销售专家谢尔比·萨普：你可以在工作、金钱和关系中使用的简单销售框架（遵循此方法，终于获得你应得的生活）

但我会说，完全免费地从社交媒体上学习。

But so I would say learn from social media completely free.

现在有太多导师愿意教你任何东西。

So many mentors right now will teach you anything.

第二步是练习。

And then step number two is practice.

说到练习，我们每个人心里都有一个理想的工作。

And so when it comes to practicing, obviously, we all have a dream job in our head.

你知道的吗？

You know?

我真希望能为这个人销售产品。

Oh, I would love to sell for this person.

我真希望能加入这个人的销售团队。

I would love to be on this person's sales team.

但在最初阶段，你可能需要一些数据。

But in the very beginning, you might need some data.

你可能需要一些经验。

You might need some experience.

所以我建议大家，是的，把你的梦想工作留在脑海里，但更重要的是，现在就通过优秀的潜在客户质量和一个良好的系统来积累你的数据和经验。

So I would challenge people to, yeah, keep that dream job in your head, but more so like build your data, build your experience right now with amazing lead quality with, you know, just a good system.

这样，当你真正去争取那份梦想工作时，你就有了可以展示的资本。

That way you can have something in your back pocket when you do go to pitch yourself for that dream job.

是的，完全同意。

Yeah, absolutely.

我非常赞同你的观点。

I can agree with you more.

我觉得现在网上有太多免费的内容了。

I feel like there's so much free content out there.

但问题在于，我们往往只看三十秒的短视频。

But it's so hard because I think we look at like thirty seconds of a reel.

当然。

For sure.

很多事就是坐下来花上几个小时。

And a lot of this is sitting down for a few hours.

我记得刚开始学社交媒体的时候，每个周六周日早上都要花三小时，连续几周不停地学习，一学就是好几个小时，每周额外投入三到六小时，还要兼顾全职工作。

Like I remember when I was first learning social media, I was spending three hours every Saturday and Sunday morning, just studying, like for hours and hours and hours for weeks on end, three hours, six hours a week on top of my day job.

我觉得如果我没有那样做，就不会像现在这样理解社交媒体。

And I feel like if I hadn't done that, I wouldn't have understood social media the way I did.

后来，这变成了每天下班后的事。

And eventually it became every day after work.

当时我有一份全职工作，下班后我每天要花五个小时，有时甚至学到凌晨两三点，只为学习和钻研，第二天还要回去上班。

I had full time job at the time, It became five hours a day after work, sometimes up until two, 3AM just trying to learn and study only to go back to work next day.

我觉得这真的很有道理，而且所有资源都摆在那儿。

I think there's so much truth to that and it is all out there.

你认为有销售能力的人和没有销售能力的人之间最大的区别是什么？

What do you find is the biggest difference between people who have sales skills and people who don't?

心态。

Mindset.

你能给负面情况赋予背景，从而在自己的脑海中将其转化为正面的东西。

It's your ability to give context to a negative in order to turn it into a positive in your own brain.

我这话是什么意思？

What do I mean by that?

在销售中，销售人员会培养出一种让他们出色的能力，比如有人当着你的面摔门或挂断电话。

So in sales, salespeople develop this skill set that makes them great, which is somebody slams the door in your face or hangs up on you.

你会告诉自己，也许她今天早上被警察拦下了，心情不好。

And you kinda tell yourself, you're like, maybe she just got pulled over this morning, and she's in a bad mood.

也许他刚收到离婚传票。

Maybe he just got served divorce papers.

总之，这不关我的事。

Anyways, not my problem.

我要去找下一个人了。

I'm going to the next person.

即使这些事情很可能并不真实，但你几乎可以说是有点精神异常，因为你必须某种程度上精神错乱，才能给自己编点小谎言，来为被拒绝找理由。

Even though that stuff probably isn't true, you're almost I call it being a psycho because you literally have to be some sort of level of psychotic in order to feed yourself a little bit of lies to give context around rejection.

这样你就能轻松一点面对它。

That way you can take it a little bit easier.

因为这并不是他们拒绝你，而是拒绝了那个时间点，或者你所推销的东西。

Because it's like they're not rejecting you, they're rejecting, you know, the time or what you're actually selling.

但关键在于你能够对自己玩心理游戏，告诉自己：也许他们只是今天心情不好。

But it's your ability to really just play mind games with yourself of saying, hey, maybe they just had a bad day.

不管怎样，我会继续去找下一个人，因为总有人愿意和我交谈。

Anyways, I'm moving on to the next person because there is someone who wants to talk to me.

即使前面十个人都拒绝了你，你仍然必须在每一次对话中都期待着肯定的回答。

Even though the last 10 people might have told you no, you still have to walk into every conversation expecting that yes.

所以，你在销售中培养的这种能力，会渗透到生活的方方面面——恋爱、友谊，甚至你与自己的对话方式。

So that level of skill set that you get from sales, it trickles into everything, into dating, into like friendships, into the way that you talk to yourself.

能够应对拒绝，将让你在人生中获得一切。

Being able to handle rejection will get you anything in life.

让我感到有趣的是，你需要这种能力才能获得晋升。

What's fascinating to me is how you need it to get promoted.

当然。

For sure.

你需要它来说服，就像你所说的，甚至可能让伴侣明白他们是否愿意承诺。

You need it to convince, like you said, potentially even a partner to know whether they're committing or not committing.

当然，如果你从事销售工作，让我们来详细聊聊销售流程，给那些像谢莉一样需要这些建议的人——我现在就需要你所卖的一切。

You need it of course, if you run a sales job, let's walk through the sales process for people who are like, Shelby, I need this advice, I need everything you're selling right now.

是的，当然。

Yeah, for sure.

因为我需要彻底改变我的人生。

Because I need to transform my life.

第一步是什么？

What's the first step?

销售作为一种技能，如果你想现在就了解一个六十秒的销售速成课，那就是这样。

So sales as a skill set, if you want to learn like sixty second sales masterclass right now, here it is.

所以你首先需要做的，是建立主导权并缓解紧张气氛。

So the first thing that you need to do is to establish frame and ease tension.

因为每次你走近一个人时，他们的销售抵触情绪都很高。

Because anytime you walk up to a person, their sales resistance is high.

他们心里想：你是谁？

They're like, who are you?

你为什么来这里？

Why are you here?

你为什么给我打电话？

Why are you calling me?

