業務傳真- 千萬不要讓客戶太早知道價錢！

千萬不要讓客戶太早知道價錢！

這並非隱瞞也非吊胃口，而是在協助客戶克服人性的弱點。

人性是多數人在付錢的時候想的是：我的錢變少了。

更進一步說，或許連客戶也沒有知覺到這點：我可以買其他東西的錢​變少了。

所以，你的價格太貴了！為了保留我可以買其他東西的金錢空間，我​會殺價，或乾脆在看一下其他東西再決定要不要跟你買。

這就是殺價或乾脆不買的原因之一！

業務的工作就是，再讓客戶充分了解你的產品可以帶給他的價值和利​益之前，不要讓客戶知道價錢。

唯有在客戶充分了解產品的價值和利益之後，他對價格的認知才會轉​移，他的心裡才會開始思考擁有產品之後的可以享有的好處，而產品​價格是為了獲得那些好處的必要代價。

這時價格敏感性才會降低。

只會報價，不會讓客戶知道產品價值的人，不是業務，頂多只是報價​員。
價格在多數時候都會是問題，但也多數發生在客戶不了解產品利益的​時候。

Well, 我已經記不清第幾次來香港了，或許7次或許10次。怎麼感覺這個城市一直在擴建，填海造地是香港人的專長。衝突性的社會必會產生衝突性的人，我想是這裡的寫照！

A very powerful mantra

" Universe, if anyone has anything great coming to them and they are not willing to take it, send it to me! I am open and willing to receive all of your blessings. Thank you.
(宇宙啊！當好事發生在人們身上而他們不願意接受的時候，請把這些好事轉移到我身上！我很開放，而且願意接受所有來自您的祝福。。謝謝祢!)
Quote from T. Harv Eker's Bestseller "Secrets of the Millionaire Mind"

From my experience, it really works! Read it loudly everyday, then you will have good luck coming to you. Just do it!

http://www.millionairemindbook.com/

Frankfurt 法蘭克福, Germany- Euro Headquarter

Wuerzburg, Germany 2/9/2011- A beautiful township in middle Germany

故人

http://xinsheng.net/xs/articles/big5/2004/11/8/29565.htm

尚義說德國這幾天有比較溫暖一點。

他2/11要從柏林來法蘭克福找我.....

真的好幾年沒見了，自從2002年尚義去德國唸書和工作之後。

不自覺想起十幾年前一起在成大打球的情景。尚義學長，法蘭克福見，再聊聊往事吧！

1999年大專盃在陸官- 最左邊就是尚義學長

Goodbye to the Tiger, Happy New Year of the Rabbit!

Happy New Year of the Rabbit!

Last year the New Year Eve, I was in Frankfurt being accompanied with a group of business people. This year, the the Germany trip is starting with next Tuesday!

I have to work hard on some research in data during holidays for there are several big titans waiting for me to talk with them there! I am really enthusiastic about closing their deals. Good preparation means better chance.

Good luck to everyone through the whole coming year, including me!

Spencer @ the last minute, last day of Tiger year

Ambiente 2011

這將是第4次進德國
2/8-2/17, 2011
兩次南部的慕尼黑  兩次中部的法蘭克福

希望到時候天氣暖一點
http://ambiente.messefrankfurt.com/frankfurt/en/besucher/willkommen/erleben.html

2010.12.13 @台東

Publication- 第2個TED TALK翻譯(由我翻譯，經另一位翻譯者審查)：先按view subtitle, 再選Chinese(traditional)

Next Trip

法蘭克福, 德國

2/9-2/17, 2011

Publication- 第1個TED TALK review(別人翻譯，我進行審查)：先按view subtitle, 再選Chinese(traditional)

Publication- 第1個TED TALK翻譯(由我翻譯，經另一位翻譯者審查)：先按view subtitle, 再選Chinese(traditional)

形象圖

兩個星期前的工作，這一次攝影師有拍出我要的感覺！

其中兩張

香港

Staying in Hong Kong during 19th to 23rd October

for work....

http://mega-show.com/Part1/EN/index.html

http://www.ted.com/

最近申請成為TED TALKS的志願翻譯者～

他們來信問了幾個問題藉以測試！

我的回覆如下，希望會成功囉~~

Dear Sir,

Thanks for the reminding to be qualified as a TED translator. I hope to be an excellent TED translator to spread more excellent ides into the Chinese-speaking world.

