[转帖]乔-吉拉德：我是如何成为世界第一汽车销售员的
<p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt;"><font size="5"><font face="楷体_GB2312"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德：我是如何成为世界第一汽车销售员的</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;"><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">在乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">15 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">年的汽车销售生涯中，他以零售的方式销售了</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">13001 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">辆汽车，其中</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">6 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">年平均售出汽车</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">1300 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">辆，他所创造的汽车销售最高纪录至今无人打破。如今的乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德早已离开了汽车推销的工作，他游走在世界各地，将自己成功的销售经验带给酥油的营销人员。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>1928 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">年</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">11 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">月</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">1 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">日出生于美国底特律市的一个贫民家庭。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">9 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">岁时，乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德开始给人擦鞋、送报，赚钱补贴家用。乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">16 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">岁就离开了学校，成为了一名锅炉工。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">35 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">岁那年，已经成为建筑师的乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德破产了，负债高达</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">6 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">万美元。为了养活自己和家人，他当了一名汽车推销员。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">3 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">年之后，乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德以年销售</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">1425 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">辆汽车的成绩，打破了汽车销售的吉尼斯世界纪录，他也因此被称为</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">世界上最伟大的推销员</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>Q: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">你好，乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德先生。您经常说，童年的经历为您后来的成功奠定了基础。那么，能够和我们分享一下当时的情形吗？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>A: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">我出生在美国的一个贫民窟，比你们想象中的还要贫困，我很小的时候就要上街去擦皮鞋补贴家用，最后我连高中都没有念完就辍学了。我的父亲总是说我根本不可以成才。父亲的打击曾经让我一度失去自信，有一段时间，我连说话都会变得结结巴巴。相反，我的母亲却常常激励我，她告诉我：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">乔，你应该去证明给你爸爸看，你应该向所有人证明，你能够成为一个了不起的人。你要相信这一点：人都是一样的，机会在每个人面前。你不能消沉、不能气馁。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">母亲的鼓励坚定了我的信心，燃起了我内心中想要获得成功的欲望，我告诉自己，我一定要成功！</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
</span></span></font></font><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;"><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt;"><font face="宋体"></font></p></span></p><p class="MsoNormal" align="left" style="MARGIN: 0cm 0cm 0pt;"><font face="宋体"></font></p> <span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">Q: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">您的母亲在您成功的道路上起到了非常重要的作用，因为她从小让你相信自己可以成为一个成功的人。我很想知道，您为什么选择从事汽车销售呢？您还记得自己卖出第一辆汽车的情形吗？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>A:1963 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">年</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">1 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">月之前，我还是一个建筑师，给人设计房子已经</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">13 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">年了。由于生意上的失败，我赔得一无所有，我失去了所有东西。房子抵债了，汽车还债了。我和太太，还有两个孩子被债主从家中赶了出去。银行拿走我的车，我太太的车。我当时发现，世界上最大的恐惧就是破产。对于大多数人来说，遭遇重大损失过后，他们没有重整旗鼓，仍然沉浸在失败的悲痛中，他们开始自暴自弃。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">记住，当你为自己的失败感到悲哀的时候，你不如立即行动起来。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">当时我妻子问我：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">乔，我们没钱了，没有吃的了，我们该怎么办？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">听了她的话，我的心里很难受，我对自己说：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">难道你连自己家人的温饱都难以保证</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">。第二天，我想出去找份工作，这样就可以给家里买点食物了。那天非常冷，雪很厚。我忘记自己是如何走进那家汽车经销店里的。我对经理说，给我一份工作。经理说：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">我不能雇你。现在是冬天，本来就没有生意。如果我雇了你，其他推销员肯定会生气的。再说，你卖过车吗？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">我回答道：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">没有。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">经理说：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">太可笑了，我们怎么会雇一个连车都没有卖过的家伙当推销员呢。