ChinesePod

tāmen bùnéng juédìng pànjué ，érshì yǔ fǎguān yīqǐ shěnpàn ànjiàn 。Zhōngguó de péishěnyuán zhìdù shì cóng bùtóng de jiǎodù fēnxī ànjiàn ，shǐ fǎguān tīngqǔ láizì yèwài rénshì de yìjiàn ，fēngfù sīwéi pànduàn 。tóngshí duì fǎguān jìnxíng jiāndū hé yuēshù 。

They can't decide cases, and they try cases together with the judge. The Chinese jury system analyzes cases from different perspectives, and makes judges hear views from outsiders with a lot of knowledge. At the same time, they observe and restrain the judges.

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嗨，别难过呀，虽然你一无是处，可是至少你对自己的判断是对的呀！你努力一下也挺好的，你只有努力了，才会发现智商的鸿沟是无法逾越的。

hāi ，bié nánguò ya ，suīrán nǐ yīwúshìchù ，kěshì zhìshǎo nǐ duì zìjǐ de pànduàn shì duì de ya ！nǐ nǔlì yīxià yě tǐng hǎo de ，nǐ zhǐyǒu nǔlì le ，cái huì fāxiàn zhìshāng de hónggōu shì wúfǎ yúyuè de 。

Hey, don't be upset, although you're wrong on every point. At least your judgement of yourself is on the money! It's also good that you're working hard. It's only if you work hard that you'll discover that the IQ gap can't be overcome.

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置身事外，用一个旁观者的眼光来看待这些繁杂的思绪，看着它们起灭，但不做任何判断，任凭思绪来去就好，不要跟随思绪游走，注意力柔和地专注在一点。

zhìshēnshìwài ，yòng yī gè pángguānzhě de yǎnguāng lái kàndài zhèxiē fánzá de sīxù ，kàn zhe tāmen qǐmiè ，dàn bù zuò rènhé pànduàn ，rènpíng sīxù láiqù jiù hǎo ，bù yào gēnsuí sīxù yóuzǒu ，zhùyìlì róuhé de zhuānzhù zài yīdiǎn 。

Try and remove yourself from things, and try to look at these complex emotions from the perspective of an observer, watch them as they form and extinguish, but don't make any judgements, just let them come and go, and don't follow them as they go, set your focus gently on one spot.

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原来孝道并不是只有奉养父母那么简单，既要考虑基本的道德原则，又必须在不同的情况下做出正确的判断。

yuánlái xiàodào bìngbùshì zhǐyǒu fèngyǎng fùmǔ nàme jiǎndān ，jì yào kǎolǜ jīběn de dàodé yuánzé ，yòu bìxū zài bùtóng de qíngkuàng xià zuòchū zhèngquè de pànduàn 。

I never knew that filial piety was not just as simple as looking after your parents, in that you have to consider basic moral principles, and that you have to make the correct judgment in different situations.

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但是我觉得有一点还是可以重申的，就是你要学会倾听，你要学会用一些开放式的问题问清楚，判断客户到底有什么问题。还有一件事情，我觉得，也许我提醒你的可以是说，你在第一步的时候，也就是在确认需求的时候，是不是真的完完全全确认了他的需求。

dànshì wǒ juéde yǒu yī diǎn háishì kěyǐ chóngshēn de ，jiùshì nǐ yào xuéhuì qīngtīng ，nǐ yào xuéhuì yòng yīxiē kāifàngshì de wèntí wèn qīngchǔ ，pànduàn kèhù dàodǐ yǒu shénme wèntí 。háiyǒu yī jiàn shìqíng ，wǒ juéde ，yěxǔ wǒ tíxǐng nǐ de kěyǐ shì shuō ，nǐ zài dìyībù de shíhou ，yějiùshì zài quèrèn xūqiú de shíhou ，shìbushì zhēnde wánwánquánquán quèrèn le tā de xūqiú 。

However, I think there's something I should reiterate. You need to master listening attentively. You need to master using open-ended questions to question clearly, to determine exactly what a customer's problem is. And there's something else, I think perhaps I should remind you of, and that's when you're at the first step, when you've confirmed a need, whether or not you've completely confirmed his need.