我感觉有点怪怪的。

I feel a little weird.

所以一句简单的赞美作用很大，但同时也要直奔主题。

So a quick little compliment goes a long way, but also just getting straight to the point.

人们总是试图建立虚假的亲近感，一开始就想当朋友，但这反而显得很假，因为他们知道你来这里是为什么。

People try building so much fake rapport and trying to be a friend at first when it just comes off a little fake because they know why you're here.

你是在试图向他们推销。

You're trying to sell them.

所以，一个简单的小小赞美，然后直接切入正题。

So quick little compliment, something super easy, and then just getting straight to the point.

嘿。

Hey.

我很忙。

I'm busy.

我也很在意你的时间。

I wanna be, you know, very tentative of your time as well.

我们直接开始可以吗？

Is it cool if we just kinda jump right in?

开始销售流程。

Start the sales process.

很简单。

Easy.

然后我们进入以问题为导向的销售。

Then we get into question based selling.

所以每个人都以为你一上来就开始推销。

So everybody thinks that you just start selling.

是的。

Yeah.

你甚至都不清楚自己要面对的是什么

You don't even know what you're

情况。

going into yet.

所以基于问题的销售就是弄清楚对方的筹码，找出他们的痛点。

So question based selling is, you know, figuring out what somebody's leverage is, figuring out those pain points.

比如，是什么让你预约了这次通话？

So, like, what made you book a call?

你正在经历什么？

What are you going through?

跟我讲讲你的一天。

Take me through your day.

是什么让你想要弄清楚这件事？

What made you wanna figure something out?

然后你会收集一点点数据。

Then you will gather a little bit of data.

我称之为收集弹药，放在口袋里，留着以后用来推销。

I call it gathering ammo that you're gonna kinda put in your back pocket in order to sell on later.

所以，一旦你从这个人那里了解到这些痛点，这就是你的问题，接着你再提出解决方案，也就是你正在销售的东西。

So once you get these pain points from this person, that's your problem, then you go into the solution, which is obviously what you are selling.

而且你必须非常谨慎，因为你销售的东西对每个人都不一样。

And it's very you have to be very careful because what you are selling is different to every sort of person.

所以你要把这些具体的杠杆点，与只解决这些杠杆点的特定解决方案匹配起来。

So you take these specific leverage points and you plug and play with specific solutions that only solve these leverage points.

别的都不用。

Nothing else.

保持极度简单。

Keep it super simple.

然后你提出价格。

And then you pitch the price.

非常简单。

Very simple.

当你提出价格时，最初促成交易时，关键在于你的能量。

And when you pitch price, when you initially close someone, it's all about your energy.

如果你几乎在预期对方会反对或拒绝，这种情绪会体现在你的语气中，对方就会真的提出异议或拒绝你。

If you are almost anticipating an objection or anticipating a no, it's gonna come off in your energy and someone's going to give you an objection or tell you no.

就像星巴克收银员的比喻。

You know, the metaphor of the Starbucks cashier.

当你去星巴克点单，比如中杯香草冰拿铁，或者大杯香草冰拿铁，走到窗口时。

So when you go up to Starbucks and you're ordering your, like, medium vanilla iced latte or, I guess, grande vanilla iced latte, you go up to the window.

收银员会做什么？

What does the cashier rep do?

他把Apple Pay设备举到你面前，然后说：好的。

He holds the Apple Pay thing in front of you, and he's like, okay.

太棒了。

Awesome.

总共是7美元。

It's gonna be $7.

他转过身去忙别的事了。

And he's, like, turning around doing something else.

没有选择。

No option.

没有任何奇怪的氛围。

No, like, weird vibes.

他就只是说：拿去。

He's just like, here.

这就是价格。

This is how much it is.

好的。

Okay.

太棒了。

Awesome.

你几乎手忙脚乱地找信用卡。

And you're almost, like, scrambling around for your credit card.

你心想，哦，抱歉。

You're like, oh, sorry.

我本该提前拿出来。

I should have had that out.

给你。

Here you go.

当你报价和促成交易时，你需要这种态度：嘿。

That's the energy that you need when you pitch price and when you close people is, hey.

你遇到了这些问题。

You have these problems.

这是清晰的行动计划、明确的解决方案，以及帮你达成目标所需的费用。

Here's a clear game plan, a clear solution, and here's how much it's gonna take in order to get you there.

很简单。

Like, it's very simple.

就是问题和解决方案。

It's problem solution.

然后我认为很多人忘记做的是巩固成交。

And then I think what a lot of people forget to do is to solidify the sale.

嗯哼。

Mhmm.

你知道的。

You know?

因为很多人会，你知道的，刷完信用卡后直接进入填表环节，或者像机器人一样做事，不再与对方建立联系。

Because a lot of people will, you know, process a credit card and then just go straight to, you know, filling out paperwork or just acting like a robot and they stop actually connecting with this person.

与此同时，在你刷完对方的信用卡、完成初步成交、对方答应之后，你还需要进一步与对方建立联系。

Meanwhile, after you, like, run somebody's credit card and after the initial close and they say yes, now you need to even further connect with people.

所以我有个小技巧，就是可以积极地展望未来，比如：‘我真期待你开始使用。’

So a little trick I have is you can positively future pace someone, which is I'm so excited for you to get started.

很多人在达到第一个月十万业绩，或者减掉前四磅体重时，都会给我发短信，不管你卖的是什么。

A lot of people like to text me when they hit their first ten k months or when they lose their first four pounds or whatever you're selling.

你介意让我了解这个转变的过程吗？

Would you mind keeping me in the loop for that transformation?

我真的希望能参与你的旅程。

Like, I would love to be a part of your journey.

现在，有人不仅在想象自己顺利完成整个过程、实现转变，还把你视为一个更有责任感的教练，而不仅仅是一个销售代表。

Now somebody's, like, envisioning themselves not only following through with the process, achieving the transformation, but also they see you as more of like an accountability coach rather than just the frame of a sales rep.

是的。

Yeah.

这实际上也激励了他们。

It actually motivates them too.

当然。

For sure.

因为他们会想，哦，既然我已经承诺了，我确实可以做出改变。

Because they're like, oh, now that I've committed to this, I could actually make that change.

而且我已经真正投入到实现这一目标的过程中了。

And I've actually committed to the process that makes that happen.

你好。

Hey there.

我是医生。

This is Doctor.

