协作总能胜过封闭策略

欢迎回到高级销售播客，这是销售培训领域历史最悠久的播客。

Welcome back to the Advanced Selling Podcast, the longest running sales training podcast, podcast history.

我是你们的主持人之一，比尔·卡斯克。

I am one of your hosts, Bill Kaske.

我是你们的另一位主持人，布莱恩·尼尔。

And I am your other host, Brian Neal.

很高兴你们能和我们在一起。

We are delighted you're with us.

我们已经这样说将近二十年了。

We have been saying that for nearly twenty years.

这标志着我们站在话筒前的第二十个年头，我们将在九月疯狂庆祝，因为据我们所知，节目始于1966年9月，而现在是2026年。

This represents our twentieth year at the microphone, and we're gonna be celebrating wildly in September because I as near as we can tell, it started in September '6, and it's '26 right now.

所以很高兴你们在这里。

So we're happy you're here.

我在想，会不会有一群听众正在组织某种致敬活动呢？

I'm wondering if there's a group of listeners that aren't putting together like a tribute.

哦，是的。

Oh, yeah.

我的意思是，他们只是突然冒出来，比如道格·德罗森。

I mean, they're just, you know, Doug Drosen coming out of the woodwork.

对吧？

Right?

我们那些在大洋彼岸还一直支持我们的朋友们。

All our friends across the pond that still hang out with us.

我们可以的，但我们还没谈过这个，得聊聊。

Well, we could, and we haven't we gotta talk about this.

对。

Yeah.

没错。

Right.

这不过是一辆自行车，但我们完全可以办个活动。

It's just a bike, but we could have an event.

我的意思是，我们可能会把‘是的’用完。

I mean, we could run out of Yeah.

我们以前做过，你也做过。

We've done it before, and you've done it.

这并不难做到，只要邀请人们进来就行。

That wouldn't be that difficult to do and just invite people in.

你想来，很好。

If you wanna come, great.

你不想来，也很好。

If you don't, great.

或者你知道的，我们可以不收费，或者收费，就单纯玩得开心，把2027年的所有播客都录下来。

Or it's you know, we could not charge or charge or just have some fun and record record all of twenty twenty seven's podcast.

是的。

Yeah.

在经历了1200集和近1700万次下载之后，我觉得我们至少能吸引四到八个听众。

And after, you know, 1,200 episodes and, nearly 17,000,000 downloads, I I gotta think we'd get four or eight listeners there.

没错。

That's right.

和那些人一起参加了一个不错的M和AA会议。

Good M and AA meeting with those.

正是如此。

Exactly.

在开始今天的内容之前，我想提醒大家，我们在一月份做了四期心理健康专题系列，收到了很多温暖而积极的反馈。

Hey, before we get into today, I wanna remind you that we in the month of January did our four part, mental health focus series, and we've gotten a lot of really kind and good comments about that.

我们会在节目笔记中提供这四期的链接。

We will put in the show notes the link to all four of those.

我们创建了一个小型网页，列出了每一期节目，你可以在那里下载，并且每期都有要点总结。

We created a little mini web page that has each of the episodes, you can download them there, and there's also some bullet pointed notes from each episode.

但我们也收到了一位听众非常贴心的建议，我不知道你有没有看到，他说：别只是匆匆略过就忘了。

But we also had a very kind recommendation from a listener, I don't know if you saw it or not, that said, don't just skip over that and forget about it.

一年中时不时地回头看看那些内容。

Come back to that occasionally throughout the year.

我觉得这个主意很好，可以回头再深入探讨一下这些话题中的某一个。

And I think that's really a good idea is come back and go a little bit deeper maybe on one of those topics.

我们各自都收到了关于这些个人笔记的很棒且非常用心的反馈。

It was great and very thoughtful notes that we've both gotten individually on that personal notes.

然后，你知道的，这只是一个事情。

And then, you know, it's just a thing.

这就是一件事。

It's a thing.

所以我非常喜欢这个想法，让它们贯穿全年，保持在我们的关注范围内。

So I love that idea of, like, keeping it going through throughout the years to keep it top of mind.

说到心理健康，我感觉非常好，因为我在超级碗期间完成了一项心愿清单上的演唱会。

So speaking of mental health, I'm feeling very good because I checked off a bucket list concert while I was at the Super Bowl.

