如何赚更多的钱、争取机会、表达自我价值、谈薪

如何赚更多的钱、争取机会、表达自我价值、谈薪

发布于 2026-10-31 · 时长 1:39:09

字幕摘录

时间	英文	中文
0:31	Whether someone's in sales or not, why is it important to have sales skills?	无论某人是否从事销售,为什么拥有销售技能很重要?
0:36	So everybody thinks that sales is a job when it's a skillset.	所以,每个人都认为销售是一种工作 当它是一个技能。
0:40	And yeah, you can monetize that skillset very well, but sales is a way to have better relationships,	是啊,你可以货币化 技能集非常好, 但销售是一种有更好的关系,
0:45	better friendships, the way that you talk to yourself in your own mind.	更好的友谊, 你说话的方式 在你自己的思想。
0:49	Like you can roll your own objections that tell you, I'm not good enough.	就像你可以提出自己的反对意见 告诉你,我不够好。
0:51	I don't deserve this.	我不配这样
0:53	To make you really believe that you do deserve a better life in every single aspect.	让你真正相信,你确实应该在每一个方面过上更好的生活。
0:59	So sales to me is freedom because I full heartedly believe that if you teach anybody,	所以我的销售是自由 因为我完全相信 如果你教别人
1:05	and specifically a woman sales, she'll never go broke again for the rest of her life.	具体来说,一个女人的销售, 她的余生再也不会破产了。
1:10	There's always something to sell your stuff, other companies, and not only just the money side,	总是有东西可以卖 你的东西,其他公司, 不只是钱方面,

展开字幕全文（2640 条）

序号	英文	中文
1	Whether someone's in sales or not, why is it important to have sales skills?	无论某人是否从事销售,为什么拥有销售技能很重要?
2	So everybody thinks that sales is a job when it's a skillset.	所以,每个人都认为销售是一种工作 当它是一个技能。
3	And yeah, you can monetize that skillset very well, but sales is a way to have better relationships,	是啊,你可以货币化 技能集非常好, 但销售是一种有更好的关系,
4	better friendships, the way that you talk to yourself in your own mind.	更好的友谊, 你说话的方式 在你自己的思想。
5	Like you can roll your own objections that tell you, I'm not good enough.	就像你可以提出自己的反对意见 告诉你,我不够好。
6	I don't deserve this.	我不配这样
7	To make you really believe that you do deserve a better life in every single aspect.	让你真正相信,你确实应该在每一个方面过上更好的生活。
8	So sales to me is freedom because I full heartedly believe that if you teach anybody,	所以我的销售是自由 因为我完全相信 如果你教别人
9	and specifically a woman sales, she'll never go broke again for the rest of her life.	具体来说,一个女人的销售, 她的余生再也不会破产了。
10	There's always something to sell your stuff, other companies, and not only just the money side,	总是有东西可以卖 你的东西,其他公司, 不只是钱方面,
11	but also, you know, it changes your friendships.	但也改变了你的友谊
12	It changes your relationships in every facet of your life.	它改变了你生活的各个方面的关系。
13	It allows you to gain control because you have to have, if you want to be good at sales,	它允许你获得控制 因为你必须拥有, 如果你想要善于销售,
14	you have to develop a figure it out mentality.	你必须要想出一个想法
15	Like you just have to figure it out.	就像你只需要想出办法一样
16	And your mentality is like, if somebody tells me no, that's fine.	而你的心态就像, 如果有人告诉我不, 那没关系。
17	Everybody's going to tell me no.	每个人都会告诉我不。
18	I'm just going to go, no, no, no, no, no, until I get my yes.	我只是要去,不,不,不,不,不,直到我得到我的同意。
19	And that kind of a mentality that sales has to teach you,	而这种心态 销售必须教你,
20	it will make you successful no matter what you do.	无论你做什么 你都会成功
21	Yeah.	对
22	I don't have a sales job, but the amount of things I constantly have to pitch,	我没有销售工作,但是我经常要投出很多东西
23	share, communicate, it's unbelievable just how every area of our life is a sales job	分享,交流,这是难以置信的 我们生活的每一个领域 是一个销售工作
24	without even thinking about it.	连想都不想
25	One thing you just said really resonated with me.	你刚才说的一件事 对我很有共鸣
26	I've never heard it put like that.	我从来没有听说过它这样。
27	You said that we even have to sell ourselves in our own mind to ourselves.	你说,我们甚至不得不 出卖我们自己的想法。
28	Talk to me a bit about that because I've never heard someone say that.	跟我说说因为我从来没听过有人这么说
29	Right.	对
30	So rolling objections in sales is like the scariest thing that everybody's like,	因此,滚动反对 销售就像最可怕的事情 每个人都喜欢,
31	oh my gosh, I have to turn a no into a yes or a negative into a positive.	哦,我的天啊,我必须把一个不变成一个是,或者一个负变成一个积极的。
32	But when you roll other people's objections and when you really fight for somebody to transform	但当你提出别人的反对 当你真正为某人而战
33	their life, whether that's in your own business that you sell or whether you're selling somebody	他们的生活,无论是在你自己的生意 你卖,或你是卖某人
34	else's offers, you learn how to fight for other people and then you replicate it in your own mind.	你学会如何为他人而战 然后在自己的思想中复制
35	So everybody goes through the same thoughts of, you know, this is too risky or I should stay safe	所以每个人都会经历同样的想法, 你知道,这是太冒险了 或者我应该保持安全
36	or I'm not good enough or, you know, these limiting beliefs, but you have to tell yourself,	或者我不够好,或者,你知道, 这些有限的信仰, 但你必须告诉自己,
37	okay, I'm feeling that fear.	好吧,我觉得恐惧。
38	I'm feeling that kind of hesitation.	我觉得有点犹豫
39	That's negative energy.	这是负能量。
40	I need to turn it into positive energy in order to move forward.	我需要把它变成正能量,以便向前迈进。
41	So you can roll your own objections, which is like, I'm not good enough.	这样你就可以自己提出反对意见了, 就像,我不够好。
42	And then it's like, I totally hear you calming, easing.	然后它就像,我完全听到 你冷静,放松。
43	Can I challenge that belief?	我能挑战这种信念吗?
44	That's what I always say to people.	常对人说此法.
45	Whenever I roll objections, it's always, I hear you, but can I challenge that belief for a second?	每当我提出反对意见,总是这样,我听到你的声音,但我能质疑一下这种信念吗?
46	And then you challenge that own belief with somebody else, but also with yourself if you	然后,你挑战 自己的信仰与别人, 但也挑战你自己,如果你
47	need it too.	还需要它。
48	And it's how you just reframe your brain into, okay, I'm inputting something that's negative,	这就是你如何重新塑造你的大脑, 好吧,我在输入一些负面的东西,
49	but I'm going to feel that I'm going to roll that objection, reframe it,	但我会觉得我要提出反对意见 重新定义
50	and output something positive.	并输出一些积极的东西。
51	Yeah.	对
52	And I love that acknowledgement that the feeling's real and the fear's there,	我喜欢承认 感觉是真实的 恐惧是存在的
53	but how do we challenge it?	但我们如何挑战它?
54	And I think you're so right that most of us, if our mind says something,	我认为你是对的,我们大多数人, 如果我们的头脑说些什么,
55	we just believe it to be true.	我们只是相信这是真的。
56	Exactly.	没错
57	So if your mind says you're not good enough, you're like, yeah, I guess I'm not good enough.	所以,如果你的头脑说你不够好, 你喜欢,是的,我想我不够好。
58	Exactly.	没错
59	Your mind says, no, people like you don't get to places like that.	你的思想说,不,像你这样的人 得不到这样的地方。
60	Your mind says, yeah, that's probably true.	你的思想说,是的,这也许是事实。
61	And we give up.	我们放弃
62	Talk to me about what are the three sales skills	跟我说说三种销售技巧是什么
63	that we can use everywhere in our life to get everything we want?	我们可以利用我们生活中的任何地方 得到我们想要的一切?
64	Knowing somebody's leverage, okay?	知道某人的杠杆,好吗?
65	You can set in sales, you can sell the same thing 10 different ways.	你可以设定在销售, 你可以销售同样的事情 10种不同的方式。
66	Tell me about that.	告诉我
67	Okay, for example, if I am selling a fitness program, okay, I'm going to close,	好吧,例如,如果我卖一个健身计划, 好吧,我要关闭,
68	I'm a closer on a fitness offer.	我更接近一个健身方案。
69	I can sell to somebody who wants to lose weight.	我可以卖给想减肥的人
70	I can sell to somebody who wants to gain weight.	我可以卖给一个想变胖的人
71	I can sell to somebody who has some health problems and an urgent need right now.	我可以卖给一个有健康问题和迫切需要的人
72	And I can sell to somebody for prevention, for just overall health.	我可以卖给某人 预防, 只是为了整体的健康。
73	So there's a bunch of different ways that you can sell things.	所以有很多种不同的方式 你可以卖东西。
74	So if you try to sell the same thing, the same way to different types of people,	所以,如果你试图出售 同样的东西, 同样的方式 不同的类型的人,
75	you're only going to get those specific people that the leverage was built.	你只会得到那些特殊的人 那些杠杆是建的。
76	So what your job is, is to identify the specific leverage.	所以,你的工作是, 确定具体的杠杆。
77	By leverage, I mean pain points.	用杠杆来表示疼痛点
78	So different people have different pain points	所以不同的人有不同的疼痛点
79	and what's going to motivate them in order to make a buying decision.	是什么能激励他们 做出购买决定
80	So to kind of like back up, you need to understand somebody's leverage points	所以,要像备份, 你需要了解某人的杠杆点
81	and what they specifically want and what will change their day-to-day life	和他们特别想要的,以及改变他们的日常生活的,
82	by making a decision.	通过作出决定。
83	And once you find the leverage points, that's the problem.	一旦你找到杠杆点,这就是问题所在。
84	The solution is whatever you're selling them, or whether that be a promotion,	解决方案是不管你卖什么 也不管那是升级
85	whether that be your boyfriend rolling objections with him,	不论你男朋友是否反对他
86	literally anything.	几乎是任何东西。
87	The world is problem and solution.	世界是问题和解决办法。
88	And if you can build enough value around people's pain points,	如果你能围绕人们的疼痛点建立足够的价值,
89	there you go.	给
90	You can solve anything.	你可以解决任何事情。
91	So that's the first skill.	所以,这是第一个技能。
92	What are the other two?	另外两个是什么?
93	So leverage and then building value.	所以,杠杆,然后建筑价值。
94	So if you can provide value to people, you will never be broke again.	所以如果你能为人们提供价值,你永远不会再次被打破.
95	But you can also just unlock so many different relationships	但你也可以解开这么多不同的关系
96	because you can build value with people.	因为你可以和人建立价值
97	So value looks like you insert their pain points,	因此,价值看起来像你插入他们的疼痛点,
98	which is what they want solved.	这就是他们想要解决的。
99	But then you not only provide them a solution	但你不只给他们一个解决办法
100	and just reading off what's included or how you're solving it.	读一下包含的内容 或者你是如何解决的
101	I call it sell the sizzle, not the steak,	我管它卖的不是牛排
102	because nobody cares about what you're selling.	因为没人在乎你卖什么
103	They care about what it does for them on a day-to-day basis.	他们每天关心它对他们有什么好处。
104	So that's the solution part.	这就是解决的部分。
105	Then we get into the third, which is I call it the kiss method,	然后我们进入第三,这就是我称之为吻法,
106	but it's keeping it simple, stupid.	但它保持简单,愚蠢的。
107	Life will get so much better for you if you understand	如果你明白,生活会好很多
108	that people don't necessarily say no to you because they don't want it	人们不一定拒绝你,因为他们不想
109	or they don't want you around them or whatever.	或者他们不想你左右他们什么的。
110	It's because you're not clear.	是因为你不够清楚
111	So if you make your ask clear to where somebody knows	所以如果你把问题说清楚 别人知道在哪里
112	exactly when I hand over my credit card	当我交出信用卡时
113	or exactly when I give this person this promotion	或正值我升职之时
114	or exactly when I give you this job,	或者我给你这份工作的时候
115	I know exactly what's going to happen.	我很清楚会发生什么
116	You give them clarity.	你让他们明白。
117	And then the fourth thing is just ask.	然后第四事只问.
118	You never get anything done if you don't ask for it.	如果你不要求,就永远做不了任何事
119	I created a career off of being annoying.	我创造了一个烦人的事业。
120	Literally, selling people, you have to be a little annoying.	字面上,卖人,你一定有点烦人。
121	Growing a business, you have to be a little annoying.	做生意,你一定有点烦人
122	Content, you have to be a little annoying.	内容,你一定有点烦人。
123	But those people that step out of the box	但那些从盒子里出来的人
124	and just accept that being annoying or maybe a little pushy	并接受那令人烦恼 或也许有点冲动
125	or just a little out there delusional,	或者只是有点幻想
126	that is what's going to put you in the rooms	这就是让你进房间的原因
127	that you didn't really think you deserved.	你并不觉得你该得到什么
128	But the plot twist is you do deserve it because you asked for it.	但情节的曲折是,你确实值得 因为你要求它。
129	Yeah.	对
130	Tell me about the people.	说诸众生.
131	And I want to speak to the skeptics or the cynical people who are like,	我想和怀疑论者 或愤世嫉俗的人谈谈
132	oh, well, if I'm talking to people's pain points,	哦,好吧,如果我说话 人们的痛苦点,
133	then I'm manipulating them.	然后,我操纵他们。
134	I'm taking advantage of them.	我在利用他们
135	What's the difference between ethical sales and doing it properly	道德销售和正确销售有什么区别
136	and then taking advantage of other people or manipulating them?	然后利用别人或操纵他们?
137	How would you talk about the difference?	你会怎么谈论区别?
138	For sure.	当然
139	Everybody thinks that sales is manipulation,	每个人都认为销售是操纵
140	but it's actually emotional leadership.	但它实际上是情感领导。
141	What I mean by that is when you are selling somebody	我的意思是,当你卖某人
142	that's a qualified buyer,	是个合格的买家
143	which means they're somewhat interested in what you have to offer,	这意味着他们有点感兴趣 你提供什么,
144	they are here talking to you	他们在这里跟你说话
145	because they have a problem that they need solved.	因为他们有问题需要解决
146	So it is your duty to if they don't solve their problem,	所以,这是你的责任 如果他们不解决他们的问题,
147	if they don't, you didn't do your job.	如果他们不这样做, 你没有做你的工作。
148	You didn't help them.	你没有帮助他们。
149	So what helps with this is actually selling something that you believe in.	因此,有什么帮助 实际上是销售的东西 你相信。
150	And so if what you're selling is yourself,	所以如果你卖的是你自己
151	like on a job interview or talking to a friend or your boyfriend,	比如在工作面试上 或和朋友或男朋友谈话
152	you have to believe in your worth.	你必须相信你的价值。
153	That's a big thing.	这是一件大事。
154	But again, if you're selling something,	再说一遍 如果你在卖东西
155	you have to believe in the worth of what you're selling	你必须相信你卖的东西的价值
156	because that comes off in the conviction of your voice.	因为那会从你的声音中产生
157	And sales is 80% the conviction of your voice	而销售额是80% 你的声音的信念
158	and the energy that you have when you're talking about your product.	以及你在谈论你的产品时所拥有的能量
159	Like I always say, people buy your eyes.	就像我常说的 人们会买你的双眼
160	And the way that you have passion coming through	你充满激情的方式
161	when you're talking about something.	当你在谈论什么。
162	So at the end of the day, it's only manipulation	所以最后,这只是操纵
163	if you don't believe that you can actually help this person.	如果你不相信你可以帮助这个人
164	But when you really step into emotional leadership	但当你真正进入情感领导
165	where you're leading people through kind of a hard decision,	在那里,你领导人们 通过一种艰难的决定,
166	you know, do I buy something?	我买东西吗?
167	Do I not?	是吗?
168	Do I change my life?	我要改变我的生活吗?
169	Do I get a new job?	我有新工作吗?
170	Do I join this fitness program or whatever?	我是不是要参加健身计划?
171	You are helping people make a better decision for them in the long run.	从长远来看,你正在帮助人们做出更好的决定。
172	And if you do it right, they'll be thanking you.	如果你做得对 他们会感谢你的
173	So it's very fulfilling.	所以它非常满足。
174	Yeah, absolutely.	当然
175	I'm thinking back to my first work experience	我想回我第一次工作经验
176	when I was like 16 years old.	当我像16岁。
177	My mom had asked for a favor from a family friend of ours	我妈要我们家朋友帮忙
178	to get me a job at this company at the Business Design Center.	在商业设计中心给我找份工作
179	This is an event space in England.	这是英国的一个活动空间。
180	And I worked at a company where we'd be selling event space	我在一个公司工作 我们卖活动空间
181	to people for these big events.	为了这些大事而致于人们。
182	So there'd be an event about bikes.	所以会有一个关于自行车的活动。
183	And we'd have to call up all these bike companies and sell them stands.	我们必须召集所有的自行车公司 卖掉它们
184	There was a car exhibition and we'd have to call up all these car companies.	有个汽车展览 我们要召集所有汽车公司
185	I knew nothing about sales.	我对销售一无所知
186	And I remember being trained to cold call like 300 people.	我还记得我被训练过 冷电话像300人。
187	Okay, so what was your pitch?	好吧,那你的投篮是什么?
188	What was your cold call?	你的冷血决定是什么?
189	I can't remember it fully because I was 16 years old.	我无法完全记住它 因为我当时16岁。
190	And I'd be on the phone.	我会在电话。
191	And I remember just the amount of times I'd be like,	我还记得我曾经有多少次
192	hey, I'm Jay Shetty calling from the Business Design Center.	嘿 我是Jay Shetty 从商业设计中心打来的
193	I think we were called Upper Street Events.	我想我们叫上街事件
194	Should be like, hey, I'm Jay Shetty calling from Upper Street Events.	应该像,嘿,我是Jay Shetty 从上街事件打电话。
195	The amount of people that just put the phone down immediately.	刚刚把电话放下的人数
196	And it's what you just said a few moments ago,	这是你刚才说的,
197	where you just had to get used to the fact.	在那里你必须适应现实。
198	Now, the Business Design Center was this beautiful event space.	现在,商业设计中心 是一个美丽的活动空间。
199	I really believe that it was a cool space to have events.	我真的相信,这是一个很酷的空间 有事件。
200	It was one of the few places that really like,	这是少数真正喜欢的地方之一
201	there were big fashion shows that took place.	有大型的时装秀 发生了。
202	There was a really cool space.	有一个非常酷的空间。
203	And it goes back to what you were saying,	回到你刚才说的话
204	that it took me time to A, get comfortable with failure and rejection.	花了我的时间去A, 适应失败和拒绝。
205	B, get some conviction in my voice.	B,让我的声音充满信心。
206	And then finally get to a point where it was like,	然后终于到了一个点 它就像,
207	you're going to be exhibited at the number one exhibition center in the UK.	你会在英国第一展览中心展出
208	Because you believed in it.	因为你相信它。
209	Yeah, et cetera.	对,等等
210	And you learn from figuring out what's actually going to happen.	你从了解实际会发生什么学到教训。
211	And you're so right that if you don't reset the product,	你说得对 如果你不重置产品
212	you can't just read a script.	你不能只看剧本。
213	For sure.	当然
214	And I think that's where the energy goes wrong.	我想这就是能量出错的地方。
215	When you just are repeating a script, but you don't believe in it.	当你只是重复一个剧本, 但你不相信它。
216	Well, you said something interesting.	你说了一些有趣的话
217	It's like people will just immediately put the phone down.	好像人们会马上把电话放下
218	Just, no, I'm not interested.	只是,不,我不感兴趣。
219	Boom.
220	A lot of people think that in sales, you have to sell every single person.	很多人认为,在销售中,你必须卖掉每个人.
221	And when you get a no, that's an indicator that you're a bad sales rep, right?	当你得到一个不, 这是一个指示 你是一个糟糕的销售代表,对不对?
222	But in sales, you're talking to unqualified and qualified buyers.	但是在销售方面,你正在和不合格的合格买家交谈.
223	So a lot of the times, if you're talking to someone that's unqualified,	所以很多时候 如果你和某个不合格的人说话
224	that you shouldn't sweat it.	你不应该出汗。
225	Your job, if you are cold calling or door knocking or doing any sort of cold approach,	你的工作,如果你冷呼唤 敲门 或做任何一种冷的方法,
226	is just the way that I like to explain it,	只是我喜欢解释的方式,
227	is you're almost sifting through the unqualified buyers.	你几乎在通过不合格的买家筛选
228	And you're more qualifying if they are worth your time.	如果值得的话,你更有资格
229	You're like, okay, you slammed the door in my face.	你就像,好吧,你敲门 在我的脸上。
230	No problem.	没问题
231	I'm one step closer to getting somebody that will listen to me.	我离找到一个会听我的
232	Or you, you know, hung up the phone super quick.	或者你,你知道,挂断电话 超级快。
233	Awesome.	厉害
234	Thank you for not wasting my time	谢谢你没有浪费我的时间
235	because it would have drained my energy on somebody that I actually can help.	因为它会耗尽我的能量 一个人,我可以帮助。
236	So in life in general, too, you will learn that	所以在一般生活中,你也会学会
237	not every single person is worth your time.	不是每个人都值得你花时间
238	And there's a difference between somebody that does and doesn't.	和有区别的人谁做和不做。
239	It's unqualified buyers and qualified buyers.	这是不合格的买家和合格的买家.
240	So there comes a point in life where you just get some sort of confidence	生命中有一个点,你只是得到某种自信
241	because you know that life is a numbers game.	因为你知道生活是一个数字游戏。
242	Yeah, and absolutely.	是啊,当然。
243	I think the point, going back to my manipulation point,	我认为重点, 回到我的操纵点,
244	is that if someone doesn't want it,	如果有人不想这样
245	you're not trying to convince the person who already put the phone down on you	你不是想说服已经把手机关在你身上的人
246	to pick the phone back up to convince them because you want to get a good target.	接回电话说服他们 因为你想要一个好的目标
