网络连锁代理平台
Les'son six  The abil'ity of persua'ding
第六课 说服能力
Persua'ding abil'ity is the foun`da'tion of lea'ding to success'.
说服能力是走向成功的基础。
Persua'ding abil'ity is nec'essary for an'y work.
干任何工作都需要有说服力。
 
First, Make the resul't you want clear
一、明确你要的结果
The thin'king modes of mo'st peo'ple are ama'zing --respon'se.
大多数人的思考模式是刺激--反应。
The thin'king mode of the great ma'ster in persua'ding is the type of conclu'sion.
说服大师则是结论式的思考模式。
He acts accor'ding to the goals that set in adva'nce.
他根据预先给定的目标行动。
In or'der to persuade' oth'ers you will think of the fol'lowing prob'lems:
说服对方时要思考以下几个问题: 
1. What do I rea'lly want in the course of persua'ding?
1、我在说服过程中真正想要的是什么? 
2. What does the op'posite want?
2、对方想要的是什么? 
3. What is the min'imum lim'it which I can accept' in the course?
3、过程中我能接受的最低限度是什么? 
4. What is the ques'tion and resis'tance that will take place in the course?
4、过程中会发生什么问题及抗拒点? 
5. How do I solve it?
5、我怎么解决? 
6. How do I fin'ish the whole course and get the resul't?
6、我怎样结束整个过程,得到结果?
Sec'ond, collect' in`forma'tion
二、收集情报
Un`derstand' the per`sonal'ity and val'ue`s
了解性格与价值观
Four ki'nds of per`sonal'ity quadr'ants
四种性格象限
                      Rat'ional
Anal'ysis type                    Gui'ding type
 
Non-ar'bitrary ----------------------------- Ar'bitrary
 
Af'fable type                     The type of com'mon cus'toms
         
                    Percep'tual
 
                  理性
 
析型            指导型
 
非独断 ----------------------------  独断
 
和蔼可亲型        世俗型
 
                 感性
 
1. Anal'ysis type:  His step of life is slow, u`nan'imous and sta'ble. 
1、分析型:生活步调缓慢、一致、稳定。
He acts depen'ding on the reg'ular track. 
他依固定轨道行事。
He is good at prepar'ing, fig'ure, anal'ysis and procei:'dure. 
他善于作准备,精于数字、分析、程序。
He is wil'ling to solve prob'lems. 
他乐于解决问题。
He is sui'ta'ble for accoun'tant or led'ger clerk, etc..
这种人适合做会计师、记帐员等。
 
How to persuade': Get the pur'pose read'y at the begin'ning.
如何说服:一开始将目的准备好。
The per'son of the Anal'ysis type does not make decis'ion intu'itively. 
分析型的人不凭直觉作决定。
it"s sui'ta'ble to persuade' him with the ev'idence, fact, de'tai`l and intact ex`plana'tion.
你适合用证据、事实、细节、完整的解释来说服他。
You should collect' var'ious ki'nds of in`forma'tion. He will consid'er it.
你要收集各种情报,他爱考虑一下。 
 
2.Gui'ding type: Step fa'st and work quick'ly. 
2、指导型:步调快、工作快。
He does all for work and he grasps all.
他以工作为导向,掌握一切。
In an'y case he will get the resul't.
无论如何,一定要得到结果。
He does not wa'ste time. 
他不浪费时间。
He is ve'ry self-con'fident and indepen'dent. He likes to accept' the chal'lenge.
他十分自信、独立,喜欢接受挑战。
He is good at hand'ling affair's un'der the stra'nge envir'onment. He deter'mines quick'ly and he has no pa'tience.
他善于在陌生环境下处事,下决定快,没耐心。
He hopes that oth'ers work as hard as him.
他希望别人和他一样努力工作。
He is more revo'lting than peo'ple of oth'er char'acters.
他比其它个性反叛。
He likes to man'age his life by his own.
他喜欢主控自己的生活。
He hopes that his achieve'ment is paid atten'tion to by oth'ers. 
他希望成自己的成就被别人注意。
He is sui'ta'ble for the exec'utive and en`trepreneur'. 
这种人适合做主管、企业家。
 