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">当时，我告诉经理，只要给我一部电话、一张桌子，我不会让任何一个跨进门来的客人空手走出这个大门。相信我，我会在两个月内成为这里最出色的推销员。听完我的话，经理大笑道</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">:”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">怎么可能，你疯了吧</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">?”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">我回答说</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">:”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">不，</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">我没有疯，我很饿，我家人很饿，我们需要钱。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">” <br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">就这样，</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">经理给了我电话和桌子。我就整天打电话寻找客户，每天八九个小时都在电话前。当店门打开，客户走进来的时候，你知道这像什么吗？就像一大袋食物径直朝我走来。通常情况下，我和客户聊上大约一个小时，就能卖给他一辆车。客户们都说</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">: “</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">乔，我买过很多东西，但从没有见过一个人能像你这样恳求我买。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">我不会因为赔了很多钱就感到悲哀，就此放弃。我会重新开始攀爬自己的事业高峰。当我卖出第一辆车的时候，我已经</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">35 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">岁。而</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">3 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">年后，我却成为了</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">世界头号汽车推销员</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">。成功就是源于勤奋，我勤奋，所以我成功了。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/></span> <span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">Q: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">我知道，在你的汽车销售生涯中，最好的成绩是一天卖出</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">18 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">辆车，这是一个常人不可想像的销售成绩，您是怎么做到的？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>A: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">首先，你一定要给客户关爱。在卖给客户一辆汽车之后，我要做三件事：第一件是服务，第二件是服务，第三件还是服务！</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">有一位每月销售</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">4 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">辆汽车的销售员问我，你平均一天卖</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">6 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">辆车，怎么会有时间为客户服务？告诉你，每个月的第</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">3 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">个星期四，我就会邀请客户服务部负责修车的</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">36 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">位同事到一家很有情调的意大利餐厅共进晚餐。对这些同事，我给予关爱；同样，他们也表现出对我的关爱。当我的客户来的时候，我会到客户服务部请</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">4 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">位修理工，他们二话不说打开工具箱，马上开始检修客户的车。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">面对这样的关爱，这样的服务，你还会去找谁买车？当然去找乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德了，因为我会向你承诺：你买了车之后，我不会对这辆车从此置之不理，而是会继续给你更好的服务。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">所以，人们口碑相传，要买车就去找乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">吉拉德，于是来自美国各地的人们蜂拥而至，找我买车。</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<span lang="EN-US"><br/><br/>Q: </span></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">因为良好的口碑相传，所以很多人是主动来向您买车，而不需要您开辟许多新的客户，是吗？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>A: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">是的，这就是口碑营销。很多人来约我，有时候他们买车甚至需要等上七到十天。之所以能出现这样的情况，除了服务，还有一点，就是我从来不占别人便宜，我只赚一点点利润。当你去过别的车行看同样的车型，比较一下价格，你会发现我这里的车比那里便宜</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">1000 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">美金。那么，下次你会去哪儿买呢？凭借服务和价格，通过口碑相传，我缔造了自己的销售王国，使得人们需要排着长队等候买车。</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
</span> <span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">Q: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">对于一个推销员来说，如何让客户去接受您的产品呢？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>A: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">一个出色的销售人员应该学会观察客户、了解客户，明白他脑袋里想要的东西。当客户走进来的时候，你观察他的眼睛、嘴唇；和他握手时，你要感觉自己的身体在和他对话。有一次，一个人来我的办公室，我注视他的眼睛，他的嘴唇。他的眼神很紧张，嘴唇紧闭，充满着紧张与恐惧，害怕得直打哆嗦。我看着他的眼睛和嘴唇问他：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">先生，我能为您做些什么？当我问话的时候，他的嘴唇开始张开，眼角的恐惧也渐渐消失。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">” <br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">另外，你要学会倾听，当客户说话的时候，你要全神贯注地倾听。看着对方的脸，听他的声音，了解他话语里所包含的意思。你越善于倾听，说话的人越信任你。但是太多的人往往只顾着用说。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">请记住，嘴巴只善于做一件事情，那就是吃饭。出色的销售人员应该学会闭嘴。闭嘴，让别人说，别人就会开始喜欢你。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>Q: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">您对名片在销售中所起到的作用特别强调，您是如何利用名片开展销售的呢？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/>A: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">许多年前，当我看到别人在漫天发名片时，我发现这是一个非常不错的主意。