推销员
两个推销员走进一个小区。
高个儿推销员问矮个儿推销员，＂师傅，我们今天的销售目标是多少？＂
矮个儿回答，＂零。＂
高个儿愕然。他心想，＂听人说，你是公司最棒的推销员，怎么会没有销售目标呢？＂
他们走进一幢楼房。开始一户户敲门。
门开了，女户主一脸防备。
＂女士，您好！＂矮个儿说。
＂我什么都不买，请走。＂女户主欲关门。
＂正好，我们也什么都不卖，我们只是来送免费的样品。＂
女户主扬了扬眉毛，＂什么样品？＂
＂万用清洁剂。＂矮个儿说着，递过去一个精致的小瓶。女人接过来仔细看了看。
＂如果你能帮我们一个忙，试用我们的产品，并且，在这份评估单上打分，我们会再送你一瓶，以示感谢。＂矮个儿继续说。＂你有一个星期的时间试用它。＂
女户主欣然接过了测试单。
就这样，他们俩儿跑了一天，销售额果然为零，高个儿十分沮丧，＂师傅，我们不卖东西，只送赠品，怎么能有销售成绩呢？＂
矮个儿笑了笑，说，＂不是必须要买的东西，人们对推销是很介备的。现在骗子又多，谁会轻易相信你，还购买你的产品呢？＂
高个儿为难了，＂那是不是说，我们就没法推销了？＂
矮个儿摆摆手，＂那倒不是。只要你的产品对大家有用，就一定有办法推销出去。关键是，你要在最短的时间內，帮别人认识到，他（她）必须购买你的产品的理由。＂
高个儿拍了拍脑袋，＂你的意思是说，别人用了我们的赠品，觉得好，就自然会找我们买？＂
矮个儿笑着摇了摇头，说，＂现在人们都很忙，一个星期内，绝大多数人都不会有时间试用我们的产品。＂
“那…＂高个儿胡涂了。
“虽然他们没时间试用，但他们的大多数都会填写评估单，而且评价都会很好。＂矮个儿继续说。
“你怎么能那么肯定？＂高个儿是真不明白。
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。＂
一星期后，他们又敲开了女户主的门。女户主见是他们，忙跑进房里，以最快的速度填完测试单，出来交给他们。
“你对我们的产品满意吗？＂矮个儿满面春风地问。
“满意啊, 挺好用的。＂女户主装出一幅满意的样子。其实，她根本还没打开过瓶盖。
＂那太好了! 您是我们第五千零八个评估人。你的评估和我们收集到的多数评估一样，非常好。＂
说着，一旁的高个儿晃动了一下他手里厚厚的评估单。＂既然你对它满意，我们就再赠送你一瓶，以表感谢！＂
女户主高兴地接过赠品。
＂顺便告诉您一个好消息。由于顾客对本产品的反馈特别好，这种清洁剂已经卖到快断货了，它的价位已经上调了百分之二十。您很幸运，还能有免费的用。＂矮个儿热情地说。
女户主一想，这种清洁剂的包装确实漂亮。如果卖得火证明质量也不会差。买几瓶送送亲戚朋友其实也蛮好。于是她问，＂哟，还涨价呢？如果你们自己买，能有优惠吗？＂
＂我们自己买倒是可以拿到七折呢。＂矮个儿自豪地说。
“七折？那你帮我买几瓶行吗？＂女户主恳切地问。
就这样，女户主痛痛快快地买了十瓶。
两个推销员在下午两点之前，卖光了整车的清洁剂。
挣到钱后的高个儿并没有急着高兴，他坐在回家的车上，问开车的矮个儿，＂师傅，这些买家的大多数都没有真正试用过我们的产品，那他们使用后会不会又退货呢？＂
矮个儿用一只手拍拍高个儿的背，＂放心吧！我从来不推销劣质产品。我找过世上最挑剔的客户试用过这个产品，评价很高呢！所以我才能放心大胆地去推销。＂
＂噢？是吗？你找的是谁啊？＂高个儿好奇地问。
＂我老婆。＂
[pinyin]
tuīxiāoyuán
liǎng gè tuīxiāoyuán zǒujìn yī gè xiǎoqū。
gāo gèr tuīxiāoyuán wèn ǎigèr tuīxiāoyuán，＂ shīfu， wǒmen jīntiān de xiāoshòu mùbiāoshì duōshao？＂
ǎigèr huídá，＂ líng。＂
gāo gèr èrán。 tā xīnxiǎng，＂ tīng rén shuō， nǐ shì gōngsī zuì bàng de tuīxiāoyuán，zěnme huì méiyǒu xiāoshòu mùbiāo ne？＂
tāmen zǒujìn yī zhuàng lóufáng。 kāishǐ yī hù hù qiāomén。
mén kāi le， nǚ hùzhǔ yī liǎn fángbèi。
＂ nǚshì， nínhǎo！＂ ǎigèr shuō。
＂ wǒ shénme dōu bù mǎi， qǐng zǒu。＂ nǚ hùzhǔ yù guānmén。
＂ zhènghǎo， wǒmen yě shénme dōu bù mài， wǒmen zhǐshì lái sòng miǎnfèi deyàngpǐn。＂
nǚ hùzhǔ yáng le yáng méimao，＂ shénme yàngpǐn？＂