杰西·米尔斯博士，加州大学洛杉矶分校健康中心男性诊所主任，也是《邮局播客》的主持人。

Jesse Mills, Director of the Men's Clinic at UCLA Health and host of the Mailroom Podcast.

每年一月，各地的男性都会立下同样的新年决心。

Each January, guys everywhere make the same resolutions.

变得更强壮，更努力工作，修复那些破损的东西。

Get stronger, work harder, fix what's broken.

但如果真正的工作根本不是身体上的呢？

But what if the real work isn't physical at all?

为了迎接新的一年，我与医生进行了交谈。

To kick off the new year, I sat down with Doctor.

史蒂夫·波尔特，一位拥有三十多年经验的心理学家，专门帮助男性剖析他们从未被教导去命名的羞耻、焦虑和情感痛苦。

Steve Poulter, a psychologist with over thirty years experience helping men unpack shame, anxiety, and emotional pain they were never taught to name.

在这场深入的两部分对话中，我们探讨了为什么男性并非情感上坚不可摧，为什么羞耻感往往藏在明处，以及真正的力量源于倾听自己和他人。

In a powerful powerful two part conversation, we discussed why men aren't emotionally bulletproof, why shame hides in plain sight, and how real strength comes from listening to yourself and to others.

那些有毒的男性，往往不成熟，或者内心有些未解决的问题。

Guys who are toxic, they're immature, or they've got something they just haven't resolved.

一旦这些问题得到解决，同理心和同情心就会随之而来。

Once that gets resolved, then there comes empathy and some compassion.

如果你希望今年不再硬撑着忍受痛苦，而是开始理解痛苦背后的根源，请在iHeartRadio应用、Apple播客或你常用的任何平台收听《Mailroom》节目。

If you want this to be the year you stop powering through pain and start understanding what's underneath, listen to The Mailroom on the iHeartRadio app, Apple Podcasts, or wherever you get your favorite shows.

新的一年并不意味着抹去过去的你。

A new year doesn't mean erasing who you were.

而是铭记你所经历的磨难，并选择你希望如何成长。

It means honoring what you've survived and choosing how you want to grow.

这意味着允许自己感受那些一直压抑的情绪，并明白寻求帮助是完全正常的。

It means giving ourselves permission to feel what we've been holding and knowing that it's okay to ask for help.

我是迈克·德拉罗查，《神圣课程》的主持人。

I'm Mike Della Rocha, host of Sacred Lessons.

这个播客为男性提供了一个开放讨论心理健康、悲伤、人际关系以及我们继承却不必重复的模式的空间。

This podcast is a space for men to talk openly about mental health, grief, relationships, and the patterns we inherit, but don't have to repeat.

在这里，我们放慢脚步，认真倾听，学习脆弱如何转化为力量，以及疗愈如何在社群中发生，而非孤立进行。

Here, we slow down, we listen, we learn how vulnerability becomes strength, and how healing happens in community, not in isolation.

如果你准备好放下不再服务于你的东西，以清晰、慈悲和目标感迎接新的一年，《神圣课程》将成为你疗愈之旅的伙伴。

If you're ready to let go of what no longer serves you and step into the year with clarity, compassion, and purpose, Sacred Lessons is your companion on your healing journey.

在全美排名第一的播客平台iHeart上收听迈克·德拉罗查的《神圣课程》。

Listen to Sacred Lessons with Mike Della Roccia on America's number one podcast network, iHeart.

关注《神圣》

Follow Sacred

当新闻头条无法解释你内心正在发生什么时，你会怎么做？

What do you do when the headlines don't explain what's happening inside of you?

我是本·希金斯，如果你能听到我，那就是文化与灵魂交汇之处，一个进行真实对话的空间。

I'm Ben Higgins, and if you can hear me is where culture meets the soul, a place for real conversation.

每期节目，我都会与来自各行各业的人交谈，包括名人、思想家和平凡普通人。

Each episode, I sit down with people from all walks of life, celebrities, thinkers, and everyday folks.

我们会深入探讨那些经过修饰的故事背后。

And we go deeper than the polished story.

我们会谈论是什么驱动着我们、塑造着我们，以及什么给予我们希望。

We talk about what drives us, what shapes us and what gives us hope.

我们会坦诚面对那些重要的议题：当你不再认识自己时的身份认同、改变你的失去、当成功不再足够时的意义、当思绪无法平静时的安宁、当信仰变得复杂时的信念。

We get honest about the big stuff, identity when you don't recognize yourself anymore, loss that changes you, purpose when success isn't enough, peace when your mind won't slow down, faith when it's complicated.

有些嘉宾有答案。

Some guests have answers.

但大多数仍在摸索中。

Most are still figuring it out.

如果你曾觉得故事背后一定还有更多，那么这个节目就是为你而做的。

If you've ever felt like there has to be more to the story, this show is for you.

在iHeartRadio应用、Apple播客或你收听播客的任何平台收听《If You Can Hear Me》。

Listen to If You Can Hear Me on the iHeartRadio app, Apple podcasts, or wherever you get your podcasts.

有趣的是，我们一直在被精准地推销。

What's fascinating is that we're constantly being sold to Exactly.

但我们却不会惊呼‘天哪’。

But we don't out of Oh my gosh.

你买的一切都被推销过，我觉得无论是你穿的衣服、喝的咖啡、去的咖啡店、使用的笔记本电脑、随身携带的手机，我们始终在被推销，可我们却觉得销售很可怕。

Everything you buy has been sold to you and I feel like whether it's the clothes that you're wearing, the coffee you drink, the coffee shop you go to, the laptop that you use, the phone that you carry like we're constantly being sold to but we find sales so scary.

嗯。

Mhmm.

对吧？

Does that right?

你不会吧。

Do you No.

当然了。

For sure.

我的意思是，就连你在社交媒体上看的视频，也有人在向你推销：为什么他们值得你花时间，而不是你本可以划走的其他内容创作者。

I mean, even the videos that you watch on social media, somebody's selling you on why they are worth your time out of every other content creator that you could swipe to.

每当你点击关注按钮时，就有人成功向你推销了为什么他们应该每天出现在你的信息流里。

Whenever you hit the follow button, somebody sold you on why they should be on your for you page every day.

我昨天去了一家日光浴沙龙。

Like, I went to the tanning salon yesterday.

再普通不过的事情了。

The most menial thing ever.

就只是一个简单的日光浴沙龙。

Just a simple tanning salon.