247	You're accepting the fact that this isn't the right person.	你接受这个事实 这人不对
248	They obviously don't need this or want this.	他们显然不需要这个或这个
249	And that's okay.	这没关系。
250	Talk to me about what people, you're in your 20s.	跟我说说你20多岁了
251	What should people in their 20s be doing to have a great financial future?	20多岁的人应该做什么来拥有一个伟大的金融未来?
252	Oh my gosh.	天呐
253	Okay, a couple of things.	好吧,一些东西。
254	One, move out.	一,出发
255	You cannot change yourself if you are still tied to the perceptions	如果还是和感觉有关的话 你就不能改变自己
256	that everybody else has around you.	其他人都在你身边
257	Like the people that you grew up with,	就像你们一起长大的人一样
258	they see you as your old version of yourself.	他们把你当成你的旧版本
259	So if you truly want like exponential quantum leap change of yourself,	所以,如果你真的想要 像指数量子跳跃改变自己,
260	you need to almost kind of have a clean slate	你需要一个干净的板块
261	and not feel bad about, you know,	也不感到难过,你知道,
262	presenting yourself a little differently or trying new things out.	表现自己有点不同 或尝试新的事物。
263	So I think, you know, old friends, old family members even,	所以我想,你知道, 老朋友,老家庭成员甚至,
264	not that they're the problem,	不是他们的问题,
265	but it just makes it a lot easier when you do change your physical surroundings	但当你改变你的身体环境时,它就容易多了
266	to also change yourself internally.	也可以在内部改变自己
267	I would also recommend when you do move,	我也建议你搬家的时候
268	buy the most expensive gym membership,	买最贵的健身房会员,
269	sit in the sauna and talk to everybody.	坐在桑拿 和大家谈谈。
270	One connection can literally change your life.	一种联系可以改变你的生活
271	And the amount of people that I've met,	和数量的人 我见过,
272	just from talking to people in the elevator,	从电梯里跟人聊天开始
273	you know, sitting in the sauna and just being open,	你知道,坐在桑拿 只是打开,
274	not having a frown on your face all day and being a little bit approachable,	不要整天在脸上皱眉 和一点点接近,
275	it will change your life.	它会改变你的生活。
276	And again, it's a numbers game.	再说一遍,这是一个数字游戏。
277	You might have some weirdos, you might have some randos,	你可能会有一些怪人, 你可能会有一些兰多,
278	but that very few people that you do interact in a conversation with,	但很少有人和你交谈
279	you know, keep them in your back pocket	放在你后面的口袋里
280	because your network is your net worth, obviously.	很明显,你的网络是你的净值
281	I would say use your credit card like your debit card.	我要说用你的信用卡 就像你的借记卡
282	I've been a big proponent of that.	我一直都很赞成
283	Invest every 20 cents to the dollar is a good one.	每20美分对美元投资就很好
284	I wish I knew that a long time ago	我希望我早就知道这一点
285	because I was always just spend, spend, spend,	因为我总是只是花,花,花,花
286	but I would literally shake myself and be like,	但我真的会动摇自己 并喜欢,
287	just throw it into the market.	把它扔进市场
288	It doesn't matter.	没关系
289	Put it all in Bitcoin, whatever.	都放在比特币里,随便
290	And then I would say learn a high income skill	然后我会说学习高收入技能
291	because you need to provide value in the marketplace	因为你需要在市场上提供价值
292	if you want to get paid for it.	如果你想得到报酬。
293	Mine was obviously sales,	很明显,我的销售额
294	but there's copywriting, tech, AI, content creation,	但有抄写,技术,AI,内容创作,
295	whatever your skill is, just hone in on it	无论你的本事如何,你只要好好想想
296	and be the best of the best	成为最好的
297	and try to provide other people value.	并尝试为他人提供价值。
298	Because if you become an irreplaceable asset,	因为如果你成为不可替代的资产
299	you'll never be replaced.	你永远不会被替换。
300	And then the last thing,	临Τ程ㄆ
301	do the complete opposite of what everybody else around you is doing.	做完全相反 你周围的其他人在做什么。
302	If you look left and right and everybody's doing the same thing,	如果你看左右 每个人都在做同样的事情
303	do the opposite.	做相反的。
304	If you want to have a different result,	如果你想有不同的结果,
305	you need to do different things in order to have a different result.	为了得到不同的结果,你需要做不同的事情。
306	And then also be the best at whatever you're doing.	然亦当于一切法中最上善根.
307	So whether you are working as a barista,	所以,如果你是一名律师,
308	whether you're a server, whether you're a teacher,	不管你是服务器 还是老师
309	be the best, like take pride in your job	做最好的,比如为工作骄傲
310	because that's something that nobody can take away from you.	因为没有人能夺走你
311	And a lot of that effort and skill set that you're getting right now	和很多的努力和技巧 集你现在得到
312	is going to translate to what you actually want to do in the future.	将翻译为未来你真正想要做的事。
313	You just might not see it right now.	你现在可能看不到了
314	That is a great list.	这是一个伟大的列表。
315	Yeah.	对
316	I love that list.	我喜欢这份名单。
317	I just like, I remember like working at a coffee shop.	我只是喜欢, 我记得在咖啡店工作。
318	I was a barista.	我是个律师
319	It was one of my first jobs.	这是我第一份工作
320	And I was the best barista ever.	我是有史以来最好的律师
321	Like I was picking up every extra shift.	就像我接每一班
322	I was door dashing on the side.	我在侧面敲门
323	Like I loved making money.	我喜欢赚钱
324	And I knew it wasn't my forever job	我知道这不是我永远的工作
325	because I would look left and right	因为我会看着左右
326	and everybody was just showing up doing the bare minimum.	每个人都在做最起码的事
327	Yeah.	对
328	But I mean, maybe they were smarter	但也许他们很聪明
329	because we were getting paid the same amount.	因为我们得到同样的报酬。
330	But I think that sort of mentality where it's like,	但我认为那种心态 喜欢,
331	you know, you're a star.	你知道,你是一个明星。
332	You know, the job that you're in right now	你知道,你现在的工作
333	might just be a stepping stone.	也许只是个踏板
334	It's okay though, because the skill sets	不过没关系,因为技能组合
335	and the work ethic that you have right now	以及你现在的工作道德
336	are going to pay you dividends throughout your whole life.	将支付你一生的红利。
337	So maybe you're getting paid the same amount	所以,也许你得到的薪水相同
338	as someone that's just showing up right now,	作为刚刚出现的人,
339	but it's the work ethic that can never be taken away.	但工作道德是永远不能被夺走的
340	Yeah.	对
341	You're reminding me of,	你让我想起,
342	I don't know if you've ever seen this TikToker	我不知道你有没有见过这个Tiktoker
343	called Markel Washington.	叫马克华盛顿
344	No.	没有
345	He used to work in Subway	他以前在地铁工作过
346	and he would sing to the customers	他会唱歌给顾客
347	as he would make their Subway sandwich.	因为他会做他们的地铁三明治
348	How cute.	真可爱
349	And people loved it.	人们很喜欢它。
350	Yeah.	对
351	And that's how he got discovered.	他就是这样被发现的
352	Someone filmed him, put it up on TikTok,	有人拍了他 拍了TikTok
353	got millions of views and now he has all these followers	现在他有很多追随者
354	and now he's left Subway.	现在他离开了地铁
355	Exactly.	没错
356	You know, I couldn't agree with you more.	我完全同意你的观点
357	I always think if you can find a way	我一直想如果你能找到办法
358	to even make the job you hate attractive, fun	甚至做你讨厌的工作 吸引人,乐趣
359	and be passionate about it,	你应当为它而热情,
360	it's just a great skill in life	这只是人生中最伟大的技能
361	and it transforms everything.	它改变了一切。
362	You talked about building high income skills,	你说要培养高收入技能
363	high value skills,	高价值技能,
364	which I wish was talked about in college.	我希望在大学里讨论到这一点。
365	I wish it was talked about earlier in school.	我希望学校早些时候能讨论到这个问题。
366	I feel like it's completely missed	我觉得完全错过了
367	because you kind of get taught,	因为你被教育了
368	or at least I get to be a generalist.	至少我还是个通才
369	It was like, kind of be good at this,	它就像,有点 擅长这个,
370	kind of be good at this,	有点擅长这个,
371	kind of be good at that.	有点在行
372	No one ever tells you like,	没有人告诉你喜欢,
373	hey, pick something and become incredible at it	嘿,挑点什么,变得不可思议
374	and pick something that the world's actually going to value.	选择世界真正重视的东西
375	How do you, now that we've all left school,	你怎么了,现在我们都离开了学校,
376	we're post-college,	我们是大学后,
377	how do you actually build a high income or high value skill?	如何培养高收入或高价值技能?
378	What does the process look like?	这个过程是什么样子的?
379	Well, there's so much free content on social media.	社交媒体上有很多免费内容
380	Like we literally live in an age where,	就像我们生活在一个时代
381	有多个YouTube视频
382	I literally just filmed a six hour YouTube video	我刚刚拍了六小时的YouTube视频
383	going over every single part of the sales process.	整个销售过程的每一个部分
384	Like if you want to learn,	就像你想学习,
385	we now live in an age where you can learn.	我们现在生活在一个你可以学习的时代。
386	You just have to do the thing that nobody's willing to do,	你只需要做 没有人愿意做的事,
387	which is sit down and learn and take notes	是坐下来学习 记下来
388	and practice with yourself,	与你自己练习,
389	reach out to companies, you know,	联系公司,你知道,
390	get some experience and climb the ladder just like that.	获得一些经验 爬梯子就这样。
391	But so I would say learn from social media completely free.	但我会说,从社交媒体中学习是完全自由的。
392	So many mentors right now will teach you anything.	现在很多导师都会教你什么
393	And then step number two is practice.	第二步就是练习
394	And so when it comes to practicing,	所以在练习的时候
395	obviously we all have a dream job in our head.	很明显,我们都有一个梦想中的工作 在我们头上。
396	You know, oh, I would love to sell for this person.	你知道,哦,我很乐意为这个人卖。
397	I would love to be on this person's sales team.	我很想加入这个人的销售团队
398	But in the very beginning, you might need some data.	但一开始你可能需要一些数据
399	You might need some experience.	你可能需要一些经验。
400	So I would challenge people to,	所以我会挑战人们,
401	yeah, keep that dream job in your head,	是啊,保持你的梦想工作在你的头上,
402	but more so like build your data,	但更像是建立你的数据,
403	build your experience right now with amazing lead quality	现在用惊人的铅质来积累你的经验
404	with, you know, just a good system.	你知道,只是一个好的系统。
405	That way you can have something in your back pocket	这样你就能把东西放在口袋里
406	when you do go to pitch yourself for that dream job.	当你去 投身于梦想的工作。
407	Yeah, absolutely.	当然
408	I can agree with you more.	我可以更同意你的观点。
409	I feel like there's so much free content out there,	我觉得有这么多免费的内容 在那里,
410	but it's so hard because I think we look	但它是如此艰难,因为我觉得我们看
411	at like 30 seconds of a reel.	大约30秒的胶卷。
412	For sure.	当然
413	And a lot of this is sitting down for a few hours.	这里面很多东西都坐了几个小时
414	Like I remember when I was first learning social media,	就像我还记得 当我第一次学习社交媒体,
415	I was spending three hours every Saturday	我每周六要花三个小时
416	and Sunday morning just studying.	星期天早上刚开始学习
417	Like for hours and hours and hours,	像一个小时一个小时一个小时,
418	for weeks on end, three hours, six hours a week	每周3小时6小时
419	on top of my day job.	在我的日常工作之上。
420	And I feel like if I hadn't done that,	我觉得如果我没有这样做,
421	I wouldn't have understood social media the way I did.	我不会像我那样理解社交媒体
422	And eventually it became every day after work.	最终它成了每天下班后。
423	And I had a full-time job at the time.	我当时有一份全职工作.
424	It became five hours a day after work,	每天工作五个小时
425	sometimes up until two, three a.m.	有时到凌晨2点,3点
426	just trying to learn and study	只是想学习和学习
427	only to go back to work next day.	第二天就回去工作了 说吧
428	I think there's so much truth to that	我觉得有这么多的真理
429	and it is all out there.	这一切都在那里。
430	What do you find is the biggest difference	你发现最大的区别是什么
431	between people who have sales skills	在有销售技能的人之间
432	and people who don't?	和没有的人?
433	Mindset.	明德赛特.
434	It's your ability to give context to a negative	这是你的能力 给上下文的负面
435	in order to turn it into a positive in your own brain.	为了在你自己的大脑里变成阳性
436	What do I mean by that?	这是什么意思?
437	So in sales, salespeople develop this skillset	所以在销售中,销售人员会开发这个技能
438	that makes them great,	使他们变得伟大,
439	which is somebody slams the door in your face	就是有人把门砸在你脸上
440	or hangs up on you.	或者挂断你。
441	And you kind of tell yourself, you're like,	你有点告诉自己,你喜欢,
442	maybe she just got pulled over this morning	也许她今早刚被拦下
443	and she's in a bad mood.	她现在心情不好
444	Maybe he just got served divorce papers.	也许他刚拿到离婚书
445	Anyways, not my problem.	无论如何,不是我的问题。
446	I'm going to the next person.	我要去下一个人。
447	Even though that stuff probably isn't true,	即使那些东西可能不是真的
448	you're almost, I call it being a psycho	你几乎,我称之为一个精神病
449	because you literally have to be	因为你必须
450	some sort of level of psychotic	某种程度的精神病
451	in order to feed yourself a little bit of lies	为了养活自己 一点点谎言
452	to give context around rejection.	来描述拒绝的背景
453	That way you can take it a little bit easier	这样你就能轻松一点了
454	because it's like, they're not rejecting you.	因为他们不会拒绝你的
455	They're rejecting the time	他们拒绝时间
456	or what you're actually selling.	或者你到底在卖什么?
457	But it's your ability to really just play mind games	但是,这是你的能力 真正只是玩思维游戏
458	with yourself of saying,	和你自己说,
459	hey, maybe they just had a bad day.	嘿,也许他们只是有一个糟糕的一天。
460	Anyways, I'm moving on to the next person	总之,我要转到下一个人
461	because there is someone who wants to talk to me.	因为有人想跟我说话
462	Even though the last 10 people might've told you no,	尽管最后10个人可能已经告诉你不,
463	you still have to walk into every conversation	你还得走进每段谈话
464	expecting that yes.	期待这个是的。
465	So that level of skill set that you get from sales,	这样你从销售中获得的技能水平
466	it trickles into everything.	它随处可见
467	Into dating, into like friendships,	约会, 像友谊,
468	into the way that you talk to yourself.	进入你对自己说话的方式
469	Being able to handle rejection	能够处理拒绝
470	{\fn黑体\fs22\bord1\shad0\3aHBE\4aH00\fscx67\fscy66\2cHFFFFFF\3cH808080}你会得到生命中的一切
471	What's fascinating to me is how you need it to get promoted.	令我着迷的是 你需要它才能升职
472	For sure.	当然
473	You need it to convince, like you said,	你需要它来说服,就像你说的,
474	potentially even a partner	甚至有可能成为合伙人
475	to know whether they're committing or not committing.	想知道他们是否在犯罪
476	You need it, of course, if you run a sales job	当然,你需要它 如果你做销售工作
477	let's walk through the sales process for people	让我们走 销售过程的人
478	who are like, Shelby, I need this advice.	谢尔比,我需要这个建议
479	I need everything you're selling right now.	我需要你现在卖的一切
480	Yeah, for sure.	是的,当然。
481	Because I need to transform my life.	因为我需要改变我的生活。
482	What's the first step?	什么是第一步?
483	So sales as a skill set,	因此,销售作为一个技能集,
484	if you want to learn like 60 second sales masterclass right now,	如果你现在想学60个二级销售大师课
485	here it is.	在这里。
486	So the first thing that you need to do	所以,你需要做的第一件事
487	is to establish frame and ease tension.	建立框架并缓和紧张局势。
488	Because anytime you walk up to a person,	因为每当你走到一个人,
489	their sales resistance is high.	他们的销售阻力很高
490	They're like, who are you?	他们喜欢, 你是谁?
491	Why are you here?	你为什么在这里?
492	Why are you calling me?	你为什么打电话给我?
493	I feel a little weird.	我感觉有点奇怪
494	So a quick little compliment goes a long way	这么快的恭维就大有裨益了
495	but also just getting straight to the point.	也只是直截了当地说
496	People try building so much fake rapport	人们试图建立这么多的假关系
497	and trying to be a friend at first	初想成为朋友
498	when it just comes off a little fake	当它刚下来 一点点假
499	because they know why you're here.	因为他们知道你为什么来
500	You're trying to sell them.	你想卖掉它们
501	So quick little compliment, something super easy	这么快的恭维 超容易的
502	and then just getting straight to the point.	然后直接说重点
503	Hey, I'm busy.	嘿,我忙着呢。
504	I want to be very tentative of your time as well.	我也想成为你这个时代的初衷
505	Is it cool if we just kind of jump right in?	我们跳进去好吗?
506	Start the sales process.	开始销售过程。
507	Easy.	慢点
508	Then we get into question-based selling.	然后我们进入基于问题的交易。
509	So everybody thinks that you just start selling.	所以每个人都认为你只是开始卖。
510	You don't even know what you're going into yet.	你甚至不知道自己会变成什么样子
511	So question-based selling is figuring out	所以,基于疑问的销售是想着
512	what somebody's leverage is,	某人的杠杆是,
513	figuring out those pain points.	找出这些疼痛点。
514	So like, what made you book a call?	所以,是什么让你预订一个电话?
515	What are you going through?	你在经历什么?
516	Take me through your day.	带我度过你的一天。
517	What made you want to figure something out?	是什么让你想找点办法?
518	Then you will gather a little bit of data.	然后收集一些数据
519	I call it gathering ammo	我称之为收集弹药
520	that you're going to kind of put in your back pocket	你会把那种 在你的后口袋
521	in order to sell on later.	以后再卖
522	So once you get these pain points from this person,	一旦你从这个人身上得到这些疼痛点
523	that's your problem.	这是你的问题。
524	Then you go into the solution,	然后,你进入解决方案,
525	which is obviously what you are selling.	这显然是你卖的。
526	You have to be very careful	你一定要小心点
527	because what you are selling is different	因为你卖的东西不同
528	to every sort of person.	给每个人
529	So you take these specific leverage points	所以,你采取这些特定的杠杆点
530	and you plug and play with specific solutions	并插入和播放特定的解决方案
531	that only solve these leverage points.	只能解决这些杠杆点。
532	Nothing else.	没有别的。
533	Keep it super simple.	保持超简单。
534	And then you pitch the price.	然后你投出价钱。
535	Very simple.	非常简单。
536	And when you pitch price,	当你投出价钱时
537	when you initially close someone,	当你开始接近某人时
538	it's all about your energy.	这是所有关于你的能量。
539	If you are almost anticipating an objection	如果你几乎要反对的话
540	or anticipating a no,	或预知有否,
541	it's going to come off in your energy.	它会在你的能量中消失。
542	Someone's going to give you an objection	有人要反对你
543	or tell you no.	或告诉你没有。
544	The metaphor of the Starbucks cashier.	星巴克出纳的比喻.
545	So when you go up to Starbucks	所以当你上星巴克时
546	and you're ordering,	你正在订购,
547	you're like medium vanilla ice latte	你就像中香草冰拿铁
548	or I guess grande vanilla ice latte.	或者我猜是香草冰拿铁
549	You go up to the window.	你上窗户去
550	What does the cashier rep do?	出纳代表做什么的?
551	He holds the Apple Pay thing in front of you	他拿着苹果支付的东西在你面前
552	and he's like, okay, awesome.	他就像,好吧,真棒。
553	It's going to be $7.	将七元.
554	And he's like turning around	他就像转身
555	doing something else.	做别的事
556	No option, no like weird vibes.	没有选择,没有像怪异的氛围。
557	He's just like, here, this is how much it is.	他就像,在这里,这是多少。
558	Okay, awesome.	好极了,厉害
559	And you're almost like scrambling around	你几乎就像乱跑
560	for your credit card.	给你的信用卡
561	You're like, oh, sorry,	你就像,哦,对不起,
562	I should have had that out.	我早该说出来的
563	Here you go.	给你
564	That's the energy that you need	这就是你需要的能量
565	when you pitch price	当你投出价格
566	and when you close people is,	当你们亲近众人的时候,
567	hey, you have these problems.	嘿,你有这些问题。
568	Here's a clear game plan,	这里有一个明确的游戏计划,
569	a clear solution.	一个明确的解决方案。
570	And here's how much it's going to take	接下来要花多少钱
571	in order to get you there.	为了让你去那儿
572	Like it's very simple.	喜欢它非常简单。
573	It's problem solution.	这是解决问题的办法。
574	And then I think what a lot of people forget to do	然后我觉得很多人都忘了做
575	is to solidify the sale.	要巩固销售。
576	Because a lot of people will	因为很多人会
577	process a credit card	处理信用卡
578	and then just go straight to	然后直接说
579	filling out paperwork	填写文件
580	or just acting like a robot	或者像机器人一样
581	and they stop actually connecting	他们实际上停止连接
582	with this person.	与这个人。
583	Meanwhile, after you like	同时,你喜欢之后
584	run somebody's credit card	管理别人的信用卡
585	and after the initial close	并在初始关闭之后
586	and they say yes,	他们说是的,
587	now you need to even further	现在你需要更进一步
588	connect with people.	与人联系。
589	So a little trick I have is	我有一个小把戏
590	you can positively future pace someone,	你将来可以和别人节奏
591	which is I'm so excited	我太兴奋了
592	for you to get started.	让你开始
593	A lot of people like to text me	很多人都喜欢发短信给我
594	when they hit their first 10K months	当他们打 他们的头10K个月
595	or when they lose their first four pounds	或者当他们失去了头四磅
596	or whatever you're selling.	或你卖的任何东西。
597	Would you mind keeping me in the loop	你介意让我保持循环
598	for that transformation?	为了那个转变?
599	Like I would love to be a part of your journey.	我很想成为你旅程的一部分
600	Now somebody's like envisioning themselves	现在有人喜欢想象自己
601	not only following through with the process,	不仅跟随这一进程,
602	achieving the transformation,	实现转变,
603	but also they see you as more of like	但他们也认为你更像
604	an accountability coach	问责制导师
605	rather than just the frame of a sales rep.	不只是销售代表的框架
606	Yeah.	对
607	And it actually motivates them too.	这实际上也激励着他们。
608	For sure.	当然
609	Because they're like,	因为他们喜欢,
610	oh, now that I've committed to this,	哦,现在我已经承诺了,
611	I could actually make that change.	我实际上可以做出这样的改变。
612	And I've actually committed to the process	我确实致力于这个过程
613	that makes that happen.	这使得这种情况发生。
614	What's fascinating is that	令人着迷的是
615	we're constantly being sold to,	我们经常被卖给,
616	but we don't know how to sell.	但我们不知道怎么卖
617	Oh my gosh.	天呐
618	Everything you buy has been sold to you.	你买的都卖给你了
619	And I feel like whether it's the clothes	我觉得它是不是衣服
620	that you're wearing,	你穿着,
621	the coffee you drink,	你们喝的咖啡,
622	the coffee shop you go to,	你去的咖啡馆,
623	the laptop that you use,	你使用的笔记本电脑,
624	the phone that you carry,	你携带的电话,
625	like we're constantly being sold to,	就像我们经常被卖给,
626	but we find sales so scary.	但是我们发现销售如此可怕。
627	Does that, right?	是吗?
628	Do you see that?	你看到了吗?
629	No, for sure.	不,当然。
630	I mean, even the videos	我的意思是,即使是视频
631	that you watch on social media,	你看着社交媒体,
632	somebody's selling you	有人在卖你
633	on why they are worth your time	他们为什么值得你花时间
634	out of every other content creator	在所有其他内容创建者中
635	that you could swipe to.	你可以偷窥。
636	Whenever you hit the follow button,	每当你按下一个按钮,
637	somebody sold you on why they should be	有人出卖了你 为什么他们应该
638	on your for you page every day.	每天都在为您服务
639	Like I went to the tanning salon yesterday,	就像我昨天去晒黑沙龙一样
640	the most menial thing ever,	最普通的东西,
641	just a simple tanning salon.	只是一个简单的晒黑沙龙。
642	He sold me on a $200 tan package	他卖给我200块棕色包
643	and I don't even live here.	我甚至不住在这里。
644	But I just loved his sales process	但我只是喜欢他的销售过程
645	and I love supporting other sales reps.	我喜欢支持其他销售代表。
646	Like when you learn sales,	就像你学销售时
647	you just see life	你只是看到生命
648	in a completely different way	以完全不同的方式
649	where when you get sold to,	当你被卖到哪里
650	you almost appreciate it.	你几乎感谢它。
651	I fully agree.	我完全同意这一点。
652	Yeah, you respect it.	是啊,你尊重这一点。
653	Oh, I'm like, sure, let's do it.	哦,我很喜欢,当然,让我们做到这一点。
654	By the way, I love being sold to.	顺便说一句,我喜欢被卖掉
655	Me too.	我也一样。
656	I love being sold to.	我喜欢被人卖掉
657	Like if someone's,	碞钩Τ
658	because I also know when it's not working.	因为我也知道什么时候不行
659	There are shops that I'll go into	有商店,我会去的
660	where I'm like ready to buy.	在那里我就像准备买。
661	Right.	对
662	But then the experience is not great	但那样的话,经验就不好了
663	and then I won't buy.	然后我不会买。
664	And then there are other shops	还有其他商店
665	where I'm like, oh, I'm not sure	在那里我喜欢,哦,我不知道
666	if I want to spend any money today.	如果今天我想花点钱的话
667	And someone's really trying to sell to me	有人真的想卖给我
668	and I'm like, oh, I love this.	我很喜欢这个
669	Like they're really great at what they do.	就像他们做的很好一样
670	I respect it.	我尊重这一点。
671	Yeah, sales is all about like,	是啊,销售是所有喜欢,
672	making someone feel important and listen to.	让人觉得重要 并倾听。
673	And that's why women are so good at sales	这就是为什么女人这么擅长销售
674	is because women all day, what do we do?	因为女人一整天,我们该怎么办?