＂ wàn yòng qīngjiéjì。＂ ǎigèr shuō zhe， dì guòqu yī gè jīngzhì de xiǎo píng。 nǚrénjiēguò lái zǐxì kàn le kàn。
＂ rúguǒ nǐ néng bāng wǒmen yī gè máng， shìyòng wǒmen de chǎnpǐn， bìngqiě， zàizhè fèn pínggū dān shàng dǎfēn， wǒmen huì zài sòng nǐ yī píng， yǐ shì gǎnxiè。＂ ǎigèrjìxù shuō。＂ nǐ yǒu yī gè xīngqī de shíjiān shìyòng tā。＂
nǚ hùzhǔ xīnrán jiēguò le cèshì dān。
jiù zhèyàng， tāmen liǎ r pǎo le yī tiān， xiāoshòu’é guǒrán wéi líng， gāo gèr shífēnjǔsàng，＂ shīfu， wǒmen bù mài dōngxi， zhǐ sòng zèngpǐn， zěnme néng yǒu xiāoshòuchéngjì ne？＂
ǎigèr xiào le xiào， shuō，＂ bùshì bìxū yào mǎi de dōngxi， rénmen duì tuīxiāo shì hěnjiè bèi de。 xiànzài piànzi yòu duō， shéi huì qīngyì xiāngxìn nǐ， hái gòumǎi nǐ dechǎnpǐn ne？＂
gāo gèr wéinán le，＂ nà shìbùshì shuō， wǒmen jiù méifǎ tuīxiāo le？＂
ǎigèr bǎi bǎishǒu，＂ nà dǎo bùshì。 zhǐyào nǐ de chǎnpǐn duì dàjiā yǒuyòng， jiù yīdìngyǒubànfǎ tuīxiāo chūqù。 guānjiàn shì， nǐ yào zài zuì duǎn de shíjiān nèi， bāng biérenrènshi dào， tā（ tā） bìxū gòumǎi nǐ de chǎnpǐn de lǐyóu。＂
gāo gèr pāi le pāi nǎodài，＂ nǐ de yìsi shì shuō， biéren yòng le wǒmen de zèngpǐn，juéde hǎo， jiù zìrán huì zhǎo wǒmen mǎi？＂
ǎigèr xiào zhe yáo le yáotóu， shuō，＂ xiànzài rénmen dōu hěn máng， yī gè xīngqīnèi， juédàduōshù rén dōu bùhuì yǒu shíjiān shìyòng wǒmen de chǎnpǐn。＂
” nà…＂ gāo gèr hútu le。
” suīrán tāmen méi shíjiān shìyòng， dàn tāmen de dàduōshù dūhuì tiánxiě pínggū dān，érqiě píngjià dūhuì hěn hǎo。＂ ǎigèr jìxù shuō。
” nǐ zěnme néng nàme kěndìng？＂ gāo gèr shì zhēn bù míngbai。
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。＂
nǚ hùzhǔ yī xiǎng， zhèzhǒng qīngjiéjì de bāozhuāng quèshí piàoliang。 rúguǒ mài dé huǒ zhèngmíng zhìliàng yě bùhuì chà。 mǎi jǐ píng sòng sòng qīnqi péngyou qíshí yě mán hǎo。 yúshì tā wèn，＂ yo， hái zhǎngjià ne？ rúguǒ nǐmen zìjǐ mǎi， néng yǒu yōuhuì ma？＂
＂ wǒmen zìjǐ mǎi dàoshi kěyǐ ná dào qī zhé ne。＂ ǎigèr zìháo dì shuō。
” qī zhé？ nà nǐ bāng wǒ mǎi jǐ píng xíng ma？＂ nǚ hùzhǔ kěnqiè dì wèn。
jiù zhèyàng， nǚ hùzhǔ tòngtongkuàikuài de mǎi le shí píng。
liǎng gè tuīxiāoyuán zài xiàwǔ liǎng diǎn zhīqián， màiguāngle zhěng chē de qīngjiéjì。