他向我推销了一套200美元的晒黑套餐，而我根本不住在这里。

He sold me on a $200 tan package, and I don't even live here.

但我特别喜欢他的销售方式，也喜欢支持其他的销售代表。

But I just loved his sales process and I love supporting other sales reps.

当你学会销售之后，看待生活的方式就会完全不一样。

Like, when you learn sales, you just see life in a completely different way.

是的。

Yeah.

当你被推销时，你甚至会心生感激。

Where when you get sold to, you almost appreciate it.

我完全同意。

I fully agree

你

that you

尊重这种推销。

respect it.

我喜欢被推销。

I love being sold to.

我也是。

Me too.

我喜欢被推销，因为当有人推销时，我也知道什么时候不奏效。

I love being sold to like if someone's because I also know when it's not working.

没错。

Right.

有一些商店，我一进去就准备好要买了。

Oh There are shops that I'll go into where I'm like ready to buy.

对。

Right.

但体验不好，我就不会买了。

But then the experience is not great and then I won't buy.

还有一些商店，我本来觉得今天可能不打算花钱。

And then there are other shops where I'm like, oh, I'm not sure if I wanna spend any money today.

但有人特别用心地向我推销，我就觉得：哇，我喜欢这样。

And someone's really trying to sell to me and I'm like, oh, I love this.

当然。

For sure.

他们真的非常擅长自己的工作。

Like they're really great at what they do.

我尊重这种能力。

I respect it.

是的

Yeah.

销售的关键在于让对方感到自己很重要，并且被倾听。

Sales is all about like, you know, making someone feel important and listened to.

这就是为什么女性在销售方面如此出色，因为女性一整天都在做什么？

And that's why women are so good at sales is because women all day, what do we do?

我们给朋友打电话。

We call our friends.

我们和朋友聊天。

We talk to our friends.

我们鼓励朋友。

We hype our friends up.

这其实就是销售。

That's literally sales.

销售就是激励人们，让他们相信，只要获得相应的工具，他们就能实现自我蜕变。

Sales is hyping people up into, you know, pushing them into this higher version of themselves and making them really believe that they can achieve a transformation if they're given the tools to do so.

这就是销售。

That's sales.

你正在做的就是这个。

That's what you're doing.

是的。

Yeah.

当你学会销售时，生活就会焕然一新。

It's a whole new life when you learn how to sell.

是的。

Yeah.

是的。

Yeah.

你这辈子被推销得最好的东西是什么？

What's the what's the best thing you've ever been sold?

我的粉色G级越野车。

My pink G Wagon.

好的。

Okay.

是谁卖给你的是怎么卖的？

How did who sold it to you?

这个过程是怎么进行的？

How did that process work?

所以我当时是躺平接受的。

So I was kind of a lay down for it.

我不骗你。

I'm not gonna lie.

但我看过关于它的视频。

But I saw videos on it.

是个女孩，社交媒体上的汽车销售代表。

It was this girl, car sales rep on social media.

她一直在发关于它的视频。

She's making videos of it.

我经常被标记在这些帖子里。

I get tagged in it a ton of times.

我会点进去看。

I click on it.

我想，哇，这车真酷，但我现在其实并不需要买新车。

I'm like, oh, that's a cool car, but, like, I don't really need a new car right now.

我当时正在亚利桑那州开车，那是我的家乡。

I'm driving in Arizona, which is where I'm from.

我往右边一看，那车就停在橱窗里。

I look to my right, and it's in the freaking window.

我想，天哪，这么多地方，全美国居然只有一辆这样的车，偏偏就在那儿？

And I'm like, out of all places, this there's only one car that existed in the whole United States.

这车怎么会在亚利桑那？

I'm like, it's in Arizona?

那堪萨斯又是怎么回事？

Like, what are the Kansas?

于是我走进去，汽车销售员喊了一声：‘谢尔比。’

So I go in there and the car sales rep, she shouts Shelby.

她接着说：‘谢尔比，我参加过你那么多大师课。’

She's like, Shelby, I've been to

你上的大师课我参加过好多次。

so many of your master classes.

我超喜欢你。

I love you.

我关注你的一切。

I follow you

我在所有平台上都关注你。

on everything.

我觉得那种最初的连接和默契很重要。

Like and I think that initial connection and rapport.

当她向我展示这辆车时，当然，她让我试驾了。

And then when she was showing me the vehicle, obviously, she let me test drive it.

但她还告诉我，你可以用这个来做内容。

But she was also, you know, telling me like, you could use this for content.

这辆车简直就是为你量身定做的。

This car has your name written all over it.

然后她真诚地促成交易，把焦点从客户身上转移到产品上。

And then she sincere closed me, which was turning the no away from the client to the product.

她让我不得不对她拒绝，而我却做不到。

And she made me have to say no to her, which I couldn't.

所以真诚促成法就是，我知道你迟早会买一辆车。

So the sincere close is just like, I know you're gonna buy a car at some point.

我总会把车卖出去，如果不是你，也会是别人，但我希望是你，我想成为帮你实现梦想座驾的人。

I'm gonna sell this to someone, if it's not you it's someone else but I want you to have it and I wanna be the one to help you get this dream car.

哇哦。

Wow.

你们现在还是朋友吗？

Are you still friends with her?

哦是的，她太棒了。

Oh yeah, she's awesome.

对。

Yeah,

她很棒。

she's great.

是的，这太棒了。

Yeah, that's amazing.

是的，而且你对你的购车体验很满意，这很重要。

Yeah, and it's, and obviously you're happy with your purchase which For makes sure.

我觉得关键在于，当你觉得没有获得应有的价值时，你会想，等等，我之前去过一些高端汽车销售点，他们试图推销你一些豪华车，但有些地方确实用了我读到过的那种技巧。

It I think that's the part, it's like when you're not happy with the value that you received, you're like, oh wait a minute, was, and you know, I've been to some fancy car spots trying to sell you some fancy cars and they're not, some of them, there's the technique that I read about.

跟我聊聊这个吧，因为我在网上看到过，自己也经历过几次。

Talk to me about this because I saw this on social media and I've experienced it a few times.

好的。

Okay.

这些高档店铺试图让你觉得自己低人一等，没错。

Where these fancy places try and make you feel less than so that Yes.

我不喜欢这样，因为感觉很不舒服。

You I don't like that because it feels uncomfortable.

对，这确实是一种真实的现象。

Right, so it is a real phenomenon.

