别只盯着比分，开始关注输入

欢迎各位收听高级销售播客，这是历史上最悠久的销售培训播客。

Welcome everybody to the advanced selling podcast, the longest running sales training podcast in the history of all podcasts.

我是你们的主持人之一，布莱恩·尼尔。

I'm one of your hosts, Brian Neal.

我是另一位主持人，比尔·卡斯基。

I'm the other, Bill Kaskey.

另一位

The other

很高兴在这里。

love to be here.

卡斯基。

Kaskey.

声音如丝绒般顺滑。

Velvety smooth voice.

我们每周都在这里，为您的聆听带来乐趣，您也可以在领英上找到我们。

We are here every week for your listening enjoyment, and, you can find us on LinkedIn.

我们有一个庞大的群体。

We got a big group.

你们有14000位听众在群里，我们还有一个名为《内部人士》的项目，每个月第一个星期五都会实时举行。

14,000 of you listeners in the group, and we have a program called The Insider that meets live the first Friday of every month.

我们经常提到它。

And you hear us talking about it all the time.

我们总是谈论它。

You hear us talk about it all the time.

你还没加入。

You still haven't joined.

你为什么还没加入？

Why haven't you joined?

乐趣在哪里？

What is the joy?

知道吗，这个月我们举办了第一个星期五的活动。

Know, this month this month, we did a first Friday.

我们通常在每个月的第一个星期五举行会议和培训，只要能安排得上。

We always have the meeting, the training on the first Friday of the month, if if we can.

而这个月，我们还要加一场额外的培训。

And then this month, we're doing a second training.

今天有一场附加培训，我们会深入探讨之前讨论过的内容，进一步深入，并以小组辅导的形式实际帮助大家。

There's a bonus training today and where we're taking the the stuff that we talked about and we're going a ton deeper and we're actually helping people in kind of a coaching mode in a group.

所以今天我们会尝试一下这种方式。

So we're gonna try that today.

我们可能也会在其他主题、其他月份继续这样做。

We might end up doing that on other topics, other months too.

但如果你还没了解过，就去 advancedselectpodcast.com/insider 看看吧。

But if you haven't checked it out, go to advancedselectpodcast.com/insider.

学费很合理。

Tuition is reasonable.

每月97美元。

It's $97 a month.

你可以获得一些现代且有时反直觉的策略，帮助你打造自己的事业。

You get access to modern and sometimes counterintuitive strategies on how to build your business.

与一群人面对面地进行。

Live and in person with a group.

这正是最酷的地方。

That's the coolest part about it.

是的。

Yep.

昨天我女儿身上发生了一件事，她有个女儿，也就是我的孙女。

I had something happen, yesterday, to my daughter who has a daughter, so it's my granddaughter.

她三岁了。

She's three years old.

她叫帕尔默。

Her name is Palmer.

我听说她日托中心的一位老师被解雇了。

And I I heard that the one of the teachers at her daycare got fired.

而且这位女士大概75岁了。

And and this lady was, like, 75.

大家都叫她奶奶，但她才75岁。

They called her granny, and she was 75 years old.

她在那里待了很久，但出了点事，她开始对一些孩子态度变差了。

Been there for a long time, but something had happened, and she kinda was getting mean with some of the kids and all that.

所以我们听说了这件事，然后卡拉的丈夫科迪说：‘哦，对，大概三四天前，我正给卡拉或帕尔默哄睡，她突然开始剧烈地哭起来。’

So she we heard that, and then Kara's husband, Cody says, oh yeah, about three or four nights ago, I was putting Kara or Palmer to bed and she started crying, like violently crying.

她说：‘奶奶说我是个坏孩子。’

And she said, granny said I'm a bad girl.

我不是坏孩子。

I'm not a bad girl.

我当时心都碎了。

I was my like, heart is breaking.

我们到底在向三岁孩子传递什么样的信息？

It's like, what kind of a message are we sending three year olds?

她知道自己不是个坏孩子，但显然没有告诉奶奶。

She was she knew that she wasn't bad, but obviously, didn't tell granny that.

于是我想到，天啊，这真是一个深刻的教训。

And so I thought, man, it's such a it's such a lesson.

即使你是个销售副总裁，手下有人行为不当，也不要说他们是坏人。

And even if you're a VP of sales and you got people who are misbehaving, don't say they're bad people.

明白吗？

Okay?