zhèng dào qián hòu de gāo gèr bìng méiyǒu jízhe gāoxìng， tā zuò zài huíjiā de chē shàng， wèn kāichē de ǎigèr，＂ shīfu， zhèxiē mǎijiā de dàduōshù dōu méiyǒu zhēnzhèng shìyòng guò wǒmen de chǎnpǐn， nà tāmen shǐyòng hòu huìbùhuì yòu tuìhuò ne？＂
ǎigèr yòng yī zhǐ shǒu pāi pāi gāo gèr de bèi，＂ fàngxīn ba！ wǒ cóngláibù tuīxiāo lièzhì chǎnpǐn。 wǒ zhǎo guò shìshàng zuì tiāoti de kèhù shìyòng guò zhège chǎnpǐn， píngjià hěn gāo ne！ suǒyǐ wǒ cáinéng fàngxīn dàdǎn dì qù tuīxiāo。＂
＂ ō？ shì ma？ nǐ zhǎo de shì shéi ā？＂ gāo gèr hàoqí de wèn。
＂ wǒ lǎopó。＂
[English]
The Salesman
Two salesmen walked into a neighbourhood.
The tall one asked the short one,”Sir, what is our sales target today?”
The short one said, “Zero.”
The tall one was surprised. He thought,”People said that you are the best salesman. How could you not have a sales target?”
They entered a building and started to knock door to door.
The door was open, the house owner appeared with cautious look.
“How are you, Madam!” The short one said.
“I don’t want to buy anything, please leave.” She told them that while closing her door.
“That’s about right, we are not selling anything either. We’re here to give out free samples.”
The woman raised her eyebrow, “What sample is it??”
“All purpose cleansing solution.” He passed on an elegant-looking bottle to the woman. She took it in her hand and checked on it carefully.
“If you can do us a favour and test the product for us, fill the test report, we will give you a second free sample to show our appreciation.” The short one continued. “You got a week’s time to test it.”
The woman happily accepted the test.
Therefore, after a whole day’s work, they did sell nothing. The tall one felt very frustrated, “Sir, if we only give out free samples and sell nothing, how could we achieve our goal?”
The short one smiled, “For things that are not necessities, people are very cautious to be lured into buying. There are crooks everywher nowadays, who will easily trust you and buy things from you?”
The tall one was confused,”Then does it mean that we simply can’t sell door to door?”
