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Coca-Cola

PS:27秒左右有破折號


The second one is that all salesmen, if they're good salesmen, tend to be very enthusiastic about what they're selling. That could be a product or a service, or even a social occasion, but it's all selling at the end of the day. And in their enthusiasm they focus on their need, rather than the buyer's need. So, for example, in our own case I've seen on many, many occasions people basically go straight to the point - We're here to sell you Coca-Cola, it's the world's number one brand, you must want it. What they haven't done is establish the buyer's need. So, for example, the buyer's need may be, in a grocery store that they want to supply the world's number one brand to encourage consumers to come in and purchase their range of products. The manager of a ball bearing factory might want a vending machine, because if he supplies a free, or discounted refreshment service it keeps his union employees happy.
第二點是，所有的銷售人員，如果他們是優(yōu)秀的銷售人員的話，對于他們所銷售的東西都趨向于非常熱情。那可能是一項產(chǎn)品，一種服務(wù)，甚至是（進入）某個社交場合（的機會），但是歸根到底，都是銷售。并且（在銷售過程中）他們把這種熱情專注在自身的需要上，而不是購買者的需要。因此，例如，在我們自己的案例中，我看到過很多很多場合下，人們基本上直奔主題—我們要賣給你可口可樂，它是世界上排名第一的品牌，你一定很想要。他們沒有做的是考慮購買者的需要。因此，比如說，購買者的需要或許是，他們想在雜貨店里供應世界第一品牌（的產(chǎn)品）來鼓勵消費者進來并且購買他們一系列的產(chǎn)品。滾動軸承生產(chǎn)廠的經(jīng)理或許想要一個自動售貨機器，因為如果他供應一個免費的或者打折的茶點服務(wù)，他的員工們會非常高興。 ——譯文來自: 小奔5564