所以我称之为路易威登销售技巧。

So I call it the Louis Vuitton sales technique.

这并不专属于路易威登，只是我随便取的名字。

It's not specific to Louis Vuitton, but it was just a name I picked on.

但确实如此。

But yeah.

首先，他们雇佣有吸引力的销售人员。

So they one, they hire attractive sales reps.

其次，他们培训这些有吸引力的销售人员在你进店时对你表现得有点冷淡。

And two, they train those attractive sales reps to be a little bit dismissive to you when you're in the store.

这确实是一种真实的现象。

And this is a true thing.

因为作为顾客，当你走进店里，如果没人热情地迎上来，反而会问：‘你来这儿干嘛？’

Because as a client, when you walk in and somebody's not all over you, hey, what are you in here for?

你想要什么？

What do you want?

巴拉巴拉的。

Blah blah blah.

你看到这件夹克了吗？

Did you see this jacket?

你几乎会觉得，自己好像在努力争取销售员的时间，因为你想要证明自己配得上待在这个店里。

You almost feel a little bit like you're trying to earn a sales rep's time because you wanna prove that you belong in the store.

那么他们到底在做什么？

And so what are they doing?

嗯，这其实挺聪明的，尽管我会说这有点儿操纵性。

Well, it's actually pretty smart even though I would say that's slightly manipulative.

但SMART的做法是，他们知道自己的品牌有分量。

But what they're doing at SMART is they know their brand has weight.

因此他们清楚品牌所带来的那种感觉——高端、精致、卓尔不群。

And so they know kind of the feeling that they have with the brand and that they are so, you know, up there and sophisticated.

所以他们让你自己认定，你配得上拥有这个品牌。

So they make you assign yourself to feel like you deserve to be with the brand.

他们是怎么做到的呢？

How do they do that?

通过购买一个包。

By buying a bag.

是的。

Yeah.

所以当你终于有销售顾问主动走近你时，你几乎会想：嘿，我跟你说，我有钱。

So you almost feel like, you know, when a sales rep does come up to you, oh, I'm I promise you I have money.

我是真的会买的人。

Like, I am a buyer.

然后让你想买更多的东西。

And then makes you wanna buy more things.

是的。

Yeah.

很悲哀的是，我们竟然会上当，对吧？

And it's sad that we fall for that, right?

当然，很多人都会这样想。

Think a For lot of sure.

如果你了解销售，你会说人们会更理性地花钱吗？

Would you say that people will actually spend more mindfully if they understood sales?

百分之百。

100%.

跟我谈谈这个。

Talk to me about that.

当你了解销售时，你就能理解销售代表的立场。

So when you learn sales, you understand the sales rep's perspective.

所以你会更清楚地意识到他们所使用的技巧。

So you're a little bit more cognizant of the techniques that they're using.

因此，如果你真的需要某样东西，而销售代表非常出色，他会让你想买更多东西，因为你心想：好吧。

And so if it's something you actually want and the sales rep's amazing, makes you wanna buy more stuff because you're like, okay.

我尊重这个游戏。

I respect the game.

我欣赏这一点，而且我确实想要这个。

I appreciate it, and I do want this.

那就干吧。

Let's do it.

但当你并不真正需要某样东西，或者你虽然想要，但销售代表对你无礼或试图让你觉得自己低人一等时，你就明白了他们的策略和推销方式。

But when it's something that you don't really want or maybe it's something you do want, but a sales rep is being rude to you or trying to make you feel less than, you understand the tactics and the way that they're approaching the sale.

然后你会想：为什么要这么做呢？

And you're like, why would you do that?

你知道的。

You know?

我确实想要这个。

I I wanted this.

我是个买家。

I am a buyer.

但你这种轻视的态度，或者过于急切地推销，让我感到反感。

But the way that you're being dismissive or the way that you're just trying too hard turns me off.

所以销售本质上就是推和拉的艺术。

And so sales is all about, like, push and pull.

当销售人员过于强硬，或使用那些令人尴尬、咄咄逼人的话术时，买家的大脑会直接关闭。

And so a buyer's brain will literally turn off when you try to sell too hard or when you try to use these cringey, pushy, aggressive tactics.

因为在他们看来，如果你必须这么努力地推销，那说明你卖的东西其实没那么有价值——否则干嘛非得这么拼命？

Because in their brain, it's like, if you have to try so hard, obviously, what I'm getting sold is not that valuable because why would you have to try so hard?

事实上，‘拉’的方式反而更有效，也就是销售人员适当退后一步，说：‘我不确定你现在是不是真的需要这个。’

So in fact, the pull method actually works a little bit better, which is when sales reps kind of take a step back and they're like, well, I mean, I don't know if you need this right now.

告诉我你正在经历什么，我们一起看看怎么解决。

Like, tell me about what you're going through and we can kind of figure it out together.

是的

Yeah.

你认为自信来自哪里？

Where do you think confidence comes from?

你真的很自信。

You're so confident.

谈谈这种能够随时切换状态的想法，就像能随时开关一样。

Talk about this idea of being able to turn it on, like, you know, just switch on.

人们如何才能获得这种状态？

How do people access that?

因为我觉得今天很多人感觉自己是缩小版的自己。

Because I think so many people today feel like a smaller version of themselves.

我们会退缩，会害羞，会害怕。

We shrink, we get shy, we get scared.

就像你刚才说的，在你要说出价格的时候，你会犹豫，因为你害怕。你确实相信这个产品，也关心你所做的事情，但你也在乎对方的感受。

Like you said, just before you're about to say the amount you kind of hesitate because you're scared And about it's not you do believe in the product, you do care about what you're doing, but you also kind of care about the other person.

这种自信从何而来？

Where does that confidence come from?

每个人都认为你先有自信，然后才会做大事。

Everybody thinks that you have confidence and then you do big things.

但实际上恰恰相反，你是先做大事。

When it's flip flopped, you do big things.

你把自己暴露出来。

You put yourself out there.

你感到害怕。

You're scared.

然后你才建立起自信。

And then you build confidence.

就像我现在看起来像个非常自信的女孩，诸如此类的一切。

Like, know I look like this girl that's super confident, all these things, whatever.

但当我刚开始的时候，实际情况恰恰完全相反。

But when I first started, that was literally so opposite from the case.

我当时焦虑得根本不敢和人说话。

Like, I had so much anxiety I could not talk to people.

或者有人问我，你今天过得怎么样？

Or someone would ask me, you know, how's your day going?