Here are my answers aiming at all questions.

1) What language do you want to translate into?

I was born and grown up in Taiwan where Chinese(traditional) is the national language, so I want to translate my beloved TED topics into Chinese(traditional) to express Giants' thoughts as exactly as possible.

2) Is this your native language? If not, how and where did you learn it?
Yes, Chinese is my native language. I learn it since ever I was an infant.

3) How often do you speak this language? Do you use it professionally, personally, or both?
I speak Chinese in daily life since I weak up to go to bed, that contain utilization in both professional on work and personally on social networking.

4) How often do you read in this language? Do you read news? Novels? Personal correspondence?
I have more than two hundred Chinese books in my shelf, that I have kept reading over and over, ranging from literature to business books and spiritual thoughts.


5) How often do you write in this language?

I write Chinese every day both on work and social networking.

I got the MBA degree 7 years ago. At that time, my Chinese master thesis was awarded as the EXCELLENT ranking by the institute of Chinese Society for Management Of Technology. Thus, I am confident with my Chinese writing skills.

6) If English is not your first language, how and where did you learn it? How often do you speak, write and/or read English?

I have learned English for about 20 years since I was a child. I am now a sales person who promotes our company's products to all over the world, especially to the U.S. and west Europe. I have to deal with emails from customers in the west world, so English for me is an very important language to get my work done daily. Each year, I have to attend three exhibitions held including in Frankfurt, Hong Kong, and the States, to promote our company and products, where I speak to visitors form all over the world with English.

Now in my leisure life, I keep watching podcast programs like NBC news, CNN new, and without a doubt TED TALKS is my favorite where I can get deep thoughts inside each topic from maestros all over the world.

A few days ago, I wrote an email to an American attorney asking him some questions which I found in his book, as well as his reply in the first several paragraphs. Please take the below article for the judgement reference.

Dear Spencer,

Thank you for your kind words.

Question 5 is designed to either get the person you are negotiating with to admit they have full authority to reach a deal(and by inference give concessions to you to make the deal) or let you know quickly that you are essentially wasting your time talking to them when you should be talking with the person with the authority

Question 6 is designed to get the person you are negotiating with to either:

A.Get nervous and try and resolve the matter with you directly so as to not show they are incompetent. To make the deal they will have to give you better terms or

B.Have the person kick the matter upstairs to the boss indicating that you are difficult to negotiate with and to reach a deal the boss will have to offer you a better deal. The boss will likely try and save face by demonstrating to his subordinate that he can get the deal done(even if he has to offer you more).

Like any good negotiation question there can be many permutations and responses but the bottom line on all of them is that you are putting them on the defensive, giving up nothing and are likely to do better by playing the subordinate off against the boss.

Keep me posted and let me know how your negotiations go.

All the best
Steve

Steve Babitsky, Esq.
President, SEAK, Inc.
Phone: 508.548.9443
Fax: 508.540.8304
www.seak.com
- 隱藏引用文字 -


-----Original Message-----
From: Spencer Shu
To: sbabitsky@aol.com
Sent: Sun, Oct 3, 2010 11:14 am
Subject: My questions from the book 50 Questions for Success Negotiation


Dear Steven,


This is Spencer from Taiwan who just starts to read the book "50 Questions for Success Negotiation". I am really happy that there is a great guide like your writing that will help me dealing with negotiation especially in my work. That's why I bought this book in Chinese edition while I hit the book store a couple of days ago.


Up until my reading progress, I am confused about the connection between Question 5 and Question 6.
I am sorry that I don't have the book's original edition, so I can just translate these two questions into English from my Chinese edition book, that may be different from your original writing and I hope that won't cause misunderstanding.


Q5. Do you make decisions with full authorization?
Q6. May I talk to your boss?


First of all, I fully agree that this kind of question is very vital in early negotiation like what reasons you address in the book. However, these two questions seem to be very similar in substance, for the fact that generally speaking, authorization always comes from the boss(chief) in the organization. If I am the man who were fully authorized to deal with this problem, then there will be no boss behind me in terms of this negotiation. So if I am the man who launches Question 6, does it mean essentially that I also ask the Q5 as well? This is my first confusion.