我得说得更得体一点才行。

I've gotta be a little bit more eloquent than that.

可怜的帕尔默啊。

Oh, poor Palmer.

一个三岁孩子听到这种话，一开始什么都没说，直到准备睡觉时，所有情绪才一下子涌上心头。

Three year old to hear that, and and suddenly didn't say anything about it until she was getting ready to go to bed, and that's when all it all flowed all flowed back to her.

我喜欢她依然坚持说，

I love that she still claimed,

我不是坏女孩。

I'm not a bad girl.

她这么说了。

She claimed it.

一个小女孩。

At a girl.

这才是该有的态度。

That's the way to go roar.

别担心，奶奶。

Don't worry, Granny.

他已经被解雇了。

He's been fired.

天哪。

Oh my gosh.

我们在这方面也可以有些代际的趣味互动。

And there's some generational fun we could have with that too.

但你知道吗，我看到一个关于千禧一代教师的TikTok视频，她的妈妈也是老师。

But, you know, I saw a TikTok on a a millennial teacher whose mom was a teacher.

她正在告诉妈妈，他们现在做事的方式不一样了。

She was telling her mom how they do things differently.

这像是个搞笑的场景，但那位七十多岁的妈妈说：排队，闭嘴。

It was like a funny stage thing, but they're both and the the the mom who's, like, in her seventies said, get in line and shut up.

然后那个年轻女孩说：我们不是这么说的。

And then the young woman's like, that's not how we say it.

我们说：孩子们，要为自己的身体做出明智的选择。

We say, make good choices with our bodies, kids.

你明白我的意思吗？

You know what I mean?

那是正确的决定吗？

Was that a good decision?

比如，排队，闭嘴。

Like, in line and shut up.

这就是我们培养出的文化，这确实给组织带来了不少问题。

That's we raised That's the culture and that's the I mean, that creates a lot of problems in organizations too.

如果你有一群成长于‘排队闭嘴’时代的人，而现在管理他们的是新一代，这种代际差异非常棘手。

If you've got people who grew up in the in that era of the stand in line and shut up, and you have now people who they're managing, it's it's a dynamic that's it's tough.

这确实很棘手。

It's tough.

它有时会在公司内部制造不愉快的局面，但我们都知道这一点。

And it creates it creates unpleasant situations sometimes, inside the company, but we all know that.

嗯，帕尔默，你是个好

Well, Palmer, you're a good

女孩。

girl.

她一直在重复这句话。

She's repeating that.

我是个好女孩。

I'm a good girl.

好的。

Okay.

话题。

Topic.

我们来谈这个吧。

Let's get into this.

是的。

Yeah.

这个想法部分源于我昨晚去看印第安纳步行者队对阵菲尼克斯太阳队的比赛。

Somewhat inspired by a trip I took last night to watch the Indiana Pacers play the Phoenix Suns.

由于我秋天也从事体育相关工作，这让我想到，作为销售和商业人士，我们刚刚走完第一个季度。

And because I work also in the fall in sports, it got me thinking about we're at the end of our first quarter as sellers and as business people.

和很多比赛一样，并不是所有比赛，但很多比赛都有四节。

And like a lot of games, not all games, there are four quarters in a lot of games.

篮球比赛就是四节。

In basketball, there are.

在足球中，也有四节。

In football, there are.

其他运动可能没有，但我们就用这些作为例子。

In other things or not, but let's use those as an example.

第一节结束时，记分牌上会有比分。

And the first quarter ends, there's a score on the scoreboard.

比分可能对你有利。

And it's either in your favor.

也可能对你不利。

It's not in your favor.

也可能打平。

It's tied.

你接近了。

You're close.

你领先了20分左右。

You're winning by a, you know, 20 margin.

你以20分的差距落后。

You're losing by a 20 margin.

现在你必须去打第二节了。

And now you gotta go play the second quarter.

你听到教练们在收集数据。

And you hear, coaches taking data.

这对我来说也很有趣。

It was also interesting to me.

因为我坐得比较低，所以能观察到菲尼克斯太阳队的教练组。

I get because I sat kinda low so I could watch the Phoenix Suns coaching staff.

是的。

Mhmm.

他们正在接收这些报告和纸张。

They're getting these reports and papers.

这些统计人员把纸张递给他们，他们一直在查看。

These statisticians are handing them papers, and they're looking at it all the time.