The short one waved his hand, “No. As long as your product does benefit people, there has to be a way to sell it. The crucial thing is, you need to help people find their strong reason to purchase your product in a very short period.”
The tall one patted his forehead,”So you mean that once people used our sample, they will like it and then purchase from us?”
The short one smiled and shook his head, “People nowadays are all busy. Within one week, most of them couldn’t find a chance to test out our product.”
“Then …” The tall one is confused again.
“Although they don’t have time, most of them will fill out the test reports, and the reports will look very good.” He continued.
“How could you be so sure?” The tall one didn’t understand at all.
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。”
One week later, they knocked on the woman’s door again. She recognized them and ran back inside. She filled out the survey in a flash manner and ran back to give it to them.
“Are you happy with our product?” The short one asked with a beaming smile.
“Of course I do, it’s a very good product.” She pretended to be very pleased. As a matter of fact, she hadn’t have a chance to open it.
“Excellent! You’re the fifth thousand and eight customer who took part in our survey. Your report is as positive as most others that we collected.”
While he was talking, the tall one who was standing by waved a thick pile of reports he was holding. “Since you’re very satisfied with our product, we’ll give you another free sample to show our appreciation!”
The lady accepted it in a happy manner.
“Just want to tell you some good news. based on the wonderful feedback we have, this cleansing product has been sold out in many places. Its price has gone up 20%. You’re lucky to still use free ones.” The short one said with a smile.
The two salesmen sold out their full carload of product before two o’clock in the afternoon.
Money made, the tall guy did not get happy too soon. He asked the short guy while driving the car home,”Sir, most buyers today haven’t actually tried out our product, do you think they will return the product once they start to use?”
The short one patted the tall one’s back and said,”Just relax! I never sell poor quality stuff. I’ve had the most picky customer in the world try it out before, and the feedback was really good! Because of that, I was able to go out there and sell them with full confidence.”
