这样说，别那样说：为什么销售中精准的语言能促成更多交易

我来问一个问题。

Here's a question.

上一次客户试图压价，是什么时候？

When's the last time a prospect tried to talk you down on price?

如果你和大多数人一样，这种情况并不少见。

Well, if you're like most, it's not rare.

这简直成了家常便饭。

It's kind of routine.

关键是这样。

Here's the thing.

等你开始讨价还价的时候，其实已经输了。

That fight is already lost by the time it starts.

那些能卖高价的销售高手，并不是更会谈判。

The sales professionals who command a premium price aren't better negotiators.

他们是提前把框架搭好了，价格根本就没得谈。

They just built the structure in advance, so price never really is up for debate.

这个月的《内参》里，我们正好要讲这个——这是我为那些想彻底摆脱低价竞争困境的销售精英和管理者打造的月度直播辅导项目。

That's exactly what we're covering in this month's insider, my monthly live coaching program for sales pros and leaders who want out of the commodity dungeon for good.

如果你正是这样的人，欢迎来 advancedsellingpodcast.com/insider 了解一下。

If that's you, come check it out at advancedsellingpodcast.com/insider.

欢迎大家收听《高级销售播客》，这是迄今为止历史最悠久的销售培训播客。

Welcome everybody to the advancedsellingpodcast, the longest running sales training podcast in the history of podcasting.

我是布莱恩·尼尔。

My name is Bryan Neal.

我是比尔·卡斯基。

I'm Bill Kasky.

每周我们都准时在这里，为大家带来轻松的聆听体验，已经坚持了十九年零九个月了。

Here every week for your listening enjoyment as we have been for nineteen years and I think nine months now.

我们快到二十周年纪念了，就在九月，到时候会办一场盛大的活动。

We are sneaking up on our twentieth anniversary in September, and we are having a, an extravaganza.

没错，一场盛大的活动。

Oh, an extravaganza.

如果你有兴趣参与，可以给我们发个简短的留言或邮件，地址是 listener.advancedsellingpodcast.com。

And so you can participate if you send us a little note or a little email at listener advancedsellingpodcast dot com.

我们还会上线一个专门的网站。

We're also gonna have a little website.

你可以上传视频或者音频留言。

You can go and log a video or an audio.

跟我们说说，这个播客对你意味着什么，为什么你每个星期一都听，为什么坚持听了二十年，为什么在我们聊过你之后，你依然在销售行业坚持到现在。

Tell us what the advancedsellingpodcast has meant to you and why you listen every Monday and why you have for twenty years and why you're still in sales for twenty years after we've talked to you.

这可不是开玩笑。

Not kidding.

我正想说，

I'm talking to

我们还没做过这个。

We haven't done that.

所以，记得访问 listeneradvancedsellingpodcast.com。

And then, so, listeneradvancedsellingpodcast.com.

比尔，我们还没把资料放上去。

Bill, do we have we don't have assets up.

我们有没有一个

Do we have a

目前还没上任何内容，但 listener.advancedsellingpodcast.com 是最好的联系方式，可以发邮件，也可以录音频发给我们。

We don't have anything up yet, but listener advancedsellingpodcast, best place to either communicate via a text like an email or send us an audio.

前几天我刚跟一个 guy 聊过，他做播客，邀请我上他的节目，他讲了他的故事，我录了下来。

I just was talking to a guy the other day who record who, has a podcast and he asked me to be on and he told the story and I captured it.

这真是个很棒的故事，讲的是他刚开始听我们播客的时候，生活是什么状态，后来世界怎么变了，现在他自己也做了个播客。

So this is a really good story about when he first started listening to the podcast, what he was doing in his life and how his world has changed and now he has his own podcast.

他的播客某种程度上是照着我们的样子做的，不过他有自己的风格。

It's somewhat modeled after us, although he's got his own deal.

我来接手这个。

I'll take it.

这真是夸奖啊。

That's flattery.

是的

Yeah.

所以我们希望你能参与进来。

So we want you to participate.

我们九月份还会办一场线下活动。

We're gonna have an event too, a live event in September.