他们在比赛中分析数据，以便做出调整来争取胜利。

They're analyzing data in the game to make adjustments to try to win the game.

这让我开始思考，这对我们的销售人员和销售领导者有什么借鉴意义？

And so it got me thinking, how does that apply to us as salespeople and as sales leaders?

我们即将迎来第一季度的结束。

So we are about to the end of the first quarter.

有一个计分板。

There's a scoreboard.

它要么看起来不错，要么看起来很差，要么看起来一般。

It either looks good, looks bad, or looks medium.

那么我们现在该怎么做？

And now what do we do?

我认为，最难的部分是，我们如何保持专注，告诉自己：好吧。

And the the tough part I thought in my mind was how do we stay in the moment and say, okay.

这很棒。

That's great.

我停止了，现在不必再考虑整场比赛了。

What I stopped, and I still don't have to think about the whole game now.

所以，就像在篮球比赛中，如果统计员在第一节结束时看到比尔·卡斯基已经三次犯规，我就得考虑比赛的剩余时间，是的。

So, like, when the in basketball, if the statistician's looking in the first quarter, at the end of the first quarter and Bill Caskey has three fouls, I have to think about the rest of the game Yeah.

因为比尔陷入了犯规麻烦。

Because Bill's in foul trouble.

你懂的？

You know?

如果比尔没有犯规，我就可以只看，哦，比尔这一节只投了两球。

If Bill's got no fouls, I can just look at, oh, Bill's only taken two shots.

这一节，我们要让比尔投八次球。

This quarter, let's get Bill to take eight shots.

更注重当下。

It's more in the present.

对。

Yeah.

所以我觉得这是一个很好的讨论，关于我们作为销售和销售领导者如何应对季度末，并做出调整。

So I thought that's a good discussion about how do we as sellers and sales leaders process the end of quarters and how do we make adjustments.

嗯。

Mhmm.

你提到这个，让我想起了我打篮球的时候。

It reminds me of my basketball days actually since you brought that up.

现在我想起一个关于斯威恩·纳德的故事，他曾为约翰·伍登效力。

Now it reminds me of a story I heard Swayn Nader who played for John Wooden.

你记得约翰·伍登这个名字吗？

You remember John Wooden, the name?

当然记得。

Of course.

很多年轻人可能不知道他，但他曾担任加州大学洛杉矶分校的篮球队教练长达二十年，赢得了十到十一个连续的全国冠军。

He's, a lot of young people would not know him, but he was a UCLA basketball coach for twenty years, and he won, I don't know, ten, eleven national championships in a row at UCLA.

他手下有那些大中锋，比如斯威恩·纳德、比尔·沃尔什、卡里姆·阿卜杜尔-贾巴尔（当时还叫刘易斯·阿尔辛多）。

He had these big centers, Swinde Nader, Bill Walsh, Kareem, Lew Alcindor at the time, Kareem Jabbar.

纳德写了一本关于约翰·伍登执教理念的书。

And Nader wrote a book about John Wooden's coaching philosophy.

他说，在他为伍登效力的四年里，伍登从未谈论过赢得比赛。

And he said, never in his four years of playing for Wooden did he ever talk about winning a game.

他从未谈论过赢得比赛。

He never talked about winning a game.

而这些球队都是不败的，所以他们知道如何获胜。

And these were teams that were undefeated, so they knew how to win.

但他表示，他的理念是：我们无法控制比赛的输赢。

But he said his philosophy was it's we can't control the winning of the game.

我们能控制的是下一次进攻。

We can control the next time up the court.

我们能控制的是如何穿鞋。

We can control how we put our shoes on.

我的意思是，他有一整套关于如何叠袜子的理论。

I mean, he had this whole thing where how do how do you fold your socks?

你怎么确保袜子在鞋里穿得正合适？

How do you make sure your socks are right in your shoes?

大家都为此笑了，但他非常注重防止所有可能出错的细节，然后我们就只是好好打比赛。

And everybody laughed about it, but he was taking care to make sure that, you know, everything that could go wrong, he was preventing, and we'll just we'll just play the game.

如果你以正确的方式打球，一切都会水到渠成。

And if you play the game in the right way, it'll all work out.

我知道这和你以及一些公司领导的做法不一样，因为他们第一季度业绩一有波动就会紧张。

And I know that's not the way you and some leaders at companies because they get nervous when the first quarter is off.