你去了？

You did?

在一个非常私密的场合看了一场乐队演出。

Saw a band in a very intimate setting.

这支乐队现在在南美洲巡回演出，经常参加像拉拉帕卢扎这样的大型音乐节。

This band plays lots of huge festivals like Lollapalooza now down in South America right now touring around.

但我看了来自拉斯维加斯的乐队The Killers的演出。

But I saw a band called The Killers out of Las Vegas.

是的。

Yeah.

他们太棒了。

They are so awesome.

主唱布兰登·弗劳尔斯是个非常出色的表演者，我们在一个能容纳大约一千人的小型场地看了他们的演出。

Brandon Flowers, their lead singer, is a great showman, and we saw them in a small venue with about a thousand people.

我在那里得到了一个启示，他自己也提到了这一点。

And the lesson I had there and he even said this.

这简直就像一场企业赞助的超级碗活动。

This is like a corporate y Super Bowl event.

你知道的？

You know?

这是一种高票价的活动。

High ticketed sort of thing.

嗯哼。

Mhmm.

他说，他们完全投入了。

And he said and they just brought it.

他们为我们演出时，就像在洛拉帕卢扎为十万人演出一样。

And they played for us like they play for a 100,000 people at Lollapalooza.

和我之前只在视频里看过的相比，他们毫无保留，把全部都奉献给了我们。

Nothing was different from what I and I've only seen them on video and stuff, but they gave us everything.

他说：‘我得告诉你，当我们接下这场演出时，我们并不确定会怎样，但结果让我们惊喜不已。’

And he said, he goes, I gotta tell you, when we took this gig, we weren't sure what we were getting into, and we are pleasantly surprised.

我们感觉非常好。

We're so we feel so good.

他感受到了观众带来的积极能量。

Like, he felt good energy from the crowd.

是的。

Yeah.

我当时就想，天啊，这真是个很好的教训。

And I thought, man, that's a really good lesson.

这是一个很好的教训：你不能说，哦，我们只是在演一场企业活动。

That's a really good lesson that you don't say, oh, we're just playing this corporate gig.

房间里有一千个穿西装的人。

There's a thousand suits in the room.

我们就随便应付一下。

We'll just mail it in.

是的。

Yeah.

你明白我的意思吗？

You know what I mean?

而且他们中的很多人年纪都很大了。

And a lot of them are old.

他们甚至不知道我们乐队是做什么的，或者我们的音乐是什么风格。

They don't even know who our what our band does or what we sound like.

是的。

Yeah.

他们太棒了。

They were so awesome.

哇。

Wow.

我喜欢这种能量。

I love the energy.

我学到的教训是，你知道，你永远不知道自己会遇到什么，但只要你全力以赴，就不会输。

I just the lesson was that, you know, you you just don't know what you're getting into, but if you give everybody your all, you can't lose.

你绝对不会错。

You can't go wrong.

他们表演的是什么歌？

What was their song that they did?

《Mister Brightside》是最有名的那首歌。

Mister Bright side is the most famous one.

《Mister Brightside》。

Mister Bright side.

他们经常在大型体育场演出。

They played at big stadiums all the time.

是的。

Yeah.

我一直都挺好的。

And I've been doing just fine.

必须得完成。

Gotta gotta be done.

是的。

Yeah.

对。

Yeah.

是的。

Yeah.

因为我想

Because I

是的。

yeah.

关于《Mister Bright Side》。

On mister bright side.

那就是你所了解的。

That's what you would know.

是的。

Yeah.

而且我可不想因为太喜欢他们而被The Killers告上法庭，但确实如此。

And it's a I don't wanna get sued by the killers because I love them too much, but, yeah, that's a thing.

这会不会很讽刺？

That would be ironic, it?

那是我在监狱里完成的最重要的心愿清单事项。

That was my big bucket list thing that I did in jail.

现在是超级碗了。

Now it's Super Bowl.

说得对。

Exactly right.

是什么导致了你们的二十周年纪念？我以为你们会好好庆祝。

What took down the I thought you guys were well, your twentieth anniversary coming up.

发生什么事了？

What happened?

天哪。

Oh, boy.