675	We call our friends.	我们叫朋友
676	We talk to our friends.	我们和朋友谈谈
677	We hype our friends up.	我们把朋友吵醒了
678	That's literally sales.	这是真正的销售。
679	Sales is hyping people up into,	销售正在把人们打乱
680	pushing them into this higher version of themselves	把他们推进这个更高的版本
681	and making them really believe	让他们相信
682	that they can achieve a transformation	他们可以实现转变
683	if they're given the tools to do so.	如果他们得到了这样做的工具。
684	That's sales.	这是销售。
685	That's what you're doing.	尔时如来.
686	It's a whole new life	这是全新的生活
687	when you learn how to sell.	当你学会如何出售。
688	Yeah, yeah.	对 对
689	What's the best thing you've ever been sold?	你卖过最好的是什么?
690	我的粉红色G -Wagon。
691	Okay, who sold it to you?	好吧,谁卖给你的?
692	How did that process work?	这一过程是如何运作的?
693	So I was kind of a lay down for it.	所以我是那种躺下来。
694	I'm not going to lie.	我不会撒谎的
695	But I saw videos on it.	但我看到视频在上面。
696	It was this girl, car sales rep on social media.	是这个女孩,社交媒体的汽车销售代表。
697	She's making videos of it.	她在录影带
698	I get tagged in it a ton of times.	我经常被贴上标签
699	I click on it.	我点击它。
700	I'm like, oh, that's a cool car.	我很喜欢,哦, 这是一个很酷的车。
701	But like, I don't really need a new car right now.	但我现在真的不需要一辆新车
702	I'm driving in Arizona,	我在亚利桑那州开车
703	which is where I'm from.	这就是我来自哪里。
704	I look to my right and it's in the freaking window.	我看着我的右边, 它在他妈的窗口。
705	And I'm like, out of all places,	而我喜欢, 在所有的地方,
706	there's only one car that existed	只有一辆车存在
707	in the whole United States.	在全美国。
708	I'm like, it's in Arizona.	我很喜欢,它在亚利桑那州。
709	Like, what are the chances?	什么机会?
710	So I go in there and the car sales rep,	所以我去那边和汽车销售代表,
711	she shouts, Shelby.	她喊着,谢尔比。
712	She's like, Shelby,	她就像,谢尔比,
713	I've been to so many of your master classes.	我看过很多你的大师课
714	I love you.	我爱你
715	I follow you on everything.	我跟踪你的一切。
716	And I think that initial connection and rapport.	我认为这种初步的联系和关系。
717	And then when she was showing me the vehicle,	然后当她给我看车时
718	obviously she let me test drive it.	显然她让我试车
719	But she was also telling me like,	但她也告诉我
720	you could use this for content.	你可以用这个来做内容。
721	This car has your name written all over it.	这辆车上写着你的名字
722	And then she sincere closed me,	然后她真心地关了我
723	which was turning the no away from the client to the product.	这让客户对产品没有兴趣
724	And she made me have to say no to her,	她让我不得不拒绝她
725	which I couldn't.	我不能这样
726	So the sincere close is just like,	所以,真诚的接近只是喜欢,
727	I know you're going to buy a car at some point.	我知道你会买车的
728	I'm going to sell this to someone.	我要把这个卖给别人
729	If it's not you, it's someone else.	若非尔时彼人.
730	But I want you to have it.	但我希望你拥有它。
731	I want to be the one to help you get this dream car.	我想帮你拿到这辆梦幻车
732	Wow.	珃
733	Are you still friends with her?	你们还是她的朋友吗?
734	Oh, yeah.	对
735	She's awesome.	她好厉害
736	Yeah.	对
737	She's great.	她是伟大的。
738	Yeah.	对
739	That's amazing.	这是惊人的。
740	Yeah.	对
741	And obviously you are happy with your purchase,	显然你对你的购买很满意
742	which makes it better.	这使得它更好。
743	I think that's the part.	我认为这就是角色。
744	Like when you're not happy with the value that you received,	就像当你不满意 你得到的价值,
745	you're like, oh, wait a minute.	你就像,哦,等待一分钟。
746	I was.	没错
747	And you know, I've been to some fancy car spots	你知道,我去过一些 漂亮的汽车点
748	trying to sell you some fancy cars.	想卖给你一些豪华的车
749	And they're not.	他们不是。
750	Some of them, there's the technique that I read about.	有些是,我读到的技巧。
751	Talk to me about this.	跟我谈谈这个
752	I saw this on social media and I've experienced it a few times.	我在社交媒体上看到这个,我经历过几次。
753	OK.	摆
754	Where these fancy places try and make you feel less than,	在那里,这些花哨的地方试图 让你感觉比,
755	so that you buy.	让你买。
756	Yes.	对
757	I don't like that because it feels uncomfortable.	我不太喜欢因为感觉不舒服
758	Right.	对
759	So it is a real phenomenon.	所以这是一个真正的现象。
760	So I call it the Louis Vuitton sales technique.	我称之为路易威顿销售技术。
761	It's not specific to Louis Vuitton,	这不是路易·威登所特有的
762	but it was just a name I picked on.	但它只是我选了一个名字。
763	But yeah, so one, they hire attractive sales reps.	但是,是的,所以第一, 他们雇用有吸引力的销售代表。
764	And two, they train those attractive sales reps	第二 他们训练那些有魅力的销售代表
765	to be a little bit dismissive to you when you're in the store.	当你在商店里的时候 对你有点冷漠
766	And this is a true thing.	这是真的
767	Because as a client, when you walk in and somebody's not all over you,	因为作为一个客户, 当你走进来, 有人不在你身上,
768	hey, what are you in here for?	嘿,你在这里干什么?
769	What do you want?	你想怎样?
770	Blah, blah, did you see this jacket?	你看见这件夹克了吗?
771	You almost feel a little bit like you're trying to earn a sales rep's time	你几乎感觉有点像在争取销售代表的时间
772	because you want to prove that you belong in the store.	因为你想证明你属于商店
773	And so what are they doing?	他们在做什么?
774	Well, it's actually pretty smart, even though I would say that's slightly manipulative.	其实很聪明 虽然我可以说这有点操控力
775	But what they're doing, it's smart as they know their brand has weight.	但是,他们在做什么,这是聪明的,因为他们知道他们的品牌有重量.
776	And so they know kind of the feeling that they have with the brand	所以他们知道那种感觉 他们与品牌
777	and that they are so, you know, up there and sophisticated.	他们是如此,你知道, 在那里和精密。
778	So they make you assign yourself to feel like you deserve to be with the brand.	所以他们让你觉得自己配得上这个品牌
779	How do they do that?	他们怎么做到的?
780	By buying a bag.	买个袋子
781	So you almost feel like, you know, when a sales rep does come up to you,	所以,你几乎感觉,你知道, 当销售代表 来找你,
782	oh, I promise you, I have money.	我答应你,我有钱
783	Like, I am a buyer and then makes you want to buy more things.	喜欢,我是一个买家,然后让你 想购买更多的东西。
784	Yeah, and it's sad that we fall for that, right?	是啊,这是可悲的,我们爱上了,对不对?
785	A lot, would you say that people will actually spend more mindfully	很多人,你会说 人们实际上会更加小心地花费
786	if they understood sales?	如果他们懂销售的话?
787	One hundred percent.	百分之百都一样
788	Talk to me about that.	跟我谈谈
789	So when you learn sales, you understand the sales rep's perspective.	所以,当你学习销售, 你理解销售代表的观点。
790	So you're a little bit more cognizant of the techniques that they're using.	所以,你更了解 他们使用的技术。
791	And so if it's something you actually want and the sales rep's amazing,	所以如果这是你真正想要的东西 销售代表的惊人,
792	makes you want to buy more stuff because you're like,	让你想买更多的东西 因为你喜欢,
793	okay, I respect the game, I appreciate it and I do want this, let's do it.	好吧,我尊重游戏,我很感激 而且我确实想要这个,让我们做到这一点。
794	But when it's something that you don't really want,	但当这是你并不真正想要的东西时
795	or maybe it's something you do want, but a sales rep is being rude to you	也许这是你想要的 但销售代表对你很无礼
796	or trying to make you feel less than, you understand the tactics	或试图让你感觉不如, 你理解战术
797	and the way that they're approaching the sale.	和他们接近销售的方式。
798	And you're like, why would you do that?	而你喜欢, 你为什么这样做?
799	You know, I wanted this.	你知道,我想要这个。
800	I am a buyer, but the way that you're being dismissive	我是买家,但你被开除的方式
801	or the way that you're just trying too hard turns me off.	或者你太努力了 把我关了
802	And so sales is all about like push and pull.	因此,销售就像推拉。
803	And so a buyer's brain will literally turn off when you try to sell too hard	所以买家的大脑会关闭 当你试图卖得太硬
804	or when you try to use these cringy, pushy, aggressive tactics.	或当你试图使用这些 坚韧, 冲动,攻击性战术。
805	Because in their brain, it's like, if you have to try so hard,	因为,在他们的大脑里, 它就像,如果你必须努力,
806	obviously what I'm getting sold is not that valuable	很明显我被卖掉的不是那么值钱
807	because why would you have to try so hard?	因为你为什么要这么努力?
808	So in fact, the pull method actually works a little bit better,	所以实际上,拉动方法实际上 效果更好一点,
809	which is when sales reps kind of take a step back and they're like,	也就是当销售代表 有点退一步 他们喜欢,
810	well, I mean, I don't know if you need this right now,	嗯,我的意思是,我不知道 如果你需要这个现在,
811	like tell me about what you're going through	说说你经历了什么
812	and we can kind of figure it out together.	我们可以一起想办法
813	Where do you think confidence comes from?	你认为信心来自何处?
814	You're so confident.	你这么自信
815	You talk about this idea of being able to turn it on,	你谈论这个想法 能够打开它,
816	just switch on.	开机
817	How do people access that?	人如何获得它?
818	Because I think so many people today feel like a smaller version of themselves.	因为我认为今天有这么多人 觉得自己是一个小版本。
819	We shrink, we get shy, we get scared.	我们收缩、害羞、害怕
820	Like you said, just before you're about to say the amount,	就像你说的,就在你说出数额之前,
821	you kind of hesitate because you're scared about it.	你有点犹豫 因为你害怕它。
822	And it's not, you do believe in the product.	而不是,你相信产品。
823	You do care about what you're doing,	你关心你在做什么,
824	but you also kind of care about the other person.	但你也关心另一个人
825	Where does that confidence come from?	这种信心来自何处?
826	Everybody thinks that you have confidence and then you do big things.	每个人都认为你有自信 然后做大事
827	When it's flip-flopped, you do big things.	当它浮起来的时候,你做大事。
828	You put yourself out there, you're scared.	你把自己放出来,你害怕。
829	And then you build confidence.	然后你建立信心。
830	Like I know I look like this girl that's super confident,	就像我知道,我看起来像一个女孩 那超级自信,
831	all these things, whatever.	所有这些东西,随便。
832	But when I first started, that was literally so opposite from the case.	但当我刚开始的时候, 这和案子完全相反。
833	Like I had so much anxiety, I could not talk to people.	就像我有这么多的焦虑, 我不能与人说话。
834	Or someone would ask me, you know, how's your day going?	或者有人问我,你知道,你今天过得怎么样?
835	And I would stutter and think about it for the next like five to seven business days.	接下来的5到7个工作日 我会口吃 考虑一下
836	Like I literally hated it.	就像我讨厌那样
837	I was just insecure and I didn't do enough big things	我只是没有安全感,没有做足够的大事
838	in order to have something to be confident about.	为了有自信的东西。
839	So someone told me, you know, sales will make you confident.	所以有人告诉我,你知道, 销售会让你有信心。
840	I got into sales.	我进入了销售。
841	I got literally doors slammed in my face.	我的脸被门撞了
842	Cops called on me, the neighborhood watch, like name it.	警察打电话给我,邻居的表,喜欢它的名字。
843	But going through experiences like that and going through what I call the suck	但经历这样的经历 经历我所说的烂事
844	and coming out on the other side, you know, with monetary things to show,	在另一边,你知道, 货币的东西显示,
845	but also confidence, that kind of data points,	还有自信 那种数据点
846	those kinds of data points that you have where you can say,	那种数据点 你可以说,
847	I deserve to be confident because I did this, this, and this.	我应该得到自信 因为我做了这个,这个,这个。
848	I deserve to be confident because I got told no 10 times in a row,	我值得有信心,因为我被告知 10次连续,
849	and the 11th said yes.	11号答应了
850	Now I'm more confident that every other person I talk to,	现在,我更有信心 每一个我说话的人,
851	if they say no, that's fine, I'm going to go get somebody else to say yes.	如果他们拒绝,那没关系,我要去 让别人说是。
852	Yeah, it's doing hard things.	是啊,这是很难的事情。
853	For sure.	当然
854	Yeah, absolutely.	当然
855	I couldn't agree more.	我完全同意这一点。
856	Everyone always thinks you somehow feel confident in your mind	大家都觉得你心里有自信
857	and then you take action and it's completely the opposite way around.	然后采取行动,结果完全相反。
858	You're spot on, it's take action, do uncomfortable things, do hard things,	你在现场,它采取行动, 做不舒服的事情,做艰难的事情,
859	do big things, do scary things,	做大事,做可怕的事情,
860	and then all of a sudden confidence comes to you.	然后突然间你开始自信了
861	Because you have evidence, you have proof.	因为你有证据,你有证据。
862	Exactly, yeah.	没错
863	You have a list of things.	你有一份清单
864	They're like, hey, I did all these things.	他们喜欢,嘿, 我做了所有这些事情。
865	And it's not the external achievement,	这不是外部的成就,
866	it's the fact that you put yourself in that position,	这是事实,你把自己 在那个位置,
867	whether it was getting rejected 10 times, moving out your house,	是否被拒绝十次,搬出你的房子,
868	going out there and taking on a job you never did,	出去做你从没做过的工作
869	being out of your comfort zone, like all of that builds confidence.	离开你的舒适地带, 就像所有这些建立信心。
870	But you know when someone's sitting there and going like,	但你知道当有人坐在那里 和去喜欢,
871	Shelby, I want to be better at sales, I get you,	谢尔比,我想更好的销售,我明白了,
872	but I just don't know how to start.	但我只是不知道如何开始。
873	What would you say to that person who says, I don't know how to start?	你会怎么对那个说 我不知道怎么开始的人说?
874	I would say you don't have to.	我会说,你不必。
875	You don't have to know how to start.	你不必知道如何开始。
876	You just have to do it.	你只需要做到这一点。
877	And by do it, I mean you need to learn everything that you possibly can.	通过它,我的意思是,你需要 学习一切你可能可以。
878	And again, good for you.	再来一次 对你有好处
879	It's all on social media, it's right on your phone.	社交媒体上都有,手机上也有
880	But the number two is start and know that you're going to suck.	但二号开始 并知道你会吸。
881	Like half of confidence is knowing that it's going to suck in the beginning.	像一半的信心是知道 它会吸在开始。
882	And you need to know that you are going to get rejected.	你需要知道 你会被拒绝。
883	You're going to mess up.	你会搞砸的
884	But plot twist is if you do that enough time and if you get enough reps in,	但情节的曲折是如果你这样做 足够的时间 如果你得到足够的代表,
885	that's how you build true confidence.	这就是你如何建立真正的信心。
886	So it's not the whole fake it till you make it, but I mean kind of.	所以,它不是 整个假的,直到你做到这一点, 但我的意思是那种。
887	It's like you have to believe you are the best.	这就像你必须相信你是最好的。
888	And then with enough data, like you kind of just said,	然后有了足够的数据, 就像你刚才说的,
889	you can truly, truly know that you are the best	你能够真正,真正知道你是最好的
890	when you can look back at your experience.	当你可以回顾你的经验。
891	We found some questions on social media that we think would be good.	我们在社交媒体上发现了一些我们认为是好的问题.
892	So I want to hear your take on this.	所以我想听听你的看法
893	What's something people struggling with money think is smart,	与金钱斗争的人认为什么是聪明的,
894	but actually keeps them broke?	但实际上让他们破产了?
895	Spending money on networking events.	用于网络活动的资金。
896	Talk to me about that.	跟我谈谈
897	I should be pro-networking, right?	我应该支持网络,对不对?
898	No, so I have a very kind of controversial but specific take on networking.	不,所以我有一个非常有争议 但具体的网络。
899	So I think, you know, majority of people that show up to random networking events,	所以,我想,你知道,大多数人 出现随机联网事件,
900	I'm talking the ones that are just random cocktail hours,	我说的是那些只是 随机鸡尾酒时间,
901	random people in your city.	随机的人在你的城市。
902	A lot of the people that show up to those networking events	很多人来参加那些网络活动
903	are looking for people external to cling onto because they don't have anything to offer.	正在寻找外部的人 坚持,因为他们没有 任何东西可以提供。
904	So I want you instead of to focus all of your energy on networking	所以我希望你不要把精力都集中在网络上
905	because I used to be the same.	因为我以前也是
906	What rooms can I get into?	我能进什么房间?
907	Who can help me with this?	谁能帮我?
908	Like look into yourself first, build up your skillset first,	比如先看看你自己 先建立你的技能课
909	figure out a way to provide real value to other people	想办法给别人带来真正的价值
910	and become someone that other people want to network with.	成为别人想联络的人
911	Like I was always the girl dying to be in group chats with people like you	就像我总是那个渴望和你这种人 一起聊天的女孩
912	or people like my business partners or people like,	或人喜欢我的生意伙伴或人喜欢,
913	you know, that I am currently in group chats with right now.	我现在在和大家聊天
914	I was dying to be in those.	我很想加入他们
915	But you need to figure out a way to be someone	但你得想办法成为一个人
916	that other people are dying to be in a group chat with.	其他人都想和他们一起聊天
917	So instead of focusing too much on putting your energy out into	所以不要太专注于把精力投入到
918	how do I figure out these other people, put that energy into yourself.	我怎么才能找出这些人 把精力注入你自己
919	And when you truly have, you know, something going for you	当你真的有,你知道, 一些东西给你
920	or you truly solve people's problems, the right people will reach out to you	或者你真正解决人们的问题 正确的人会联系你
921	because people that are worth networking for	因为那些值得联网的人
922	don't spend every day at different cocktail hours	不要每天花在不同鸡尾酒时间
923	just trying to help people for fun.	只是想帮别人找乐子
924	It's just not reality.	这不是现实
925	But that's different from specified networking,	但这和指定的网络不同
926	which is if you have a purpose of going to it,	如果你有这个目的的话,
927	you know, if you're a real estate professional	你知道,如果你是一个房地产专业
928	and you're going to a real estate event, amazing.	你要去参加一个房地产活动,太棒了。
929	If you are a closer and you're going to a closer event, amazing.	如果你更接近,你会更接近一个事件,惊人。
930	A life coach, going to a life coach event, amazing.	一个生活教练,去一个生活教练活动,惊人。
931	But I think the general networking cocktail hours	但我觉得一般的网络鸡尾酒时间
932	are just a waste of time, money, and energy	只是浪费时间、金钱和精力
933	that you should be putting into yourself.	你应该把 自己。
934	Yeah, I love the idea that your reputation precedes you	对,我喜欢你的名声在你面前
935	in the sense of, and I think people often get confused	意思是,我觉得人们常常感到困惑
936	that you have to have some big brand for that.	你必须有一个大牌子
937	My friend started his content creator journey more recently.	我的朋友最近开始了创作内容的旅程。
938	He has like 6,000 followers.	他有六千个追随者
939	But the video content he's creating is so high quality	但是他制作的视频内容如此高品质
940	that people are introducing him to people	人们正在把他介绍给别人
941	because his level of research, his communication skills.	因为他的研究水平,他的交流能力。
942	It's only a matter of time before he gets to 100,000 followers	只有时间,他才有十万个追随者
943	and a million and whatever else it may be.	和一百万,无论它可能是什么。
944	But right now, I think people often think,	但是现在,我想人们常常认为,
945	oh yeah, but Shelby, I've got to have like a million followers	哦,是的,但谢尔比,我必须有 像一百万追随者
946	for someone to notice me.	让别人注意到我
947	It's like, no, you could have 5,000 followers, 6,000, maybe 10,000.	这就像,不,你可以有5000 追随者,6000,也许10,000。
948	But because of the content you're creating	但因为你创造的内容
949	and the way you're communicating,	和你沟通的方式,
950	people will look at you and be like,	人们会看着你 像,
951	oh, you're the stylist that comes front of mind.	哦,你是造型师 最前方的头脑。
952	You're the coach that comes front of mind.	你是最先想到的教练
953	You're the car salesperson who comes front of mind.	你是汽车推销员 谁来到前脑。
954	Like, you don't have to have millions of followers	喜欢,你不必有数百万的追随者
955	for someone to notice you.	让别人注意你
956	And I think that's a really important part as well.	我认为这也是一个非常重要的部分。
957	And I think a big thing too,	我也觉得有件大事
958	you need to be what we call the pattern interrupt.	你需要成为我们所谓的模式中断。
959	So in sales, a pattern interrupt means someone that breaks the pattern	所以在销售中,模式中断意味着有人打破了模式
960	because 99% of salespeople sound the same.	因为99%的推销员 听起来都一样
961	They sound like robots.	他们听起来像机器人。
962	So if you want a different result than every other salesperson	所以,如果你想要一个不同的结果 比其他推销员
963	that gets denied, you need to do something different.	被否定, 你需要做一些不同的事情。
964	So, AKA, break the pattern of the cringy sales rep pitches that people hear.	因此,AKA,打破了人们所听到的销售代表投注的模式。
965	But in life, you need to break the pattern.	但在生活中,你需要打破模式。
966	You need to be different and do different things	你必须要有不同 做不同的事情
967	than everybody else in order to stand out.	而不是其他人 为了突出。
968	Like your friend who made, you know, the most high quality videos,	就像你朋友做的,你知道,最高质量的视频,
969	he was probably a lot different than everybody else	他可能和其他人不一样
970	who's just putting mass amount of videos out there	谁只是放 大量视频在那里
971	to where somebody recognized that.	到有人认出来的地方
972	Absolutely, yeah.	当然,是的。
973	He's really thought about it.	他已经考虑过了
974	It's very specific.	其文甚详.
975	And so people in that specific niche are paying attention to him,	所以在这个特殊位置上的人会注意他
976	even though he's not got...	虽然他没有...
977	Because he's an expert.	因为他是专家
978	Exactly, exactly.	没错,没错。
979	He's actually good at what he's talking about.	他实际上擅长他所说的.
980	That's absolutely it.	没错
981	Okay, what's the biggest...	好吧,这是最大的...
982	This is another one.	这是另一个。
983	Okay.	摆
984	What's the biggest mindset difference	什么是最大的心态差异
985	between someone making $50,000 and someone making $500,000?	5万块和50万块?