但只要你打对了比赛，做了正确的事，结果自然会好。

But if you're playing the right game, you're doing the right things, things work out.

这难道不是真的吗？

Isn't that true?

昨天我店里来了一位客户，我们把整个销售领导团队还有老板或CEO都召集在一起。

I had a client in the shop yesterday, and and we had the all the sales leadership team plus the owner or CEO.

老板和CEO聊完后，我们总是会互相推荐书和音乐。

The owner CEO, we get done and we kinda we always trade, like, books and music.

他说：‘啊，b z。’

He goes, ah, b z.

我有个给你。

I got one for you.

我问：‘什么？’

I'm like, what?

他给我看了。

He showed it

给我看了。

to me.

这是比尔·沃尔什的。

It's from Bill Walsh.

比尔·沃尔什曾经是主教练。

Bill Walsh was Walsh was the head coach

是当年旧金山49人队的主教练。

to San Francisco forty niners back in the day.

还有，他是多次超级碗冠军。

Also, Super Bowl, multiple time Super Bowl champion.

而且，我没核实过这个说法，据说他写了这本书，但在出版前就去世了。

And apparently, I haven't fact checked this, that he wrote this book and actually passed away before it got released.

这本书叫《比分自会照顾自己》。

And the book is called the score takes care of itself.

比分自会照顾自己。

The score takes care of itself.

我没读过这本书。

Now I've not read the book.

我现在才打算买它。

I'm just buying it right now.

你不会读书。

You can't read.

所以，如果我听音频版，我就会读。

So And my my if I listen to the audio disclosure, I do.

我相信我自己的话。

I believe me.

我不读书。

I don't read books.

我听书。

I listen to them.

这是个真实的故事。

That's a true story.

分数会照顾自己。

The score takes care.

分数会照顾自己。

The score takes care of itself.

那是

That's a

我很喜欢我们这一集的结尾。

and I I love where we're landing in this episode.

是的。

Yeah.

当人们看比分牌时，无论上面显示什么，他们往往会想如何才能改变比分。

That when people look at a scoreboard and no matter what it says, they tend to then think how can I get the score to change

嗯？

Mhmm?

要么扩大领先优势，增加分差，取得领先，要么追赶上来，让比分再次变得紧张。

Either to widen the lead, widen the margin, get ahead a lead in the score, or catch up to make it tight again.

嗯。

Mhmm.

而且这是围绕比分、比分牌为中心的。

And it's score it's scoreboard focused.

这是以数字为中心的。

It's numeric focused.

就像你刚才说的，我认为这里第一个教训是：我甚至说出来，当你看到比分牌时，不要去想比分。

And like what you just said, I think the first kind of lesson here is I'm even talking about it out loud is when you see the scoreboard, don't think of the score.

想想过程。

Think of the process.

想想那些因素，那些输入。

Think of the things, the inputs.

输入才是值得关注的东西，是的。

The inputs are the things to look at Yeah.

短期和长期。

Near term and far term.

这是最重要的。

That's the biggest

没错。

Yep.

是的。

Yeah.

而且我们以前也讨论过，如果你所有的注意力都放在最终结果上，而不是达成结果的过程上，那你一定会过得非常痛苦，因为有些年份分数会对你有利，有些年份则不会。

And and also, and we've talked about this before that, you know, if all your focus is on the end result and not on the process to get to the end result, then you will be a miserable wretch because some years the score will be good in your favor, some years it won't.

但如果你讨厌这个过程，如果你不喜欢向客户提问，因为你根本不在乎他们的痛苦和问题，那么你不可能表现出色。

But if you hate the process, if you if you don't like to ask questions of customers because you really don't give a damn about their pains and problems, then you're not gonna you're not gonna excel.

我觉得有时候我们太过纠结于最终结果，过于关注谁赢了比赛，以至于在比赛过程中根本没有进步。

And I feel like some sometimes we get so hung up and focused on the end result on who wins the game that we we don't get any better during the game.

所以我们前两场输了，但学到了很多经验，然后接下来赢了30场比赛，因为我们从那两场失利中学到了东西。

And so we lose the first two games, but we learn a lot of lessons, then we win the next 30 games because we learned in those two games we lost.

我们并没有因为输球而自责。

We didn't beat ourselves up for losing.

我们从中学习，汲取了教训。

We beat our we we learned, we got lessons.