你请说。

Go ahead.

只是关于那些我深爱的杀手乐队。

Just off the killers, who I love.

播放了两秒半他们的歌曲，然后我就被关进去了。

Playing two and a half saying two and a half seconds of their song, and I was jailed now.

恶魔岛。

Alcatraz.

哎呀。

Whoops.

我在旧金山，所以这太棒了。

I'm in San Francisco, so I It was great.

希望他们以后还能再回去。

Hopefully, they ever go back there.

好的。

Okay.

如果你听了，你是想开球还是想

If you heard do you wanna tee it up or do you

想要我吗，是的。

want me yeah.

当然。

Sure.

是的。

Yeah.

上周我们聊过查理·普斯的故事，另一位音乐人，以及从中得出的一些销售经验。

The, we talked about, last week, we talked about, a Charlie Puth story, another musician, and just some sales lessons from there.

比尔提出了一个贯穿始终的主线，我觉得非常棒。

And this through line that Bill came up with, which I thought was fantastic, came up.

整个销售流程中的主线到底是什么？

And what is our through line through the whole sales process?

我们最后以一个问题收尾：协作作为主线应该是什么样子？

And we kind of ended that with, what what does collaboration look like as a through line?

所以今天，既然我们上次已经铺垫好了，我们就来谈谈这到底是什么样子。

And so today, we're gonna talk about, since we teed it up last time, what does that look like?

我们可能会从售前、市场营销和人脉拓展的角度来思考这个问题。

And we're gonna kinda think of it maybe like, you know, even, like, presales on our marketing and networking.

协作是什么样子的？

What does collaboration look like?

在我们早期阶段，比如第一次、第二次通话，销售过程的中期，以及成交或放弃的过程中，协作是什么样子的？

In our early stage, you know, first, second call, mid stage sales process, and and and kind of closing the deal or or moving on sort of in what does collaboration look like through there?

这里有一些小技巧和想法，供你参考，让你可以说，嘿。

Just some little, tips and ideas for you so you can say, hey.

如果我想找一个全新的主线，既不说话也不做任何事来促成交易，协作会是什么样子？

If I want a new through line that's not saying anything or do anything to get the deal, what does collaboration look like?

你从这一集中应该能收获一些不错的内容。

You should have some good things to start with from this episode.

很好。

Good.

这不错。

That's good.

那我们从售前开始？

So we start with, presale?

是的。

Yeah.

我觉得是的。

I think so.

是的。

Yeah.

在那种网络交流之类的活动中，协作是什么样子的？

What what does collaboration look like in the kind of the networking, that sort of thing?

对我来说，你和我正在这么做。

Well, to me, you and I are doing it.

我的意思是，你和我确实合作过。

I mean, you and I have have collaborated.

我们不在同一家公司。

We're not in the same company.

我们各自经营自己的业务，有自己的客户名单，我们并不共享客户——我的意思是，我们不共享客户，只是每周一一起登台，但我们是协作关系，我们从不把对方视为威胁，尽管我们属于相似的行业，可能曾经竞争过几次，但我们以一种非常愉快的方式，让两个理念相近的人聚在一起共同解决问题。

We've got our own businesses that we run, and we have our own client list, and we don't share I mean, it's just we don't share, we share the stage every Monday, but we're collaborative, we don't look at each other as threats, we don't even though we're kind of in the same business, we've probably been up against each other a few times, we don't know, it's a very pleasant way for two people who have similar approaches to come together and work through things.

因此，合作并不需要在最后带来任何经济回报。

And so collaboration doesn't need to have any kind of financial payoff at the end.

这是两个观点一致的人，或者即使观点不完全一致，也能聚在一起建立关系、展开讨论，从而让听众、观众和受众受益。

It's two people who are on the same page or maybe we even if we're not on the same page, coming together and having a relationship and discussion and benefiting the listeners, the viewers, the people in the audience.

是的。

Yes.

我完全同意。

I completely agree.

如果你正在听这段话，情况也是一样的。

And if you're listening to this, it's the same sort of deal.

比如，如果你在做预售，或者在做营销，你如何在你的社交圈和营销中与他人合作？

Like, if you presale like, if you're doing your marketing, how do you collaborate with others in your networking and marketing?