具体细节稍后公布，但你得先抢票。

So details to come, but you need to get your ticket.

怎么抢票呢？其实不用付钱给我们。

The way you get your ticket is you don't have to pay us.

你只需要发一封邮件、留言，或者最好直接录一段音频，发到 listener@advancedsellingpodcast.com。

You just gotta send us an email or a note or video or audio is best to listener at advancedsellingpodcast dot com.

不管你人在哪儿，只要这么做就行。

No matter where you are, just do that.

哪怕你只是说声‘嗨’，或者——我知道你不会这么说——但如果你真想说：‘我听你们十五年了，你们还是那么烂’，也行。

Even if you say hi, you know, I don't think you'd say this, but if you're like, you know, I've been listening to you guys for fifteen years and you still suck, you could say that.

我的意思是，这也没什么不对的。

I mean, there's nothing wrong with that.

我可能会怀疑你的判断，但你都听这么久了，说明你并不觉得我们差劲。

I'd question your judgment, but was about sucking to why you keep listening.

不过话说回来。

But anyway

你的。

yours.

是的。

Yeah.

没错。

Right.

如果你不喜欢我们这种闲聊的部分，你知道的……

And if you're the guy who hates this banter part, you know

就那个家伙。

The one guy.

我们知道。

We know.

就是那个家伙。

The one guy.

是的。

Yeah.

说到闲聊，我正好遇到一件事。

Well, here's here's something that happened speaking of banter.

作为年纪大一点的人，我的说话方式跟年轻人不一样。

You know, as an older dude, I have a language that's different.

今天我们就来聊聊这个。

We're gonna talk about that today.

一种跟很多年轻人不同的表达方式。

A language that's different than a lot of young people.

前几天我去星巴克，当然是我常去的那家，那儿的人都认识我，你知道的，就是这么回事。

And so I was at Starbucks, of course, the other day at my home Starbucks, and they all know me there, you know, all that.

柜台周围一个人也没有，真的一点人都没有。

And there was nobody in the count around the counter, there was nobody.

我等了几分钟，毕竟我是个有礼貌的人，最后实在忍不住了，就喊了一句：‘后面有人吗？’

And so I waited a few minutes being a polite guy that I am, and finally, I'm like, hey, you know, anybody back there?

结果出来一位我认识的女士。

And this lady comes out who I know.

她跟我说：‘哦，比尔，真不好意思。’

She goes, oh, Bill, I'm sorry.

我懂的。

I gotcha.

我点了一杯小份的浓缩咖啡，然后连声道谢：‘太感谢了，真的太感谢了。’

And I ordered a a little espresso drink, and I said, oh, thank you thank you so much.

她却说：‘一共三块二十七分。’

She goes, that'll be $3.27.

我的意思是，当她说‘哦，比尔，真不好意思’的时候——

And my contention is that when she said, oh, Bill, I'm sorry.

我明白了。

I gotcha.

意思是她会买单。

It meant that she was gonna buy it.

对。

Right.

当你和一群朋友去酒吧，喊一声‘嘿，各位’的时候。

Now when you go into a bar with a with a or with a bunch of people out and you say, hey, guys.

我来付。

I got this.

这表示我请客，我来买单。

That means my treat means I'm buying.

但‘我明白了’和‘我来付’意思有点不一样。

But I gotcha is a little bit different than I got this.

是的。

Yes.

你不会觉得吧，都这么晚了，我又在找人，而且像卡拉说的，语调才是关键。

Wouldn't you have thought since it was late and since I was trying to find somebody and when the to tonality, like Cara said, the tone is the important thing.

对。

Yes.

我明白你的意思。

I got you.

那还能是谁呢？

Meaning, well, who else?

队伍里就咱俩，所以我才说‘我懂了’啊。

There's nobody else in line, so I gotcha.

这还能有别的意思吗？

What else would it mean?

你怎么看这事？

So what do you weigh in on that?

哎呀，这真有意思。

Oh, that's funny.

你刚说的时候，我没觉得她是付钱。

When you first said it, I didn't take it as she was paying.