986	A year or a month?	一年还是一个月?
987	That's a Shelby question right there.	这是谢尔比的问题
988	Let's start with a year.	先从一年.
989	I would say exactly that.	我会这么说的
990	I would say the $50,000 a month person	一个月五万块
991	thinks that they're on top of the world	以为他们在世界之巅
992	and that, you know, that's all there is to life.	生命就是这样
993	And I think the $500,000 a month person	我觉得一个月五十万
994	knows you're uncapped.	知道你没被抓
995	There is no cap on what you can do in this world, none.	在这个世界上,你所能做的事没有上限,也没有。
996	And I think that's the biggest thing that sales teaches you	我认为这是最大的 销售教你
997	is you eat what you kill.	是吃你杀死的东西。
998	There's no floor, right?	没有地板,对不对?
999	But that's also so freeing because there's no ceiling.	但这也是因为没有天花板
1000	Genuinely, if you want to make more money,	说真的 如果你想赚更多的钱
1001	you just talk to more people and close more deals.	你只是跟更多的人说话 和更多的交易。
1002	That should excite you.	这应该会让你兴奋
1003	That should be like, oh my gosh,	这应该像, 哦,我的天哪,
1004	there's all of this money to make in the world.	世上有这么多钱要赚
1005	And there's proof of so many people making so much money.	有证据表明,这么多人赚了这么多钱。
1006	Why not me?	为什么不是我?
1007	That was my biggest thing.	这是我最大的事情。
1008	I always heard of these people on social media	我经常在社交媒体上听到这些人
1009	making so much money.	赚这么多钱。
1010	And I'm like, you?	而我喜欢,你呢?
1011	You make that amount of money?	你赚这么多钱?
1012	If you can do it, I can do it.	如果你能做到这一点,我可以做到这一点。
1013	And I think that blind level of optimism	我觉得那种盲目的乐观
1014	is what somebody making $500,000 a year or a month has	每年或一个月赚50万美元的人
1015	because they stepped outside of the scope	因为他们超越了范围
1016	and the realm of reality.	和现实的范畴。
1017	And they truly just said,	他们真的说,
1018	I'm not playing by everybody else's rules.	我不是在玩别人的规则。
1019	I'm doing my own thing or I'm doing my own thing on the side	我在做我自己的事 或者在一边做我自己的事
1020	or I'm going to pull myself out of this	要不然我就从中脱身
1021	because I know that I can do it.	因为我知道我可以做到这一点。
1022	So for example, if you're talking in years perspective,	比如说,如果你从几年的角度来说,
1023	I think the $50,000 a year type of person	我觉得每年五万元的人
1024	just sees money as a side thing.	只是把钱看作副作用
1025	Or they see, you know, they are not the business.	或者他们看到,你知道, 他们不是生意。
1026	They are working for someone	他们为某人工作
1027	versus the $500,000 a year person.	对年薪50万的人。
1028	They know that they are the business.	他们知道他们是生意。
1029	And they know that whatever they do in this life,	他们知道,无论他们在今世做什么,
1030	it will turn to gold because they are good.	它将变成黄金,因为他们是好的。
1031	So that's why you need high income skills	所以你需要高收入技能
1032	in order to be that person	为了成为那个人
1033	that you can step into anything and produce.	让你可以步入任何事物 并生产。
1034	Yeah.	对
1035	And I think the truth is that high income skill	我认为事实是高收入技能
1036	matters even when you're an employee.	即使你是个员工 也很重要
1037	Because if you have a high income skill,	因为如果你有高收入技能
1038	that person never wants to lose you.	那个人从不想失去你
1039	And therefore, they're going to keep investing in you	因此,他们会继续投资你
1040	and keep giving you promotions and raises	并不断给你升职和升职
1041	because they know they can't live without you.	因为他们知道没有你他们活不下去
1042	100%.	百分百的 百分百的 百分百的
1043	So even if you're not an entrepreneur,	所以即使你不是企业家
1044	if you're part of someone's team	如果你是某个人的一部分
1045	and you have a high income skill	并拥有高收入技能
1046	and you add lots of value to that place,	你为那地方增添了很多价值
1047	people are never ever going to take a risk.	人们永远不会冒险
1048	I mean, you're an employer, I'm an employer.	我的意思是,你是一个雇主,我是一个雇主。
1049	It's like, I don't want to lose my best people.	这就像,我不想失去我最好的人。
1050	Like, I would never take that risk.	喜欢,我永远不会冒险。
1051	Replacing people sucks.	换人真烂
1052	It's so hard.	难曰.
1053	Yeah, when you find someone who's really amazing	是啊,当你找到 一个真正令人惊叹的人
1054	at what they do.	在他们做什么。
1055	You want to pour into them.	你想倒在他们身上。
1056	Exactly.	没错
1057	Yeah, you want to invest in them.	是啊,你想投资他们。
1058	You want them to grow with you.	你想让他们跟你一起长大
1059	You're excited about it just as you are in love,	你对此很兴奋 就像你恋爱一样
1060	in one sense, where it's like,	从某种意义上来说,它就像,
1061	yeah, I want to see what we could achieve together.	是啊 我想看看我们能一起实现什么
1062	Exactly.	没错
1063	But I think that goes back to, like,	但我认为这回,喜欢,
1064	the person who's making $50,000 a year	年薪五万块的人
1065	and is completely fine with that.	完全没问题
1066	They just see it as a job	他们只是把它看作是工作
1067	and they won't go above and beyond.	而且他们不会越走越远
1068	Versus the person that maybe their paycheck	以他们的薪水为代价
1069	doesn't reflect $500,000 a year,	不反映每年50万美元,
1070	but they believe that they are in a $500,000 a year opportunity	但他们相信他们每年有50万美元的机会
1071	if they act like it.	如果他们表现得像
1072	And so when you go above and beyond,	所以当你超越了,
1073	people notice that.	人们注意到这一点。
1074	So every single ounce of hard work	所以每一盎司的辛勤工作
1075	that you put into yourself right now,	你让自己现在,
1076	maybe it might not benefit you now,	也许现在对你没好处
1077	but it will benefit you.	但它会有利于你。
1078	Dividends in the future.	将来的红利.
1079	Totally.	当然
1080	It's just you have to put it in,	只是你必须把它放进去,
1081	in order to get it out.	为了把它弄出来
1082	Absolutely.	当然
1083	Great answers.	答案不错
1084	All right.	好吧,我们走。
1085	If someone wants to go from making $100,000 to $300,000	如果有人想从10万到30万
1086	in one year, what's the-	在一年之内, 什么是...
1087	Specify the year?	具体年份?
1088	Yeah.	对
1089	What's the 30, 60, 90-day plan?	什么是30,60,90天的计划?
1090	From $100,000 to $300,000?	从10万到30万?
1091	Yeah, in one year.	是啊,在一年之内。
1092	Are they working for someone or working for themselves?	他们是为某人工作还是为自己工作?
1093	Let's do both examples.	举两例.
1094	So let's do someone who's working for someone	所以,让我们做一个人 谁为某人工作
1095	and then let's do someone who's working for themselves.	然后让我们做一个为自己工作的人。
1096	Someone who's working for someone.	一个人谁为某人工作。
1097	So I would say that you need to job hop.	所以我说,你需要工作跳。
1098	You're never going to have, you know,	你永远不会有,你知道,
1099	a $200,000 raise in two, in three years.	a 2年加薪20万美元,3年加薪。
1100	Like it's just not going to happen.	就像它只是不会发生。
1101	So the way that you would do it	所以,你这样做的方式
1102	is you would go to different employers	你会去不同的雇主
1103	and you would kind of like pin them between each other.	然后你们就喜欢把它们夹在一起
1104	So the company that you're working for now	所以现在你工作的公司
1105	versus another one, right?	对另一个,对不对?
1106	You go out to their competitor	你去找他们的竞争者
1107	or somebody in a different niche	或处于不同地位的人
1108	and you show them the value that you provided	你向他们展示你提供的价值
1109	for the other company	对另一家公司而言
1110	because you have data points behind it.	因为你背后有数据点
1111	For example, I helped X company grow to X revenue	例如,我帮助X公司成长为X收入
1112	in X amount of time.	X 时间。
1113	Given these tools,	鉴于这些工具,
1114	but I feel like I can go even farther	但我觉得我可以走得更远
1115	given these right tools.	给了这些正确的工具。
1116	Lend me the ability in order to do it.	借我能力以办.
1117	I would job hop if you are in a company.	如果你在公司,我会工作跳。
1118	I think that's very sound advice actually.	我觉得这是非常正确的建议。
1119	For sure, yeah.	当然
1120	But if you are on your own,	但如果你一个人
1121	if you want to go from a hundred to 300,	如果你想从100到300,
1122	the very first thing is mindset	第一件事就是思维
1123	because $300,000 a year,	因为每年30万美元,
1124	that's a completely different mindset	那是完全不同的心态
1125	than somebody making just a hundred.	比别人赚一百块还多
1126	So you need to, I would say be the best	所以,你需要,我会说是最好的
1127	and get paid to be the best.	并获得报酬成为最好的。
1128	That's how you're going to do it.	师便打.
1129	But also look at scaling yourself.	也看看你自己的尺寸。
1130	If you have your own business, you know,	如果你有自己的业务,你知道,
1131	create many means of you or hire employees,	你们应当创造许多办法,或雇用许多工作人员,
1132	which is hard, you know, going from a hundred to 300,	这很难,你知道, 从100到300,
1133	trusting other people to do the quality work	相信别人做高质量的工作
1134	that you do.	你这样做。
1135	But you need to hire superstars,	但你需要雇用超级明星,
1136	pay them very well.	付他们很多钱
1137	And the time that you get back	你回来的时候
1138	from hiring other people and duplicating them,	以物配主,
1139	work on growing your business,	做你的生意,
1140	growing different avenues of it.	发展出不同的途径
1141	And then I would also say	然后我也会说
1142	content plays into both of them.	内容在他们两个身上。
1143	I think content can amplify anything you do.	我认为内容可以扩大你所做的一切。
1144	If you work in a job,	如果你工作的话,
1145	you can make content around that	你可以满足 周围
1146	to where other companies want to hire you	去其他公司想雇用你的地方
1147	because you now have value as distribution	因为您现在具有分配值
1148	because of your content,	因为你的内容,
1149	because you're selling yourself through your content.	因为你通过你的内容出卖自己。
1150	And if you own your own business,	如果你有自己的业务,
1151	I don't have to explain that.	我不必解释
1152	Content will help no matter	内容无论怎样都会有所帮助
1153	what you are pushing in your content.	你在推动你的内容。
1154	Yeah, I think that's really sound advice	是啊,我觉得这是真的 听起来不错的建议
1155	for both of them.	为了他们俩
1156	I think you're spot on that	我认为你在那个位置上
1157	you're not going to suddenly catapult	你不会突然中弹的
1158	inside of an organization that much.	在一个组织内部如此之多。
1159	And if you are running your own thing,	如果你正在运行自己的东西,
1160	it's what you said earlier as well.	你刚才也是这么说的
1161	Sometimes you have to triple your output.	有时你必须把输出增加三倍。
1162	Like you will have to find ways to,	就像你必须想办法
1163	if you're trying to go from 100 to 300K,	如果你想从100到30万
1164	that means you've got to look at	也就是说你得看看
1165	how many people you've sold to,	你卖给了多少人?
1166	how many customers or clients you have.	你有多少客户或客户。
1167	You're going to have to find a way	你得想办法
1168	of tripling your failure rate	失败率的三倍
1169	because that's going to get you	因为这会让你
1170	that same success rate.	同样的成功率。
1171	That could mean more people.	这可能意味着更多的人。
1172	It could mean more hours yourself as well.	这可能意味着更多的时间 你自己。
1173	Right.	对
1174	So like a good example is like	所以像一个好例子一样
1175	you don't have to start a business	你不必创业
1176	in order to be on your own	为了独自一人
1177	and do $300,000 a year.	并且每年做30万美元。
1178	There are so many side hustle type jobs	有这么多的边 皮夹类型的工作
1179	that you can do without taking a risk,	你不必冒险
1180	you know, starting your own business,	你知道,开始你自己的生意,
1181	pouring a ton of money into it,	投入一吨钱,
1182	and also without posting content.	也不发布内容。
1183	What other examples of jobs are there in sales	销售中有哪些其他工作例子
1184	that you think are giving people opportunity	你认为是给人机会
1185	to really take their finances into their control?	真正控制自己的财务?
1186	So door-to-door sales is where I started out.	所以门到门的销售是我开始的地方。
1187	And it's amazing.	亦复不可思议.
1188	You will walk out with the best sales skill set	你会带着最好的销售技能走出去
1189	because you're in person.	因为你是亲自来的
1190	You're getting rejected to your face.	你的脸被拒了
1191	It is more gritty.	更惨了
1192	It is more rejection based	更会拒绝
1193	because you are the first person they see	因为你是他们看见的第一个人
1194	and you're also closing the deal.	你也要结束交易
1195	You have to be outside	你必须在外面
1196	and, you know, 100 degree heat every single day.	而且,你知道,100度热每一天。
1197	It's, you know, not the best for lifestyle wise.	这是,你知道,不是最好的 生活方式明智。
1198	But if you're young, like a college person,	但是如果你年轻, 像一个大学生,
1199	I would definitely think about door-to-door sales.	我肯定会考虑门到门的销售。
1200	There's also insurance sales.	也有保险销售.
1201	I would say that's good if you want to recruit.	如果你想招兵买马,我会说很好
1202	They make a lot of their money	他们赚了很多钱
1203	from recruiting other people to do it.	从招募其他人来做。
1204	There's also med sales, tech sales,	还有药品销售 技术销售
1205	marketing agencies have sales teams.	营销机构有销售团队.
1206	There's software sales.	有软件销售.
1207	There's a bunch of different sales industries.	有很多不同的销售行业.
1208	So I would just urge people to think	所以我要敦促人们思考
1209	about like what their lifestyle is	就像他们的生活方式
1210	and what would be best according to your lifestyle.	和什么是最好的 根据你的生活方式。
1211	So there's, you know, the gritty in-person,	所以有,你知道, 灰熊当面,
1212	you know, grind sales like door-to-door and insurance.	你知道,打磨销售 像门到门和保险。
1213	But then there's also the more corporate,	但还有更多的公司,
1214	which is like office job type sales	这就像办公室的工作类型销售
1215	where you work for a larger company,	在那里你为一个更大的公司工作,
1216	you have quotas, you have minimums, all these things.	你有配额, 你有最低限额, 所有这些事情。
1217	But then there's freelance sales,	但还有自由销售
1218	which is like setting and closing.	这就像设置和关闭。
1219	And this is where you are your own closing business.	这就是你自己的关闭业务。
1220	And you can talk to someone for 30 minutes	你可以和别人谈30分钟
1221	and they want to buy, you get a commission off of it.	他们想买,你得到一个佣金。
1222	If people can make this much money in sales,	如果人们能在销售中赚到这么多钱
1223	why isn't everyone doing it?	为什么不是每个人都这样做?
1224	One, because it's a limiting belief	一,因为它是一个有限的信仰
1225	that you have to do the right thing in life	在生活中必须做正确的事情
1226	in order to have success.	为了成功
1227	Like people brainwash you from a young age	就像人们从小给你洗脑
1228	that you need to go to school for 16 years,	你需要上学16年,
1229	you know, go to college, get, you know,	你知道,去大学,得到,你知道,
1230	a general education degree.	a 普通教育学位。
1231	Then you get into the workforce,	然后,你进入劳动力,
1232	which is a general job	这是一般工作
1233	because you have general education.	因为你有普通教育。
1234	And then you're working a job	然后你在做一个工作
1235	because you have debt to pay off,	因为你还有债务要还
1236	let alone being, you know,	更别说是,你知道,
1237	maybe you don't even get to get a job	可能你连工作都没有
1238	or you might be replaced by AI soon.	或者你可能会很快被AI取代.
1239	So a lot of people think that that's like the normal path,	所以很多人认为这就像正常的道路,
1240	but I think people are kind of starting to get more keen	但我认为人们开始变得更敏锐
1241	to the idea of doing other things.	做别的事情
1242	But then I would also say it's mindset.	但我也会说这是心态。
1243	Sales has taught me that 80% of people's mindsets just suck.	销售告诉我,80%的人的思维方式很烂。
1244	They're very self-limiting.	他们非常自我限制。
1245	Like a lot of people won't even put themselves	像很多人甚至不会把自己
1246	in the position to do something on their own	能够独立行动
1247	because they're afraid	因为他们害怕
1248	that they're not going to be able to do it.	他们不会做到这一点。
1249	And so that mindset itself is proof	所以这种心态本身就是证明
1250	that you won't be able to do it.	你将无法做到这一点。
1251	So that's when I say you have to change the mindset first	所以我说,你得先改变心态
1252	before you actually do it.	在你真正做到这一点之前。
1253	And then also rejection.	然后也拒绝。
1254	People aren't, you know,	人们不是,你知道,
1255	used to getting told no nowadays.	常被人说现在不行
1256	It's very, you know, instant gratification.	它非常,你知道,即时满足。
1257	If you want to look something up,	如果你想查点什么
1258	you can have it on your phone right then.	你可以用你的电话了。
1259	If you want to order something,	如果你想点什么
1260	it's at your door in two days.	两天后就在你家门口了
1261	Sales is a game that you play over a long period of time.	销售(英語:Selly)是您长期玩的游戏.
1262	Because in the very beginning,	因为一开始
1263	you're putting so much hard work into it,	你为此付出了很大努力
1264	but you're still building the skill set.	但你仍然在创造技能
1265	So you might not see it reflected in your paychecks	所以,你可能看不到 它反映在你的薪水
1266	for a couple of days, maybe, you know, a week or two.	几天,也许,你知道, 一两周。
1267	But at some point,	但是,在某些时候,
1268	all of the work that you did in the beginning	你一开始所做的一切
1269	will compound results for you over time,	使你长期得益,
1270	but you have to go through that period of the suck.	但你必须经历那个时期
1271	Yeah.	对
1272	What are the mindsets you're seeing	你所看到的心态是什么?
1273	that are holding women back, especially?	特别是女人被挡住了?
1274	They don't believe that they deserve	他们不相信自己配得上
1275	to do something different.	来做一些不同的事情。
1276	And that can get deep.	这可以深入。
1277	And no one will come out and say,	没有人会出来说,
1278	you know, I don't believe that I can do this.	我不相信我能做到这一点。
1279	But it's on a more subconscious level	但它在更潜意识的层面
1280	where people do not believe	人们不相信的地方
1281	that they could achieve something.	他们可以有所成就
1282	Maybe it's because of what their friends tell them	也许是因为他们的朋友告诉他们
1283	or what their boyfriend tells them.	或者他们的男朋友告诉他们什么。
1284	Or, you know, maybe you got fired	或者,你知道,也许你被解雇了
1285	from your last couple of jobs.	从你最后的工作。
1286	Like you can focus on negative data points	就像你可以专注于负数据点
1287	in order to pull a negative story.	为了拉一个负面的故事。
1288	But what you need to do	但你必须做
1289	is you need to pull the positive data points,	您需要拉正数据点,
1290	even if there's only a few,	即使只有几个
1291	but focus on the positive data points of your life	但专注于你生活中的正数据点
1292	that pushes a positive story of,	推动一个积极的故事,
1293	no, no, I do deserve this.	不 不 我活该
1294	And I deserve this because of all of the data points	我罪有应得 因为所有的数据点
1295	that I can look back at.	我可以回头看。
1296	So everything that happens to you in your life,	所以在你生命中发生的一切
1297	if you're wanting more like tangible advice from this,	如果你想要更多 像具体的建议 从这一点,
1298	everything that happens in your life,	你生命中发生的一切
1299	not just in sales, just life,	不只是在销售, 只是生活,
1300	you can pull a negative story from it	你可以从中提取一个负面的故事
1301	or you can pull a positive story from it.	或者你可以从中提取一个正面的故事。
1302	Focus on the positive data points	注重正数据点
1303	in order to believe a positive story.	为了相信一个积极的故事。
1304	Yeah, yeah.	对 对
1305	I always say everyone can tell two stories of their life.	我总是说每个人都可以讲两个关于自己生活的故事.
1306	They could be like, I got all these opportunities.	他们可能喜欢, 我得到了所有这些机会。
1307	My life changed.	我的生活改变了。
1308	I'm at the love of my life.	我对一生的爱。
1309	Like, look at where it is now.	喜欢,看看它现在在哪里。
1310	Or at the same time, and it's equally true,	或同时,而同样真实,
1311	you could say this person screwed me over,	你可以说这个人害了我,
1312	this person tried to sue me,	这个人试图起诉我,
1313	this person, whatever it may be.	这个人,无论它是什么。
1314	And both are true, both happen.	两者都是真的,两者都会发生
1315	Oh, for sure.	当然
1316	But it's like, which one am I going to focus on?	但是,这就像,哪一个 我要专注于?
1317	And even some of the most, you know,	即使是一些最,你知道的,
1318	horrific things that have happened in my life	我生命中发生的可怕事
1319	are very scary.	很吓人
1320	I always think to myself right then and there,	我总是想着自己现在和那里,
1321	this is going to be a great story to tell my kids one day.	这将会是一个伟大的故事 告诉我的孩子有一天。
1322	Or this is going to be something great	否则这将会是一件大事
1323	that I'm going to be able to talk about on a podcast	我会在播客上谈论
1324	or on stage, you know?	或者在舞台上,你知道吗?
1325	So everything that you go through,	你经历的一切
1326	you have to believe that it is not happening to you,	你必须相信 这不会发生在你身上,
1327	it's happening for you.	这是发生在你身上。
1328	And maybe it's a negative in the moment,	也许现在是负面的
1329	but it could be a positive in the future.	但它可能是一个积极的将来。
1330	And this is not, you know, something big,	这可不是什么大事
1331	like getting sued or getting broken up with.	就像被起诉或分手
1332	It could be you're driving on the freeway	可能是你在高速公路上开车
1333	and you miss your exit.	你错过了你的出口。
1334	Yeah.	对
1335	You know, it's, oh, I miss my exit.	你知道,这是,哦,我想念我的退出。
1336	I'm so stupid.	我太蠢了,我太蠢了,我太蠢了,我太蠢了
1337	I'm going to be late.	我要迟到了。
1338	People are going to hate me.	人们会恨我的
1339	I always do this.	我总是这样
1340	No, it's, hey, I miss my exit.	不,这是,嘿,我想念我的出口。
1341	Thank God, because maybe I would have gotten into a car crash	谢天谢地,因为也许我会撞车
1342	or gotten pulled over.	或被拉过来。
1343	But because I missed that exit,	但我错过了出口
1344	now I'm just going to add on two more minutes to my time.	现在我要多加两分钟时间
1345	I'd rather take two minutes of redirection	我宁可改头换面
1346	than, you know, what could have happened.	比,你知道, 会发生什么。
1347	Yeah, absolutely.	当然
1348	Shelby, we wanted to put your cell skills	谢尔比,我们想把你的手机技术
1349	to the test in the room.	测试室。
1350	Okay.	摆
1351	So I'm going to ask you to sell a few things to me.	所以我要请你卖几件东西给我
1352	Okay.	摆
1353	And I'm also doing research for myself.	我也在为自己做研究。
1354	So the first thing I'm going to ask you to sell to me	所以,第一件事,我要请你卖给我
1355	is mine and my wife's tea.	是我的,还有我妻子的茶
1356	This is ours.	这是我们的。
1357	Okay.	摆
1358	You can grab the drink.	你可以拿饮料。
1359	And so I'd love for you to sell this to me	所以我希望你能把这个卖给我
1360	so that we can learn how to sell it better.	这样我们可以学会如何更好地出售它。
1361	Okay.	摆
1362	Try it for me.	尝为我说.
1363	Oh, yeah.	对
1364	Okay.	摆
1365	What do you think?	你觉得呢?
1366	It's very tasty.	味道不错
1367	Okay.	摆
1368	Why would you even want,	你为何要
1369	what is this, an energy drink?	这是什么,能量饮料?