我会结巴，然后花接下来五到七个工作日去琢磨这个问题。

And I would stutter and think about it for the next, like, five to seven business days.

我真的特别讨厌这样。

Like, I literally hated it.

我当时特别不自信，也没做过什么大事，自然没什么可自信的。

I was just insecure, and I didn't do enough big things in order to have something to be confident about.

所以有人告诉我，做销售能让你变得自信。

So someone told me, you know, sales will make you confident.

于是我进入了销售行业。

I got into sales.

我 literally 面对过无数次被当面关门的经历。

I got literally doors slammed in my face.

警察被叫来，社区巡逻队，诸如此类的事情都发生过。

Cops called on me, the neighborhood watch, like, name it.

但经历过这些所谓的艰难时刻，并最终挺过来，不仅有了可观的经济回报，也获得了自信——这些经历就是有力的证据，让我能说：我值得自信，因为我做到了这些、这些和这些。

But going through experiences like that and going through what I call the suck and coming out on the other side, you know, with monetary things to show, but also confidence, that kind of data points, those kinds of data points that you have where you can say, I deserve to be confident because I did this, this, and this.

我值得自信，因为我连续被拒绝了十次，第十一次却得到了同意。

I deserve to be confident because I got told no 10 times in a row and the eleventh said yes.

现在我比以前任何一个人更有信心，如果别人拒绝我，那没关系，我会去找下一个愿意说‘是’的人。

Now I'm more confident that every other person I talk to, if they say no, that's fine, I'm gonna go get somebody else to say yes.

是的，就是做困难的事情。

Yeah, it's doing hard things.

当然。

For sure.

对，完全正确。

Yeah, absolutely.

我完全同意。

I couldn't agree more.

每个人总是以为你心里先有了自信，然后才采取行动，但事实完全相反，你说得对。

Everyone always thinks you somehow feel confident in your mind and then you take action and it's completely the opposite way around, you're spot on.

先采取行动，做那些让你不舒服的事、困难的事、大事、可怕的事，然后信心就会突然降临到你身上。

It's take action, do uncomfortable things, do hard things, do big things, do scary things and then all of a sudden confidence comes to you.

对。

Right.

因为你有证据，有证明。

And because you have evidence, you have proof.

没错，对。

Exactly, Right,

你有一份清单，上面写着：嘿，我做了这些事，这并不是外在的成就，而是你把自己置于那种境地——无论是被拒绝十次、搬出家门、去尝试从未做过的工作、走出舒适区，所有这些都在积累自信。

you have a list of things that like, hey, I did all these things and it's not the external achievement, it's the fact that you put yourself in that position whether it was getting rejected 10 times, moving out your house, going out there and taking on a job you never did, being out of your comfort zone, like all of that builds confidence.

但当你看到有人坐在那里说，谢尔比，我想在销售上做得更好，我懂，但就是不知道该怎么开始。

But you know when someone's sitting there and going like, Shelby, I wanna be better at sales, I get you but like, I just don't know how to start.

你会对那个说‘我不知道该怎么开始’的人说什么？

What would you say to that person who says, I don't know how to start?

我会说，你其实不必知道。

I would say you don't have to.

你不必知道该怎么开始。

You don't have to know how to start.

你只需要去做。

You just have to do it.

而所谓去做，意思是你要尽可能多地学习一切。

And by do it, I mean, you need to learn everything that you possibly can.

而且，这很棒。

And, again, good for you.

所有内容都在社交媒体上。

It's all on social media.

就在你的手机里。

It's right on your phone.

但第二点是，开始行动，并且知道你一开始会很烂。

But then number two is start and know that you're gonna suck.

说白了，自信的一半就在于知道一开始肯定会表现得很差。

Like, half of confidence is knowing that it's going to suck in the beginning.

你需要明白自己一定会被拒绝。

And you need to know that you are going to get rejected.

你会搞砸的。

You're gonna mess up.

但转折点在于，如果你坚持足够久，积累足够多的实践，这才是建立真正自信的方式。

But plot twist is if you do that enough time and if you get enough reps in, that's how you build true confidence.

所以这并不是单纯的‘假装直到你成功’，但某种程度上确实是这样。

So it's not the whole fake it till you make it, but I mean, kind of.

你必须相信自己就是最棒的。

It's like you have to believe you are the best.

然后，就像你刚才说的，有了足够的数据支撑，当你回望自己的经历时，你才能真正、真正地确认自己就是最棒的。

And then with enough data, like you kind of just said, you can truly, truly know that you are the best when you can look back at your experience.

是的。

Yeah.

我们在社交媒体上发现了一些我们认为不错的问题。

We found some questions on social media that we think would be good.

所以我想听听你的看法。

So I wanna hear your take on this.

那些在财务上挣扎的人认为很明智，但实际上却让他们一直穷困的事情是什么？

What's something people struggling with money think is smart, but actually keeps them broke?

花钱参加社交活动。

Spending money on networking events.

跟我详细说说这个。

Talk to me about that.

我本该支持社交的。

I should be pro networking.

对吧？

Right?

不对。

No.

我对社交活动有一个非常有争议但具体的看法。

So I have a very kind of controversial but specific take on networking.

我认为，参加那些随机社交活动的大多数人——我说的是那些随意的鸡尾酒会、你所在城市里素不相识的人——

So I think, you know, majority of people that show up to random networking events, I'm talking the ones that are just random cocktail hours, random people in your city.

很多参加这些社交活动的人，只是因为自己没什么可提供的，才想找外部的人攀附。

A lot of the people that show up to those networking events are looking for people external to cling on to because they don't have anything to offer.

所以我希望你不要把所有精力都放在社交上，因为我以前也是这样。

So I want you, instead of to focus all of your energy on networking, because I used to be the same.

我能进哪些圈子？

What rooms can I get into?

谁能帮我解决这个问题？

Who can help me with this?

先看看你自己。

Like, look into yourself first.

先提升你的技能。

Build up your skill set first.

找到一种方式为他人提供真实价值，成为别人愿意与之建立联系的人。

Figure out a way to provide real value to other people and become someone that other people want to network with.

我一直是个渴望加入像你这样的人、我的商业伙伴，或者我现在正在参与的那些群聊的女孩。

Like, I was always the girl dying to be in group chats with people like you or people like my business partners or people like, you know, that I am currently in group chats with right now.

我特别想加入那些群聊。

I was dying to be in those.