我以为她是打算照顾你。

I took it as she was gonna take care of you.

我第一反应就是这个。

That was my first hit.

对，就是这样。

That was yeah.

现在你这么一说，反过来理解就完全说得通了。

And now that you say that, it makes complete sense the other direction.

所以这部分挺有意思，接下来我们要讨论的是，接收这句话的人当时是什么心态。

So part of it is this is interesting, so it's gonna get into our topic is in what mindset is the receiver of that.

因为你当时并不生气，就是有点儿觉得：我这儿来惯了。

Because you were in the not irritated, but a little bit like I come here all the time.

我平时给的小费不少，可人怎么都去哪儿了？

I spend a lot of my tip but you know, where's everybody?

然后你就成了常客。

And then you're a loyal customer.

所以她说‘我照顾你’，这个说法就很合理了。

So the story of her, hey, I got you.

这完全说得通。

Makes a ton of sense.

比尔经常来这儿。

Bill's in here all the time.

他一直对我们很周到。

He takes good care of us.

逢年过节，他还会多给小费。

He gives us, you know, extra tips around the holidays.

327块，我能应付得了。

327, I can handle that.

这笔账可以记一笔。

We can write that one off.

你明白我的意思吧？

You know what I mean?

对。

Yeah.

我去过那家星巴克。

And I've been in that Starbucks.

那里有个小伙子，特别友善，偶尔会请我喝一杯。

There's a guy there, really nice young man, and and occasionally, he'll buy me a drink.

他请客的方式，我懂，我明白。

And the way he buys this, I I got I got you.

是啊。

Yeah.

你看吧。

See?

他请客的时候，就是比了个小手势，你知道的。

I I got I got it was, you know, a little hand signal there.

是的

Yeah.

对

Yeah.

在这儿不用花钱。

Money's no good here.

没错。

Right.

我明白。

I get yeah.

我懂了。

I got I got you.

放回去。

Put that back.

所以呢，把

So anyway, put

把那放回去。

that back.

然后今天我去了一趟，这又是另一个搁置的事。

And then today, I ran in and this is another languishing.

我碰到了，嗯，这跟那种语言有点不太一样。

I ran into well, this is a little little bit different than the language.

我碰到了特伦特。

I ran into Trent.

你知道的，你知道那回事，他可能正在听呢。

You know you know that, and he might even be listening.

确实有一种方法，能立刻让对话戛然而止。

And and there's one there's one certain way to to bring the conversation to a halt.

是的。

Yeah.

那就是我问他：你现在在忙什么？

And that is I said, what are you doing now?

他说他在挖比特币。

He says, I'm mining Bitcoin.

以前也听人这么说过，每次我都想，天哪。

I've heard that from people before, and I never Oh, jeez.

真不知道该怎么接话，因为我想问，这到底是什么意思？

What to do with it because I I wanna say, well, what does that exactly mean?

其实我心里清楚，他说十句话我也听不懂。

Knowing full well, I'm not gonna understand the 10 sentences.

对啊。

Right.

没错。

Exactly.

我就问了这个问题。

I asked that question.

所以呢

So anyway

我都不知道他在做这个。

I didn't know he was doing that.

这工作真不错。

What a great gig.

设置好就不用管了。

Set it and forget it.

你懂我的意思吧？

You know what I mean?

但挺复杂的，还带点风险。

But very complicated, and it's a bit risky.

不过这挺棒的。

But that's great.

哦，这真有意思。

Oh, that's funny.

我佩服那些有创新精神的人，他们能把十年前根本还不存在的概念，一步步琢磨透、真正做起来。

I admire I admire somebody who is so innovative that they can take a concept that probably ten years ago didn't even exist, and they're working through it and they're entering into it.

不过话说回来，我觉得这挺酷的。

But, anyway, I thought that Cool.

关于语言这个话题，不是特伦特说的，但好吧。

Topic of of language, not from Trent necessarily, but Okay.

我明白你说的语言了。

I gotcha language.