“Oh? Really? Who was that?” The tall one asked curiously.
“My wife.”
两个推销员走进一个小区。
高个儿推销员问矮个儿推销员，＂师傅，我们今天的销售目标是多少？＂
矮个儿回答，＂零。＂
高个儿愕然。他心想，＂听人说，你是公司最棒的推销员，怎么会没有销售目标呢？＂
他们走进一幢楼房。开始一户户敲门。
门开了，女户主一脸防备。
＂女士，您好！＂矮个儿说。
＂我什么都不买，请走。＂女户主欲关门。
＂正好，我们也什么都不卖，我们只是来送免费的样品。＂
女户主扬了扬眉毛，＂什么样品？＂
＂万用清洁剂。＂矮个儿说着，递过去一个精致的小瓶。女人接过来仔细看了看。
＂如果你能帮我们一个忙，试用我们的产品，并且，在这份评估单上打分，我们会再送你一瓶，以示感谢。＂矮个儿继续说。＂你有一个星期的时间试用它。＂
女户主欣然接过了测试单。
就这样，他们俩儿跑了一天，销售额果然为零，高个儿十分沮丧，＂师傅，我们不卖东西，只送赠品，怎么能有销售成绩呢？＂
矮个儿笑了笑，说，＂不是必须要买的东西，人们对推销是很介备的。现在骗子又多，谁会轻易相信你，还购买你的产品呢？＂
高个儿为难了，＂那是不是说，我们就没法推销了？＂
矮个儿摆摆手，＂那倒不是。只要你的产品对大家有用，就一定有办法推销出去。关键是，你要在最短的时间內，帮别人认识到，他（她）必须购买你的产品的理由。＂
高个儿拍了拍脑袋，＂你的意思是说，别人用了我们的赠品，觉得好，就自然会找我们买？＂
矮个儿笑着摇了摇头，说，＂现在人们都很忙，一个星期内，绝大多数人都不会有时间试用我们的产品。＂
“那…＂高个儿胡涂了。
“虽然他们没时间试用，但他们的大多数都会填写评估单，而且评价都会很好。＂矮个儿继续说。
“你怎么能那么肯定？＂高个儿是真不明白。
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。＂
一星期后，他们又敲开了女户主的门。女户主见是他们，忙跑进房里，以最快的速度填完测试单，出来交给他们。
“你对我们的产品满意吗？＂矮个儿满面春风地问。
“满意啊, 挺好用的。＂女户主装出一幅满意的样子。其实，她根本还没打开过瓶盖。
＂那太好了! 您是我们第五千零八个评估人。你的评估和我们收集到的多数评估一样，非常好。＂
说着，一旁的高个儿晃动了一下他手里厚厚的评估单。＂既然你对它满意，我们就再赠送你一瓶，以表感谢！＂
女户主高兴地接过赠品。
＂顺便告诉您一个好消息。由于顾客对本产品的反馈特别好，这种清洁剂已经卖到快断货了，它的价位已经上调了百分之二十。您很幸运，还能有免费的用。＂矮个儿热情地说。
女户主一想，这种清洁剂的包装确实漂亮。如果卖得火证明质量也不会差。买几瓶送送亲戚朋友其实也蛮好。于是她问，＂哟，还涨价呢？如果你们自己买，能有优惠吗？＂
＂我们自己买倒是可以拿到七折呢。＂矮个儿自豪地说。
“七折？那你帮我买几瓶行吗？＂女户主恳切地问。
就这样，女户主痛痛快快地买了十瓶。
两个推销员在下午两点之前，卖光了整车的清洁剂。
挣到钱后的高个儿并没有急着高兴，他坐在回家的车上，问开车的矮个儿，＂师傅，这些买家的大多数都没有真正试用过我们的产品，那他们使用后会不会又退货呢？＂
矮个儿用一只手拍拍高个儿的背，＂放心吧！我从来不推销劣质产品。我找过世上最挑剔的客户试用过这个产品，评价很高呢！所以我才能放心大胆地去推销。＂
＂噢？是吗？你找的是谁啊？＂高个儿好奇地问。
＂我老婆。＂
[pinyin]
tuīxiāoyuán
liǎng gè tuīxiāoyuán zǒujìn yī gè xiǎoqū。
gāo gèr tuīxiāoyuán wèn ǎigèr tuīxiāoyuán，＂ shīfu， wǒmen jīntiān de xiāoshòu mùbiāoshì duōshao？＂
ǎigèr huídá，＂ líng。＂
gāo gèr èrán。 tā xīnxiǎng，＂ tīng rén shuō， nǐ shì gōngsī zuì bàng de tuīxiāoyuán，zěnme huì méiyǒu xiāoshòu mùbiāo ne？＂
tāmen zǒujìn yī zhuàng lóufáng。 kāishǐ yī hù hù qiāomén。
mén kāi le， nǚ hùzhǔ yī liǎn fángbèi。
＂ nǚshì， nínhǎo！＂ ǎigèr shuō。
＂ wǒ shénme dōu bù mǎi， qǐng zǒu。＂ nǚ hùzhǔ yù guānmén。
＂ zhènghǎo， wǒmen yě shénme dōu bù mài， wǒmen zhǐshì lái sòng miǎnfèi deyàngpǐn。＂
nǚ hùzhǔ yáng le yáng méimao，＂ shénme yàngpǐn？＂
＂ wàn yòng qīngjiéjì。＂ ǎigèr shuō zhe， dì guòqu yī gè jīngzhì de xiǎo píng。 nǚrénjiēguò lái zǐxì kàn le kàn。
＂ rúguǒ nǐ néng bāng wǒmen yī gè máng， shìyòng wǒmen de chǎnpǐn， bìngqiě， zàizhè fèn pínggū dān shàng dǎfēn， wǒmen huì zài sòng nǐ yī píng， yǐ shì gǎnxiè。＂ ǎigèrjìxù shuō。＂ nǐ yǒu yī gè xīngqī de shíjiān shìyòng tā。＂