如果你度过了一个糟糕的季度，你能从中学到什么教训？

And if you have a bad quarter, what's the lesson I can learn from that?

这想教会你关于你自身行为的什么？

What what what does that want to teach me about my behavior?

也许我的技能退步了。

My maybe my skills have waned.

也许我需要上一门课，或者找人指导，等等。

Maybe I need to take a class or get coaching or whatever.

所以，很好。

So So good.

现在对我来说，还有一件事也逐渐显现出来，那就是

Something that's showing itself now for me also just and this is

这更多是一种观察性的、轶事性的证据。

more of an observational anecdotal, like, evidence here.

我有一些数据支持，但主要是基于观察的轶事：我注意到，大多是在流程和行为上。

I've got some facts around it, but mostly anecdotal observation is I'm noticing either mostly in process and behaviors.

我注意到，对成绩影响最大的因素，要么是行为和流程的一致性。

I'm noticing the biggest contributing factor to the scoreboard is either the consistency of behaviors, process

嗯。

Mhmm.

这些行为积极地发挥作用，或者人们没有意识到的是：良好流程随着时间推移而逐渐消退，会导致不良后果

That are contributing positively or here's the thing that people aren't realizing, the fading, the slow fading of good process over time leads to a bad

得分板。

scoreboard.

凌乱。

Sloppy.

是的。

Yeah.

而且这不是立即发生的事。

And it's not an immediate thing.

所以我注意到的是，如果你在听这个，一定要好好检视自己这一点。

And so what I'm noticing, this is if you're listening to this, really check yourself on this.

你会问一些问题，比如，我们经常谈到的这个例子。

You'll ask things like, let's use what we talk about a lot here.

我们就拿在LinkedIn上发布视频来说。

Let's use, posting videos on LinkedIn.

有人听了我们的播客。

Someone listens to our podcast.

他们变得非常兴奋。

They get all excited.

他们一下子火了。

They boom.

视频。

Video.

视频。

Video.

视频。

Video.

视频。

Video.

然后他们去春假，中间有段时间空档，回来后又忙得不可开交，结果就没再发视频了。

And then they go to spring break, and there's a little gap, and they come back to really busy, and then there's no video.

然后他们又得重新拍一个。

And then they had to get one again.

然后到了今年年底，你突然发现领英上什么都没有了。

And then if and the next thing you know, by the end of this year, there's nothing coming from LinkedIn.

是的。

Mhmm.

而且我们

And we

就会问，怎么回事？

go, what happened?

你会说，我第一季度还在发视频，后来因为春假什么的，所以没断过。

You're like, well, I was posting videos in first quarter and then, you know, spring break and that so it didn't fall off.

只是慢慢就消失了。

It just fades away.

是的。

Mhmm.

然后你回头一看。

And then you look back.

这就像增重或减重。

It's like gaining weight or losing weight.

嗯。

Mhmm.

缓慢的。

Gradual.

是的。

Yeah.

非常、非常缓慢。

It's very, very gradual.

然后突然间就显得如此了。

And then it seems all of a sudden.

是的。

Yeah.

但其实并不是突然发生的。

But it's not all never all of a sudden.

所以，如果你正在听这一集，我认为关键在于评估哪些对你和你的客户有益、积极的行为或流程正在消失或即将消失。

So I think a take if you're listening to this episode is to evaluate what behaviors or processes that are good and favorable for you and for your clients have faded or are fading

没错。

That's right.

阻止这种消退。

And stop the fade.

我以前说过，我们这个播客能坚持二十年的原因是，在大多数播客只撑五集左右就消失的时代，我们已经做到了1800集，正是因为我们都享受这个过程。

And I've said this before that the reason we have lasted twenty years on this podcast is because when when in a day when most podcasts are here and gone within five episodes or whatever, we've we've lasted 1,800 episodes, is because we enjoy doing it.

而且我们从不把这周赚了多少钱作为衡量标准。

And we're we don't assign any kind of, well, how much money did we make this week to it?

事实上，老实说，我都不知道我们是否能算出这笔账。

In fact, I don't know that we could we could even calculate that, to be honest with you.

我的意思是，你会从播客中获得一些潜在客户。

I mean, you know, you get some leads from it.

我会收到一些潜在客户。

I get some leads.

从中发生了一些好事。

Some good things have happened from it.