作为销售、企业主或者团队领导者，模糊的语言常常让我们陷入困境。

Imprecise language, I think, sometimes gets us stuck in as a sales professional business owner or as a as a leader as a leader of your team.

一旦语言不清晰，就会影响整个流程，也会让人对自己的位置产生误解。

And when it when the language is imprecise, it tends to have an effect on the process and on where people think they are in the process.

对。

Mhmm.

我知道你特别坚持，每次通话结束都要约好下一次会面。

And I know that you're adamant about, you know, at the end of a call, let's let's set up another meeting.

我们要有明确的下一步。

Let's have a clear future.

咱们在日历上定个具体时间。

Let's have a date in the calendar.

这才是清晰明确的表达。

That would be an instance of precise language.

我们不是随便说一句，

So we're not just saying, hey.

我过几天再回你。

I'll get back with you sometime soon.

我们在这上面是非常明确的。

We're we're being very precise with that.

但我发现，这种做法其实很少见。

But I find that that's on that's more of their, it's it's rare.

真的很少见。

That's rare.

挺有意思的。

Interesting.

这是个很棒的话题。

That is a great topic.

我们有一阵子没聊这个了，之前一直在谈心态和流程，现在终于要深入销售的艺术了，也就是语言这部分。

I and one we haven't done in a while, we've been doing a lot of mindset stuff and a lot of process stuff, and now we're getting into more of the art of selling, which is the language part of it.

确实如此。

Yeah.

这让我想起一个人，我觉得你应该认识他，我刚意识到他都这么大年纪了。

And it brought me back and I was looking for someone who I think you would know who this is, and I just realized how old he is.

以前我觉得他特别年轻。

He seems so young to me before.

你还记得弗兰克·伦茨吗？L-U-N-T-Z，政治民调专家。

You remember Frank Luntz, l u n t z, political pollster?

记得。

Yeah.

他好多年前，2007年出过一本特别棒的书，叫《有效的话语》。

He wrote a phenomenal book a while ago, 2007, called words that work words that work.

不是你这么说的，而是别人怎么听的。

That's not what you say.

人们听到的才是关键。

It's what people hear.

他主导了很多策略，我觉得他算是跨党派的，可能稍微偏向共和党。

And he is responsible for a lot of and I think he's bipartisan, maybe a little GOP, Republican.

我不太记得了，但他提出过一些说法，比如，别再说‘我们该不该让同性恋者参军’这种话。

I don't remember, but but he did a so he came up with some of these things, like, instead of, you know, should we let, you know, homosexual people into the army?

那是个重大的社会议题。

Nate, there was a big huge social issue.

他提出了‘不问，不说’这个说法。

He came up with this concept, don't ask, don't tell.

不问，不说。

Don't ask, don't tell.

如果我没记错的话，我对这个说法的应用应该是对的。

If I have that right, I think I have the application of that right.

就是这种小事。

So, little things like that.

禁毒战争。

The war on drugs.

这些小词儿啊，你知道的，我本来根本没打算提，结果就变成了什么‘禁毒战争’，还一直沿用下来。

Like, these little words that, like, you know, I never gonna start you know, it's like became the war on drugs and carried this thing.

所以如果你想找一些更直接、更有冲击力、更容易被听众接受的表达方式，这本书真的很不错，能帮你更有效地传达观点。

And so it's a really good book if you're looking for ways to say things that are more direct that have an impact that, can be received well by the listener so we get our point across more.

是的。

Yeah.

说得对。

That's good.

你提醒我一下这个。

Remind me of that.

是的。

Yeah.

因为沟通能力——无论是向别人传达复杂还是简单的想法——才是我们赚钱的根本。

Because communication, our ability to communicate either complex concepts or simple concepts to another person is what pays us.

没错。

Yes.

如果你擅长这个，擅长营造氛围，擅长我们在这里讨论的那些技巧，你在销售领域一定能赚大钱，因为别人会更信任你。

There's there's, you know, if you're good at this and you're good at setting the stage and you're good at all the things that we talk about on here, you will make a lot of money in sales because people will trust you more.

他们会真正理解你。

They'll understand you.

你能把自己的意思说清楚。

You'll be able to explain yourself.

