P.O.D. People - Sales Influence Podcast - SIP 610

欢迎收听销售影响力播客，我们将探讨人们购买行为背后的动机。

Welcome to the Sales Influence Podcast where we talk about finding the why in how people buy.

我是您的主持人维克托·安东尼奥。

I'm your host, Victor Antonio.

感谢您的加入。

Thank you for joining me.

非常高兴有您与我同行。

Super excited to have you with me.

我很喜欢您在收听这个播客。

Love the fact you're listening to the podcast.

谢谢。

Thank you.

我非常感激。

I appreciate that.

今天，我们要聊聊‘pod人’，p-o-d人，pod人。

Today, we're going to talk about pod people, p o d people, pod people.

在深入解释‘pod people’是什么之前，我们先聊聊成功的普遍意义。

Now, before I get into what pod people means, you know, let's talk about success in general.

我喜欢问别人：你的目标是什么？

I like to ask people, you know, what's your goal?

这是我常问的标准问题之一。

That's one of my standard questions.

告诉我你的目标是什么。

Tell me what your goal is.

告诉我你打算做什么，想达到哪里，以及你打算如何实现。

Tell me what you're trying to do, where you're trying to go, and then how are you going to get there.

对吧？

Right?

我特别喜欢问这个问题，因为‘你的目标是什么’和‘你打算如何实现’这两个问题的答案，其实已经足够清晰了。

I love asking this question because the answer to those questions simply, what's your goal and how are you going to get there?

仅仅这两个问题，就能让我全面了解一个人。

Just those two questions tells me everything I need to know about individual.

他们的回答揭示了一切。

Their answer reveals everything.

我发现了一件非常有趣的事情，几乎就像帕累托法则，八二法则。

And what I have found is something very fascinating, almost like the Pareto principle, the eightytwenty rule.

80%的人能告诉我，这就是我想做的。

80% of the people can tell me, This is what I want to do.

这就是我想去的地方。

This is where I want to go.

这就是我想实现的目标。

This is what I want to achieve.

但接着我可能会问他们，你打算怎么做？

But then I may ask them, how are you going to do that?

你打算怎么做？

How are you going to do that?

你看，这里有个区别。

See, that's see, there's a difference here.

有‘做什么’的问题，比如我想做什么，但还有执行的问题，也就是我将如何做到。

There's the what questions, what I want to do, but then there's execution question, which is how I'm going to do it.

很多人已经弄清楚了自己想做什么，知道自己想在哪里，但很少有人花时间去思考如何到达那里。

And many people have figured out what they want to do, you know, where they want to be, but few have taken the time to figure out how they're going to get there.

他们无法清晰地描述出计划或方法，这告诉我，他们正活在一种持续的幻觉之中。

And the fact that they cannot articulate a plan, an approach, tells me that they're living in a state of persistence of delusion.

再次强调，持续的幻觉，P-O-D。

Again, persistence of delusion pod, P O D.

他们活在这种状态里，只是再次，我不确定他们是否在期待某一天。

They're living in this state where they just again, I don't know if they're hoping to one.

也许他们会碰运气，因为当我问他们：‘那你打算怎么做？’

Maybe they'll get lucky, because when I ask them, Well, how are you going do it?

嗯，维克多，我们会尝试一些事情，看看哪些有效。

Well, know, Victor, we're going try certain things, see what works.

好吧，你只是在指望运气。

Okay, you're hoping to get lucky.

我也从他们的话中知道，他们根本没有计划。

I also know by what they're telling me that they don't have a plan.

他们只是指望碰运气，没有计划，即使有计划，通常也是细节非常匮乏的。

They're hoping to get lucky, they don't have a plan, and if they do have a plan, it's usually one that's very light on details.

换句话说，他们只是潦草地勾勒出一些如何到达目的地的轮廓，我立刻就能在心里判断他们根本达不到目标。

In other words, some scribbled outline about how they're going to get there, and immediately I know in my brain they're not going get there.

