reason not to answer “satisfied”. Thirdly, personal information was not required for the evaluation. That makes people to feel at easeso they can fill in the form as fast as 30 seconds.”
“Oh that’s why!” The tall one finally understood. But he still had doubts. “However, after we gave away our second sample, how could we persuade them to buy?”
“about that … after two visits with sample give-away but with no sales pitch, they are likely to trust us. They will think that we were professional survey people, not bad sales people that force people to make wrong decision. Because of that, they are easily getting into “the buying mode. It doesn’t help if we keep talking. Let’s wait till next time we visit. You will eventually understand why。”
To be continued …
矮个儿自信地伸出三个手指，＂理由有三。第一，大家都喜欢免费的东西，为得到第二瓶赠品，他们会考虑填单；第二，我们的评估单设计得非常简单，只有一个问题-满意度。为得到第二瓶赠品，他们没有理由不填＂满意＂。第三，评估单上没问填写人的信息，人们填写时不会有心理负担，将会轻松地在三十秒內填完。＂
＂原来是这样！＂高个儿总算明白了。但他的问题还没完。＂可是，送完第二瓶赠品，我们怎样说服他们购买呢？＂
＂这个…在两次上门只谈送，不谈卖的情形下，他们会对我们建立起信任，认为我们是真心做市场调查，而不是强买强卖的无赖推销员。这种情况下，他们会很容易进入购买的状态。多说无益，等我们再次拜访他们的时候，你就明白了。＂
[pinyin]
tuīxiāoyuán 3
ǎigèr zìxìn dì shēnchū sān gè shǒuzhǐ，＂ lǐyóu yǒu sān。 dìyī， dàjiā dōu xǐhuan miǎnfèide dōngxi， wéi dédào dì’èr píng zèngpǐn， tāmen huì kǎolǜ tián dān； dì’èr， wǒmen depínggū dān shèjì dé fēicháng jiǎndān， zhǐyǒu yī gè wèntí- mǎnyì dù。 wéi dédào dì’èr píngzèngpǐn， tāmen méiyǒu lǐyóu bù tián＂ mǎnyì＂。 dì sān， pínggū dān shàng méi wèntiánxiě rén de xìnxī， rénmen tiánxiě shí bùhuì yǒu xīnlǐ fùdān， jiānghuì qīngsōng dì zàisānshí miǎo nèi tián wán。＂
＂ yuánlái shì zhèyàng！＂ gāo gèr zǒngsuàn míngbai le。 dàn tā de wèntí hái méi wán。＂kěshì， sòng wán dì’èr píng zèngpǐn， wǒmen zěnyàng shuōfú tāmen gòumǎi ne？＂
＂ zhège… zài liǎng cì shàngmén zhǐ tán sòng， bù tán mài de qíngxing xià， tāmen huìduì wǒmen jiànlì qǐ xìnrèn， rènwéi wǒmen shì zhēnxīn zuò shìchǎngdiàochá， ér bùshìqiǎngmǎiqiǎngmài de wúlài tuīxiāoyuán。 zhèzhǒng qíngkuàng xià， tāmen huì hěn róngyìjìnrù gòumǎi de zhuàngtài。 duō shuō wúyì， děng wǒmen zàicì bàifǎng tāmen de shíhou，nǐ jiù míngbai le。＂
[vocabulary]
Chinese Pinyin English Definition
满意 mǎn yì satisfied; pleased
负担 fù dān burden
说服 shuō fú to persuade; to convince
购买 gòu mǎi to purchase; to buy
信任 xìn rèn to trust; to have confidence in
调查 diào chá to investigate; to survey
强买强卖 qiǎng mǎi qiǎng mài to force sb to buy or sell; to trade using coercion
无赖 wú lài rascal; rogue
状态 zhuàng tài state
无益 wú yì no good; not good for
拜访 bài fǎng to pay a visit
[English]
The Salesman 3
The short one raised three fingers confidently. “There are three reasons. First everyone likes free stuff. In order to get the second give-away, they will consider filling out the evaluation; Second， we designed our evaluation form to be as simple as possible. All that was asked was only one question – degree of satisfaction. In order to get the second give-away, they don’t have reason not to answer “satisfied”. Thirdly, personal information was not required for the evaluation. That makes people to feel at easeso they can fill in the form as fast as 30 seconds.”
“Oh that’s why!” The tall one finally understood. But he still had doubts. “However, after we gave away our second sample, how could we persuade them to buy?”
“about that … after two visits with sample give-away but with no sales pitch, they are likely to trust us. They will think that we were professional survey people, not bad sales people that force people to make wrong decision. Because of that, they are easily getting into “the buying mode. It doesn’t help if we keep talking. Let’s wait till next time we visit. You will eventually understand why。”
To be continued …