How to persuade': Put for'ward the sugges'tion fa'st and self-con'fidently.
如何说服:快速、自信提出建议。
Com'e to the fo'cal point direc'tly.
直接切入重点。
He is apt to deter'mine fa'st. 
他容易快速下决定,
He is more ea'sy to persuade' than oth'er per`sonal'ities.
他比其它性格容易说服。
Tell him what is the resul't a'fter decis'ion. You should be hon'est and fa'st.
告诉他决定后的结果是什么,要坦白又快速。 
 
3. The type of com'mon cus'toms: Like to becom'e the fo'cus that ev'erybod`y talks about'. 
3、世俗型:喜欢成为众人谈论的焦点。
He has fa'st step.
他步调快速。
He likes ma'king friends.
他爱交朋友。
He likes amuse'ment.
他喜欢娱乐。
He makes oth'ers feel hap'py.
他让别人感到快乐。
He o'verstate's, harang'ues, and he is hos'pitable, friend'ly, op`timis'tic.
他夸张,高谈阔论,热情,友善,乐观。
He fol'lows to the feel.
他跟着感觉走。
He does not pay atten'tion to the de'tai`l. He is exces'sively friv'olous som'etime`s.
他不注重细节,有时过度轻浮。
He is like a bli'nd fly. He can call for a whole day without' rest.
他像无头苍蝇一样,可打一天电话不休息。
 
How to persuade': You giv'e propose' to their friends. 
如何说服:你将建议转向他们的朋友。
They want to know wheth'er their friends will accept' or not.
他们想知道朋友会不会被接受。
Tell him those peo'ple who hav'e used your prod'ucts. 
告诉他有哪些人用过你的产品。
He can soon be persuade'd.
他很快可被说服。
The expres'sion way must be vig'orous, op`timis'tic and enthu'siastic. He doesn"t want the da'ta and form.
表达方式一定要很有朝气,要乐观,热情。他不要数据、表格。 
 
4.Af'fable type: Near'ly ev'erybod`y likes the per'son of the af'fable type. 
4、和蔼可亲型:几乎大家都喜欢和蔼可亲型的人。
They nev'er offend' oth'ers. 
他们从不得罪人。
They are relax'ed and like ma'king friends. 
他们轻松自在,喜欢交朋友。
They do not in'jure your emo'tion.
他们不伤害你的感情。
They do not believe' that you will in'jure his emo'tion ei'ther.
他们也不相信你会伤害他的感情。
They are sat'isfie`d with the exis'ting state and they can"t fi'nd rea'son to cha'nge.
他们安于现状,没有改变的理由。
They are good au'diences. They are suppor'ter.
他们是好听众。是赞同者和支持者。
They nev'er take risks.
他们从不冒险。
They sel'dom say "no" and they sel'dom say "Yes", too.
他们很少说“不”,也很少说“是”。
They decide' slow'ly.
他们决定慢。
They do not like to dispute'.
他们不喜争论。
They are ve'ry ki'nd and they hav'e pa'tience.
他们十分仁慈、有耐性。
They are consid'erate, friend'ly and loy'al.
他们体贴、友善、忠诚。
 
How to persuade': You do'n"t  be too ea'ger, enthu'siastic or exci'ted.
如何说服:你不要太急切、热情或兴奋。
You should be gen'tle and you will guar`antee' that the decis'ion is correct' cons'tantly.
你要温和,你要不断保证决定是正确的。
You will build close and impor'tant rela'tion with him before' he believe's you. 
在相信你之前,要建立密切而又重要的关系。
Six types of val'ue` views of man`ki'nd
人类六大类型价值观。 
 