这让我想到一件事。

The thing comes up for me.

我们经常围绕LinkedIn进行教学，其中一部分内容是如何利用LinkedIn建立温暖的联系，并为他人引荐。

We do a lot of teaching around LinkedIn, and part of our teaching is how to use LinkedIn to get warm connections and introduce introductions to others.

人们往往没意识到，这其中绝大部分都是关于付出和给予。

What people where people don't what they don't see coming is the vast majority of that is about contributing and giving.

而这就是你日后寻求帮助的机制。

And that's then the your mechanism then to ask for favors later.

所以我认为，在售前阶段采取协作方式——想想看，这可能听起来很傻，但也可能并不傻。

And so I think that the collaborative approach in presale even and think about this is silly, or maybe it's not silly.

但这一点其实非常明显。

It's so obvious, though.

我们销售的对象是销售领导者，所以这更容易做到。

We sell to sales leaders, so it's easier.

如果你的客户不是销售领导者，你可能需要稍微调整一下，但我知道的每家公司都渴望新客户。

If you don't sell to sales leader, there you might have to stretch this a bit, but every company I know would love new customers.

是的。

Mhmm.

喜欢被引荐给潜在的新客户。

Love an introduction to a warm new customer.

如果你在开发潜在客户，最好的做法之一就是为他们带来一个新客户。

And what a great thing to do if you're prospecting someone is to bring them a new customer.

我在演讲行业和主题演讲领域经常看到这种情况。

I see it a lot in the speaking business and the keynote speaking business.

主题演讲者常常忽略的一点是，他们试图从演讲经纪公司获得代理。

A big thing that keynote speakers miss is they're trying to get representation from speakers bureaus.

所以他们总是说：选我吧。

And so they're like, they're so they're like, pick me.

选我吧。

Pick me.

代理我吧。

Rep me.

代理我吧。

Rep me.

你所能做的最好的事，就是把一个你已经谈成的演讲邀约带给演讲经纪公司，并把佣金分给他们。

And the best thing you can do is bring a gig that you already sold to a speakers bureau and give them the commission.

他们会永远感激你，因为这对他们来说真的很难。

They will love you forever because they it's really hard for them.

这就是售前工作。

And that's presale stuff.

这很好。

That's good.

我认为这是最好的做法。

I think that's the best way to do it.

我怎么能真诚地、而不是操纵性地为我的客户带来价值？

How can I what can I give to my customer sincerely, not manipulatively?

没错。

That's right.

意味着要善待

Means treating

他们。

them.

我也觉得，如果能登上一个舞台，从媒体的角度来看，这个舞台不一定是实体的，也可以是数字平台，比如播客或YouTube频道。

I also think there's a and kinda going back to the media angle is if you can appear appear on a stage, and a stage doesn't mean physical, it could be a digital stage like podcast or YouTube channel.

如果你能共同主持、作为嘉宾亮相，或者一起创作内容的话。

If you can if you can cohost, have guest appearances, co create something together.

比如说，你是一个本地的商业顾问，可以和一位专攻企业买卖的注册会计师合作。

So if you're a, you know, let's say you're a business consultant in town and you might team up with a CPA who specializes in, you know, buying and selling businesses.

你是那种猎头，该怎么称呼呢？

And you're the you're the kind of the headhunter, what do call it?

当你被收购的时候，这叫什么？

Is it called when you're bought?

经纪人，你是经纪人，但你和别人合作。

Broker, you're the broker, but you team up with somebody else.

这样你就能接触到他们的受众，他们也能接触到你的受众，你们可以一起创造一些内容，这可以是一次性的，也可以是持续性的，比如商业顾问和会计师可以合作推出一个12集的迷你系列，教大家如何为出售企业做准备。

So now you get access to their audience, they get access to your audience and together you can create something and it could be a one time thing or it could be an ongoing thing like let's, you know, the business consultant and the accountant do a 12 part mini series on how to get your business ready to sell.

所以你们在这里进行合作。

And so you're collaborating here.

你们并不是在合伙做生意。

You're not in business together.

双方都没有财务上的义务，但你们通过接触彼此的受众来互相帮助。

There's no financial obligation either way, but you're helping each other by accessing their audiences.

这太棒了。

That is so good.