我不是说你必须写一份50页的商业计划书才能弄清楚自己的方向，但至少要有几项具体的步骤，通过持续执行来实现你的目标。

I'm not saying that you have to write a 50 page business plan to figure out where you're going, but at least have some concrete steps that you're going to take, execute over time, that you have to do in order to reach your goals.

所以当我跟人们交谈，他们说：维克多，我还在考虑中。

So when I talk to people and they say, Victor, I'm still thinking about it.

我会用不同的方式来进入市场。

You know, there's different ways I'm gonna approach the market.

我还没制定计划，但正在整理中。

You know, don't have a plan yet, but I'm putting something together.

你知道的， blah blah blah blah blah。

You know, blah blah blah blah blah.

你知道吗，每逢节假日聚在一起时，我总是对那些去年、甚至前年、或三年前就一直在说‘我要做这件事’的人感到好奇。

You know, when you get together for the holidays, I'm always fascinated by people who last year, maybe even two years ago, maybe even three years ago, were talking about, you know, this is what I'm going to do.

这就是我的目标。

This is my goal.

一年过去了，我们明年节假日再次见面时，他们还在谈论同一件事。

And a year goes by and we meet the next year again for the next holiday, and they're still talking about the same thing.

两年过去了，他们依然在谈论同一件事。

Two years pass by, they're still talking about the same thing.

三年后，你猜怎么着？他们还是在谈论同一件事。

Three years later, guess what, they're still talking about the same thing.

他们只会说，但从不行动。

They just talk, and they don't execute.

这就是妄想的执着，像外星人一样。

That is persistence of delusion, pod people.

那些只喜欢空谈自己打算做什么，却从不真正去做的家伙。

People who just like to talk about what they're going to do, but they don't actually do it.

很多年前我经常看这个节目。

Many years ago I used to watch this show.

我不知道你是不是太年轻了不记得，但老一辈应该记得这个。

I don't know if you're too young to remember this, but old school should remember this.

有一个叫这个节目的东西。

There's something called the show.

那些有点小才华的人会上台表演，希望他们不要被锣声打断，否则就得下台。

That's where people with minor talent would actually get on stage and actually perform, and hopefully they wouldn't get the gong, which means they'd have to get off stage.

他们都很糟糕，对吧？

They were horrible, right?

有个家伙总会上台，拿着小号，说：我要吹我的小号，我现在就吹。

And there was this guy who always went on this as he had a trumpet, and he would say, I'm going play my trumpet, I'm going to play it now.

好吧，我要吹我的小号，我现在就吹。

Okay, I'm going to play my trumpet, I'm going to play it now.

天啊，我要吹我的小号，我现在就吹。

Man, I'm going to play my trumpet, I'm going to play it now.

他的整个套路就是一直重复这句话，却从不吹喇叭，最后终于被敲了钟。

And his whole shtick was to just keep saying that, but he never played the trumpet, and eventually he got the gong.

对吧？

Right?

所以每次他回来，都会做同样的事：我要吹我的喇叭，我现在就吹。

So every time he would come back he'd do the same thing, I'm going play my trumpet, I'm going to play it now.

我要吹这个喇叭，我现在就吹。

I'm going to play this trumpet, I'm going to play it now.

当我听到人们谈论那些总在嘴上说要行动的人时，我就想起他：我要开始我的生意，我现在就开始。

When I hear people talking about these people who would upon people talk, that's what they remind me of, I'm going to start my business, I'm going to start it now.

我要开始这个生意，我现在就开始。

Oh, I'm going to start this business, I'm going to start it now.

哦，该开始这个生意了，哦，现在就该开始了。

Oh, time to start this business, oh, time to start it now.

但他们从来不会真正开始。

But they never start.

每年，他们又希望事情会有所改变。

And every year, again, they hope things will change.

疯狂的定义就是一遍又一遍地做同样的事，你知道后半句吧，期待不同的结果。

Definition of insanity is doing the same thing over and over again, you know the rest, right, expecting different results.