他们会知道接下来该往哪儿走。

They'll know where they're going.

他们会清楚下一步该做什么。

They'll know what the next step is.

所以我觉得沟通不该那么复杂，但你刚才说的确实是对的。

And so it's not, I don't think communication should be complicated, but what you just said is true.

关键不在于我们想表达什么。

It's not about what we intend.

而在于对方听到了什么。

It's about what they hear.

对。

Yes.

而且如果如果

And if if

我们如果不小心，就会觉得自己特别厉害。

we're not careful, we we think, well, we're we're really good.

我的意思是，我自认沟通能力很强，但他们并不这么觉得。

I mean, you know, one thing I'm really good at is communicating, and they think not.

那我们来聊聊，不准确的表达是怎么影响买卖双方的互动的。

But so let's talk about some ways that imprecise language might affect the buyer seller dance.

是的。

Yeah.

也许是来自我们这边，

Maybe

但反过来也一样，因为他们也可能表达不清，这时候就需要我们去澄清。

from us, but it also goes the other way too because they can have imprecise language, then it's up to us to clarify.

但是

But

我先举个你刚才用过的实际例子，我们后来改了措辞。

Well, I'll start with real example of one you just used that we changed some language.

我们教大家一个概念，叫‘日程极度清晰’，这是我们运营体系里的一部分。

So we teach, you know, extreme calendar clarity as a concept we have in our operating system.

具体做法是，我们在开会的时候，当场就把下一次的会议安排好。

And tactically, how that shows up is we schedule meetings, our next step meetings while we're sitting there and then meeting we're in.

以前我们在议程里建议把‘确认日程’作为最后一步。

In the agenda, we used to recommend putting the word calendars as the last step.

比如销售会议的议程。

So you'd have a sales agenda.

如果我向比尔推销，我们的议程里有五六项，最后一项总是‘日历’。

If I'm selling to Bill, we have five or six things in the agenda, and the last thing was always calendars.

明白吗？

K?

日历。

Calendars.

后来我觉得这个词太模糊了。

And then I thought that's kind of vague.

日历。

Calendars.

这到底是什么意思？

What does that even mean?

我就想，咱们得说得更具体、更明确、更可操作一些。

I said, let's be more specific and directive and actionable around what we say.

所以现在最后一项改成了：把日历拿出来。

So now the last thing says, get calendars out.

把日历拿出来。

Get calendars out.

这是最后一个议程项。

That's the last agenda item.

如果你对任何人这么说，我问你，把日历拿出来是什么意思？

And if you said that to anyone, I say, what does get calendars out mean?

别人听了都会一脸困惑，然后说：把你的日历拿出来。

Everyone will look at you funny, and they'll go, get your calendars out.

我就是这个意思。

I'm like, exactly.

如果我说，日历这个词到底指什么？

If I said, what does calendars mean?

他们肯定会说：我完全不懂。

They're like, I have no idea.

我怎么知道你在说什么。

Don't I know what you're talking about.

我不清楚当时的背景。

I don't know the context.

这真是个很好的例子，说明了表达得更准确有多重要。

That's a great example of just being more precise.

确实如此。

Literally.

而且多年来，我们一直教人说‘calendars’。

And and for years, we were teaching calendars.

你知道的吧？

You know?

就是‘calendars’。

Calendars.

如果需要，我们有时候也会这么说。

Calendars if needed, we would say that sometimes too.

我就在想，我们干嘛非得说得这么含糊呢？

I'm like, why are we why are we being so vague here?

就直接说明白它是什么。

Just to say what it is.

当你这么做了，买家就能看清楚。

And then when you do that, the the buyer sees that.

他们完全知道接下来会发生什么。

They know exactly what's gonna happen.

没错。

Exactly.

是的。

Yeah.

我这就把日程表调出来。

Get I'm gonna get my calendar up.

我们一向都是这么做的。

That's what we do.

是的。

Yeah.

把它拿出来。

Get it out.

这是一个真实的例子。

So that's a real example.

我们就是因为这个话题，调整了自己的一些做法。

We changed our own stuff because of this topic.