And my second confusion also comes from the same logic that why these two questions would have different response ways? In how to react to Q5, you think we should not answer back "Yes" or "No", but lifting up the level to fight back the question's premise. However, in the reaction to Q6, you teach us to answer back "Sure", meaning the other man can talk to my boss. If I was asked " May I talk to your boss", and I said back yes, does it also means that I admit I don't have full authorization?


I am not challenging your points, but just can not completely understand what difference between these two questions and hope that I can get your further expressions about that.


Thanks so much for your attention and look to hear from you soon.


Yours Sincerely,
Spencer


7) Do you have other colleagues, family or friends who can assist you on the translation of tricky or culturally-specific words and phrases?

Yes, I have a friend coming from New York who has been working in Taiwan for almost five years. He do speak the very fluent Chinese.

8) What is your profession?

I am a sales person in the organization and I am pretty much interested in issues like technology, mental science, environmental protection and spiritual thinking etc.

9) Why do you want to translate for TED?

Generally speaking, I like some topics from TED and like to share them with more people.
Personally, I think it's a great job to spread ideas from maestros with my efforts connected. I can get achievement from this work.


Thanks for your attention.

Best regards,
Spencer Shu

Reply from Mr. Steve Babitsky

http://www.eslite.com/product.aspx?pgid=1001110931971971


以下內容是我寫信給本書作者之一Mr. Steve Babitsky的EMAIL往來！足感心ㄟ...



Dear Spencer,

Thank you for your kind words.

Question 5 is designed to either get the person you are negotiating with to admit they have full authority to reach a deal(and by inference give concessions to you to make the deal) or let you know quickly that you are essentially wasting your time talking to them when you should be talking with the person with the authority

Question 6 is designed to get the person you are negotiating with to either:

A.Get nervous and try and resolve the matter with you directly so as to not show they are incompetent. To make the deal they will have to give you better terms or

B.Have the person kick the matter upstairs to the boss indicating that you are difficult to negotiate with and to reach a deal the boss will have to offer you a better deal. The boss will likely try and save face by demonstrating to his subordinate that he can get the deal done(even if he has to offer you more).

Like any good negotiation question there can be many permutations and responses but the bottom line on all of them is that you are putting them on the defensive, giving up nothing and are likely to do better by playing the subordinate off against the boss.

Keep me posted and let me know how your negotiations go.

All the best
Steve

Steve Babitsky, Esq.
President, SEAK, Inc.
Phone: 508.548.9443
Fax: 508.540.8304
www.seak.com
- 隱藏引用文字 -


-----Original Message-----
From: Spencer Shu
To: sbabitsky@aol.com
Sent: Sun, Oct 3, 2010 11:14 am
Subject: My questions from the book 50 Questions for Success Negotiation


Dear Steven,


This is Spencer from Taiwan who just starts to read the book "50 Questions for Success Negotiation". I am really happy that there is a great guide like your writing that will help me dealing with negotiation especially in my work. That's why I bought this book in Chinese edition while I hit the book store a couple of days ago.


Up until my reading progress, I am confused about the connection between Question 5 and Question 6.
I am sorry that I don't have the book's original edition, so I can just translate these two questions into English from my Chinese edition book, that may be different from your original writing and I hope that won't cause misunderstanding.


Q5. Do you make decisions with full authorization?
Q6. May I talk to your boss?


First of all, I fully agree that this kind of question is very vital in early negotiation like what reasons you address in the book. However, these two questions seem to be very similar in substance, for the fact that generally speaking, authorization always comes from the boss(chief) in the organization. If I am the man who were fully authorized to deal with this problem, then there will be no boss behind me in terms of this negotiation. So if I am the man who launches Question 6, does it mean essentially that I also ask the Q5 as well? This is my first confusion.


And my second confusion also comes from the same logic that why these two questions would have different response ways? In how to react to Q5, you think we should not answer back "Yes" or "No", but lifting up the level to fight back the question's premise. However, in the reaction to Q6, you teach us to answer back "Sure", meaning the other man can talk to my boss. If I was asked " May I talk to your boss", and I said back yes, does it also means that I admit I don't have full authorization?


I am not challenging your points, but just can not completely understand what difference between these two questions and hope that I can get your further expressions about that.


Thanks so much for your attention and look to hear from you soon.


Yours Sincerely,
Spencer

Nicholas Christakis: How social networks predict epidemics | Video on TED.com

很棒的演講！