1. Fam'ily type: They care for their house'ho`ld mo'st by heart. 
1、家庭型:他们内心最在乎家人。
They are patr`io'tic, they are afrai'd of sep'ara`ting. 
他们较爱国,怕分离。
They drive the domes'tic car.
他们开国产车。
They do not like cha'nge and new i`dea's. 
他们不喜欢改变,不喜欢新观念。
it"s in`effec'tive to say Hi-Tech to them.
越讲高科技对他们越不灵。
They like it stead'y. 
他们喜欢稳定。
The major'ity is civ'il ser'vants.
他们大部分是公务员。 
 
2. Im'ita`ting type: They are about' 19-39 years o'ld. 
2、模仿型:19-39岁左右。
They pursue' success' on mater'ials.
他们追求物质上的成功。
They lack of self-con'fidence, so they pursue' self-con'fident.
他们较缺乏自信,所以追求自信。
They think that con'fidence leads to success'.
他们认为有自信就会成功。
They like op'posite sexes and pursue' success'.
他们喜欢异性,追求成功。
They im'itate` the dress of win'ner.
他们模仿成功者穿着打扮。
They like buy'ing clo'thes. They want to make themsel'ves no'ticeable.
他们爱买衣服,想引人注意。
They are scarce of def'inite i`dea's.
他们缺乏主张。
They are attrac'ted as long as the adver'tisement is u`ni'que, exag'gera`ted and char'ming.
广告只要独特、夸张、帅气便吸引他们。 
 
3. Success' type: They hav'e high in'com'e. They hav'e ab'solute` self-con'fidence. 
3、成功型:他们收入高,有绝对的自信心。
They want the u`ni'que thing. They dislike' to be the same as oth'ers.
他们要独特的东西,最讨厌跟别人一样。
They buy the scarce thing, such as the an`ti'que.
他们买稀有的东西,如古董。
They dislike' oth'ers' tel'ling him. They like ma'king the decis'ion by themsel'ves.
他们不喜欢别人告诉他,喜欢自己做决定。
They use the best thing.
他们用最好的东西。 
 
4. The type that tends to soci'ety: They hav'e respon`sibil'ity to the soci'ety. 
4、社会趋向型:他们对社会有责任感。
They do not care for fame and gain. 
他们不喜欢追求名利。
They hav'e the high'est ac`adem'ic creden'tials. 
他们学历最高。
They are abov'e 40 years o'ld av'erage.
他们年龄平均40岁以上。
They hav'e sense of mis'sion. 
他们有使命感。
They pursue' intel'ligence.
他们追求智慧。
They want to make clev'er decis'ion.
他们要作聪明的决定。 
 
5. Survi'ving type: They near'ly hav'e no mon'ey. 
5、生存型:他们非常没钱。
It is all right as long as they can survive'. 
他们只要可以活下去都行。
They o'nly want to survive'.
他们为了生存。 
 
6. Success' type + type that tends to soci'ety: They succeed'. They hav'e high in'com'e. They will pay to the soci'ety too.
6、成功+社会趋向型:他们成功,收入高。他们也会向社会付出。
 
Third, set up sense of trus'ting: Affin'ity. 
三、建立信赖感:亲和力。
You should im'itate` the op'posite. 
你要模仿对方。
To im'itate` you can reach fol'lowing resul'ts:
模仿可以达到以下效果: 
1. Produce' trust and cor'dial. 
1、产生信赖和亲切。 
2. Un`derstand' the op'posite.
2、了解对方。
 
Fourth, the func'tion and skill of a'sking:
四、发问技巧和发问功能: 
1. Un`derstand' the view and resis'tance of the op'posite.
1、明确对方观点、抗拒点。 
2. Un`derstand' his val'ue` views.
2、了解对方的价值观。
3. There are o'pen ques'tions to a'sk. The a'nswer is not o'nly one. Such as why, what.
3、发问有开放式的问题,答案不只一个。如为什么,什么。
There are o'nly two a'nswers to closed ques'tion: Yes or No.
封闭式的问题答案只有两个:是和否。
A'sking closed ques'tion is inval'id to the mood ques'tion.
封闭式的发问对情绪问题无效。
You will get denie'd a'nswer.
这会得到否定的回答。
 