但你需要找到一种方法，让自己成为别人渴望加入群聊的对象。

But you need to figure out a way to be someone that other people are dying to be in a group chat with.

所以，不要把太多精力花在如何结识这些人上，而是把精力投入到自己身上。

So instead of focusing too much on putting your energy out into how do I figure out these other people, put that energy into yourself.

当你真正拥有了一些成就，或者真正解决了别人的问题时，对的人自然会主动联系你。

And when you truly have, you know, something going for you or you truly solve people's problems, the right people will reach out to you.

因为值得结识的人，不会每天都在不同的鸡尾酒会上转悠，只是为了好玩而帮助别人。

Because people that are worth networking for don't spend every day at different cocktail hours just trying to help people for fun.

这不一样，但如果是带着明确目的去参加的特定社交活动，那就另当别论。

It's just not But that's different from specified networking, which is if you have a purpose of going to it.

你知道，如果你是一名房地产专业人士，去参加房地产活动，那就太棒了。

You know, if you're a real estate professional and you're going to a real estate event, amazing.

如果你是一个成交高手，去参加成交高手的活动，那就太棒了。

If you are a closer and you're going to a closer event, amazing.

一名生活教练去参加生活教练的活动，也很棒。

A life coach going to a life coach event, amazing.

但我认为一般的社交鸡尾酒会纯粹是浪费时间、金钱和精力，这些本该用在提升自己身上。

But I think the general networking cocktail hours are just a waste of time, money, and energy that you should be putting into yourself.

是的。

Yeah.

我喜欢这样的观点：你的声誉能为你先行，很多人误以为必须拥有一个大品牌才能做到这一点。

I love the idea that your reputation precedes you in the sense of, and I think people often get confused that you have to have some big brand for that.

我的朋友最近才开始他的内容创作者之路。

My friend started his content creator journey more recently.

他只有六千名粉丝，但他制作的视频内容质量极高，人们因为他的研究深度和沟通能力而主动向他人推荐他，他达到十万粉丝、百万级别乃至更多，只是时间问题。

He has like 6,000 followers but the video content he's creating is so high quality that people are introducing because him his level of research, his communication skills, it's only a matter of time before he gets to a 100,000 followers and million and whatever else it may be.

但现在我觉得人们常常认为，哦，是啊，谢尔比，我得有一百万粉丝，别人才会注意到我。

But right now I think people often think, oh yeah, but Shelby, I've got to have like a million followers for someone to notice me.

其实不是这样的，你可能只有五千、六千，甚至一万粉丝，但因为你创作的内容和沟通方式，人们会想到你，觉得你是那个第一时间浮现在脑海的造型师。

It's like, no, you could have 5,000 followers, 6,000, maybe 10,000, but because of the content you're creating and the way you're communicating, people will look at you and be like, oh, you're the stylist that comes front of mind.

你是那个第一时间浮现在脑海的教练。

You're the coach that comes front of mind.

你是那个第一时间浮现在脑海的汽车销售员。

You're the car sales person who comes front of mind.

你不需要有数百万粉丝，别人才会注意到你。

Like you don't have to have millions of followers for someone to notice you.

我认为这也是非常关键的一点。

And I think that's a really important part as well.

而且我认为还有一个很重要的点，你需要成为我们所说的‘模式打断者’。

And I think a big thing too, you need to be what we call the pattern interrupt.

在销售中，模式打断者指的是打破常规的人，因为99%的销售员说话方式都一模一样。

So in sales, a pattern interrupt means someone that breaks the pattern because 99% of salespeople sound the same.

如果你想得到和别的销售员不同的结果，那就得做点不一样的事。

Sound like So if you want a different result than every other salesperson that gets denied, you need to do something different.

也就是说，打破那些让人尴尬的销售话术套路。

So AKA break the pattern of the cringey sales rep pitches that people hear.

但在生活中，你也需要打破常规。

But in life, you need to break the pattern.

你必须与众不同，做与别人不同的事，才能脱颖而出。

You need to be different and do different things than everybody else in order to stand out.

就像你那个拍出最高质量视频的朋友，他肯定和那些只大量发布视频的人很不一样，对吧？

Like your friend who made, you know, the most high quality videos, he was probably a lot different than everybody else who's just putting mass amount of videos out there to where Absolutely.

有人注意到了。

Somebody recognized

是的。

Yeah.

他真的认真思考过。

He's really thought about it.

这非常具体。

It's very specific.

因此，那个特定细分领域的人们都在关注它，尽管他并没有

And so people in that specific niche are paying attention to it even though he's not got

因为他是个专家。

because he's an expert.

没错，没错。

Exactly, exactly.

他确实擅长他所

He's actually good at what he's

谈论的内容。

talking about.

确实如此。

It's absolutely it.

好的，那最大的问题是，这是另一个。

Okay, what's the biggest, this is another one.

好的。

Okay.

一个人年收入5万美元和一个人年收入50万美元之间，最大的心态差异是什么？

What's the biggest mindset difference between someone making $50,000 and someone making $500,000?

是一年还是一个月？

A year or a month?

那是个谢尔比式的问题，我们先从一年说起。

That's a Shelby Let's question right start with a year.

我完全同意。

I would say exactly that.

我认为，月入5万美元的人觉得自己已经站在了世界之巅，认为这就是人生的全部了。

I would say the $50,000 a month person thinks that they're on top of the world and that, you know, that's all there is to life.

而我认为，月入50万美元的人知道，自己的潜力是无限的。

And I think the $500,000 a month person knows that you're uncapped.

在这个世界上，你所能达到的成就没有上限。

There is no cap on what you can do in this world.

没有。

None.

我认为销售教会你的最重要的一点就是：你收获多少，取决于你努力多少。

And I think that's the biggest thing that sales teaches you is you eat what you kill.

没有底线。

There's no floor.

对吧？

Right?

但这也非常自由，因为没有上限。

But that's also so freeing because there's no ceiling.

真心话，如果你想赚更多钱，就去多接触人、多成交单子就行。

Genuinely, if you wanna make more money, you just talk to more people and close more deals.

这应该让你感到兴奋。

Like, that should excite you.

这应该让你惊呼：天啊。

That should be like, oh my gosh.

世界上有这么多钱可以赚，而且有大量证据表明很多人赚了大钱。

There's all of this money to make in the world, and there's proof of so many people making so much money.

为什么不能是我？

Why not me?