1370	It's a calming drink.	以清凉饮之.
1371	It's a balancing drink.	这是平衡饮料。
1372	Okay.	摆
1373	And what does it do for you?	那对你有什么好处?
1374	It helps you de-stress your mind.	它帮助你解压你的思想。
1375	It helps you bring back your body into regulation.	它帮助你把身体带回监管。
1376	It helps calm you.	有助于你冷静下来。
1377	Okay.	摆
1378	When do you crack one of these open?	你什么时候打开的?
1379	When do you need that?	你什么时候需要这个?
1380	I probably open it midday,	我可能中午打开了
1381	like probably like my midday pick-me-up	就像我的午后接我一样
1382	or like around 3, 4 p.m. when you start here in that slum.	大约下午3时4分 当你从贫民窟开始的时候
1383	It's got enough caffeine,	它有足够的咖啡因,
1384	same caffeine in it as the amount of natural amount in tea.	里面的咖啡因和茶的自然量相同
1385	Okay.	摆
1386	Oh, wow.	哦,哇呜。
1387	So it's not energy.	故不为能量.
1388	It's not like 200 milligrams of caffeine.	与二百毫克咖啡因不同.
1389	It's only like 24, 25.	它只有24,25岁。
1390	I saw somewhere, you know,	我看见某处,你知道,
1391	tea reminds you of talking with your mom or something.	茶让你想起了跟你妈妈谈什么的
1392	Tell me more about that.	告诉我更多关于这一点。
1393	Yeah.	对
1394	So tea was when I used to get back from school,	所以我以前从学校回来的时候是茶
1395	my mom would sit me down	我妈妈会让我坐下
1396	and she'd pour me a cup of tea,	她会给我倒杯茶,
1397	but it would be like a hot cup of tea.	但它会像一个热茶。
1398	Okay.	摆
1399	And she'd ask me how my day was.	她会问我今天过得怎么样
1400	And so like every day that was our ritual.	就像我们每天的仪式一样
1401	She was super busy,	她当时很忙
1402	but that was a moment that we sat down together	但那一刻,我们坐在一起
1403	and had that moment together.	和那个时刻在一起。
1404	Okay.	摆
1405	So tomorrow comes around like 3, 4	所以,明天会像3,4
1406	when you have your little crash.	当你有你的小崩溃。
1407	If you don't have one of these, what are you doing?	如果你没有这个,你在做什么?
1408	What's the substitute?	替代品是什么?
1409	Well, it would be something unhealthy.	嗯,这将是不健康的东西。
1410	Like this is only five, this is only, what is it?	碞钩硂琌5硂琌或
1411	It's five calories and zero grams of sugar.	是五卡路里和零克糖
1412	Right.	对
1413	I would usually have reached for something sugary	我通常会得到一些甜美的东西
1414	and put sugar into my body.	把糖放进我的身体
1415	Lots of caffeine.	许多咖啡因。
1416	I try and stay off of refined sugar.	我尽量远离精制糖。
1417	So yeah, caffeine and heavy sugars.	对,咖啡因和重糖
1418	And when you do that, what's the result?	当你这样做,结果是什么?
1419	Less energy, less motivation.	能量少,动力少.
1420	Like, you know, it's like,	就像,你知道,这就像,
1421	you feel like you've been in the gym all week,	感觉好像你整个星期都在健身房里
1422	but what's the point?	但有什么意义?
1423	Right.	对
1424	Because you're just like putting rubbish into your body,	因为你就像把垃圾放进你的身体,
1425	maybe more sugar spikes and then low moods and down points.	也许更多的糖尖 然后低调和下降点。
1426	So what does that like mean for you though?	那对你意味着什么?
1427	If you're not able to show up with the energy	如果你不能带着能量出现
1428	or with, you know, knowing that what you're putting	或与,你知道, 知道你在说什么
1429	in your body isn't necessarily the best,	在你的身体 不一定是最好的,
1430	like what does the crash actually mean	就像坠机实际上意味着什么
1431	if you were to go through that tomorrow?	如果你明天要经历?
1432	I mean, in one sense, you could argue that	我的意思是,从某种意义上说,你可以争论
1433	it's like it is whatever it is,	这就像它是什么,
1434	but I think I really appreciate being alert all the time,	但我认为我真的很感激 时刻保持警惕,
1435	being focused and making sure that my snacks are not unhealthy.	专注和确保我的小吃不健康
1436	Right.	对
1437	You don't want to live a life	你不想过一辈子
1438	that just is whatever it is.	这正是它是什么。
1439	You want to live a life where you're at your best, right?	你想过自己最好的生活,对吧?
1440	Yeah, exactly.	没错
1441	That's kind of what I'm getting at is it's not about,	我得到的不是这个
1442	you know, this is an energy drink or, you know, an adaptogenic tea.	你知道,这是一个能量饮料 或者,你知道,一个适配茶。
1443	It's about the result that it can have for you on a day-to-day basis.	这是关于它可以为你得到的结果 日常。
1444	When someone like you, you need to be on, right?	像你这样的人 你需要加入 对吧?
1445	So my question to you is if you tomorrow	所以,我问你 如果你明天
1446	could show up your best self for podcasts,	可以表现出你最好的自我 播客,
1447	for your work, for your clients,	为了你的工作 为了你的客户
1448	what would that be worth to you to show up as the best version of yourself?	以你最好的身份出现有什么价值?
1449	Probably everything, right?	也许一切,对不对?
1450	Yeah, absolutely.	当然
1451	Okay.	摆
1452	Well, I'm not asking for everything.	好吧,我不是要求一切。
1453	I'm just asking for five bucks.	唯求五钱.
1454	There you go.	给你。
1455	That was really good.	这是非常好的。
1456	Thank you.	谢谢
1457	I love how personal it was.	我爱它是多么的个人。
1458	Yeah.	对
1459	So it's, and I'm glad that we did that	所以这是,我很高兴 我们这样做
1460	because I want a lot of people to understand selling something,	因为我想让很多人明白卖什么
1461	the wrong thing to do would have been, okay, awesome, Jay.	做错的事是,好,真棒,杰伊。
1462	So this is obviously the canned super pretty.	这显然是罐头超级漂亮。
1463	I'm reading that it has 150 milligrams of this.	我读到它有150毫克这个。
1464	It's manufactured here.	这是在这里制造的。
1465	It is the best quality drink that you could have right now.	这是最好的饮料 你现在可以得到。
1466	Buy it.	买.
1467	Yeah.	对
1468	I didn't know what I was walking into in this context.	我不知道我走进这个背景。
1469	I don't know anything about your day-to-day life.	我对你的日常生活一无所知
1470	I don't know anything about what you would substitute if you didn't do this.	我不知道如果你不这样做 你会用什么替代。
1471	And I didn't know.	而我却不知道.
1472	Obviously, this is going to give you energy,	显然,这会给你能量,
1473	but it's what that energy does for you,	但这种能量对你有帮助
1474	which in your case prevents crashes when you're trying to show up as your best self.	在你的情况中,它防止撞车 当你试图显示为最好的自己。
1475	So you really need to step back and gather context and ask questions.	所以,你真的需要退后一步 收集背景和提问。
1476	That's literally all sales is.	这就是所有的销售额。
1477	It's what I just did.	这是我刚刚做的。
1478	It's just asking questions about what somebody actually wants.	它只是问一个人到底想要什么
1479	And if it fits into it, and I knew exactly when it fit into it,	如果它能融入其中,而且我知道它何时能融入其中,
1480	because you said, you know, I would crash.	因为你说,你知道,我会崩溃。
1481	And I don't want to crash when I'm trying to run like a high-level lifestyle, right?	我不想像高层次的生活方式一样跑步,对吧?
1482	When I'm running a business, having family, right?	当我做生意,有家人,对不对?
1483	So that's what people buy is they don't buy what it is.	这就是人们买的东西, 他们不买它是什么。
1484	They buy the transformation.	他们买下了这个转变。
1485	So your job, a couple of different steps is one, be the pattern interrupt,	所以,你的工作, 几个不同的步骤是一, 作为模式中断,
1486	which is instead of getting straight to selling, just ask, have a conversation.	而不是直言不讳地去卖, 只是问,有一个谈话。
1487	And then it's figure out the leverage points,	然后找出杠杆点
1488	which I did that by asking you questions.	我这么做是为了问你问题
1489	Then it's provide value and provide a clear solution, which is this.	然后它提供价值 并提供一个明确的解决方案,这就是。
1490	And then it's also, you know, anchoring someone before you price drop.	在价格下跌之前,它还支撑着某人。
1491	So what did I ask?	我问了些什么?
1492	I said, what would that be worth to you?	我说,那对你有什么价值?
1493	It'd probably be worth everything, right?	这也许值得一切,对不对?
1494	To show up as your best self.	以身现身为最胜身.
1495	Well, I'm not asking for everything.	好吧,我不是要求一切。
1496	I'm just asking for five bucks.	唯求五钱.
1497	Yeah.	对
1498	And so it makes it a little bit more attainable.	所以它使它更容易实现。
1499	Yeah.	对
1500	Such a good demonstration.	这么好的示范
1501	Let's do that with something that I know less about.	让我们用我不太了解的东西来做到这一点。
1502	I want people to see that version.	我想让人们看到这个版本。
1503	Okay.	摆
1504	So like, maybe...	所以,也许...
1505	You got a pen?	你有笔吗?
1506	Oh, yeah.	对
1507	Here you go.	给你
1508	Okay.	摆
1509	Hopefully, someone's not chewed on that, not me.	希望有人没有被咬,不是我
1510	Is this the only pen you have around you?	这是你身边唯一的笔吗?
1511	Do you want a nicer one?	你想要一个更好的吗?
1512	Give me every pen that you have in this room.	把房间里的每支笔都给我
1513	Can I go find the nicer one?	我可以去找一个更好的吗?
1514	We did it with a product that I know a lot about.	我们用我非常了解的产品做了这个
1515	Right.	对
1516	And that obviously you want, right?	显然你想要的 对吧?
1517	Obviously you want this product, right?	显然你想要这个产品,对不对?
1518	So that's kind of an easy sell, right?	所以,这是一种容易的销售,对不对?
1519	No, no, no.	不,不,没有。
1520	But I think the way you...	但我觉得你...
1521	I still think what you did was brilliant.	我仍然认为你做的很出色
1522	I'm just saying it'd be good to...	我只是说,这将是很好的...
1523	Oh, I know.	哦,我知道了,我记得
1524	Yeah, yeah.	对 对
1525	Let's do it again.	复次须菩提.
1526	Yeah, let's do it again.	再来一次
1527	Okay.	摆
1528	Do you have any other pens in the room or is this it?	房间里还有别的笔吗?
1529	That's it.	就这样
1530	Okay.	摆
1531	Is that bad?	很糟糕吗?
1532	Do you want nicer one?	你想要一个更好的?
1533	This is fine.	这很好。
1534	Okay.	摆
1535	This is every pen though, right?	但这是每支笔,对不对?
1536	Yeah.	对
1537	There's no other hiding?	没有别的地方躲了吗?
1538	No, no, no.	不,不,没有。
1539	Okay, awesome.	好极了,厉害
1540	Step number one, create a need.	第一步,创造需要。
1541	No, I'm kidding.	不,我开玩笑的。
1542	Oh, yeah.	对
1543	But let's see...	但让我们看看...
1544	That's good.	这是很好的。
1545	That's funny.	这很有趣。
1546	Okay.	摆
1547	Do you want a paper?	你要纸吗?
1548	I don't want you to have to write...	我不想你写...
1549	No, no, no.	不,不,没有。
1550	This is fine.	这很好。
1551	Want to play tic-tac-toe?	想玩点心吗?
1552	If you win, I'll then mow you $100.	如果你赢了,我就割你一百块
1553	Okay.	摆
1554	If you lose, nothing happens.	如果你输了,什么也没有发生。
1555	And I just give you all your pens back.	我只是给你所有的笔回来。
1556	Okay.	摆
1557	The only trick is, where's your pen?	唯一的诀窍是 你的笔呢?
1558	I don't have one.	我没有
1559	Well, I'm selling all of these pens for $5 each.	好吧,我卖所有这些笔 每个5美元。
1560	I will let you choose.	我会让你选择的
1561	Basically, $5 entry fee in order to only have an upside in order to win $100.	基本上,5元的入场费 只是为了赢得100元的胜利
1562	Which one would you like, the red or the white one?	你喜欢哪一个,红色还是白色的?
1563	Oh, that's really good.	哦,这是非常好的。
1564	Obviously, this is a joke, you guys, right?	显然,这是一个笑话,你们,对不对?
1565	So it's obviously a joke.	这显然是个笑话
1566	But what it is, is it's another concept of a pattern interrupt.	但它是什么, 它是另一个概念 一个图案中断。
1567	And sometimes when you're selling something,	有时候当你卖东西的时候
1568	people expect you just to try to sell a pen when that's the whole trick.	人们希望你只要把笔卖掉
1569	So the whole trick of it is,	所以整个的诡计是,
1570	and I'll show you a little bit of a more tangible way to sell a pen after this,	我会告诉你一个更具体的方法 卖笔之后,
1571	the trick with the time old, sell me this pen,	古老的把戏 把这支笔卖给我
1572	is everybody wants you just to start selling the pen, right?	大家都希望你开始卖笔 对吧?
1573	Oh, this pen is so amazing.	哦,这支笔太神奇了。
1574	It's all black, monochrome, signature engraving right here.	都是黑色的,单色的, 签名刻在这里。
1575	It never runs out of ink.	它从未用完过墨水
1576	It'll look nice on your desk.	你桌子上看起来不错
1577	Nobody cares about your pen, right?	没人在乎你的笔,对吧?
1578	Literally, nobody cares.	从字面上讲,没有人在乎。
1579	So what you would do is you would, one, break the pattern, be different.	所以,你会做的是,一,打破模式,是不同的。
1580	What I just did is obviously a little bit of a joke, but it is different.	我刚刚做的显然是在开玩笑,但情况不同。
1581	And then number two with this is, I'm selling an experience.	第二,我在卖经验
1582	I'm like, hey, play me.	我就像,嘿, 玩我。
1583	The upside is I'll literally right now Venmo you 100 bucks.	好处是,我现在就去 文莫你100美元。
1584	But the entry fee, I created a need by gathering all your pens, even in the other room.	但是入场费,我通过收集你的笔, 甚至在另一间屋子里, 创造了一个需要。
1585	The entry fee is $5.	入场费为5元.
1586	Do you want to play or not?	你想玩还是不想玩?
1587	Well, obviously someone would probably take a $5 to get $100.	显然有人可能要5美元才能拿到100美元
1588	And then the other thing is too, if you just create something that's clear, super simple,	还有一件事,如果你只是创造一些 清楚,超简单的,
1589	a lot of people try to overcomplicate the sales process.	很多人试图使销售过程过于复杂。
1590	It's just problem solution.	这只是问题的解决办法。
1591	Your problem was you probably wanted to play, but you didn't have any pens.	你的问题是你可能想玩, 但你没有任何笔。
1592	And my solution was giving you back one of your pens.	我的解决方案是给你回一支笔
1593	So the right way to actually sell the pen though.	所以,正确的方法 其实卖笔虽然。
1594	If anybody ever asks someone that's watching, how do you sell the pen?	如果有人问过有人在看的话 你怎么卖笔?
1595	It's a trick to see if you are a trained sales rep.	看你是不是受过训练的销售代表
1596	So don't do this.	所以别这么做
1597	This is just a joke, right?	这只是个玩笑,对吧?
1598	But what you would do is you would hold the pen and you'd be like,	但你会做的是 你拿着笔 你会喜欢,
1599	I mean, why would you even want a pen?	我的意思是,你为什么 甚至想要一支笔?
1600	Like, what do you do for work?	喜欢,你做什么工作?
1601	Yeah.	对
1602	What do you do for work?	你是做什么工作的吗?
1603	I have a podcast.	我有一个播客。
1604	I write books and I coach people.	我写书,教别人
1605	Okay.	摆
1606	Do you write books?	你写书吗?
1607	Probably on a laptop though, right?	也许在笔记本电脑上,对不对?
1608	Everything's online.	凡事在线.
1609	So what would you even use a pen for?	那你用笔干什么?
1610	Yeah, barely use a pen.	是啊,几乎不用笔。
1611	Maybe randomly to sign checks, but like very rarely.	也许随机签支票, 但像很少。
1612	Oh, to sign checks.	哦,签支票。
1613	很少,因为现在是DocuSign。
1614	For sure.	当然
1615	Yeah.	对
1616	So take me through signing a check.	带我签一张支票
1617	Is that someone's paycheck or is that to pay for something or?	那是别人的薪水,还是用来买东西的?
1618	Maybe it's like to pay for something, but like so rare.	也许这就像支付的东西, 但像如此罕见。
1619	I can't even remember the last time I did it.	我甚至都不记得我最后一次做它。
1620	And it's always one of those things where it's like,	它总是其中之一 喜欢,
1621	you don't need a pen until you need a pen, right?	你不需要笔,直到你需要笔,对不对?
1622	Yeah, exactly.	没错
1623	Or maybe I do it all while I'm on the phone.	┪砛и筿杠常硂或暗
1624	Sometimes I'm just like, you know, playing around.	有时候,我只是喜欢,你知道, 到处玩。
1625	So on the phone with someone where you're trying to like	所以,在电话中 某人你试图喜欢
1626	write down notes about a conversation?	写谈话的笔记?
1627	I still like writing down notes.	我还是喜欢写笔记
1628	Yeah, by hand probably.	对,可能是用手
1629	Yeah.	对
1630	Okay.	摆
1631	So somebody calls you up and they give you amazing tangible advice	所以有人打电话给你, 他们给你惊人的具体建议
1632	for your podcast or your next book.	给播客或下一本书
1633	And in that moment, you don't want to go on your notes app	在那一刻,你不想去 你的笔记应用
1634	because you're trying to like stay focused, stay concerned, right?	因为你想保持专注, 保持关注,对不对?
1635	You reach over for a pen, kind of like how we just did.	你拿一支笔过来 就像我们刚才做的一样
1636	And this guy pops up.	这家伙突然冒出来
1637	Yeah, it looks like this.	是啊,它看起来像这样。
1638	How do you feel writing down million dollar advice with this pen?	你用这支笔写下百万元建议的感觉如何?
1639	Probably not the best, right?	也许不是最好的,对不对?
1640	Not great, because I'm thinking someone in the office has chewed on it.	不太好,因为我觉得办公室里有人在嚼
1641	Chewing on it, right?	咬它,对不对?
1642	Do you want to take down Million Dollar Advice with a 50 cent Sharpie pen	你想用50美分的Sharpie笔拿下百万的咨询吗?
1643	that's been chewed on?	被咬了吗?
1644	Probably not, right?	也许不是,对不对?
1645	But then this pen is on your table instead.	但是这支笔就放在你的桌子上
1646	You know, instead of that one reaching for it,	你知道,而不是那个 伸手去取它,
1647	maybe it has gum on it because it's been in the bottom of a backpack.	也许上面有口香糖 因为它在背包底部
1648	Instead, this pen always stays on your office, no matter what.	相反,这支笔总是留在你的办公室,不管怎样。
1649	Even though you'll probably never use it because everything's on DocuSign,	尽管你可能永远不会使用它 因为一切都在DocuSign上,
1650	but when you do need it, it'll be right there.	但当你确实需要它, 它会在那里。
1651	It's not about the pen, it's about peace of mind.	不关笔之事,乃安心之事.
1652	That when that one person does call you,	当那个人打给你时
1653	you won't be frantic trying to search for another pen.	你不会再疯狂地寻找另一支笔了
1654	It'll just be right there, and you can just write down all the advice.	就在那儿 你可以把建议都写下来
1655	So I would say, basically, like, your leverage point was,	所以我要说,基本上, 就像,你的杠杆点是,
1656	I don't need a pen, but I could, right?	我不需要笔, 但我可以,对不对?
1657	It's like, I don't really use...	这就像,我不是真的使用...
1658	So I did the leverage of insurance.	所以我做了保险的杠杆。
1659	You know, it's like, you might not need one tomorrow,	你知道,这就像, 你可能不需要一个明天,
1660	but when you do need one, you're gonna really need one,	但当你确实需要一个, 你会真的需要一个,
1661	and you want to have the peace of mind that it will be there.	你想得到平静的心意 它会在那里。
1662	So what did I do?	我做了什麽?
1663	So I asked questions in order to understand context	所以我问了一些问题来了解背景
1664	of what you do for work, why you would even want it,	你为工作而做的, 为什么你甚至想要它,
1665	what the scenario would be if you had a pen that you didn't like	如果你有一支你不喜欢的钢笔...
1666	versus a pen that you loved and just looked at it	与你爱的钢笔相对,只看它
1667	and felt super confident about writing, you know, that next book,	觉得写下一本书很自信
1668	or writing somebody's advice down,	或者写下别人的建议
1669	or, you know, signing someone's paycheck is a big deal as well.	或者,你知道,签署某人的薪水 也是一件大事。
1670	Hiring someone, first impressions matter.	雇人,第一印象很重要。
1671	So you kind of extrapolate whatever you are selling	所以,你有点推论 你卖什么
1672	from like the actual object, and you broaden it out	从像实际物体, 你拓宽它
1673	into something that somebody actually cares about,	进入某人真正关心的东西,
1674	which for you, it's peace of mind	对你来说,这是平静的心灵
1675	in order to be prepared at every point in time.	以便随时做好准备。
1676	Yeah.	对
1677	What's impressive is at no point did you sell me the pen.	令人印象深刻的是 你从来没有卖给我笔。
1678	No, none.	没有
1679	Like at no point were you like, look at the color, look up.	像从来没有你喜欢, 看看颜色,抬头。
1680	It will make you... You didn't even try and sell me the prestige of it.	这会让你... 你甚至没有试图把它的威望卖给我。
1681	Like you weren't like, oh, if you hold this pen,	就像你不喜欢,哦,如果你拿着这支笔,
1682	everyone's gonna think you're fa... Because I don't care about that.	大家都会认为你... 因为我不在乎这一点。
1683	Right, because nobody cares.	对,因为没人在乎
1684	Because nobody cares, and it's so interesting,	因为没人在乎,这很有趣
1685	because I think we're constantly trying to think	因为我觉得我们一直在想
1686	we know what the other person wants.	我们知道别人想要什么
1687	So like if someone like me walks in to wherever,	所以,如果像我这样的人 走进任何地方,
1688	you're assuming I want to be certain things,	你猜我想成为某些东西,
1689	or if someone sees you walking and they assume that,	或者如果有人看到你走路 他们假设,
1690	oh, well, Shelby's character profile must be this, this, and this.	哦,好吧,谢尔比的人物简介 一定是这个,这个,这个。
1691	It's like, I don't know, like until I talk to you.	这就像,我不知道, 像直到我和你说话。
1692	There are so many times, and this is actually my biggest pet peeve	有很多次,这其实是我最大的宠物尿尿
1693	when I'm getting sold,	当我被卖了,
1694	is somebody will look at you and make a stereotype out of it.	有人会看着你 并做出一个陈规定型。
1695	It's like I walk into a car dealership and people think,	就像我走进一个汽车经销商 人们会想
1696	I don't know what I'm talking about.	亦复无量.
1697	They think that daddy's just gonna swipe, you know,	他们认为爸爸会偷,你知道,
1698	I'm gonna use my dad's credit card to buy some vehicle,	我要用我爸的信用卡买车
1699	or, you know, they can charge me a bunch	或者,你知道,他们可以 指控我一堆
1700	because I know nothing about the sales process.	因为我对销售过程一无所知
1701	When in reality, if a sales rep, instead of making assumptions,	当现实中,如果一个销售代表, 而不是假设,
1702	just stopped and just asked, you would actually get to know people,	只是停下来,只是问, 你会真正得到认识的人,
1703	and then you can help them through simple problem and solution.	然后,你可以帮助他们 通过简单的问题和解决方案。
1704	That's why everybody thinks sales is manipulation	所以大家都认为销售是操纵
1705	and trying to push things on people.	并试图把事情推向人。
1706	It's not.	这不是。
1707	It's literally just taking a step back,	它实际上只是退一步,
1708	asking questions, getting to know somebody,	问问题,开始认识某人,
1709	and if it works, then you can plug and play your solution	如果成功,你可以插上并播放你的解决方案
1710	and empower them in order to make a decision	并赋予他们权力,以便作出决定
1711	that will genuinely change their life.	将真正改变他们的生活。
1712	When you're actually in practice with it,	当你实际上在练习它,
1713	like when you see it, like what you were just doing,	就像当你看到它, 就像你刚刚在做什么,
1714	you're like, yeah, at no point did I feel forced,	你就像,是的, 我从来没有感到强迫,
1715	at no point did I feel like...	我从来没有觉得...