令人着迷的是，这些同样的人并不认为自己疯了，他们继续想着要做某事却从不行动，还指望事情会改变。

What's fascinating is that these same pod people don't see themselves as being insane, for continuing to think about doing something and never doing it and hoping something will change.

他们相信希望是一种策略。

They believe hope is a strategy.

希望从来就不是一种策略。

Hope has never been a strategy.

从来不是，将来也不会是。

Never was, never will be.

他们希望会被发现。

They hope that they'll be discovered.

你在社交媒体上经常能看到这种现象。

You see this a lot on social media.

尤其是。

Especially.

社交媒体上有许多人发布自己精美的照片，摆出酷酷的造型，站在一辆不错的车旁边，对吧？

There's a lot of people on social media who post beautiful pictures of themselves, got the cool look, standing next to a nice car, right?

他们在海滩上喝着皮纳科拉达，对吧？

They're at the beach sipping pina coladas, right?

他们给你看自己的脚趾，对吧？

They show you their toes, right?

他们展示自己在船上或其他任何地方的样子，不管是什么情况。

They show you on a boat or something, whatever it may be.

但你知道，这些东西中90%甚至更多都是假的。

But you know that 90% of that stuff, if not more, is fake.

就像我们有假新闻一样，我们也有虚假的社交媒体，每个人都在假装成自己并不是的样子。

Just like we have fake news, we have fake social media, and everybody's pretending to be something that they're not.

这太惊人了。

It's amazing.

你可以拍下所有这些酷炫的照片，发布所有这些精彩的名言。

You can take all these cool pictures, you can put up all these great quotes.

这也是我最喜欢的之一。

That's another one of my favorites.

有很多人谈论实现梦想，他们发布大量其他人的精彩名言。

You've got a lot of people who talk about achieving your dream, and they post all these wonderful quotes by all these other people.

我最喜欢的部分是，每次他们发一条名言，都会归功于威尔·史密斯。

My favorite part is that every time they post a quote, they give Will Smith credit.

这让我觉得好笑，因为我觉得威尔·史密斯根本没说过这话。

Makes me laugh because I'm like, Will Smith did not say that.

威尔·史密斯也是从别人那儿听来的，但不知为什么，这简直该成个梗，对吧？

Will Smith got that from somebody else, but for some reason that should be a meme, right?

世界上每一条名言都应该归功于威尔·史密斯。

Every quote in the world should be given credit to Will Smith.

这些人在网上贴满关于成功、冒险、付诸行动、实现目标的励志名言，但我认识现实中的一些人，我知道他们根本没采取行动，根本没执行计划。

And these are people who put quotes up there, and all they do is put wonderful quotes about succeeding, taking risks, doing the things you have to do, making it happen, but then I know some of these people in real life, and I know that they're not taking action, I know that they're not executing on the plan.

他们告诉你他们在读这本书。

They're telling you they're reading the book.

他们会发一张自己拿着新书的照片。

They'll post a picture of them with a new book.

刚买了这本书，这是我正在读的书。

Just bought this book, here's the book I'm reading.

这很好。

Well, that's great.

读书是一回事，真正执行书中的内容是另一回事。这些人又在重复这种幻觉的持续。

Reading a book is one thing, executing on what's in that book is a whole other These are people who are living again, it's a persistence of delusion.

这些人就像是外星人。

These are pod people.

他们不想付出努力，这就是问题所在。

They don't want to put in the work, and that's the problem.

他们不想付出努力。

They don't want to put in the work.

问题是为什么。

The question is why.

我认为他们害怕。

I think they're afraid.

他们害怕失败。

They're afraid of failure.

他们害怕被拒绝。

They're afraid of rejection.

但让我一直感到有趣的是，人们怎么能如此妄想。

But it's always interesting to me how people can be so delusional.

他们以为这很容易。

They think it's easy.

听好了，如果你想成功，第一，你必须清楚。

Look, if you want to be successful, one, you have to be clear.

你打算做什么？

What is it that you're going do?

我们先从‘做什么’开始。

Let's just start with the what.

这是一个三步计划。

It's a three step plan.