所有收听本集的人都应该照比尔说的去做。

Everyone listening to this episode should do what Bill just said.

每一位收听的人，都应该在你的行业中找到一个人，一起合作举办某种活动，为你的客户和潜在客户带来价值。

Every one of you listening should find someone in your industry to collaborate with on some sort of event that gives good to your clients, your prospective clients.

就这么去做吧。

That like do it.

就现在去做。

Just do it.

开始行动吧。

Start something.

他说的例子就像

He said the example like

我的意思是，这可以简单到只是一个Zoom通话。

I mean, it's it could be as simple as a Zoom call.

真的就是。

Literally.

简单到一次Zoom通话。

Simple as one Zoom call.

嘿，我们来做个Zoom通话吧。

Hey, let's do a Zoom call.

我来采访你。

I'll interview you.

你来采访我。

You interview me.

看看情况如何。

Let's see how it goes.

如果我们喜欢，我们就再做十次。

And if we like it, we'll do it 10 more times.

如果我们不喜欢，那就算了。

And if we don't, screw it.

我们不会的。

We're not.

就是这样。

That's it.

大家，我们把这事儿想得太复杂了。

We make this too hard, everybody.

我们把这事儿想得太复杂了。

We make this too hard.

这样好得多，对听众和内容接收者来说也好得多。

This is so much better, and it's so much better for the listener and the receiver of the stuff.

那是

That's

对。

right.

你知道的。

You know?

而且，你知道的，即使我和比尔做各自的单人集和自己的播客什么的，但我认为人们更喜欢我们在一起的内容。

And, you know, and and even I would like to think and Bill and I do our solo episodes and our own podcast, whatever, but I think people like it together.

他们就是喜欢。

They just do.

因为有对话和活力，所以更好。

It's better because you you have dialogue and energy.

有个人曾经这么说过，所以我们就这么定了。

One person said that once, so we're gonna go with it.

我想大概是2016年的时候，有人跟我们说，你们俩合作得真不错。

I think about twenty sixteen years ago, we had someone you guys are pretty good together.

是的。

Yeah.

意思是，单人集之所以短，至少我的集数是短的。

Mean, the solo episodes, the reason they're short, at least mine are short.

它们之所以短，是因为你知道，我明白你只能承受这么多我，也只能承受这么多布莱恩，但当我们一起出现时，你能承受的就多一点。

The reason they're short is because, you know, I I know that you can only handle so much of me and you can only handle so much of Brian and together, you you can handle a little bit more of us.

是的。

Yeah.

所以是合作。

So collaboration.

所以这有点像预售。

So that's kind of the presale.

对。

Yeah.

想想看。

Think about that.

就像布莱恩说的，自己琢磨吧。

Like Brian said, figure it out.

说说看，我组织里谁合适？

Say, who in my organization?

可能是你公司内部的人，或者更好是来自类似行业但不是竞争对手的人，我们和他们的理念是契合的。

It could be somebody inside your company or preferably probably somebody outside who who does who works in a similar industry, but we're not competitors, but we are we are, you know, align we're in alignment with with some of our philosophies.

去采访他们，也让他们来采访你。

And go go interview them and have them interview.

你可以做两个不同的采访，但先从简单的开始更容易。

You could do two different ones, but it's easy to start.

别把事情搞复杂了。

Don't don't make it hard.

太好了。

So good.

太好了。

So good.

我有一个适合早期阶段的案例。

I've got one for kind of like the early stage.

这简直太简单了。

That's ridiculously simple.

直接对你正在交谈的客户说就行。

Just say it to your customer that you're talking to.

直接说出来，开门见山地说：嘿。

Just say it and just lead with it like, hey.

顺便提一下，我们整个销售流程中最核心的一条就是协作。

Just FYI, you know, our number one overriding through line say that in our whole sales process is collaboration.

我们希望整个过程感觉并真正是协作的，一旦感觉不对劲，就立刻提出，亮起红灯。但这个过程应该让你感觉像是我们两人在共同完成一个项目，目标是达成一个结果——我们可能合作，也可能不合作，这要看情况。

We want this to feel and be collaborative, and so the moment it doesn't, raise your hand, raise the red flag, but this should feel like the two of us working on a project together to get to an outcome that maybe we work together, maybe we don't, will depend.