1716	And if I had said to you, no, I never use a pen,	如果我告诉你,不,我从来没有用过笔,
1717	I don't need it at all, you probably would have been like...	我根本不需要,你可能会像...
1718	I would be like, okay, awesome, you're not a qualified writer, right?	我会像,好吧,真棒, 你不是一个合格的作家,对不对?
1719	Yeah, exactly, yeah.	对,没错
1720	And I think that's partly it as well.	我想这也是部分原因。
1721	Where it's like, yeah, if I would have closed the conversation,	如果我能结束谈话的话
1722	whereas I was actually thinking...	我其实在想...
1723	I mean, I'd probably roll that objection a couple of times.	我的意思是,我可能 提出反对几次。
1724	Yeah, yeah, I feel...	是的,是的,我觉得...
1725	Well, when somebody gives you like straight off the bat not interested,	好吧,当有人给你像 直接下来的蝙蝠不感兴趣,
1726	what they're doing is it's called a brush off objection.	他们正在做的是 这叫做反对
1727	It's not a true objection.	这不是真正的反对。
1728	What do you mean you're not interested?	什么叫不感兴趣?
1729	You haven't even like seen what we have to offer.	你甚至不喜欢看到我们提供的东西。
1730	So it's, I wouldn't say that, but that's what I'm thinking, right?	所以,我不会说, 但我在想什么,对不对?
1731	Obviously, they're not interested,	显然,他们不感兴趣,
1732	but they're not interested in the time spent with you	但他们对和你在一起的时间不感兴趣
1733	rather than what you have to offer.	而不是你必须提供的东西。
1734	So when they brush you off, you brush it right back off.	所以当他们把你刷掉的时候 你就把它刷掉
1735	No, for sure, I'll just take two seconds out of your day	不,当然了,我给你两秒钟时间
1736	来谈谈XYZ
1737	You literally just keep going.	你继续走
1738	And if somebody is a qualified buyer,	如果有人是合格的买家
1739	they will take the time to actually talk to you	他们会花时间和你谈谈
1740	and you can roll that objection into more time,	你可以把反对推到更多时间
1741	which then you can sell.	然后,你可以卖。
1742	Can I have a drink of that one?	我能喝一杯吗?
1743	Of course, yeah, of course you can.	当然可以,当然可以
1744	Do you like that flavor?	你喜欢这种味道吗?
1745	I do, I like the...	我喜欢...
1746	Would you like another flavor?	你要再来点口味吗?
1747	I think it's a blue one that you gave me.	我觉得你给了我蓝色的
1748	Yeah, the peach one or...	是的 桃子还是...
1749	I thought it was blue, was it blueberry?	我以为是蓝色的 是蓝莓吗?
1750	Oh, no, we don't have any blueberry anymore.	哦,不,我们没有蓝莓了。
1751	We have peach, tropical...	我们有桃子,热带...
1752	I don't think it was blueberry, it was like some berry.	我不认为它是蓝莓, 它就像一些莓汁。
1753	It was raspberry or it was cherry lime.	是树莓还是樱桃石灰
1754	It was raspberry, I think.	应该是树莓吧
1755	Shall we get you that one?	要帮你拿吗?
1756	I think this will be good, yeah.	我觉得这会是很好的,是的。
1757	Okay, fine, if you want that one, I can get you that one.	好吧,好吧,如果你想要那个, 我可以给你那一个。
1758	But they're really good.	但他们真的很好。
1759	Thank you, you're the best.	谢谢,你是最好的。
1760	Do they not have caffeine in them?	他们里面没有咖啡因吗?
1761	They do have caffeine with the same amount of cup of tea.	他们确实有咖啡因 和同样量的茶。
1762	So there is caffeine in it, but it's a natural amount.	所以里面有咖啡因,但它是一个自然量。
1763	That's a decaf one, though.	不过那是无咖啡因的
1764	Oh.	瓳
1765	You want one with caffeine in it.	你想要一个有咖啡因在里面。
1766	So we need to get you the raspberry one.	所以,我们需要给你 树莓之一。
1767	That's the one that has caffeine in it.	就是那个里面有咖啡因的
1768	Okay, okay, okay.	好吧,好吧,没关系。
1769	You're like, I need to get one.	你就像,我需要一个。
1770	I'm like, oh, never mind.	我就像,哦,没关系。
1771	No purpose.	没有目的。
1772	You have caffeine and decaf ones.	你有咖啡因和无咖啡因
1773	Okay, okay, that's cool.	好吧,好吧,这很酷。
1774	All right, so we're going to test you on the objections.	好吧,所以我们要去测试你的反对。
1775	You got to know them.	你得了解他们
1776	Okay, the first one is, it's too expensive.	好吧,第一个是,它太贵了。
1777	So a lot of people think that, you know,	所以很多人认为,你知道,
1778	you're comparing a price versus nothing, right?	你在比价什么也没有,对吧?
1779	But the price is what you pay today.	但代价是你今天付出的
1780	The cost is what you pay years down the line	代价是多少年你都要付出多少
1781	when you don't solve the issue.	当你不解决问题的时候
1782	So you said your business is bleeding $15,000 a month	你说你的生意是每月一万五
1783	revenue, right?	收入,对不对?
1784	So you don't just like walk away and just, you know,	所以,你不只是喜欢 离开,只是,你知道,
1785	pay nothing.	不付钱
1786	It's actually comparing, you know, a $5,000 solution	其实是比较一个五千元的解决方案
1787	to your problem versus a cost of, you know,	你的问题与代价,你知道,
1788	60 grand down the line over a couple of months.	几个月内就下线6万
1789	So which one are you more comfortable paying	所以哪一个你比较舒服支付
1790	the price for the cost?	代价?
1791	Right, yeah.	没错
1792	It's a good one.	谓善根.
1793	You just reframe it.	你刚刚重新塑造它。
1794	Yeah, yeah, and it is good because half the time	是啊,是啊,这是很好的 因为一半的时间
1795	that person hasn't done that reframe either.	那个人也没有重新定义
1796	All right, I need some time to think about it.	好吧,我需要一些时间来考虑它。
1797	Do you need quantity of time or quality of time?	您需要多少时间或质量的时间吗?
1798	Quality, it's like I really need to, like,	质量,这就像我真的需要,喜欢,
1799	digest what you've told me today.	消化你今天跟我说的
1800	Yeah, I'm glad you said that.	是的,我很高兴你这么说。
1801	A lot of people think they just need quantity of time,	很多人认为他们需要时间
1802	which is, you know, a couple days, weeks, whatever.	就是,你知道,几天,几周,什么的。
1803	But few people actually understand,	但很少有人能真正理解
1804	which I'm glad you do, that you need quality time,	我很高兴你这样做, 你需要高质量的时间,
1805	which is the quality of information	信息的质量
1806	that's in front of you, but also quality time	这在你们面前,但也在质量上的时间
1807	to sit down and make a well-thought out decision, right?	坐下来做个深思熟虑的决定 对吧?
1808	I'm literally the same way, but like I said,	我完全一样,但就像我说的,
1809	we have 20 minutes left of intentional time on this call.	我们还有20分钟的时间 故意打这个电话。
1810	You're busy, I know as soon as you shut this laptop off,	你很忙,我知道你一关掉这台笔记本电脑
1811	it's like you got kids, you got to run the business,	就像你有孩子,你得经营生意,
1812	all that thing, so we have 20 minutes left	我们还有20分钟
1813	of intentional time, and I've got all of the information	我掌握了所有的资料
1814	right here in front of us in order to make a well decision.	就在我们面前 为了做个好决定
1815	I need to check with my wife.	我得去找我妻子问一下
1816	And you will.	你会的
1817	You're either going to come to her, though,	你要么去找她,虽然,
1818	with a problem or a solution.	问题或解决方案。
1819	You know, a problem of, hey, honey, I really want to do this,	你知道,一个问题,嘿,亲爱的, 我真的想做到这一点,
1820	but I don't know if I should, and da-da-da,	但我不知道我是否该 和da -da
1821	or, hey, honey, I found somebody that can really help me	或者,嘿,亲爱的,我找到一个能帮我的人
1822	solve my problem that I've been wanting,	解决我一直想要的问题
1823	I really trust it, and I thank you for your support,	我真的相信,谢谢你的支持,
1824	which one do you think would go over better with your wife?	你觉得哪一个和你妻子在一起会更好?
1825	Probably the solution, right?	可能就是解决办法吧?
1826	Also, another one I love for that,	而且,另一个我喜欢的,
1827	and I've never talked about this either, is the flip-flop.	我也没提过这个,就是那个翻转的
1828	So, for example, if somebody tells me, you know,	比如说 如果有人告诉我
1829	I need to talk to my husband or my wife,	我需要和我的丈夫或妻子谈谈,
1830	I'll just be like, no problem.	我只是喜欢,没有问题。
1831	Can I challenge that?	我可以挑战吗?
1832	Yeah?	是吗?
1833	Okay, awesome.	好极了,厉害
1834	So, if instead, instead of it being me and you talking,	所以,如果相反,与其说是我和你说话,
1835	what if it was me and your wife?	如果是我和你妻子怎么办?
1836	You know, when she came to me and she's saying,	你知道,当她来找我说,
1837	I'm going through this, this, and that,	我要经历这个,这个,那个,
1838	and I finally found someone that I think can solve my problem,	我终于找到了一个可以解决我问题的人
1839	and I really want to do it,	我真的很想这样做,
1840	but I want to check with my husband first.	但我想先看看我的丈夫。
1841	Would you support her in making that decision?	你能支持她做那个决定吗?
1842	You probably would, right?	你可能会,对不对?
1843	So, is it fair to say that she'd probably support you	这么说来 她可能支持你
1844	in the same way that you support her?	就像你支持她一样?
1845	Right.	对
1846	And this works really well if you're talking to a woman,	如果你和女人说话,这个效果会很好
1847	if you, instead of saying the husband thing,	如果你,而不是说 丈夫的事情,
1848	because she'll be like, why?	因为她会喜欢,为什么?
1849	I want him to talk to me,	我要他跟我说话
1850	you know, it works really well if you flip it and you're like,	你知道,它的工作真的很好 如果你翻过来,你喜欢,
1851	let's say it's your best friend, you know,	假设这是你最好的朋友
1852	and she's sitting here going through this,	她坐在这里经历这一切,
1853	going through the same thoughts.	经历同样的想法。
1854	Would you tell her to do it?	你会让她这么做吗?
1855	You know, you probably would, right?	你知道,你可能会,对不对?
1856	Well, is it fair to say other people	那么,这公平 说别人
1857	would probably tell you to do it too?	会不会叫你也这么做?
1858	So, putting people kind of like outside of themselves	所以,把人 有点像自己之外
1859	and looking at the situation	和看情况
1860	from an unbiased third-party perspective	从无偏见的第三方角度出发
1861	and being like, what would you tell that person to do right now?	和喜欢,你会 告诉那个人现在做什么?
1862	Because you're saying to me that you really want to do it,	因为你对我说 你真的想这样做,
1863	you'd probably say to do it, right?	你可能会说这样做,对不对?
1864	Well, let's do it, so.	好吧,让我们做到这一点,所以。
1865	Yeah.	对
1866	I gave you two on that one.	我给了你们两个
1867	Yeah, yeah, I appreciate it.	是啊,是啊,我很感激它。
1868	And now's not a good time.	而今不乐.
1869	For to talk or to make a decision about something?	要谈还是要做决定?
1870	I've just got so much going on, like, I've got family stuff,	我只是有这么多事情, 像,我有家庭的东西,
1871	I'm like exhausted, I just don't think that was a good time.	我像累坏了, 我只是不认为 这是一个好时机。
1872	Can I challenge that?	我可以挑战吗?
1873	I don't know, I just, I don't know if I have the bandwidth for it right now.	我不知道 我只是 我不知道我现在有没有带宽
1874	No, for sure.	不,当然。
1875	And I'll just make it easier for you,	我会让你轻松一点
1876	because, you know, the bandwidth to think about things	因为,你知道,带宽 思考事物
1877	over a long period of time by yourself,	在很长一段时间里,你一个人,
1878	it just, that's how stress gets created, right?	压力就是这样产生的,对吧?
1879	So, I'll just clear that up for you.	所以,我会为你澄清。
1880	So, when you say you don't have the time,	所以,当你说你没有时间,
1881	you know, to think about it and to process the bandwidth,	你知道,想想它 和处理带宽,
1882	a lot of people think that they need to be in a situation	很多人认为他们需要处于一种境地
1883	where they have every single ounce of intentional time.	他们有每一盎司的故意时间。
1884	But in fact, the best decisions are made in the gray area.	但事实上,最好的决定是在灰色地区做出的.
1885	Some of the best companies were started in the recession.	一些最好的公司是在衰退中开始的。
1886	It's because while everybody else is moving forward,	因为当其他人都在前进时
1887	you need to be the person that maybe takes a step back,	你需要一个可能退一步的人,
1888	but while everybody else is sleeping,	但当其他人都在睡觉时,
1889	you need to be the person that makes a decision in order to get better.	你需要做一个决定的人 才能好转。
1890	So, what do you want to be right now?	那你现在想做什么?
1891	Someone that just follows along with what everybody else is doing	一个跟别人一样的人
1892	or someone that actually moves forward	或真正前进的人
1893	when everybody else is kind of just moving along?	当其他人 有点只是走动?
1894	Because are you going to wait for life to happen to you	因为你要等待生命降临
1895	or are you going to make your life happen for you right now?	还是你现在要让你的生活变成现实?
1896	And sometimes, people may even take them and be like,	有时,人们甚至可能 采取它们,就像,
1897	I still need time, but you've helped them think about it in a different way.	我还是需要时间 但你用不同的方式帮助他们思考
1898	So, I always start every objection with,	所以,我总是开始 每一个反对,
1899	I hear you, can I challenge that thought?	我听见了 我能挑战这个想法吗?
1900	Because it allows you to separate the objection from you.	因为这样你就可以把反对和反对分开
1901	I'm not saying, can I challenge you?	我不是说 我能挑战你吗?
1902	You know, it's not me versus you.	你知道,这不是我对你的。
1903	It's like, hey, can I challenge that thinking for a second?	这就像,嘿,我可以挑战 这种想法一秒钟?
1904	And it's like, a lot of people think this,	很多人都这么认为
1905	but it's actually this will help you get one step closer to your goal.	但实际上这能帮助你接近目标
1906	Yeah, I love that.	是啊,我喜欢。
1907	These were some other things that came in from social people,	这些是社会人士传来的
1908	of things they're struggling with.	他们正在挣扎的事情。
1909	So, how should this, we're moving away from the objections,	那么,我们该怎么摆脱反对意见呢?
1910	how should someone approach a conversation to ask for a raise?	有人该如何接近谈话要求加薪?
1911	Ooh, so, step number one is you have to have some sort of experience	哦,所以,第一步是 你必须有某种经验
1912	behind you and some sort of numbers in order to deserve a raise.	在你身后 和某种数字 为了值得提高。
1913	You can't just get hired the first day and ask for a raise	第一天就请人来请工
1914	or you can't be the worst employee ever and ask for a raise.	或者你不能成为有史以来最差的员工 要求加薪
1915	So, you have to have a reason to ask for a raise.	所以,你必须有理由要求加薪。
1916	So, that means be the best at your job, right?	那表示你的工作最好 对吧?
1917	Have some sort of reason in order to ask for a raise.	有某种理由要求加薪。
1918	Then when you ask for a raise,	当你要求加薪时,
1919	have other competitors' data in order to compare to.	拥有其他竞争对手的数据以便进行比较。
1920	So, for example, if I want to ask for a raise from you,	所以,比如说,如果我想向你申请加薪,
1921	I would go to one of your competitors and say,	我会去找你的竞争对手说
1922	hey, I've been working for Jay Shetty for a while.	嘿,我一直在杰伊谢蒂工作一段时间。
1923	We've done X amount of revenue with him.	我们和他一起做了X级收入
1924	What is the offer that you have for me?	你给我的报价是什么?
1925	Then I would take it back to you and I would say, hey, Jay,	然后我会把它拿回来给你 我会说,嘿,杰伊,
1926	I love working for you and I'm really sold on the long game with you.	我喜欢为你工作,我真的很卖 与你的长期游戏。
1927	Like, I want to grow with this company	喜欢,我想在这个公司成长
1928	and I want to stay here,	我想留在这里,
1929	but I need to make it make sense for me just on a monetary standpoint	但我要从货币角度来解释
1930	because I have other competitors such as this guy and this guy	因为我有其他的竞争对手,比如这家伙和这家伙
1931	offering me a little bit more.	再给我一点
1932	So, I want to stay with you.	所以,我想留下来和你在一起。
1933	That's why I want to have this conversation, be grounded with it.	这就是为什么我想有这个对话, 被它禁足。
1934	But I just need it to make a little bit more sense	但我只是需要它 使一点点更有意义
1935	on the financial side in order to grow with you long term.	在金融方面 为了与你长期增长。
1936	So, even if you don't believe that you're going to be with this company	所以,即使你不相信 你会与这个公司
1937	long term, you need to sell the long game	长期来说,你需要卖出长游戏
1938	and sell the vision to your employer	将视觉卖给你的雇主
1939	because, like you said, that's the leverage point that an employer has	因为,就像你说的, 这就是雇主的杠杆点
1940	is they want to invest in people for the long game.	他们想投资 人的长期游戏。
1941	So, hey, I want to be here for a long time,	所以,嘿,我想在这里呆很久,
1942	but in order for me to put all of my resources here,	但为了让我把所有的资源都放在这里
1943	I need a little bit back because other people are recognizing my value.	我需要回来一点,因为其他人 承认我的价值。
1944	And I'm not saying you don't,	我不是说你没有
1945	but I need it to make it make a little bit more sense for me.	但我需要它 让我更有意义一点。
1946	What about if someone's going to interview with the company,	如果有人要采访公司呢?
1947	what are the top three things they need to show?	他们需要展示的头三样东西是什么?
1948	Numbers, what you've done for the company.	数字,你为公司所做的。
1949	I would say audit what you can do better	我会说,审计什么 你可以做的更好
1950	and have a mathematical, easy game plan way	并有一个数学,简单的游戏计划方式
1951	to show what you can do with the company given the raise.	来展示你对加薪公司能做什么
1952	So, you can't just ask for a raise just because you deserve it.	所以,你不能仅仅要求加薪 只是因为你应得的。
1953	Corporate America does not like entitlement, right?	美国公司不喜欢权利 对吧?
1954	But people will pay you if they think there's an upside.	但人们会付钱给你 如果他们认为有好结果的话
1955	So, this is creating value, right?	所以,这是创造价值,对不对?
1956	It's, hey, if you pay me $20,000 more,	如果你再给我两万块
1957	I'm going to generate $800,000 a year more for the company	我每年给公司多赚80万
1958	and I'm willing to do this, this, and this for it.	我愿意做这个,这个,这个为了它。
1959	It's just like in sales, you can't drop the price	这就像销售,你不能降低价格
1960	when negotiating with someone for no reason, right?	毫无理由地和别人谈判,对吧?
1961	You need to actually have a reason and justify a price drop	你必须要有理由 并证明价格下降是合理的
1962	in order to not sound salesy, right?	为了不听起来销售,对不对?
1963	So, data and then also, like, have a clear game plan.	所以,数据,然后,同样,有一个明确的游戏计划。
1964	And you want to make it super easy for someone to say yes to you	你想让别人答应你 变得非常容易
1965	and say, hey, if I give this girl a promotion,	然后说,嘿,如果我给这个女孩升职,
1966	this is exactly what we're going to get for her.	这正是我们要得到的 她。
1967	Okay, awesome, let's do it.	好吧,真棒,让我们做到这一点。
1968	Yeah.	对
1969	How do you deal with it when you don't get what you want?	未得所求时如何.
1970	Like, what's the right response?	像,什么是正确的反应?
1971	Never burn the bridge.	永不烧桥.
1972	That's a very good question that not a lot of people talk about.	这是一个很好的问题,没有很多人谈论。
1973	You never burn the bridge because a no isn't a no forever.	你从不烧桥 因为没有不是永远
1974	It could be just maybe later.	也许晚点再说吧
1975	It could be, you know, a little bit of insight	这可能是,你知道,一点点的洞察力
1976	to where you need to improve a couple of things	去你需要改进的地方
1977	and then re-ask again when you have more leverage there.	然后,当你有 更多的杠杆。
1978	So, just know that a no isn't forever.	所以,只要知道一个不是永远。
1979	It's just not right now.	只是现在不是。
1980	Yeah, I think, yeah, I think it comes back to what we've been	是啊,我想,是啊,我想它 回到我们过去
1981	talking about this whole conversation, where it's like,	谈论这整个谈话, 在那里它就像,
1982	when you deal with rejection badly,	当你对拒绝的恶行,
1983	it starts to affect everything,	它开始影响一切
1984	because then you're like, you know, it could go in multiple ways.	因为那时你就像,你知道, 它可以有多种方式。
1985	You're like, shrinking yourself, your mood's a bit dull,	你像,缩小自己, 你的心情有点闷,
1986	you're not walking in with that smile and with that confidence	你不能带着微笑和自信走进来
1987	that you had, and all of a sudden, it's affecting everything.	突然间 它影响到了一切
1988	Yeah, for sure.	是的,当然。
1989	It's crazy how quickly we kind of shut the door on ourselves.	太疯狂了 我们这么快就关上门了
1990	What about if you're going to interview for a job for the first time?	如果你第一次要面试工作呢?
1991	So, what are interviewers looking for when you're interviewing for a job?	那么,面试者在面试工作时在找什么?
1992	Right, so they're looking for people that are bodden	没错,所以他们要找的是那些有问题的人
1993	on the long-term vision exactly,	长期构想,
1994	but also they're looking for people that ask really good questions	但他们也在寻找那些问问题的人
1995	that show that you kind of know what you're doing	显示你有点知道你在做什么
1996	through the questions that you ask.	通过你问的问题。
1997	So, for example, if you want to become a remote closer,	所以,比如说,如果你想成为 一个远程近,
1998	and you get on an interview with someone, and they're like,	你和某个人一起接受采访 他们就像
1999	so what made you apply?	是什么让你申请的?
