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What’s Your Integrity Worth? 你的真正价值是什么?
来源:科特勒咨询集团  杜南·斯巴克斯 发布时间:2017-12-01

What’s Your Integrity Worth?
你的真正价值是什么?

中英对照



Most likely the people who tell you about their integrity probably have a problem with it. Integrity is not something that you talk about…it is something that you demonstrate. So, I’m certainly not going to tell you how much of it I think I have. I’d like to share with you what I believe integrity is. I’ve had these four things hand written on a small piece of paper and kept on my nightstand for a long time.

那些告诉你他们诚信可能有问题的人。诚信并不是你说出来的东西。而是需要你展示出来的。所以,我肯定不会告诉你们我多么有诚信。我想和大家分享一下我认为诚信是什么。我把这四件事写在一张小纸条上,并在我的床头柜上放了很长一段时间。

1. Tell the truth
(说真话)

2. Keep your promises
(信守承诺)

3. Take responsibility for your mistakes
(为自己的错误承担责任)

4. Be what you claim to be
(严格要求自己)


What level of integrity are you willing to live with?

你愿意和什么样的人在一起?

Not everyone that you’ll deal with has these standards for integrity. For some reason, they don’t seem to care how others will perceive them in their future. Case in point; I recently bought a used car. Not too used with only 4,000 miles. I bought it one eBay from Lev’s Auto in Brooklyn, New York. The salesman, Mark Golub told me that the car had “no scratches, dents or dings.”He sent me dozens of photos that showed a flawless vehicle.

并不是每个人都遵守诚信的原则。出于某种原因,他们似乎不关心别人以后如何看待他们。举个例子;我最近买了一辆二手车。还没太用过,只开了4000英里。这是我在易趣网上购买的来自纽约布鲁克林的Lev汽车。推销员Mark Golub告诉我,这辆车“没有刮痕,凹痕”。他给我发了几十张照片,照片上显示的也是一辆完美无瑕的汽车。

When the car arrived, it had nearly 1,000 more miles than advertised plus scratches and dents galore. I got an estimate of $5,600 to repair the damage to the car. After numerous excuses, denials and outright lies, Mr. Golub from Lev’s agreed to pay $500 of the repair bill. I turned him down out of principal and paid for the repairs myself. Integrity should not be for sale.

当收到这辆车时,它的里程数比广告上多了近1000英里,还有划痕和凹痕。我估计要5600美元来修理这辆有损坏的汽车。在经历了无数的借口、否认和彻头彻尾的谎言之后,列夫的Golub同意支付500美元维修费。被拒之门外了,我自己支付了修理费。诚信不应被出售。

In a typical sales career you’ll meet thousands of people and have hundreds of thousands of sales interactions. Every one of them should be treated with the same principles: Tell the truth, keep your promises, admit your mistakes and be who you claim to be. In the end, it is a far better life to lead, and when you look yourself in the mirror, you’ll like what you see.

在一个典型的销售生涯中,你会遇到成千上万的人,并有成千上万的销售过程。每一个人都应该用同样的原则来对待:说出真相,信守承诺,承认错误,严格要求自己。最后,会让你的生活好很多,当你在镜子里看到自己时,你会喜欢你所看到的。


案例


When we trained an Action Selling client, who will remain anonymous, they were using a tricky close that goes like this: “We have a delivery in your area coming up next week.If I can get your order on the same truck, I’ll provide delivery at no charge. That will save you over $2000.”

当我们为一家行动销售的客户培训时,他们使用了一套狡猾的方式:“我们下周将在你的区域提供送货服务。如果我能在同一辆卡车上获得你给的订单,我将免费提供送货服务。这将为你节省超过2000美元。”

The problem was that it wasn’t true. They used the “Impending Event Close” to create urgency to act now versus later. Basically, they attempted to create a Time Frame that was based on a situation that didn’t really exist. They asked their sales force to fib in order to create urgency.

问题是,这不是真的。他们利用“即将到来的事件”来创造紧急氛围。基本上,他们试图创造一个基于当时并不存在的情境的时间框架。他们要求销售人员撒谎以制造紧迫感。

We decided to change this. The first thing that needed to change is the timing and development of Time Frame questions. These needed to be asked following a Needs Assessment where needs were uncovered for the key capabilities of their product. Once these were identified, leverage questions were asked that turned up the heat on each need uncovered. Finally, Time Frame questions were created that combined the urgent need with the time frame.

我们决定改变这一现状。首先需要改变的是时间框架问题。在需求探寻中找到这些需求,并且这些需求是产品的关键功能能够解决的。一旦确定了这些问题,提出杠杆问题就会发现每个需求的紧迫性。最后,提出了时间框架问题,将紧急需求与时间框架结合起来。

“How soon would you like to see the problems associated with your current situation resolved?” When we create urgency this way, the customer buys for the right reasons and our integrity remains intact.

“你希望多久能看到与当前状况相关的问题被解决呢?”“当我们以这种方式制造紧迫感时,客户购买的理由是正确的,而我们的诚信则完好无损。”

Experience the difference that selling with integrity can make.

体验诚信销售所带来的不同。




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