就直接用‘协作’这个词。

Just say just say just use the word collaborative.

但如果你要这么说，就不能再回到不协作的状态。

If you're going to say that though, you you can't revert back to non collaborative.

如果你真的打算走这条路，说‘这是我们核心理念的一部分’。

If you're actually going to go down that line and say, oh, this is part of our through line.

这是我们身份的一部分。

This is part of who we are.

我们相信合作。

We believe in collaboration.

如果你说了，就必须真心实意，因为如果这只是个幌子、是个谎言，很快就会暴露出来。

Don't say it unless you mean it, because it will become apparent pretty quickly if if that was just a con, if that was just a lie.

我不太想泼冷水，但我真的很喜欢这个想法。

So I hate to douse it with cold water, but I love the idea.

坚持下去，始终如一。

Just stick with it and stick by it.

必须这么做。

Gotta do it.

必须这么做。

Got to do it.

让我看看。

Let me see.

在中期阶段，我认为很多人会回避这一点，但要真正做到高度协作，你就必须能够坦然面对过程中的冲突、反对或负面情绪。

Mid stage, this is something that I think a lot of people, like, avoid or, I think, to be extremely collaborative, you have to be comfortable with, either conflict or pushback or negativity in the process.

我觉得很多销售人员都害怕销售过程中出现任何带有负面迹象的事情。

I think so many salespeople are afraid of anything that smells like something negative in a sales deal.

嗯。

Mhmm.

最好的协作建立在信任之上。

And the best collaboration is built on trust.

就像比尔说的，我们在这个播客中进行了协作。

Just like Bill said, we we collaborate on this podcast.

我们并不总是意见一致或持有相同的视角，但有时正是这种差异的美妙之处——能听到不同的观点或方法。

We don't always agree or have the same angle, but sometimes that's the beauty of it to hear a different angle or different approach.

是的。

Yeah.

始终要尊重对方，始终抱着学习和倾听的态度。

Always respectfully, always, you know, looking to learn and listen to the other person, that way.

我认为我们在销售流程中增加了一个阶段，让这些事情有个安放之处。

And I I think, we added a stage in our sales process where, these things sit.

这实际上是一次正式的会议。

You know, we we it's actual meeting.

我们称之为一个步骤。

It's called a a step.

我们把它放在那里，以便这些事情能够落地。

You know, we we have it there so those things can land.

我认为协作需要对反对、冲突、阻力等类似情况感到自在。

So I think collaboration requires comfort in pushback, conflict, you know, resistance, anything like that.

你最好主动提出这些问题，而不是害怕它们

And you you're better served to bring those things up and not be afraid

去面对它们。

of them.

嗯。

Mhmm.

我甚至会说，结合你刚才的 remarks，看看你们现在的销售流程，我假设你们已经把销售流程画出来了。

I would even say in in light of what you just, your remarks is, look at your sales process now, and I'm assuming that you have drawn out your sales process.

它是图形化的。

It's graphic.

它是一步步的，有发现阶段，有分析阶段，或者其他什么阶段。

It's it's a, it's step by step, there's a discovery and there's an analysis or whatever it is.

是的。

Yeah.

在里面看看，标出哪些地方有协作。

Look in there and just put a check mark with where there's collaboration.

我打赌你会发现协作的地方并不多。

I bet you'll find there's not much.

这很好。

That's good.

即使只是像在线评估或调查这样简单的事情，也许你们在安排通话之前，会先发一份调查问卷给对方，了解他们有什么问题，希望在会议中达成什么目标。

And even if it's something as simple as an as an online assessment or a survey, maybe you're booking calls and before you actually have a call, you send person a survey to get to know what what are their issues, what do they want to accomplish during the meeting.

我的意思是，我知道在大单子里，如果一切都靠关系，你可能不会这么做，但你们很多人其实都有机会在会面前从潜在客户那里获得一些洞察。

I mean, I know if you're if in big deals where it's all about relationship, you're probably not going to do that, but a lot of you have opportunities to get some insight from the prospect before the meeting.

这就是协作。

That's collaboration.

即使在正式交谈之前，你们也已经在数字层面上与他们协作了。

You're now collaborating with them even digitally prior to having a conversation.