Fif'teen'th, Fi'nd out the val'ue` view of the op'posite and persuade' him accor'ding to his val'ue` view and per`sonal'ity.
五、找出对方的价值观,按照对方的价值观与性格模式来说服。
 
Sixth, let the op'posite say "Yes" cons'tantly. At la'st you draw the resul't and he will say "Yes" too.
六、不断让对方说“是”。最后引出自己需要的结果。对方也会说“是”。
The word that can"t be resis'ted:
无法抗拒的字眼: 
1. Please: Turn require'ment in'to` request'.
1、请:把要求变成请求。 
2. Thank you: Peo'ple like to be praised.
2、谢谢你:人喜欢被赞扬。 
3. Becau'se: it"s ve'ry au`thor'itative.
3、因为:很有权威性。
Sev'enth, Remove'd the resis'tance with look frame
七、利用视框解除抗拒
Look frame: Explai'n the same thing from the oth'er hand. 
视框:就是同一事情从另一方面来说明。
If the thing is framed un'der dif'ferent condit'ions, it will produce' dif'ferent resul'ts.
事情框在不同的条件下。产生不同的结果。
Three ki'nds of skill of look frame:
三种视框技巧: 
1. Giv'e the look frame in adva'nce
1、预先视框 
2. Giv'e the look frames agai'n
2、重新视框 
3. Remove' the look frame
3、解除视框
Do'n"t say "but".
不要讲“但是”。
It is def'inite in the front, if use "but" you deny the front.
前面是肯定,用了“但是”,就把前面否定了。
You can use "at the same time" instead' of "but".
可将“但是”改为“同时”。
Such as: I am ve'ry grate'ful` ...At the same time ...
如:我很感激......同时......
I respect' ve'ry much ...At the same time ...
我很尊重......同时......
I agree' ve'ry much ...At the same time...
我很赞成......同时......
 
Eighth, cha'nge the mode flex'ibly
八、灵活转换模式
You should cha'nge your way if the per'son is dif'ficult to persuade' at the mo'ment.  Cha'nge the way flex'ibly. 
对于一时难以说服的人,要改变自己的方式,要灵活转换。
There isn't ob'stinate per'son, there is o'nly ob'stinate persua'der. 
没有顽固的人,只有顽固的说服者。
 
Ni'nth, connect' resul't with mood. 
九、将结果与情绪连接
Fi'nd out his exci'ted thing.
将对方的神经链重新链接,找出他兴奋的事。
Connect' your request' with his exci'ted thing.
将你的要求与他兴奋的事连接。
 
Tenth, let him prom'ise: It is lit'tle prom'ise first, then turn lit'tle to big.
十、让他承诺:先是小承诺,然后让小承诺变成大承诺。
 
The case: 
案例:
Run the Eng'lish trai'ning course of pho`net'ic no`ta'tion in a cit'y.
在一个城市授权开办注音英语培训班。
Persuade' oth'ers to accept' my i`dea'.
说服别人接受我的想法。
Then write down the fol'lowing six ques'tions.
然后写下以下六个问题。 
 
(一) What do I want in the course? 
(一) 过程中想要的是什么? 
1. Au'thorize` the op'posite to run the Eng'lish trai'ning course of pho`net'ic no`ta'tion, I drew 15% in'com'e of tu`it'ion fee. 
1、授权对方开办注音英语培训班,我提取学费收入的15%。 
2. Au'thorize` him to sell ser'ies of prod'ucts of pho`net'ic no`ta'tion Eng'lish, supply' him by the price of 80%. 
2、授权销售注音英语系列产品,按8折供货。 
3. Non-sin'gle Au'thorize`.
3、不独家授权。 
 