对。

Yeah.

这让人困惑。

It's confusion.

过去几年里，我一直向客户推荐一件事，因为我坚信，你得有个明确的后续步骤，一个清晰的未来方向，不管你怎么叫它。

There's something that I've been recommending for the last couple of years to my clients about because I'm I'm a believer in, you know, you gotta have some kind of follow-up next step, clear future, whatever you wanna call it.

但在复杂的销售场景里，双方都有好几个人参与，事情又很复杂，我觉得更有必要提前说明：下一次会议我们会做什么。

But then I think you if you're in a complex sale where there's a lot of a few of them and a few of you and there's there's a lot of moving parts, I think it's important to also say, here's what's going to happen in that next meeting.

我会说清楚：我想讨论哪些内容，或者我建议我们下次会议重点聊哪些话题。

Here's what here's what I'd like to cover, or here are the here are the topics that I think I would suggest we talk about in the next meeting.

这样我们就不是单纯约个电话了。

So that way, we're not just booking a call.

而是约了一个有明确议题和议程的电话。

We're booking a call with an expectation of what the topics and what the agenda is.

这样一来，当他们把公司里其他人也拉进流程时，就能说清楚：我们这次要聊的是A、B、C、D和E。

And that way, when they include somebody else from their company in the process, they will be able to say, here's what we're gonna be talking about, a b c d and e.

我觉得这样比只说‘我们要和布莱恩开个会，聊聊操作系统和培训’要更有说服力。

I think that creates a little bit more compelling narrative than just we're gonna have a meeting with Bryan, and we're gonna we're gonna talk about, operating systems and training.

我觉得，只要能在任何阶段把期望说得更具体、更明确，效果都会更好。

I think it I think any kind anytime you can be more specific and precise with the expectation, and this could happen at any part of the process.

这太棒了。

That's so good.

换个说法，我其实更想说的是怎么去帮助解决这个问题，而不是它哪里出了问题。

And I would, another language, we really I'm not really getting to how it hurts it more like how to help it, I think, here.

我们把这个当作一个方法论来教，就像一本操作手册，教大家这些具体的技巧。

And we teach this as a concept that we have a mechanics manual that kinda teaches people these kind of mechanics.

其中一点提到，在沟通时尽量使用编号列表来表达内容。

And one of the things it talks about is as much as possible in your communication, use numbered lists to communicate things.

对。

Yeah.

就像你刚才说的那样。

So to your point just now.

嘿。

Hey.

下次会议我们会讲三件事。

So in the next meeting, we're gonna cover three things.

对。

Yeah.

第一，第二，第三。

One, dot dot dot, two, dot dot dot, and three dot dot dot.

完美。

Perfect.

我们推荐这么做，原因之一是买家更容易理解，对你来说也更容易表达清楚。

And one of the reasons we recommend that is one, it's much clearer to understand as the buyer, but the other side, it's way easier for you to communicate.

对吧？

Right?

别老是这样，一会儿说这个，一会儿又提那个。

Instead of you just like, oh, they talk about this, and and they'll talk about that.

然后还顺带提一点这个。

And then and they'll do this a little bit.

这样东一榔头西一棒子，最后总得不出个明确的条目。

That's just like and then it always trails three things.

第一、第二、第三。

One, two, three.

就这么清晰明了。

Like that.

我特别喜欢这种方式。

I love that.

实际上，我还想补充一点，不只是这样，我有个客户，我正在帮她设计演示文稿的逻辑结构。

In fact, I'm gonna I'm gonna add on to that that not just then, but I've got a client who I'm helping create a presentation flow.

而在前三四张幻灯片里，最关键的是我们要观察到的市场现状是什么。

And one of the most important parts of that in the first three or four slides is what do we observe in the marketplace today?

我们身处这个市场，能观察到好几件事。

We're in this world and we observe several things.

她当时在整理内容，就说：‘我这页观察点已经搞定了。’

And so she was going through it, and she goes, well, I've got the observation slide down.

我就说：‘那你直接说给我听吧，别看幻灯片。',

I said, well, just rattle it off to me.