2000	And you're like, I just really want to make more money.	你就像,我只是想赚更多的钱。
2001	I just want sales experience.	我只是想要销售经验。
2002	What is that?	这是什么?
2003	That's all about me.	这就是关于我的。
2004	Nobody cares about what you want, right?	没人在乎你想要什么,对吧?
2005	They care about what you can do for them in the context of the situation.	他们关心你在这种情况下能为他们做些什么。
2006	So, it's, you know, instead of,	所以,这是,你知道,而不是,
2007	oh, I really want to make money, blah, blah, blah,	哦,我真的想赚钱,等等,等等,等等,等等,
2008	it's, hey, I've been following ex-creator, ex-mentor for so long.	是,嘿,我一直跟踪 前创造者,前导师这么久。
2009	I have this sales background, and I've been closing for other offers, right?	我有这个销售背景, 我已经关闭 其他报价,对不对?
2010	But I would love to close for her offer,	但我很想接受她的提议
2011	because I have true conviction in what she's selling,	因为我真的相信她卖的东西
2012	and I want to help you guys grow your business.	我想帮助你们 发展你们的生意。
2013	So, it's all about making the game plan clear,	所以,这是所有关于 使游戏计划清楚,
2014	but also using the leverage points of the other person, not yourself.	也利用了别人的杠杆点 而不是你自己
2015	Hmm, yeah, absolutely.	嗯,是的,当然。
2016	Yeah, I think the amount of people that interview these days	是的,我想这些天的采访人数
2017	and they don't have that.	他们没有这个
2018	It's entitlement.	这是权利。
2019	It's, yeah, the answer's just, it shocks you sometimes.	是的,答案只是, 它有时会震撼你。
2020	Like, I've interviewed people, and they've said things to me like,	喜欢,我采访过的人, 他们已经对我说的东西喜欢,
2021	yeah, I just didn't like what I was doing.	是啊,我只是不喜欢我在做什么。
2022	Right, and it's like...	没错,就像...
2023	And I'm like, cool, that's fair.	我很喜欢,酷,这是公平的。
2024	Yeah, I get it.	是的,我明白了。 \ N
2025	I've not liked certain jobs that I have.	我不喜欢我的工作
2026	But like, you don't want to be here.	但你不想在这里
2027	You want to come off as someone that is ready to do the most,	你想成为一个最愿意做的人
2028	ready to go above and beyond, and doesn't just see it as a position.	并不只是把它视为一个位置。
2029	Because from an employer's perspective,	因为从雇主的角度来看
2030	we don't want someone who just wants to show up and do the bare minimum.	我们不希望有人 只是想出现 并做最低。
2031	We want someone who sees the value so much in themselves	我们想要一个能看清价值的人
2032	and takes pride in their work and is bought in on the long-term vision.	并为自己的工作感到骄傲,并被长期愿景所接受。
2033	So, if you embody that, you should be good to go for an interview.	所以,如果你体现了这一点, 你应该很好去面试。
2034	And asking questions that relate to, you know, the business.	问与生意有关的问题
2035	You know, what's your guys' close rate?	你知道,你的人的接近率是多少?
2036	What's your guys' lead flow like?	你的人的铅流是怎样的?
2037	Tell me about the offer.	跟我说说报价
2038	When you make the interviewer sell themselves	当你让采访者出卖自己
2039	on why you should work for them, you want.	关于你为什么要为他们工作,你想。
2040	And that's sales.	这是销售。
2041	It's taking a step back and saying,	它退一步说,
2042	well, I mean, I'm interviewing for a few positions,	好吧,我的意思是,我面试 一些职位,
2043	but I just wanted to know a little bit more about how you guys do this,	我只是想多了解一下你们是怎么做到的
2044	what your process is like, what it would look like if I did get hired,	你的程序是什么, 它会是什么样子 如果我真的被雇用,
2045	what your salary is like, and then I can come back to you with a decision.	你的薪水是怎样的, 然后我可以回来给你一个决定。
2046	Yeah, and I think there's a lot of test of your worth, too.	是啊,我觉得有很多测试 你的价值,太。
2047	Like, for example, if you're going to be confident enough to say,	比如说,如果你有自信的话
2048	I've got these offers and I'm doing that,	我得到了这些报价 我这样做,
2049	you better back it up, because that person may also just go,	你最好退后 因为那个人可能也走了
2050	yeah, good for you, like, we don't need you either.	是啊,对你有好处,喜欢,我们不需要你。
2051	And I feel like sometimes, if it's all a story,	我觉得有时,如果这都是个故事,
2052	then it doesn't always play well.	那样它就不会一直发挥得很好
2053	Like, I find, like, even, like, I do a lot of corporate coaching work.	喜欢,我发现,喜欢,甚至一样, 我做很多公司辅导工作。
2054	That's where most of our coaching is in me working with large organizations.	在那里,我们大多数的教练 在我的工作与大型组织。
2055	And I have, there's a few experiences of that.	我有一些经验。
2056	The first time I had an experience, when I first began,	我第一次有经验, 当我第一次开始,
2057	this was, like, maybe, I don't know, like, 10 years ago.	这大概是十年前的事了
2058	Maybe even 12 years ago, before the brand, so maybe even longer.	也许12年前,在品牌之前, 所以也许更长。
2059	And I remember being in an office and I asked all the questions	我还记得在办公室 我问了所有的问题
2060	and before I was about to give my solution to their problem,	在我解决他们的问题之前
2061	I realized that my solution did solve their problem.	我意识到我的解决方案解决了他们的问题
2062	And so I remember just going, thanks, girl.	所以我记得只是去,谢谢,女孩。
2063	Yeah, I literally just went, like, all right, great, thank you.	是的,我只是去, 像,好吧,很好,谢谢你。
2064	And I walked in and I was like, thank you so much.	我走进来,我很喜欢, 非常感谢。
2065	Like, I just want to be honest with you.	喜欢,我只是想 对你诚实。
2066	I don't think I have what you need.	我想我没有你需要的东西
2067	But really grateful and I hope we can keep this conversation open.	但真的很感谢 我希望我们能继续开口
2068	Fast forward five years from that point,	从那时起五年后
2069	I went back and sold a really great contract to this client.	我回去把一份很棒的合同卖给了这个客户
2070	Because they could see the honesty, too.	因为他们也能看到诚实
2071	Like, where I was, I was happy to be like,	喜欢,我在哪里, 我很高兴喜欢,
2072	guys, you know what, actually, I don't have anything you need.	伙计们,你知道的,实际上,我没有任何你需要的东西。
2073	But I will come back.	但我会回来的
2074	Exactly.	没错
2075	And that's ethical sales.	这是道德销售。
2076	Because you can sell someone and then walk away from the conversation	因为你可以卖掉一个人 然后离开谈话
2077	and both of you guys don't feel good about it.	你们俩都觉得不好
2078	And that doesn't do any good at all.	而此无益.
2079	So it's like, when you sell someone or when you apply for an interview	所以,就像,当你卖人 或者当你申请采访
2080	and you are really trying to sell yourself,	你真的想卖掉自己
2081	do you genuinely believe that you can provide this business value?	你真的相信你能提供这种商业价值吗?
2082	Because that doesn't just come off in the words that you say.	因为那不只是用你说的字句来表达
2083	That comes off in your energy.	这在你的能量。
2084	And I'm sure you could feel like when you kind of felt like,	我敢肯定,你可以感觉 当你觉得,
2085	oh, I might not be ready for this right now.	哦,我可能还没有准备好 现在这一点。
2086	Your energy was probably like,	你的能量也许就像,
2087	oh, wait, I don't know what I got myself into.	哦,等等,我不知道我让自己陷入了什么。
2088	But that's why you really need to build the data points	所以你才需要建立数据点
2089	in order to have conviction in yourself or whatever you're selling	为了让自己有信心 或你卖什么
2090	in order to show up that way and like,	为了像那样出现
2091	energetically be like, I'm here, I deserve this.	我在这里,我活该
2092	Like, let's go cancel all the other interviews	像,让我们去取消所有其他的采访
2093	because I'm your person.	因为我是你的人
2094	And until then, I like how you just kept the bridge open.	在那之前 我喜欢你把桥打开的样子
2095	You didn't burn it.	你没烧掉
2096	And it worked out.	然后就解决了
2097	And I've had that with so many things that we're doing right now	我受够这么多事了,我们现在在做
2098	where I got rejected from something seven years ago	在那里,我被拒绝 从一些七年前
2099	and this year it will become	今年将变成
2100	one of the most exciting parts of our business.	我们事业中最激动人心的部分之一
2101	And it's like, there's just seven years of relearning,	这就像,只有七年的再学习,
2102	patience, figuring it out, developing new skills.	耐心,想出办法,开发新技能
2103	And I just think that long game is so healthy for everyone to always play	我只是认为,长的游戏是那么健康 每个人总是玩
2104	because your current employer may write you a reference one day.	因为你的现任雇主可能有一天会给你写一个参考书。
2105	Your current employer maybe end up being one of your biggest clients one day.	你的现任雇主可能有一天会成为你最大的客户之一
2106	Like, you just have no idea.	喜欢,你只是不知道。
2107	Like, I worked at a company called Accenture.	我在一家叫Accenture的公司工作过
2108	And Accenture was a place that invited me back	Accenture是个邀请我回来的地方
2109	to do so many keynotes when my career took off.	做这么多的主旨 当我的职业生涯起飞。
2110	But if I hadn't had a good relationship with them	但如果我和他们的关系不好的话
2111	or left on good terms, to your point of burning again,	或以优美的条件离去,以致你再次烧灼,
2112	well, then that wouldn't have been the case.	那么就不会这样了
2113	Exactly.	没错
2114	And I feel like there's too much short-sightedness now	我觉得现在太短视了
2115	because we think there's lots of opportunities,	因为我们觉得有很多机会
2116	but at the top, everyone knows each other.	但是在顶部 每个人都认识对方
2117	Exactly.	没错
2118	But I think what you're saying is exactly what someone listening	但我觉得你在说什么 就是有人在听
2119	should take away from it, which is it's not a yes or a no,	应该远离它, 这不是是或否,
2120	it's a yes or a lesson.	要么是,要么是教训
2121	And so sometimes the lessons are more valuable	所以有时这些课更有价值
2122	than if you got that contract or you got that client years ago.	而不是你得到的合同 或者你得到了客户几年前。
2123	Because the lesson taught you to never walk into a situation	因为教训你永远不要走进困境
2124	like that again.	又像那样
2125	And so sometimes that lesson can be way more valuable	所以有时这课会更有价值
2126	than getting what you want in the moment.	而不是得到你想要的现在。
2127	Yeah.	对
2128	Couple more of these before we go to the final five.	在最后5场比赛前再加几个
2129	This one's great.	这个很好
2130	What's the right way to talk about your strengths	说说你的长处是怎样的
2131	without overselling or apologizing?	没有过度销售或道歉?
2132	So I like to sprinkle in, you can call them testimonials	所以我喜欢喷进去 你可以叫他们作证
2133	or like subtle ways to flex, right?	或者喜欢用微妙的方式摆动 对吧?
2134	I subtly threw it in there, but then extrapolated a lesson from it	我悄悄地把它扔进去,然后从中推断出一个教训
2135	that pertains to the other person.	和另一个人有关
2136	Because people don't care about your flex,	因为人们不在乎你的弹性
2137	they care about what your flex can do for them.	他们在乎你的弹性能为他们做什么
2138	So you can use it, but use it as a lesson	这样你就可以用它,但用它作为教训
2139	in order to provide value to somebody else.	为了给别人提供价值
2140	Ego just always is such a turn-off.	爱果总是如此转折。
2141	Mm-hmm.	对
2142	I don't know, I generally just,	我不知道,我一般只是说,
2143	I struggle so much when someone I feel is egotistical.	当一个人感到自我主义的时候 我挣扎得要命
2144	And the way I think about the difference between confidence and ego	我对自信和自我的区别的思考
2145	is evidence and reflection.	是证据和反思。
2146	So it's like if someone can give me evidence	所以说,如果有人能给我证据
2147	and they can reflect on that evidence	他们可以反省证据
2148	just to prove that it's real experience,	只是证明这是真实的经验,
2149	now it doesn't feel like a name drop.	现在感觉不像是名字掉下来了
2150	It doesn't feel like a number drop,	这感觉不像是数字下降,
2151	which just feels like it's a bit distasteful.	感觉有点讨厌
2152	I hate when people name drop.	我讨厌人的名字掉下来
2153	It's my least favourite thing.	这是我最不喜欢的
2154	When somebody name drops or says, you know,	当某人的名字下降或说,你知道,
2155	all these different numbers,	所有这些不同的数字,
2156	it is a literal indicator that they probably don't have the skills	这是一个字面指标 他们可能没有技能
2157	in order to do what I need them to do.	为了做我需要他们做的事
2158	Because they feel like they have to name drop	因为他们觉得他们得给"滴"起名字
2159	or they feel like they have to show their numbers.	或者他们觉得他们必须显示自己的数字。
2160	I would also challenge that though because it is a very fine line	我也会质疑这一点,虽然 这是一个非常好的台词
2161	with when you're, you know, new to a space,	当你,你知道,一个新的空间,
2162	there's a lot of people that might not know who you are.	很多人可能不知道你是谁
2163	So sometimes, you know, the numbers that you've done for a company	所以有时,你知道, 你为公司做的数字
2164	or your experience will speak volumes.	或者你的经验会说出很多的
2165	And so nobody's going to, you know, sell yourself like you will.	所以,没有人会,你知道, 卖自己像你会。
2166	So sometimes it's a fine line of not having ego,	所以,有时候这是一个很好的线 不自负,
2167	but it's also a line of like being loud about your accomplishments	但它也是一行 像大声的关于你的成就
2168	when they are valid and like shouting it from the rooftops	当他们合情合理的时候,
2169	because you deserved it if you worked for it.	因为你应该为它工作
2170	But it is a very fine line.	但它是一个非常好的线条。
2171	Yeah.	对
2172	Which sales call or sales deal challenged you the most?	哪个销售电话或销售交易 挑战你最多?
2173	Oh, that's a great question.	哦,这是一个伟大的问题。
2174	Okay, so I was talking to a gay guy.	好吧,所以我正和一个同性恋说话。
2175	Okay.	摆
2176	Love talking to gay guys.	喜欢和同性恋聊天
2177	So fun.	这么有趣。
2178	Like, it was very girls, girls vibe energy.	像,这是非常女孩, 女孩的氛围能量。
2179	He was awesome.	他是真棒。
2180	Okay.	摆
2181	He keeps giving me the spouse objection.	他一直给我的配偶反对。
2182	I keep rolling it, blah, blah, blah.	我不停地滚动它,等等,等等。
2183	Keeps giving me the spouse objection.	一直给我 配偶反对。
2184	I'm like, okay, fine.	我像,好吧,没事的。
2185	We keep rolling it.	我们继续滚动。
2186	Then his spouse walks in the frame,	然后,他的配偶走在车架上,
2187	sits down, I'm talking to spouse and spouse again, okay?	坐下,我又跟配偶和配偶说话,好吗?
2188	So I'm like, okay, awesome.	所以我喜欢,好吧,真棒。
2189	Now I know the other spouse is the decision maker.	现在我知道另一个配偶是决策者。
2190	Kind of turn the attention of the sale towards him	将销售的注意力转向他
2191	because I know the decision lies in his hands, right?	因为我知道决定权在于他,对吧?
2192	That's what you need to do.	这就是你需要做的。
2193	Then I'm talking to him.	便与他说话.
2194	He goes, I need to talk to my husband.	他走了,我需要和我的丈夫谈谈。
2195	So I look at this guy and I'm like, you brat.	所以,我看着这家伙 我很喜欢,你这个小鬼。
2196	I thought you, you know, I thought it was him, not you.	我以为你,你知道, 我以为是他,不是你。
2197	Like we could have had this done a long time ago.	就像我们早就可以这么做了
2198	Like, what's the issue?	怎么样?
2199	And so I, you know, direct to him.	所以我,你知道,直接对他。
2200	He says, I need to talk to my husband.	他说,我需要和我的丈夫谈谈。
2201	I redirect to him.	我转向他。
2202	He goes, no, I really need to talk to my husband.	他走了,不,我真的需要 和我的丈夫谈谈。
2203	He's not here right now.	他现在不在
2204	And I go, is there three of you?	我走了,有你们三个吗?
2205	And it was a throuple.	和它是一个三重。
2206	It was a gay throuple.	是一个同性恋的血脉。
2207	But let me tell you, the way that I closed this deal,	但是,让我告诉你, 我结束这个交易的方式,
2208	I sincere closed them.	我真心地关了他们
2209	And I go, you guys, this is one for the books.	我走了,你们,这是一本书。
2210	I was like, I've never been in this situation.	我当时想,我从来没有这样的情况。
2211	And you guys are going to use someone,	你们要用人
2212	probably the next person that comes up,	也许下一个出现的人
2213	you're going to have to buy something at some point	你总得买点东西吧
2214	because you do have some issues.	因为你确实有些问题
2215	I want that person to be me.	我希望那个人成为我
2216	I've never sold a throuple before in my life.	我这辈子从没卖过一分钱
2217	Like I would die to be able to go tell my boss and my coworkers	碞钩и碞禗иρ馏cmиㄆ
2218	that I just had this experience.	我刚刚有这种经历。
2219	Would you guys please allow me just the glory of having,	请你们允许我拥有...
2220	you know, my first throuple sale.	你知道,我的第一个交易。
2221	And they still send me Christmas cards to this day.	他们仍然给我寄圣诞卡到今天。
2222	I love that.	我喜欢
2223	Kind of a funny sale, but it was just, I was so backwards.	有点滑稽的买卖,但它只是,我是如此的倒退。
2224	I was mad at them because I was like,	我生他们的气是因为...
2225	I thought you were the decision maker, but it's you.	我以为你是决策者,但是你
2226	But it's you, but it's you.	但这是你,但这是你。
2227	Wait, they're not here with us, are they?	等等,他们不在这里与我们,是吗?
2228	That's incredible.	不可思议.
2229	That's wild.	这是疯狂的。
2230	It was pretty crazy.	这是相当疯狂的。
2231	I was actually speechless.	我其实是无语。
2232	So you're pretty much prepared.	所以你已经准备好了
2233	Like, because obviously that's something you'd never be prepared for.	就像,因为很明显,这是 你永远不会准备好。
2234	You're pretty much prepared for any direction it can go in.	你几乎已经准备好 任何它可以进入的方向。
2235	When you're training people, you're training them	当你训练人的时候,你训练他们
2236	in sales training for every scenario possible that's...	在销售培训 每一种可能的情况,这是...
2237	Yeah.	对
2238	So you have to train like things are going to go wrong.	所以,你必须训练 像事情会出错。
2239	You have to train for payments links not working.	您必须接受支付链接培训。
2240	You have to train for your Zoom maybe crashing.	你必须训练你的缩放 可能崩溃。
2241	You have to train for different objections,	你必须训练不同的反对,
2242	different scenarios if they need to call their bank,	不同的情景 如果他们需要打电话给银行,
2243	like different things, you just need to preempt them	就像不同的东西,你只需要先发制人
2244	rather than waiting for some monstrosity to happen	而不是等待一些怪事发生
2245	and then you attack it then and there.	然后你攻击它 然后在那里
2246	Like, you always need to preempt every sort of objection.	喜欢,你总是需要预先 每一种反对。
2247	And so then the follow-up question is probably like,	所以后续的问题可能是...
2248	how do you preempt objections?	你怎么先发制人呢?
2249	Well, you kind of get key indicators from someone you're talking about.	好吧,你得到的关键指标 从你谈论的人。
2250	So if I'm talking to a girl, we'll call her Stacey.	所以如果我跟一个女孩说话 我们就叫她史黛西
2251	And Stacey's wearing like a fat rock on her finger.	史黛西的手指上穿得像块胖石头
2252	I know Stacey's married, right?	我知道史黛西结婚了,对吧?
2253	So later on in the call, she might give me the spouse objection.	所以后来在电话里 她可能会给我 配偶反对。
2254	Or she might be saying words like, we, when we did this, us,	或者她可能会说,我们, 当我们这样做,我们,
2255	okay, there's probably someone else in the picture that's not on the call.	好吧 照片里可能还有其他人不在电话里
2256	I might ask Stacey, like, have you ever signed up	我会问史黛西,你有没有报名过?
2257	for something like this in the past?	过去这种事情?
2258	And if she did, okay, were you the one that made the decision	如果她做了,好吧, 是你做了决定
2259	or is there anyone else, you know, in the picture for that?	或者还有其他人,你知道, 在图片中为此?
2260	If there is anyone else in the picture, you got to get them on the call.	如果照片里还有其他人的话 你得让他们接电话
2261	But if not, easy, you just preempted the objection.	但是,如果不是,很容易, 你只是先反对。
2262	So you always plan for things.	所以,你总是计划的事情。
2263	And that's just, that's how a well-funneled sale works.	而这仅仅是,这是如何 一个很好的销售工作。
2264	Everybody thinks that sales is overcoming every objection in the book,	每个人都认为销售正在克服 书中的每一个反对意见,
2265	10 times over with every client, and it's not.	与每客户十次过,则不然.
2266	It's just creating a trusted buying atmosphere	它只是创造了一个信任的购买气氛
2267	and true rapport with someone and just a good energy around the sale	和真正的关系 和某人,只是 良好的能量围绕销售
2268	that makes it so easy for someone to say yes.	这样就很容易有人答应了
2269	Yeah.	对
2270	Why do you think we're all so, like, ready to save up for a month	你怎么觉得我们都准备存一个月
2271	to buy a bag, but struggle to invest in ourselves?	买一个袋子,但努力 投资我们自己?
2272	Right, it's because you're worried about what everybody else thinks.	没错 因为你担心别人的想法
2273	You're shifting perception from how do I feel about myself	你在改变我对自己的看法
2274	to how do other people feel about me.	别人对我的感觉如何
2275	Because buying a bag, I mean, if you want to buy a bag,	因为买包,我的意思是, 如果你想买包,
2276	you can do that, right?	你能做到这一点,对不对?
2277	Like, if it makes you feel good,	喜欢,如果它让你感觉很好,
2278	like, I love buying designer, like, if it makes you feel good.	我喜欢买设计师 如果你感觉好点的话
2279	But buying it just for other people when you have other priorities	但买它只是为了别人 当你有其他优先
2280	is where it becomes an issue.	问题就在这里
2281	Like, I never bought designer until maybe, like, a year ago.	喜欢,我从来没有买设计师 直到也许,喜欢一年前。
2282	Even though I could, it's just I had so many other things	虽然可以,只是我还有好多事情
2283	I wanted to check off.	我想检查一下
2284	I wanted to do rental properties, networking events,	我想做租房 网络活动
2285	hire mentors, move, like, there were so many other things	雇佣导师,移动,喜欢, 有这么多其他的事情
2286	that mattered to me more than just worrying about other people's perceptions.	不只是担心别人的看法
2287	Because nobody's really thinking about you as much as you think.	因为没有人像你想象的那么想你
2288	It's a, there's a metaphor, it's called, like,	这是一个,有一个比喻, 它叫,喜欢,
2289	the invisible guest at a wedding.	婚礼上的隐形客人
2290	Like, you show up to a wedding and you want your hair to be perfect,	喜欢,你出现 婚礼 你想要你的头发是完美的,
2291	you're worried about what dress to wear,	你在担心要穿什么衣服
2292	you're worried about the conversations that you're having with people,	你担心你和别人的谈话
2293	when everybody's thinking that.	当每个人都这么想。
2294	And you'll probably never see a lot of these people again.	你可能再也见不到这些人了
2295	So, you're so in your head, but so is everybody else.	所以,你是如此在你的脑海, 但其他人也是如此。
2296	And so, in somebody else's perception,	所以,根据别人的看法,
2297	you are just the invisible wedding guest.	你是隐形的婚礼嘉宾
2298	They won't remember you.	他们不记得你了
2299	So, why worry about if every single word is going to be perfect?	为什么要担心每个词都完美呢?
2300	And you can carry that into everything.	你可以把它带入一切。
2301	In sales, nobody knows what you're supposed to say.	在销售中,没有人知道你该说什么。
2302	They don't know your script.	他们不知道你的剧本。
2303	If you mess up, you just roll with it, you keep going.	如果你搞砸了,你只是滚与它,你继续去。
2304	Like, this podcast, I don't want to be perfect.	像,这个播客, 我不想成为完美的。
2305	If I was perfect, I would be AI.	如果我是完美的,我会是AI。
2306	And I wouldn't be relatable to people.	我也不会对人感到安慰
2307	So, just know that, you know, some sort of respect of,	所以,只要知道, 你知道,某种尊重,
2308	I don't have to be perfect, in fact, it's better if I'm not perfect.	我不必完美 事实上 如果我不完美会更好
2309	That is what makes you human,	这就是你成为人类的原因
2310	and that is what makes your story so amazing to inspire other people.	这使得你的故事如此惊人 激励其他人。
2311	Yeah, absolutely, absolutely.	是的,绝对,绝对。
2312	And also, I just feel like, I guess what I was getting at was this idea of,	还有,我觉得,我想我得到了什么 是这个想法,
2313	we don't even know we're being sold by most of the people that are selling to us.	我们甚至不知道 我们被大多数卖给我们的人出卖了
2314	Like, there are just certain life choices we feel we made independently,	喜欢,只是有 某些生活选择,我们觉得 我们独立做了,
2315	but we were all sold on what it meant.	但我们都被卖了
2316	Oh, yeah.	对
2317	And it's like, but when it comes to investing in ourselves,	这就像,但当它 投资我们自己,
2318	building our skills, learning, it's almost like we're scared	培养我们的技能,学习, 它几乎像我们害怕
2319	to part with our hard-earned money	和我们辛苦赚的钱分开
2320	because it feels, in some way, like we're being sold to.	因为它感觉,在某种程度上, 像我们被卖到。
2321	Well, investing into yourself is one of the most freeing things that you can do.	投资你自己是最自由的事情之一 你可以做的。
2322	If it's something that will give you an ROI,	如果有东西会给你一个ROI,
2323	there's obviously a lot of things that you probably shouldn't invest into,	很明显很多事情 你可能不应该投资
2324	but if you have a clear goal,	但如果你有一个明确的目标,
2325	you should feel super confident in investing in yourself	你应该对投资自己感到自信
2326	if it qualifies for ROI, return on investment.	投资回报。
2327	If you can be super clear about, if I put this amount of money in,	如果你能说清楚的话 如果我把这么多钱放进去
2328	what will I get out and what doors will that unlock for me?	我能得到什么 和什么门 会解锁给我?