这就是我想做的。

Here's what I want to do.

这就是我想做的。

Here's what I want to do.

要非常清楚。

Be very clear.

如果你想当一名教练，这就是我想成为的。

If you want to be a trainer, here's what I want to be.

我想成为一名教练。

I be want a trainer.

我想成为一名演讲者。

I wanna be a speaker.

我想拥有自己的事业。

I wanna have my own business.

不管是什么，这就是我想做的。

Whatever it may be, here's what I wanna do.

接下来第二步是怎么做。

Then step number two is how.

你打算怎么做？

How are you gonna do it?

你的步骤是什么？

What are your steps?

你打算如何执行？

How are you gonna execute?

你怎么变得具体可行？

How do you get tactical?

你打算做什么？

What are you gonna do?

换句话说，这就是我想做的。

In other words, here's what I wanna do.

这就是我要怎么做。

Here's how I'm gonna do it.

然后，像任何其他事情一样，我们为它设定一个时间表。

And then, like anything else, we assign it a time line.

对吧？

Right?

因为，再次强调，没有时间表的梦想不是目标，对吧？

Because, again, a dream without a time line is not a goal, right?

因为它永远无法完成。

Because it'll never get done.

没有时间表，它就永远无法完成。

Without a time line, it'll never get done.

所以换句话说，换种说法，没有时间表的目标就是梦想。

So in other words, said another way, a goal without a time line is a dream.

所以我们需要时间安排。

So we need timing.

所以我想做的是，一个三步流程：我想做什么，我想达成什么。

So here's what I want to do, three step process, here's what I want to do, here's what I want to accomplish.

第一步，走出去，不要做个机器人。

Step number one, to get out, to not be a pod person.

我想做什么，我打算怎么做，以及我什么时候完成。

What I want to do, here's how I'm going to do it, and here's by when I'm going to have this done.

我什么时候开始执行？

When will I start executing?

如果你能弄清楚你想做什么、怎么做、以及什么时候完成，那你就不再是个机器人了。

If you can figure out the what you want to do, how you're going to do it, and when you're going to do it by, now you're not a pod person anymore.

你已经摆脱那种状态了。

You're out of that.

换句话说，我们必须找到方法让自己摆脱这种状态。

In other words, we have to figure out how to get ourselves out of this.

现在，如果你发现自己在听这段话时心想：‘维克多，我觉得说的就是我。’

Now, if you find yourself, if you're listening to this, you go, You know, Victor, I think that's me.

我觉得说的就是我。

I think that's me.

每年我都说想做点什么，但从来都没行动。

Every year I talk about wanting to do something and I never do it.

我从来都没行动。

I never do it.

好吧，这就是你需要做的。

Well, here's what you need to do.

你需要弄清楚你需要什么样的培训或教育，才能有勇气做出向前迈进的决定。

You need to figure out what training you need, what education you need in order to have the courage to make that decision to move forward.

有时候阻碍我们的并不是对被拒绝的恐惧，而是不知道该怎么做。

Sometimes what's holding us back is not so much the fear of rejection, it's the not knowing how.

所以如果你需要培训，就去接受培训。

So if you need training, get the training.

如果你需要教育，就开始学习吧。

If you need the education, begin the study.

我有个简单的说法：不训练，无收获。

I have a simple saying, no train, no gain.

不训练，无收获。

No train, no gain.

如果你不训练自己，猜猜会怎样？你不会有任何进展。

If you don't train yourself, guess what, you're not going to move forward.

人们常问我一个问题，维克多，我怎样才能成为一名优秀的销售人员？

One of the things people ask me, Victor, how can I be a great salesperson?

我总是说同样的话。

I always say the same thing.

如果你今天没有得到想要的结果，却什么也不做，那你就是个‘豆荚人’，对吧？

If you're not getting the results you want today, but yet you're not doing anything about it, you're being a pod person, right?

那种执着于幻想事情会自己改变的错觉。

That persistence of delusion that something's going to change.

那么我推荐什么？

So what do I recommend?