通过名片，我能够与更多人认识。我只要跟人一见面，首先就是递上自己的名片。递名片时，我也在想，他拿到了你的名片，或</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">者留下，或者扔掉，谁知道。或许他需要，或许他知道我是个推销员，买车就会找我。在我看来，递名片的行为就像是农民在播种，播完种后，农民就会收获他所付出的劳动。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">我过去常常提着</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">1 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">万多张名片去看棒球赛或足球赛。当进球的时候，或者比赛进入到高潮的时候，我就会站起来，大把大把将名片撒向空中，让我的名片在空中漫天飞舞，更多人会拿到我的名片，为我销售出更多的汽车创造了更多的机会。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">当我去餐厅吃饭的时候，我在付账时通常是多付一些小费给服务生，然后给他一盒我的名片，让他送给其他用餐的顾客。每当我寄送电话或网费账单的时候，我也夹两张名片，人们打开信封就会了解到我的产品和服务。我在不断地推销自己，我没有将自己藏起来。给我一张你的名片，同时我也给你一张我的名片。我要告诉我认识的每个人，我是谁，我在做什么，我在卖什么，我要让所有想买车的人都知道应该和我联系。我坚信推销无时无刻不在进行，但是很多销售人员往往意识不到这一点。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial; mso-fareast-font-family: 宋体; mso-font-kerning: 1.0pt; mso-ansi-language: EN-US; mso-fareast-language: ZH-CN; mso-bidi-language: AR-SA;">
<br style="mso-special-character: line-break;"/><br style="mso-special-character: line-break;"/></span> <p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">Q: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">人们也会收到很多其他汽车销售员的名片，怎么让他们对您的名片感兴趣呢？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/>A: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">当然，除了发名片之外。我还有一个方法，我每月都会给所有的客户寄卡片。平均一月我要寄出</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">16000 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">至</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">17000 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">张卡片。我并不像其他汽车经销商那样在卡片上写一大堆</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">大降价</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">跳楼降价</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">疯狂甩卖</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">独家降价</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">之类的话，我不会这样做。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">一月份，我会在卡片写上</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">新年快乐</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">，签上我的名字</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">--</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">吉拉德，然后寄出去。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">二月份，我会写上</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">情人节快乐</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">、</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">万圣节快乐</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">一年</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">12 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">个月里面，人们每月都会收到卡片，他们绝不会忘记我的名字。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">我相信推销活动真正的开始在成交之后，而不是之前。在我看来，推销是一个连续的过程，成交既是本次推销活动的结束，也是下次推销活动的开始。推销员在成交之后应该继续关心顾客，才会既赢得老顾客，又吸引新顾客，你的生意才越做越大，客户才能越来越多。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/>Q: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">您被许多从事销售、市场工作的人树立为自己的榜样，特别是您所保持的汽车销售的吉尼斯世界纪录，至今为人称道。对于销售人员，您有什么建议？</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/>A: </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">我非常自豪，我被记载到《吉尼斯世界纪录》，是因为我销售了</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">13001 </span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">辆汽车，而不是我吃了</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">10000</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">个香蕉。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">对于营销人员，我认为应该坚持在现在所从事行业进行发展，像一匹赛马那样。你知道当赛马在比赛的时候，骑手在它们的眼睛边上放什么吗？他们在赛马的前面放一个眼镜，这个眼镜的目的不是为了遮去太阳，而是不让赛马看到周围的景物，只要它看到正前方的目标，直直地冲向终点。集中精力，注意目标，永远不要分散精力，永远不要。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">一定要集中精力从事自己的本行业，也许你在从事安利产品的销售，同时兼职卖一些玫林凯产品，这样你没有办法把精力集中在你的本行业上。</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">记住，你应该学会成为一匹专心的赛马！</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">后记：</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">
<br/><br/></span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">坎坷的人生经历、传奇的销售生涯、富有煽动性的演讲，使得乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">吉拉德成为了营销界里富有传奇色彩的人物。他有着超人的精力和一颗强烈的事业心，他能够用自己的热情和行动去感染身边的人。在他眼里，这种富有感染性的特质就是</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">火花</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">，而乔</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">-</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">吉拉德深信</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">火花能产生熊熊烈火</span><span lang="EN-US" style="FONT-SIZE: 9pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 9pt; FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">，他将改变人们的营销理念。</span></p> 不要小看我们为客户多付出的一点点，也不要认为客户不在意这一点点，多为客户着想，成交就会不远 <p>在一次提醒自己思考服务的问题</p> <p>非常厉害的人物</p> <p>学习了`他真的很棒！</p>
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