nǚ hùzhǔ xīnrán jiēguò le cèshì dān。
jiù zhèyàng， tāmen liǎ r pǎo le yī tiān， xiāoshòu’é guǒrán wéi líng， gāo gèr shífēnjǔsàng，＂ shīfu， wǒmen bù mài dōngxi， zhǐ sòng zèngpǐn， zěnme néng yǒu xiāoshòuchéngjì ne？＂
ǎigèr xiào le xiào， shuō，＂ bùshì bìxū yào mǎi de dōngxi， rénmen duì tuīxiāo shì hěnjiè bèi de。 xiànzài piànzi yòu duō， shéi huì qīngyì xiāngxìn nǐ， hái gòumǎi nǐ dechǎnpǐn ne？＂
gāo gèr wéinán le，＂ nà shìbùshì shuō， wǒmen jiù méifǎ tuīxiāo le？＂
ǎigèr bǎi bǎishǒu，＂ nà dǎo bùshì。 zhǐyào nǐ de chǎnpǐn duì dàjiā yǒuyòng， jiù yīdìngyǒubànfǎ tuīxiāo chūqù。 guānjiàn shì， nǐ yào zài zuì duǎn de shíjiān nèi， bāng biérenrènshi dào， tā（ tā） bìxū gòumǎi nǐ de chǎnpǐn de lǐyóu。＂
gāo gèr pāi le pāi nǎodài，＂ nǐ de yìsi shì shuō， biéren yòng le wǒmen de zèngpǐn，juéde hǎo， jiù zìrán huì zhǎo wǒmen mǎi？＂
ǎigèr xiào zhe yáo le yáotóu， shuō，＂ xiànzài rénmen dōu hěn máng， yī gè xīngqīnèi， juédàduōshù rén dōu bùhuì yǒu shíjiān shìyòng wǒmen de chǎnpǐn。＂
” nà…＂ gāo gèr hútu le。
” suīrán tāmen méi shíjiān shìyòng， dàn tāmen de dàduōshù dūhuì tiánxiě pínggū dān，érqiě píngjià dūhuì hěn hǎo。＂ ǎigèr jìxù shuō。
” nǐ zěnme néng nàme kěndìng？＂ gāo gèr shì zhēn bù míngbai。
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。＂
nǚ hùzhǔ yī xiǎng， zhèzhǒng qīngjiéjì de bāozhuāng quèshí piàoliang。 rúguǒ mài dé huǒ zhèngmíng zhìliàng yě bùhuì chà。 mǎi jǐ píng sòng sòng qīnqi péngyou qíshí yě mán hǎo。 yúshì tā wèn，＂ yo， hái zhǎngjià ne？ rúguǒ nǐmen zìjǐ mǎi， néng yǒu yōuhuì ma？＂
＂ wǒmen zìjǐ mǎi dàoshi kěyǐ ná dào qī zhé ne。＂ ǎigèr zìháo dì shuō。
” qī zhé？ nà nǐ bāng wǒ mǎi jǐ píng xíng ma？＂ nǚ hùzhǔ kěnqiè dì wèn。
jiù zhèyàng， nǚ hùzhǔ tòngtongkuàikuài de mǎi le shí píng。
liǎng gè tuīxiāoyuán zài xiàwǔ liǎng diǎn zhīqián， màiguāngle zhěng chē de qīngjiéjì。
zhèng dào qián hòu de gāo gèr bìng méiyǒu jízhe gāoxìng， tā zuò zài huíjiā de chē shàng， wèn kāichē de ǎigèr，＂ shīfu， zhèxiē mǎijiā de dàduōshù dōu méiyǒu zhēnzhèng shìyòng guò wǒmen de chǎnpǐn， nà tāmen shǐyòng hòu huìbùhuì yòu tuìhuò ne？＂
ǎigèr yòng yī zhǐ shǒu pāi pāi gāo gèr de bèi，＂ fàngxīn ba！ wǒ cóngláibù tuīxiāo lièzhì chǎnpǐn。 wǒ zhǎo guò shìshàng zuì tiāoti de kèhù shìyòng guò zhège chǎnpǐn， píngjià hěn gāo ne！ suǒyǐ wǒ cáinéng fàngxīn dàdǎn dì qù tuīxiāo。＂
＂ ō？ shì ma？ nǐ zhǎo de shì shéi ā？＂ gāo gèr hàoqí de wèn。
＂ wǒ lǎopó。＂
[English]
The Salesman
Two salesmen walked into a neighbourhood.