我推荐给所有学生的，对吧？

What I recommend to all my students, right?

去我的销售速度学院。

Go to my Sales Velocity Academy.

进去学习销售课程，从基础开始，比如如何销售，然后逐步提升到更高级的内容，如如何展示、如何量化并传达你的价值。

Go in there, study the courses on selling, start from the basics, how to sell, then move up to the more sophisticated, how to present, how to pitch your quantify value.

所有这些课程都包含在内，你只需要去训练。

All these programs are in there, all you have to do is train.

不训练，就没收获。

No train, no gain.

所以，如果你在听这个并且你是个‘豆荚人’，其实很简单。

So again, if you're listening to this and you're a pod person, it's real simple.

弄清楚你想要做什么。

Figure out what you want to do.

做出决定。

Make a decision.

第二，确定你将如何实现目标。

Two, determine how you're going to get there.

你会第一次就做对吗？

Will you get it right the first time?

不会。

No.

但你要采取行动。

But you take steps.

你打算怎么做？

How are you going to do it?

你会制定什么计划或执行方案来实现这一点？

What plan or execution are you going to put in place to make this happen?

第三，设定时间表。

Three, put a timeline.

我希望在三个月、六个月、一年、两年内完成这件事，无论具体时间是多少。

I want to have this done by three months, six months, one year, two year, whatever it may be.

最后但同样重要的是，记住：不训练，无收获。

And last but not least, remember, no train, no gain.

如果你没有接受过教育，我认为你接受的教育越多，就越有把握，焦虑感也会越少。

If you don't have the education, I think the more education you have, the more certainty you have, the more you reduce that anxiety.

减轻这种焦虑能让你勇敢地迈向自己想做的事情，从而不再像个行尸走肉。

Reducing that anxiety allows you to launch yourself forward into what you want to do so you are no longer a pod person.

总之，本期《销售影响力》播客就到这里。

Anyway, that is it for this Sales Influence Podcast.

别忘了在 iTunes、Stitcher 或 YouTube 上给我留下一些反馈。

Don't forget to leave me some feedback on iTunes, Stitcher, or YouTube.

告诉我你的想法。

Let me know what you think.

我会非常感激。

I'd greatly appreciate it.

另外，正如我提到的，去看看我的在线销售培训平台——销售速度学院。

Also, as I mentioned, check out my online sales training platform, the Sales Velocity Academy.

如果你真的想提升销售速度，请访问 salesvelocityacademy.com。

If you're serious about increasing your sales velocity, check out salesvelocityacademy.com.

超过25门课程，400个视频，还有我的13本书，你绝对不会错。

25 plus courses, 400 videos, my 13 books, you cannot go wrong.

不训练，就没收获。

No train, no gain.

最后，感谢你们的收听。

Lastly, I wanna thank you for listening.

我是维克托·安东尼奥，始终提醒大家：只要懂方法，销售并不难。

This is Victor Antonio, always reminding you, selling ain't hard when you know how.

保重。

Take care.

你好。

Hi.

我是维克托·安东尼奥。

I'm Victor Antonio.

我是一名作家、销售培训师和主题演讲者。

I'm an author, sales trainer and keynote speaker.

我经常被问到，什么才是一个优秀的演讲者？

I'm often asked what makes a great speaker?

是那种能提供真正实用内容、让观众能用得上的演讲者吗？

Is it someone who delivers real content that the audience can use?

是那种能与观众互动，让他们融入学习过程的演讲者吗？

Is it someone who engages the audience so they're part of the learning experience?

还是那种能激励观众突破舒适区、发现新潜能的演讲者？

Or is it someone who can motivate an audience to push them beyond their comfort zone and discover new abilities?

答案是：都是。

The answer is yes.

但最重要的是要记住，我并不是为了让自己看起来很出色而来的。

But the most important thing to remember is that I'm not there to look good.

我的存在是为了让我的客户显得出色。

I'm there to make my client look good.

简单来说，这从来不是关于我，而是始终关于他们。

Simply put, it's never about me and it's always about them.