2329	If you can feel good about that give and take,	如果你能感觉好点 接受和接受
2330	then you should make the decision for yourself.	那你应该自己决定
2331	And I think the tables are kind of turning in a lot of ways	我觉得桌子在很多方面都转弯了
2332	with younger people because I think a lot of people love investing in themselves.	和年轻人在一起,因为我认为很多人都喜欢投资自己。
2333	They love buying an outfit to wear to an interview	他们喜欢买衣服去面试
2334	because it makes them feel a little bit more confident.	因为这让他们更有信心
2335	I think we're kind of shifting away from the stigma around,	我觉得我们有点脱离了 周围的耻辱,
2336	oh, you shouldn't spend money on yourself, right?	哦,你不应该花 钱你自己,对不对?
2337	I think we're kind of shifting away from that, so I'm very happy for that era.	我觉得我们有点偏离了这个时代 所以我对那个时代很满意
2338	Yeah, absolutely.	当然
2339	Shelby, you're awesome.	谢尔比,你真棒。
2340	This is so much fun.	这太有趣了
2341	Thank you.	谢谢
2342	I learned so much.	我学到了很多
2343	I think my audience learned so much.	我觉得我的观众学到了很多
2344	And I know, like you just said,	我知道,就像你说的,
2345	you just recorded a six-hour sales training for free for YouTube,	你刚刚录制了一个6小时的销售培训 为YouTube免费,
2346	so I'm excited for people to go subscribe to your channels,	所以我很高兴人们能订阅你的频道
2347	跟着你在Instagram,在YouTube上,其他任何地方。
2348	We end every episode of On Purpose with a final five.	我们以最后5集结束"目的"的每一集
2349	These have to be answered in one word or one sentence maximum.	这些必须用一个词或一个句子来回答。
2350	OK.	摆
2351	So, Shelby, these are your final five.	谢尔比,这是你最后的五个
2352	Question number one, what is the best advice you've ever heard or received?	第一问题,你听到或得到的最好建议是什么?
2353	To go as fast as possible.	尽量快
2354	Never slow down.	永不减慢.
2355	I like that.	我喜欢
2356	No one's ever said that before.	以前没人这么说过
2357	I can't elaborate.	我无法解释
2358	You can't go, and I'll let you.	你不能走,我就让你走
2359	Everybody always says, you know, take it slow.	大家都说,慢慢来
2360	You have time.	你有时间。
2361	You deserve a break.	你该休息一下
2362	Like, just chill when in reality you don't.	像,只是冷静 当你不现实。
2363	You literally have no time.	你没有时间了
2364	There is urgency.	情况紧急。
2365	You need to use every single waking moment	你需要利用每一个醒来的时刻
2366	to strategize what you want out of this life,	谋划你想要的生活,
2367	and then as soon as you're clear on it, work yourself backwards.	然后,一旦你明白这一点, 倒着工作。
2368	And the cool thing is when you're clear on your goal,	很酷的是,当你清楚你的目标,
2369	that urgency does kick in.	那种急迫感是会开始的
2370	If you're like, I don't have the urgency.	如果你喜欢, 我没有急事。
2371	When you know exactly what you want, the urgency kicks in	当你知道自己到底想要什么时, 紧急感就会开始
2372	because you're like, well, how fast can I get there?	因为你喜欢,嗯,我能有多快到达那里?
2373	And don't go with other people's timelines.	别跟别人一样
2374	Just because some people have what you want by 45	就因为有人有你想要的45岁
2375	doesn't mean you have to wait till you're 45 to have it.	这并不意味着你必须等到45岁才拥有它。
2376	You can literally give it to yourself now	你现在可以给自己了
2377	if you just work really hard and go fast.	如果你只是努力工作 并快速前进。
2378	Yeah.	对
2379	Well said.	说得好
2380	Yeah, I feel like that idea of moving fast, you will break things.	对,我觉得你动作快 你会弄坏东西的
2381	But if you didn't move fast,	但如果你不快点走
2382	you wouldn't have had the progress and the growth.	你不会有进步和成长。
2383	And I can relate to that.	这点我可以理解
2384	I was 28 when I started all of this,	我28岁时开始这一切,
2385	and we moved extremely fast in the last ten years.	在过去十年里,我们进展非常迅速。
2386	And when you're doing that, certain things...	当你这么做的时候 有些事情...
2387	It's chaotic and it's messy, but you learn as you go.	乱七八糟的,乱七八糟的,但你学着去。
2388	That's the only way to do it.	唯此法门.
2389	Absolutely.	当然
2390	And I think if we tried to go any slower,	我想如果我们想慢一点
2391	we wouldn't exist.	我们不会存在。
2392	Exactly, yeah.	没错
2393	We wouldn't be around, yeah.	我们不会在附近,是的。
2394	I love that.	我喜欢
2395	I think the same for myself.	我也这么想
2396	In college, everybody told me to slow down	在大学,大家都叫我慢下来
2397	or, why are you doing this and that?	或者,你为什么这样做和那些?
2398	I got an accelerated master's degree and an honors finance degree,	我得到了一个加速硕士学位和荣誉财务学位,
2399	which don't use either of those.	两者都不用
2400	But again, every single ounce of hard work	再说一遍,每一盎司的辛勤工作
2401	that you put into yourself never goes to waste, right?	你让自己永不浪费 对吧?
2402	I learned work ethic and whatever.	我学会了职业道德等等
2403	But every summer that I was doing that,	但每年夏天,我这样做,
2404	I was knocking doors, selling pest control,	我敲门,卖害虫控制,
2405	in Minnesota heat to strangers.	在明尼苏达州对陌生人发热
2406	So it's like I was going so fast.	感觉我走得太快了
2407	I never had a second that I was just bored.	我从来没有一秒钟,我只是无聊。
2408	And maybe that comes from trauma or whatever,	也许是因为创伤之类的原因
2409	but I think that also just builds some sort of work ethic	但我认为这也只是 建立某种工作道德
2410	where you're like, there's so much urgency,	在你喜欢的地方, 有这么多的紧急,
2411	like I need to go.	就像我必须去。
2412	Like there is nobody else that's going to save me right now.	就像现在没有人会救我一样
2413	Nobody's going to come in and build your life for you.	没有人会进来为你建造你的生活。
2414	You need to go.	你该走了
2415	And everybody in your life is going to tell you,	你生命中的每个人都会告诉你
2416	slow down, take a break.	慢点,休息一下
2417	Oh, you're doing so good.	哦,你做的这么好。
2418	Why don't you just be happy here?	你为什么不在这里开心?
2419	It's because your speed and your growth	因为你的速度和成长
2420	makes their lack of growth and lack of speed feel inferior.	使他们的缺乏增长和速度感到低劣。
2421	That's the only thing it means.	这是唯一的意义。
2422	And you're making them feel uncomfortable	你让他们觉得不舒服
2423	because of how much you're doing in such a short amount of time.	因为你在这么短的时间里做了多少
2424	So you need to be able to filter out	所以你需要能够过滤出来
2425	what other people are saying about you	别人怎么说你?
2426	and why they're saying that.	他们为什么这么说?
2427	Take it for face value.	取为面值.
2428	You don't need to attack it.	你不需要攻击它。
2429	But just know if you have goals and priorities,	但只要知道如果你有目标和优先事项
2430	why have it take 10 years if you could have it take two?	为什么要花10年才能花2年呢?
2431	Literally why?	为什么?
2432	You might as well do it now.	你还是现在就做吧
2433	And especially if a woman's watching this	尤其是如果一个女人在看这个
2434	that doesn't have kids yet,	还没有孩子
2435	you need to go now.	你该走了
2436	Your day is all about you.	尔时世尊.
2437	You know, if you don't have other kids,	如果你没有其他孩子
2438	other people in your life to tend to,	你生活中的其他人都会这样
2439	you have so much free time that you can put into yourself	你有这么多的空闲时间 你可以投入到自己
2440	and go as fast as possible and speed run it.	越快越快 速度越快
2441	Because as soon as like if you want to grow a family one day,	因为只要有一天你想养家糊口
2442	you've got a lot of other stuff to do.	你还有很多事要做
2443	And you're probably going to be like,	你可能会是,
2444	damn, why didn't I do all this side hustle things	妈的,我为什么不做所有 这边的杂事
2445	or extra learning on the side	或边上的额外学习
2446	when I had the free time to do so?	当我有空的时候?
2447	So it's a very finite amount of time where you can go fast	所以这是非常有限的时间 你可以去快
2448	and you need to take advantage of it.	你得利用这个机会
2449	Absolutely.	当然
2450	Wow.	珃
2451	That was very motivational.	这是非常有动机的。
2452	Thank you.	谢谢
2453	You're like, what am I going to do tonight?	你就像, 我今晚该怎么办?
2454	This is like amazing.	这就像惊人的。
2455	I'm not even a woman and that was like, that got me, right?	我甚至不是一个女人,就像, 这让我,对不对?
2456	I mean, for men and women, it's like just go fast.	我的意思是,对男人和女人来说, 这就像只是去快。
2457	Yeah.	对
2458	No, I agree.	不,我同意这个说法。
2459	I agree.	и種
2460	My mentor who, I forget how old he is now,	我的导师,我忘了他现在多大了
2461	but he was like...	但他喜欢...
2462	That's not good.	这可不好
2463	No, no, no.	不,不,没有。
2464	Not like that.	不是那样的
2465	I was what?	我本来什么?
2466	When I was 28, he was like 55.	我28岁时,他像55岁。
2467	So I'm 10 years older, so he's like 65.	所以我大了10岁,所以他像65岁。
2468	And he used to always tell me, he was like,	他总是告诉我,他喜欢,
2469	Jay, before you have kids, you can move 200%.	杰伊,在你有孩子之前,你可以移动200%。
2470	For sure.	当然
2471	Put your foot down on the pedal.	脚下踏板.
2472	Like do everything.	喜欢做一切。
2473	For sure.	当然
2474	And he was absolutely right.	他说得对
2475	Like he was absolutely right.	好像他绝对是对的
2476	Like it was just for the past 10 years,	就像过去10年一样
2477	I've had my foot down on the gas.	我脚下下气.
2478	And I don't regret a second of it, it's been the best thing ever.	我一点都不后悔,这是有史以来最棒的
2479	You've built a foundation.	你已经建立了一个基础。
2480	Well, you've built more than just a foundation,	你建了不止一个基础
2481	but you've built it.	但你已经建造了它。
2482	And so now, like when you are able to have kids,	所以,现在,就像 当你可以有孩子,
2483	you can like enjoy that and be a little bit more present.	你会喜欢的 并且更能现身
2484	I hope so.	我希望是这样。
2485	And not have to work out of survival.	也不必为了生存而工作。
2486	Yeah.	对
2487	Question number two,	第二问题
2488	what is the worst advice you've ever had or received?	你得到过或收到过的最差的建议是什么?
2489	Finish your master's program.	完成你的大师程序。
2490	Did you finish it?	你做完了吗?
2491	Yeah.	对
2492	I got a master's degree by 22.	我22岁时拿到硕士学位
2493	What was your master's in?	你师父在干嘛?
2494	Business.	事业.
2495	Wow.	珃
2496	Yeah, so it was in business development,	是啊,所以它是在商业发展,
2497	but it didn't really do much.	但它并没有做很多。
2498	We had a teacher,	我们有个老师
2499	it was like you have four different types of teachers	你好像有四类老师
2500	for the four different types of business.	为四种不同类型的业务。
2501	One of them was sales and negotiation.	其中之一是销售和谈判。
2502	And I was in door to door sales,	我在门外销售,
2503	like making a ton of money, like loved it.	喜欢赚一吨钱,喜欢它。
2504	And this professor was teaching the most menial,	这位教授教的是最庸俗的
2505	like kindergarten level sales tactics.	像幼儿园的销售策略。
2506	And I'm like, this is what people are teaching you?	我很喜欢,这是人们教你的吗?
2507	Like, I think there's something to be said	我觉得有话要说
2508	when you are someone that is in a situation,	如果你是处于困境的人,
2509	whether that be a job or school or a program,	不管是工作还是学校还是计划
2510	and you kind of look around,	你看看周围,
2511	and you don't feel like you belong, but in a good way,	你并不觉得属于你 但从好的方面来说
2512	I think it's good to notice that, acknowledge it.	我认为这是很好的注意到,承认它。
2513	And like, if you still want to finish it,	喜欢,如果你还想要完成它,
2514	just to be able to say you did, like, I think that's important.	可以说你确实这么做了 我觉得这很重要
2515	But it's also like, don't follow that path then.	但也一样,不要走这条路。
2516	If you know that you're better than everybody else around you,	如果你知道你比周围的人都好
2517	in a non-egotistical way, but you just know you're special,	以非谈判方式, 但你只是知道你很特别,
2518	you know you're destined for more than what you're doing right now,	你知道你命中注定的比你现在所做的更多
2519	that that's okay.	没关系
2520	And I think a lot of the people, when they told me, you know,	我认为很多人, 当他们告诉我,你知道,
2521	just do things the normal way, why are you trying so hard?	照常办事,干嘛这么努力?
2522	It's like, those people now are in a position	就像,那些人现在处于一种地位
2523	where they're asking me for advice.	他们问我的建议。
2524	And I'm like, well, there's not really much advice to give	而我喜欢,嗯, 没有多少建议
2525	because we both started off at the same exact playing field.	因为我们都是从同一地点开始的
2526	It's just some people go really frickin' fast	只是有些人会飞得很快
2527	and try a bunch of different things out.	并尝试 一堆不同的事物出来。
2528	And not everything worked out.	而不是一切都解决了。
2529	And I had to sacrifice nights, I had to sacrifice friendships,	我不得不牺牲夜晚, 我不得不牺牲友谊,
2530	I had to sacrifice, you know, going out or whatever.	我不得不牺牲,你知道,出去什么的。
2531	But it's worth it.	却值.
2532	So, yeah, I wouldn't have finished my master's program	所以,是的,我不会完成我的大师课程
2533	if I know what I know now, but I mean, glad I did it.	如果我知道我现在知道什么, 但我是说,很高兴我做到了。
2534	That's cool.	这很酷。
2535	Question number four.	第四问.
2536	Can everyone be good at sales	人人都会卖吗?
2537	or are certain people just not meant for it?	还是某些人不是有意的?
2538	Everybody thinks you need to be extroverted	每个人都认为你需要被排斥
2539	in order to be good at sales, and that's actually false.	为了善于销售, 这实际上是错误的。
2540	And I'm not saying introverts are better than extroverts,	我不是说内向者比外向者好
2541	even though a lot of introverts do do well in sales	虽然很多内向者在销售上表现良好
2542	because you can build that empathy.	因为你可以建立这种同情心。
2543	But it all comes down to internal motivation	但这一切都是内部动机
2544	of I will do what I need to do right now,	我将做我现在需要做的事,
2545	even if nobody's watching,	即使没人看
2546	which means on a sales call, people are going to tell you no.	也就是说在销售电话上 人们会告诉你不要
2547	Are you going to sit there and roll a couple objections with them?	你要坐在那里 和他们提出一些反对意见?
2548	Are you going to sit there, and even though it's a little uncomfy,	你要坐在那里 尽管有点不舒适
2549	are you going to do what you need to do	你要做你该做的事吗?
2550	in order to move the conversation forward?	为了推进对话?
2551	Or at the end of your day, are you satisfied?	或者在你最后的一天,你满意了吗?
2552	Or are you going to send out some follow-up emails?	还是发一些后续邮件?
2553	Are you going to text a couple clients from the day before	你从前一天开始要发短信给几个客户
2554	to make sure you pick up every single deal that you possibly can?	确保你能够接受所有交易?
2555	And those people, I would boil it down into one word,	而那些人,我会把它整理成一个词,
2556	and that's hunger.	这就是饥饿。
2557	You need to be hungry.	你需要饿了。
2558	Like, you need to be maniacal in your work ethic and gritty.	像,你需要疯狂 你的工作伦理和gritty。
2559	That's who succeeds in sales, is who wants it the most	就是那个在销售中获得成功的人,就是最想要的
2560	and who does the most in order to get it.	和谁做最大 为了得到它。
2561	What do people do when they just feel lazy, stuck?	人们只是觉得懒惰,卡住了,会做什么?
2562	Maybe they've just wasted a bit of time	也许他们只是浪费了一点时间
2563	and they've kind of developed bad habits.	他们已经发展出一种坏习惯。
2564	I always ask her.	我一直问她。
2565	What's your morning routine?	你早上的习惯是什么?
2566	What are you doing today?	你今天在干吗?
2567	What did you do before?	你以前做过什么?
2568	Did you stop doing the things outside of your sales job	你停止做你销售工作以外的事了吗?
2569	that made you so great, to where you got a little too cocky,	这让你如此伟大, 到你有点太自大,
2570	to where you thought to yourself,	回到你对自己的想法
2571	I don't need to show up to these trainings.	我不需要参加这些训练
2572	I could skip a workout if I need.	如果需要,我可以跳过锻炼
2573	I don't need to get a little bit of extra advice about this.	我不需要得到一些额外的建议 关于这一点。
2574	I don't need to re-watch my sales calls because I close everyone.	我不需要再看销售电话 因为我关闭了每个人。
2575	But money is a lagging indicator.	但是,资金是一个滞后的指标。
2576	So if you stop doing the things that got you to be so great,	所以,如果你停止做 让你如此伟大的事情,
2577	it might not affect you that day, but it'll affect you in two months.	那天也许不会影响你 但两个月后会影响你
2578	And then you'll wake up one day and be like, where did it all go?	然后有一天你会醒过来 就像,这一切去了哪里?
2579	Well, because two months ago, you stopped doing the things	嗯,因为两个月前 你停止做那些事情
2580	that made you great in the first place.	让你成为伟大的第一。
2581	So sales is all about being the best, yes.	所以,销售是所有关于 是最好的,是的。
2582	But staying at the top is a big stressor as well,	但留在顶端 也是一个巨大的压力,
2583	because you have to keep up with that level of pressure	因为你必须跟上压力水平
2584	where everybody's looking at you and saying,	大家都看着你说
2585	you're the best closer on our team.	你是我们团队中最接近的
2586	Like, what's your secrets, blah, blah, blah.	比如,什么是你的秘密,等等,等等,等等,等等。
2587	But also being humble enough to know	但同样谦卑到知道
2588	that you could go down the line at any point in time.	随时可以下线
2589	So you need to keep doing the things that got you there.	所以你需要继续做 让你在那里的事情。
2590	Yeah, good advice, good advice.	是啊,好建议,好建议。
2591	Fifth and final question we ask this to every guest who's ever been on the show.	第五个也是最后一个问题 我们问这个给所有参加过节目的客人
2592	Shelby, if you could create one law	谢尔比,如果你能制定一条法律
2593	that everyone in the world had to follow, what would it be?	世界上每个人都必须遵循, 它会是什么?
2594	The law that you have to use the cards that you were dealt.	您必须使用被处理的牌的法律。
2595	A lot of the times I see women specifically feel bad	很多时候我看到女人特别难过
2596	about an unfair advantage that they've been dealt.	关于不公平的优势 他们已经得到了处理。
2597	Like, everybody has a deck of cards, right?	大家都有牌吗?
2598	And maybe one of your cards is you have family money.	也许你的一张牌是家里的钱
2599	Like, you've got daddy's money.	喜欢,你有爸爸的钱。
2600	Daddy did very well for himself and you are financially set.	爸爸为自己做的很好 而你是财政准备。
2601	OK, use that card and don't feel bad about it.	好,用那张卡片,别难过
2602	Maybe one of your cards is you're really good at talking to people.	也许你的其中一张牌是 你真的很会和人说话
2603	Don't try to humble yourself by doing something outside of your skill set.	别自卑 做一些超出你技能范围的事
2604	Like, take that unfair advantage and use it.	喜欢,利用那不公平的优势 并利用它。
2605	Or maybe you're gorgeous.	或许你很漂亮
2606	Go model, go put yourself in front of a camera and go viral.	去模特儿,把自己放在摄像机前,去病毒传播
2607	Like, use every single unfair advantage and don't ever feel bad about doing so.	喜欢,利用每一个不公平的优势, 不要为这样做感到难过。
2608	So the law would be, I guess, just, you know, using all of the cards that you were dealt	所以法律是,我想,只是,你知道, 使用所有的牌 你被处理
2609	and not faking humility in order to, you know, play it fair.	而不是假装谦卑 以便,你知道,发挥它公平。
2610	You don't have to play fair.	你没必要公平行事
2611	Nobody else is playing fair.	没人能公平行事。
2612	So do what you can to get ahead with the cards that you were dealt.	所以尽你所能 提前处理你被处理的牌。
2613	Yeah, yeah, well said.	是啊,是啊,说得好。
2614	Yeah, I think there's so many of us that totally do the opposite.	是的,我认为有这么多 我们这样做完全相反。
2615	Yeah, absolutely right.	是啊,绝对正确。
2616	Why I see a lot like, and I think it's cool, too, though.	为什么我看到很多类似, 我觉得这很酷,虽然。
2617	On one hand, because it's like, oh, you have family money,	一方面,因为它就像, 哦,你有家庭钱,
2618	but you want to go make a name for yourself in a completely different facet.	但你想在完全不同的方面给自己起个名字
2619	Like, great.	喜欢,伟大的。
2620	But also, it's like a lot of people have so many advantages in their book	但是,这就像很多人 有这么多优势 在他们的书
2621	and they don't realize that they have them, you know?	他们不知道他们有他们,你知道吗?
2622	And it's like you do.	就像你一样
2623	You're just not focusing on it.	你只是没有专注于它。
2624	Or you're focusing on what's in somebody else's deck and you're not looking at yours	或者你把注意力放在别人的甲板上 却不看你的
2625	and you're not doing things in order to get more cards in your deck.	你这样做不是为了得到更多的牌 在你的甲板。
2626	Again, building these skills, building experience for yourself	再说一次,培养这些技能,培养自己的经验
2627	in order to have more cards that you can be dealt.	以获得更多可以处理的牌。
2628	So, I think a lot of people just don't play the game of life	所以,我认为很多人只是 不玩 生活游戏
2629	to the full advantage that they could.	让他们能完全受益
2630	Yeah, well said.	说得好
2631	Shelby, thank you so much.	谢尔比,非常感谢
2632	This is awesome.	这是真棒。
2633	Your advice, your insight, your motivation and inspiration is contagious.	你的建议,你的洞察力,你的动机和灵感是传染性的.
2634	And I can't wait to see so many more people come to your work	我迫不及待地想看到这么多人来参加你的工作
2635	to be able to learn from you, how to sell better, to negotiate better,	能够学习你, 如何销售更好, 谈判更好,
2636	to persuade better, get the raise they deserve, make the money they deserve	说服他们,让他们得到应得的提升,让他们得到应得的金钱
2637	and really create abundance in the world where more people are living	并真正创造丰富的 在世界上有更多的人生活
2638	and more for life.	和更多的为生活。
2639	So, thank you so much.	所以,非常感谢你。
2640	Thank you so much.	非常感谢

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