别看屏幕，我就想听听你怎么说。

Let's not look at the slide.

你直接讲出来就行。

Just let me hear you talk.

她就开始滔滔不绝地说个没完。

And she went on and on and on and on and on.

我当时就打断她，说：露丝，我不确定你到底列了多少条。

And I'm like, at some point, I stopped and said, Ruth, I'm not sure how many of these are there.

你全都讲完了吗？

Are you all the way through?

她回答说：一共有五条。

And she goes, well, there's five of them.

我就问：我们现在讲到第几条了？

And I'm like, what number are we on?

对。

Right.

我想说的是，如果你的客户需要了解五个趋势，那就直接说：

The point there is I said, you if if there's five trends that your prospect needs to be aware of, say, look.

有五个趋势。

There's five trends.

第一个趋势是这样的。

Here's trend number one.

太棒了。

Awesome.

这是第二个趋势。

Here's trend number two.

这样一来，人们就知道：第一，你在帮他们更好地理解信息，因为他们清楚自己现在进行到哪一步了。

People then know, a, you're you're helping them consume the information better because they know where they are in the process.

第二，你表达得非常精准，而且你做事的方式，往往反映了你所有事情的态度。

Two, b, you are you're you're precise, and there's there's something about this how you do anything is how you do everything.

如果你在语言上做到精准，那你在解决方案上也会一样严谨。

And if you're precise with your language, you're gonna be precise with the solution.

他们会根据在沟通中感受到的体验，对你做出很多判断。

They're gonna judge you a lot on how they how they feel in that in the communication process.

没错。

So Yes.

我觉得你说得特别好，这三点全都要用上，而且到处都这么用。

I think what you said is perfect, the whole three things, and then use that everywhere.

一共有五个。

There's five.

一共有十二个。

There's 12.

这可不少。

That's a lot.

但你知道吗？

But you know?

或者说有十二个，但我挑出了四个和当前情况最相关的。

Or say there's 12, and I've picked the top four that are relevant to this situation.

就是这样。

There you go.

理解起来太简单了。

It's so easy to understand.

我心想，哦，我明白了。

I'm like, oh, I got it.

哦，我明白了。

Oh, I got it.

这部分还有另一层意思，在很多销售培训、理念或方法论里，这一点其实是有争议的。

There's another part to this, and this is a little debatable in a lot of sales, training courses, philosophies, methodologies, whatever.

这就涉及到开放式提问的概念。

So there's the concept of the open ended question.

对吧？

Right?

你最大的问题是什么？

So what are your biggest problem?

你遇到的最大困难有哪些？

What are your biggest issues?

现在我觉得，这种问法带来的负面影响可能比正面作用还多。

These days, I feel like that is causing a little more harm than good.

我们一直被这样教导。

We've been taught that.

你知道吧，这事儿真够糟的，可还是有人问：什么让你夜不能寐？

Like, you know, this is awful, but people still say, what keeps you up at night?

我一听就头疼。

I'm like, oh god.

别再这么问了。

Don't say that anymore.

我也特讨厌这句话。

I hate that.

根本没什么道理。

It's just no reason.

完全没意义。

Like nothing.

不对。

No.

什么都没有。

Nothing.

你知道吧，我们现在能接触到的，像这种环境因素啊，

You know, we get we get ambient now and

苯海拉明、安必恩，还有那些东西，

Benadryl, Ambien, and all

全都试过了。

of it.

结果都没用。

So nothing does.

所以，不如我把问题围绕我熟悉的内容来问，这样你给的回答也能更直接一点。

So, rather to contextualize a question around something that I know and then ask an an answer that demands a more, direct answer.

不是非得用是或不是来回答，比如说吧，我到目前为止已经听你说过三件事了。

So not necessarily yes or no, but if I said, so I've heard three things from you so far.

我听你说过客户关系管理的清洁问题。

I've heard about CRM cleanliness.

还听过关于漏斗顶端的事，以及销售代表在一线的效率问题。

I've heard about top of funnel, and then I've heard about, just rep efficiency in the field.