你的客户会听这个节目。

Your clients listen to it.

我的客户也会听这个节目。

My clients listen to it.

也许这能延长客户的参与时间。

Maybe it makes that engagement longer.

但我们享受彼此的陪伴，也享受做这件事的过程。

So but we enjoy each other, and we enjoy doing it.

它给了我们一个机会，分享我们在市场中看到的东西。

It gives us a chance to share what we're seeing in the marketplace.

这又回到了一个问题：你的工作能带给你快乐吗？

And and this gets back to do you does your job bring you joy?

如果不能，你就得深入挖掘，找到其中的乐趣。

And if it if it doesn't, you gotta dig a little deeper to find the joy.

也许它就在某个地方，只是你没那样想过，或者你找到了其他能带来快乐的事情，因为人生中的夏天是有限的。

Maybe it's in there somewhere, but you just haven't you you're not thinking about it that way, or you find something else that does because you only have a certain number of summers in life.

而且，你知道，当你到了我这个年纪，就会开始计算还剩多少个夏天，你会想：我大概还剩十五到二十年的夏天，和十五到二十轮的时光。

And, you know, as you get to be my age, you start to calculate the summers, And you're like, I probably have fifteen, twenty summers left and fifteen, twenty rounds.

那么，我在做我目前的事情时，是否感受到了快乐？

And so am I am I experiencing joy in what I do?

如果你没有，你就得去解决这个问题。

And if you if you aren't, you gotta fix that.

因为如果你真的热爱拜访全新的潜在客户，你一定会做得非常出色。

Because if you experience if you really love calling on brand new prospects, you're gonna be really good at it.

如果你

If you

讨厌它，只是为了完成指标而做，那你永远都不会擅长这件事。

hate it and you only do it to get to a number, you're not gonna be you're not ever gonna be good at it.

而且别人都能感觉到。

And people are gonna feel it.

他们会感受到你并不真正想在这里，但要找到乐趣。

They're gonna feel you don't really wanna be there, but find joy.

这就是我们谈论‘你为谁服务’的原因。

Find that's why we talk about who are you here to serve?

你知道，你的使命是什么？你服务他人的目的是什么？进入那种状态后，这些行为就会变得更容易，无论是拍视频还是打陌生电话。

You know, what what's your divine what's your purpose of of serving people and get in that mode, and then those behaviors become easier to do, whether it's shooting a video or making a cold call.

看着那些热爱销售过程的销售人员，难道不令人赞叹吗？

Isn't it awesome to watch salespeople that love the process?

是的。

Yes.

我刚刚和一群人在一块，有个人宣布要退休了，他从事这份工作已经四十年了。

We I I was just with a group, and this guy, is announced his retirement, and he's the he's been doing what he's been doing for forty years.

他是个销售员。

He's a sales guy.

他非常自豪。

And he was so proud.

他选了一个日期。

He picked a date.

是在九月，你知道的，他的团队都在跟他开玩笑。

It's in September, you know, and his team's joking with him.

他们说：不行。

They're like, no.

你不能走，皮特。

You can't you can't leave, Pete.

不能走，皮特。

Can't leave, Pete.

不行。

No.

不行。

No.

我当时说，我说，我本来是开玩笑的，但接着我就认真了：不行。

And what I said and I said and I was joking, but I then I'm like, no.

我是认真的。

I was serious.

我觉得，Pete就是这样一个人，他特别热爱这份工作。

I'm like, Pete's the kind of guy that loves this so much.

他就要退休了。

He's gonna retire.

如果你们找他帮忙，他会立刻从沙发上或高尔夫球场跳起来，冲上卡车，赶去帮你们，因为他太热爱自己所做的事情了。

And if you guys call him for anything, he'll jump off the couch or off the golf course, and he'll come and jump in a truck and get you guys and help you out because he loves what he does so much.

这种热情从他身上自然流露出来。

And it oozes from his being.

是的。

Yeah.

正因如此，他才是一位出色的员工、优秀的老板和卓越的领导者。

And then he's just a he's great performer because of that and a great boss and a great leader and and that sort of thing.

我突然意识到，这个人身上所散发出的，正是他对工作的无比热爱。

And I that just hit me about this guy that he he exudes and oozes that he loves what he does so much.

这可不是什么高大上的生意。

And it's not a fancy business.

我跟你说真的。

I'm telling you.