The tall one asked the short one,”Sir, what is our sales target today?”
The short one said, “Zero.”
The tall one was surprised. He thought,”People said that you are the best salesman. How could you not have a sales target?”
They entered a building and started to knock door to door.
The door was open, the house owner appeared with cautious look.
“How are you, Madam!” The short one said.
“I don’t want to buy anything, please leave.” She told them that while closing her door.
“That’s about right, we are not selling anything either. We’re here to give out free samples.”
The woman raised her eyebrow, “What sample is it??”
“All purpose cleansing solution.” He passed on an elegant-looking bottle to the woman. She took it in her hand and checked on it carefully.
“If you can do us a favour and test the product for us, fill the test report, we will give you a second free sample to show our appreciation.” The short one continued. “You got a week’s time to test it.”
The woman happily accepted the test.
Therefore, after a whole day’s work, they did sell nothing. The tall one felt very frustrated, “Sir, if we only give out free samples and sell nothing, how could we achieve our goal?”
The short one smiled, “For things that are not necessities, people are very cautious to be lured into buying. There are crooks everywher nowadays, who will easily trust you and buy things from you?”
The tall one was confused,”Then does it mean that we simply can’t sell door to door?”
The short one waved his hand, “No. As long as your product does benefit people, there has to be a way to sell it. The crucial thing is, you need to help people find their strong reason to purchase your product in a very short period.”
The tall one patted his forehead,”So you mean that once people used our sample, they will like it and then purchase from us?”
The short one smiled and shook his head, “People nowadays are all busy. Within one week, most of them couldn’t find a chance to test out our product.”
“Then …” The tall one is confused again.
“Although they don’t have time, most of them will fill out the test reports, and the reports will look very good.” He continued.
“How could you be so sure?” The tall one didn’t understand at all.
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。”
One week later, they knocked on the woman’s door again. She recognized them and ran back inside. She filled out the survey in a flash manner and ran back to give it to them.
“Are you happy with our product?” The short one asked with a beaming smile.
“Of course I do, it’s a very good product.” She pretended to be very pleased. As a matter of fact, she hadn’t have a chance to open it.
“Excellent! You’re the fifth thousand and eight customer who took part in our survey. Your report is as positive as most others that we collected.”
While he was talking, the tall one who was standing by waved a thick pile of reports he was holding. “Since you’re very satisfied with our product, we’ll give you another free sample to show our appreciation!”
The lady accepted it in a happy manner.
“Just want to tell you some good news. based on the wonderful feedback we have, this cleansing product has been sold out in many places. Its price has gone up 20%. You’re lucky to still use free ones.” The short one said with a smile.
The two salesmen sold out their full carload of product before two o’clock in the afternoon.
Money made, the tall guy did not get happy too soon. He asked the short guy while driving the car home,”Sir, most buyers today haven’t actually tried out our product, do you think they will return the product once they start to use?”
The short one patted the tall one’s back and said,”Just relax! I never sell poor quality stuff. I’ve had the most picky customer in the world try it out before, and the feedback was really good! Because of that, I was able to go out there and sell them with full confidence.”
“Oh? Really? Who was that?” The tall one asked curiously.
“My wife.”