所以，一个简单的调查审核。

So just a simple survey audit.

我会把这视为协作——小写的‘c’吗？

They can I would consider that collaboration lowercase c?

是的。

Yes.

你提到这个真有意思。

I, so funny to bring that up.

我们刚刚做了一个这样的东西，因为我们遇到了一些对话，感觉要了解的东西太多了。

We just made one of these because we were getting some conversations that were like, you know, there's so much to know.

比如，我们本可以提前获取所有这些信息，但你不想给人们太多任务。

Like, we could get all this ahead of time, but you don't wanna give people too much to do.

对。

No.

没错。

That's right.

你知道的。

You know?

对吧。

Right.

你知道在一笔交易中会发生什么吗？

And, you know what would happen in one deal?

什么？

What?

他们就会打电话过来。

They call it.

我们安排了一次会议，说：嘿。

We had a meeting booked, said, hey.

这是我们需要的。

Here's what we need.

只需要准备几件事，我们会在第一次通话中查看这些内容。

Just a couple things to be prepared for, things we're gonna look at in our first call.

从技术上讲，这是我们和他们的第二次通话。

I was technically our second call with them.

他们说，你看，考虑到这一点，我觉得我们现在还不想在这方面投入这么多精力，所以我们就此打住。

And, they said, you know, looking at this, I don't think we're we're we're wanting to go this deep with this right now, you know, energy, so we're gonna tap out.

我当时觉得，这太棒了。

I'm like, that was brilliant.

太棒了。

Brilliant.

太棒了。

Brilliant.

完美。

Perfect.

为所有人节省时间。

Save all the time for everybody.

这不是很棒吗？

Isn't that great?

你会发现，我们在初次通话时经常这样做。

What you'll find we we do this a lot of times with first calls.

你会发现，如果你做一些调查或评估，他们提供的信息越多，就越有可能成为真正的潜在客户。

What you'll find if you do some kind of survey or assessment, the more information they give you, the more likely they are to

是真正的潜在客户。

be a true prospect.

阿门。

Amen.

如果他们回答一个问题，比如：你在未来十二个月内想实现什么？

And if they answer a question like, what do you want to accomplish in the next, twelve months?

他们会给出更多的回答。

They answer it with more.

对。

Right.

我几乎可以告诉你，你根本就不该进行这次通话？

You can I can almost tell you, you shouldn't even have that call?

你不该接这个电话。

You shouldn't take that call.

现在有很多AI工具在这些评估包中，会告诉你这个人还没准备好。

And there's a lot of AI right now that in those assessment packages where it will tell you this person not ready.

是的。

Yes.

那是一种馈赠。

That's a that's a gift.

就像你说的，这是一种馈赠。

Like you said, it's a gift.

是的。

Yes.

这确实很棒。

It really is great.

那在最后呢？

What about at the end?

销售过程的最后阶段，协作是什么样的？

What does collaboration look like at the end of the sales process?

施加压力。

Press press hard.

第三份是你的。

The third copy is yours.

这可以说是协作吧，我可以这么论证。

That's kinda I can make I can make a case if that's collaboration.

哦，也许我该回去，我正在给他们笔。

Oh, maybe I should get back to I'm giving them the pen.

我们的合同都是三联单，不管怎么说。

Our can our contracts are they're triplicates triplicates, whatever

是的。

they are.

黄色的是你的。

Yellow is yours.

粉色和白色的是我的。

Pink and white are mine.

你知道吗，如果你不记得了，那你太年轻了，没经历过那种复写纸。

You know, if you don't remember, you're too young to remember the old carbon.

没有。

No.

我没见过。

I haven't.

没有。

No.

我没那么年轻。

I'm not that young.

不。

No.

哦，碳素复写件。

Oh, carbon copies.

以前我爸爸打字的时候，会把两张纸放进去。

And it used to be that when my dad would type, he would put two pages in it.

他在两张纸之间放一张碳纸，然后打字，那可真棒。

He put a carbon between them when he when he typed and Man, that was good.

我以前总是弄得到处都是墨迹。

I used to get smud.

弄得到处都是，我以前12岁的时候穿一件白西装。

Used to get all over your white I had a I had a white suit that I wore back when I was 12.

太棒了。

That's so good.