(二) What does the op'posite rea'lly want? 
(二)对方真正要的是什么? 
1. He o'nly pays me 10% in'comes of the tu`it'ion fee. 
1、只付给我学费收入的10%。 
2. Supply' the prod'ucts to him by the price of 70%. 
2、销售注音英语系列产品按7折供货。 
 
(三) what is the min'imum lim'it that I can accept' in the course ? 
(三)过程中我能接受的最低限度是什么? 
1. Draw 10% of the tu`it'ion fee.
1、提取学费的10%。 
2. Supply' the prod'ucts by the price of 70%.
2、注音英语系列产品按7折供货。 
 
(四) What ques'tion and resis'tance will hap'pen in the course? 
(四)过程中会发生什么问题及抗拒点? 
1. The propor'tion of tu`it'ion fee deduc'ting and the dis'count` rate of prod'ucts.
1、学费提成比例和产品折扣率。 
2. It is sin'gle au`thori`za'tion a'gency or non-sin'gle au`thori`za'tion a'gency in a cit'y.
2、在一个城市是独家代理还是多家代理。 
 
(五) How do I set'tle it
(五)我怎么解决 
1.The prof'it of run'ning the trai'ning course of Eng'lish pho`net'ic no`ta'tion is ve'ry high.
1、开办注音英语培训班有很高的利润。 
Each per'iod course of "10 ki'nds of abil'ities of succee'ding in get'ting rich" is 80 hours, the tu`it'ion fee is 600 yuan for each one.
“成功致富的十种能力” 培训班每期80课时,收费600元。
Cal'cula`ted by 40 stu'dents in each cla'ss, the in'com'e of tu`it'ion fee is: 
600 yuan*40=24000 yuan
以每班40人计算,学费收入600元*40=24000元。
Expen'ses expen'diture:
费用支出:
Tea'cher"s sal'ary is 50 yuan per hour, 50 yuan *80 =4000 yuan
教师工资每课时50元,50元*80=4000元 
Tea'cher"s travel charge is 2000 yuan
教师差旅费2000元 
The rent of cla'ssroom` is 1000 yuan for ten days.
十天的教室租金1000元 
The tax accoun'ts for 5%, 24000 yuan *5% =1200 yuan
税收占5%,24000元*5%=1200元 
I draw 15%, 24000 yuan *15% =3600 yuan.
我提取15%, 24000元*15%=3600元
The to'tal expen'diture is: 
4000 yuan +2000 yuan +1000 yuan +1200 yuan +3600 yuan =11800 yuan.
费用总支出为:4000元+2000元+1000元+1200元+3600元=11800元
The prof'it that the u'nit makes: 
24000  yuan - 11800 yuan =12200 yuan.
举办单位获利:24000元-11800元=12200元
Expen'se expen'diture of run'ning the course is a'fter obtai'ning in'comes.
办班的费用支出是在取得收入以后。
Per'son who runs the course needn't fund, prod'ucts or tec`hnol'ogy.
举办者不需资金,不需产品,不需技术。
I of'fer tea'chers and text-books.
我提供教师、教材。
I sign and is'sue` the card of comple'ting a course for the stu'dents.
我为学员签发结业证。
I is'sue` the school admis'sion bro`chure' in my hot Web site. It include's the in`forma'tion of u'nits, addres'ses and phones, etc..
我在我的热门网站发布招生简章,有办班单位、地址、电话等信息。 
The course of "10 ki'nds of abil'ities of succee'ding in get'ting rich" of'fer the scheme and enro'llment speech dra'ft, etc..
“成功致富的十种能力”提供了行销方案和招生演讲稿等。
As long as you learn 10 ki'nds of abil'ities of succee'ding in get'ting rich, especi'ally promo'tion abil'ity, speech abil'ity, persua'ding abil'ity, abil'ity of set'ting up con'tact` with peo'ple, you can enro'll the stu'dents rap'idly and make mon'ey rap'idly. 