一点都看不出有什么吸引力。

It's not sexy at all.

很工业，但他热爱这份事业。

Industrial, but he loves it.

他真的很热爱。

He loves it.

非常好。

Really good.

我觉得这有点像一门失传的技艺。

So it's it's kind of a lost art, I'd say.

我觉得它有点被遗忘了，原因是我们从对事业的热爱转向了对数字的痴迷。

I think it's a little bit lost, and I think the reason is because we have focused from the love of the business to the love of the numbers.

你不可能像热爱那些你为之服务、解决问题的人那样热爱数字。

And and and you can't love numbers as much as you love the people in the business that you're there to serve and solve problems for.

我肯定他有着极好的人际关系。

I'm sure he has great relationships.

如果他的客户不疯狂地喜欢他，他不可能坚持这么久。

He wouldn't have lasted this long if his clients didn't freaking love him.

他们喜欢他，是因为他一来就会全神贯注。

And they love him because when he comes in, he pays attention.

他关心他们的困扰和问题。

And he's cares about their issues and their problems.

他并不在乎钱。

He doesn't care about the money.

他知道钱自然会来。

He knows the money will come.

这就是比尔·沃尔什的那本书。

It's it's the Bill Walsh book.

你知道，那到底是什么呢？

You know, what what was it again?

数字吗？

The numbers?

比分会自己搞定

The score takes care

自己。

of itself.

自己搞定。

Care of itself.

是的。

Yeah.

老天，从这个角度来看，那真是一个很棒的片段。

Man, that's a great that's a great episode from that standpoint.

不是因为我们完美地深入探讨了它，而是我认为这提醒了我们，这里有一个比数字更重要的大问题。

Not not because we've dived into it perfectly, but I think that's just a reminder of there's a bigger bigger thing at play here than just the numbers.

每次我们聚在一起，他都是第一个到课堂的人。

And he's the number one guy to show up for class every time we're together.

当然。

Of course.

第一个到的人。

First guy.

当然。

Of course.

很棒的课程。

Great lessons.

你知道吗？

You know what?

我觉得我们什么时候应该做个播客，谈谈业余和专业之间的水平差距，我觉得这个差距正在不断扩大。

I I think we should do a podcast sometime on on the level of the I think there's a gap, a widening gap between the amateur and the professional.

嗯。

Mhmm.

而专业人士在做的，是业余人士连想都想不到的事情。

And and the professional is doing things the amateur is not even thinking about doing.

像我们这样的人能看出来，因为我们接触过很多不同的组织。

And guys like us see it because we're exposed to a lot of different organizations.

我们看到过组织卓越的表现，也看到过专业的组织。

We see organizational excellence and we see the professional organization.

我们还看到一些人，我认为我们需要专门做一集，甚至一系列内容来探讨这个问题，因为我看到这个差距正在扩大，而处于低端的人根本不知道该如何弥补。

We also see people that aren't I think we need to do a whole episode and maybe even a series on that because I'm seeing that gap widen and and and the people who are not who are at the bottom end of that don't know how to fix it.

他们根本不理解这些专业人士究竟哪里做得不一样，却在盲目尝试一些无效的方法。

They they don't they don't understand what these pros are doing differently, and they're grasping at things that don't work.

我还有一个想法，正好被这个激发了，我很想聊聊。

I've got a and that prompted another take that I'd love to talk about.

我们应该做这一集。

We should do that episode.

因为我对下一代销售人员还有另一个观点，关于什么是真正的专业人士，我很想深入探讨。

Because I've got another thing about the next generation of sellers and that that definition of pro I'd love to do that.

好。

Good.

好的。

Alright.

我们开始吧。

Let's do it.

嘿。

Hey.

如果你还没有加入我们的领英群组，请前往 advancedsellingpodcast.com/linkedin。

If you haven't joined our LinkedIn group, make sure you go to advancedsellingpodcast.com/linkedin.

同时，在那个网站上（不是在领英网站上，而是在 Advanced Selling Podcast 网站上），查看一下 Insider 内容。

And while you're there on that site, not on the LinkedIn site, but on the advanced selling podcast, check out Insider.

我们将在四月举办另一场培训，稍后我们会进一步讨论这个话题。

We're going to be doing another, training in April, and we'll be talking about that a little bit more as we go here.

希望你喜欢今天的节目。

So, hope you enjoyed today's episode.