是的。

Mhmm.

那正是我最看重的一点。

That was my biggest thing.

我总是听说社交媒体上那些人赚了这么多钱，然后我就想，

I always, like, heard of these people on social media making so much money, and I'm like,

你？

you?

你赚这么多钱？

You make that amount

这么多钱？

of money?

如果你能做得到，我也能。

Like, if you can do it, I can do it.

我认为这种盲目的乐观，正是那些年收入或月收入五十万美元的人所拥有的，因为他们走出了现实的框架和界限。

And I think that blind level of optimism is what somebody making $500,000 a year or a month has because they stepped outside of the scope and the realm of reality.

他们真的只是说：我不遵循别人的规则。

And they truly just said, I'm not playing by everybody else's rules.

我在做自己的事，或者在兼职做自己的事，或者我会把自己从这种困境中拉出来，因为我相信我能做到。

I'm doing my own thing or I'm doing my own thing on the side or I'm gonna pull myself out of this because I know that I can do it.

所以，举例来说，如果你从年的角度来看，年收入五万美元的那种人，只是把钱看作是副业，或者他们知道，自己并不是生意本身。

So, for example, if you're talking in years perspective, I think the $50,000 a year type of person just sees money as a side thing or they see, you know, they are not the business.

他们只是在为别人工作。

They are working for someone.

而年收入五十万美元的人则清楚，他们自己就是生意。

Versus the $500,000 a year person, they know that they are the business.

他们知道，无论自己在这世上做什么，都会变成黄金，因为他们很优秀。

And they know that whatever they do in this life, it will turn to gold because they are good.

所以这就是为什么你需要高收入技能，才能成为那种无论进入什么领域都能产出成果的人。

So that's why you need high income skills in order to be that person that you can step into anything and produce.

是的。

Yeah.

我认为真相是，即使你是一名雇员，高收入技能也同样重要。

And I think the truth is that high income skill matters even when you're an employee.

因为如果你拥有高收入技能，雇主就永远不会想失去你。

Because if you have a high income skill, that person never wants to lose you.

因此他们会持续投资你，不断给你升职加薪，因为他们知道根本离不开你。

And therefore they're gonna keep investing in you and keep giving you promotions and raises because they know they can't one live without

百分百。

100%.

所以即使你不是创业者，只要你属于某个团队，拥有高收入技能，并为公司创造巨大价值，人们就绝不会冒任何风险。

So even if you're not an entrepreneur, if you're a part of someone's team and you have a high income skill and you add lots of value to that place, people are never ever gonna take a risk.

我的意思是，你是个雇主，我也是个雇主。

I mean, you're an employer, I'm an employer.

就像是，我不想失去我最好的人，我绝不会替换那些糟糕的人。

It's like, I don't want to lose Like my best I would Replacing never take that people sucks.

这真的很难，是的。

It's so hard, yeah.

当你

When you

找到一个非常出色的人时，

find someone who's really amazing what

你会想全力培养他们。

they You wanna pour into them.

没错。

Exactly.

是的，你想投资于他们，希望他们能和你一起成长，你对此充满期待，就像恋爱一样，你渴望看到我们能一起达成什么成就。

Yeah, you wanna invest in them, you want them to grow with you, You're excited about it just as you are in love in one sense where it's like, yeah, I wanna see what we could achieve together.

没错。

Exactly.

但我认为这又回到了那个年收入5万美元却对此心满意足的人身上。

But I think that goes back to like the person who's making $50,000 a year and is completely fine with that.

他们只是把这当作一份工作，不会额外付出更多。

They just see it as a job And they won't go above and beyond.

而另一些人，尽管他们的薪水可能没有反映出50万美元的年收入，但他们相信，只要以50万美元年薪的标准来要求自己，这就是一个价值50万美元的机会。

Versus the person that maybe their paycheck doesn't reflect $500,000 a year, but they believe that they are in a $500,000 a year opportunity if they act like it.

是的。

Yeah.

当你超出预期时，人们会注意到的。

And so when you go above and beyond, people notice that.

所以，你现在为自身投入的每一分努力，也许现在看不到回报，但未来一定会以数倍的回报回馈你。

So every single ounce of hard work that you put into yourself right now, maybe it might not benefit you now, but it will benefit you dividends in the future.

完全正确。

Totally.

你必须先投入，才能有所收获。

It's just you have to put it in in order to get it out.

当然。

Absolutely.

很好的回答。

Great answers.

好的。

Alright.

如果有人想在一年内从年收入10万美元提升到30万美元，那该怎么做呢？

If someone wants to go from making 100 ks to 300 ks in one year, what's

你具体指的是哪一年？

You specify the year?

是的。

Yeah.

那三十天、六十天、九十天的计划是什么？

What's the thirty, sixty, ninety day plan?

从10万美元到30万美元？

From 100 ks to 300 ks?

是的，在一年内。

Yeah, in one year.

他们是为别人工作，还是为自己工作？

Are they working for someone or working for themselves?

我们两种情况都分析一下。

Let's do both examples.

所以，我们先分析为别人工作的人，再分析为自己工作的人。

So let's do someone who's working for someone and then let's do someone who's working for themselves.

为别人工作的人。

Someone who's working for someone.

我会说你需要频繁跳槽。

So I would say that you need to job hop.

你不可能在两三年内拿到二十万美元的加薪。

You're never gonna have, you know, a $200,000 raise in two in three years.

这种事情根本不可能发生。

Like, it's just not gonna happen.

所以你的做法是去不同的雇主那里，把他们相互比较。

So the way that you would do it is you would go to different employers and you would kind of like pin them between each other.

所以，你目前工作的公司和另一家公司对比。

So, the company that you're working for now versus another one.

对吧？

Right?

你可以去他们的竞争对手，或者不同领域的公司，向他们展示你在其他公司所创造的价值，因为你有数据支持。

You go to their competitor or somebody in a different niche and you show them the value that you provided for the other company because you have data points behind it.

例如，我帮助X公司在X时间内将收入提升到X水平，使用了这些工具，但我觉得如果给我合适的工具，我还能做得更好。

For example, I helped X company grow to X revenue in X amount of time given these tools, but I feel like I can go even farther given these right tools.

给我实现这一点的能力。

Lend me the ability in order to do it.

如果你在一家公司，我会建议你频繁跳槽。

I would job hop if you are in a company.

我觉得这其实是非常中肯的建议。

I think it's very sound advice, actually.