只要你学会成功致富的十种能力,特别是推销能力、演讲能力、说服能力、建立人脉,你就能迅速招到学员,迅速赚钱。
2. The ser'ies of prod'ucts of Eng'lish pho`net'ic no`ta'tion are sold to the stu'dents of the trai'ning course mai'nly. 
2、注音英语的系列产品主要销售给培训班的学员。
The stu'dents who par’ticipate` in the trai'ning courses all will buy the prod'ucts of Eng'lish of pho`net'ic no`ta'tion, so the prod'ucts are ve'ry ea'sy to sell. 
参加培训班的学员都要购买注音英语产品,所以产品很容易销售。 
3. The mar'ket of Eng'lish trai'ning is ve'ry big.
3、英语培训的市场很大。
300 mil'lion peo'ple stud'y Eng'lish in the whole coun'try.
全国有了3亿人学英语。
The new'ly increa'sing peo'ple of stud'ying Eng'lish will reach to sev'eral ten mil'lion ev'ery year.
每年都要新增数千万人学英语。
There are man'y Eng'lish trai'ning u'nits in each cit'y.
每个城市的英语培训单位很多。
For exa'mple there are more than 1000 Eng'lish trai'ning u'nits in Beijing.
比如北京有1000多个英语培训单位。
There are a lot of meth'ods of Eng'lish stud'y.
英语学习的方法很多。
Our goal is to fight for the mar'ket of the oth'er lear'ning meth’ods of Eng'lish.
我们的目标是争夺其它英语学习方法的市场。
Let peo'ple who stud'y Eng'lish use pho`net'ic no`ta'tion Eng'lish.
让学习英语的人都使用注音英语。
O'nly in`divid'ual or one u'nit is un'a'ble to fin'ish this histor'ical mis'sion.
只靠一个单位或个人无法完成这个历史使命。
For exa'mple an u'nit can pop'ularize` it in the mil'itary sys'tem, anoth'er u'nit can pop'ularize` it in the traf'fic sys'tem.
比如一个单位能在军队系统推广,另一个单位能在交通系统推广。
If allow' these two u'nits to pop'ularize` Eng'lish of pho`net'ic no`ta'tion at the same time, the two sys'tems are bo'th pop'ularize'd.
如果同时允许这两个单位推广注音英语,则这两个系统都推广开了。
If o'nly allow' one u'nit to pop'ularize` Eng'lish of pho`net'ic no`ta'tion exclu'sively, then anoth'er u'nit or sys'tem that has no right to pop'ularize` will resist Eng'lish of pho`net'ic no`ta'tion. 
如果只独家让一个单位推广注音英语,则另一个无权使用注音英语的单位和系统就会抵制注音英语。
 
(六)  How do I fin'ish the whole course.
(六)  我怎么结束整个过程。 
1. Giv'e in on draw'ing of the in'com'e on som'e condit'ion . 
1、在收入提成上有条件让步。
If you recrui't stu'dents more than 1000 peo'ple per month, I draw 10% of the in'com'e o'nly. 
如果你每月招收学员1000人以上,则收入提成降为10%。 
2. Giv'e in on the dis'count` of the prod'ucts on som'e condit'ion : 
2、在产品折扣上有条件让步。
I supply' the prod'ucts by the price of 70% if you sell more than 1000 sets of prod'ucts per month.
如果你每月销售1000套以上的产品,则按7折供货。 
3. Sign the co`op'erative agree'ment imme'diately. 
3、立即签定合作协议书。
There are a lot of u'nits that want to co`op'erate` with us. If you want to co`op'erate` with us, please sign the co`op'erative agree'ment imme'diately.  
现在要想合作的单位很多,如果你愿意合作,请立即签定合作协议书。

 

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