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因为在这种情况基本上是两种可能性。一种可能性就是说他可能对你提供给他的那个解决方案还不是特别满意。第二种可能性也许是价格上的可能性。那么如果你在第一步，也就是我们说的确认需求，qualified leads这一步如果做得很好的情况下，那么后面这一步就会越来越省力。所以我说对于销售来说，第一步是非常重要的，也就是说你判断需求，判断他的购买力。我感觉就是说如果是碰到这种情况，可能还是在这两点上面有问题。

yīnwèi zài zhèzhǒng qíngkuàng jīběn shang shì liǎng zhǒng kěnéngxìng 。yīzhǒng kěnéngxìng jiùshìshuō tā kěnéng duì nǐ tígōng gěi tā de nàge jiějué fāng‘àn háibùshì tèbié mǎnyì 。dì èr zhǒng kěnéngxìng yěxǔ shì jiàgé shàng de kěnéngxìng 。nàme rúguǒ nǐ zài dìyībù ，yějiùshì wǒmen shuōde quèrèn xūqiú ，qualified leads zhè yībù rúguǒ zuò de hěn hǎo de qíngkuàng xià ，nàme hòumian zhè yībù jiù huì yuèláiyuè shěnglì 。suǒyǐ wǒ shuō duìyú xiāoshòu láishuō ，dìyībù shì fēicháng zhòngyào de ，yějiùshìshuō nǐ pànduàn xūqiú ，pànduàn tā de gòumǎilì 。wǒ gǎnjué jiùshìshuō rúguǒ shì pèngdào zhèzhǒng qíngkuàng ，kěnéng háishì zài zhè liǎng diǎn shàngmian yǒu wèntí 。

Because in this situation there are basically two possibilities. One possibility is that he is not particularly satisfied with the solutions you've been providing him. The second possibility might be due to price. So if you're at the first step, and you've determined needs like we've said - this step, Qualified Leads - if you're doing this well in this situation, then in later steps you'll be able to save yourself more and more effort. So I've said concerning sales, the first step is very important, and that's that you determine needs and determine a customer's purchasing power. I think if you run into this sort of situation, it's likely that the question concerns these two things.

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那，陈老师，你好，我有一个问题，如果一个客户，他可能是因为性格或者是什么原因，他的话特别少。就是你去引导他的时候呢，反应很少。那您觉得，这种情况呢，是应该放弃，就是他可能，判断他对这个产品不感兴趣，还是说继续地应该对他进行更多的引导？

nà ，Chén lǎoshī ，nǐhǎo ，wǒ yǒu yī gè wèntí ，rúguǒ yī gè kèhù ，tā kěnéng shì yīnwèi xìnggé huò zhě shì shénme yuányīn ，tā de huà tèbié shǎo 。jiùshì nǐ qù yǐndǎo tā de shíhou ne ，fǎnyìng hěnshǎo 。nà nín juéde ，zhèzhǒng qíngkuàng ne ，shì yīnggāi fàngqì ，jiùshì tā kěnéng ，pànduàn tā duì zhè ge chǎnpǐn bù gǎnxīngqù ，háishìshuō jìxù de yīnggāi duì tā jìnxíng gèngduō de yǐndǎo ？

Well, Teacher Chen, hello. I have a question. If there's a customer, maybe because of his personality or some other reason, he doesn't talk much. And when you start to guide him, he doesn't respond very much. Then what do you think about this situation? Should you give up? Is it possible to tell that he's not interested in this product? Or should you continue with more leading?

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首先从你的衣着上面来确定你是不是有这个购买能力。当然用这种办法来判断人也有误差。因为现在很多富翁是穿得很随便的。但是呢，这是一个衡量判断一个人是不是有这个购买力的一种方式。

shǒuxiān cóng nǐ de yīzhuó shàngmian lái quèdìng nǐ shìbushì yǒu zhè ge gòumǎi nénglì 。dāngrán yòng zhèzhǒng bànfǎ lái pànduàn rén yě yǒu wùchā 。yīnwèi xiànzài hěn duō fùwēng shì chuān de hěn suíbiàn de 。dànshì ne ，zhè shì yī gè héngliáng pànduàn yī gè rén shìbushì yǒu zhè ge gòumǎilì de yīzhǒng fāngshì 。

First, from your clothing you can determine whether or not you are a person with purchasing power. Of course, using this method to judge people can be inaccurate. Nowadays many of the wealthy dress very casually. However, this is one method for making an evaluation or judgment as to whether or not someone has purchasing power.

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那么作为一个聪明的销售，在一开始就判断出来这个人到底有没有钱。

nàme zuòwéi yī gè cōngming de xiāoshòu ，zài yī kāishǐ jiù pànduàn chūlái zhè ge rén dàodǐ yǒuméiyǒu qián 。

So in order to be a clever salesperson, as soon as you start you need to judge whether or not this person has the money.

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比如说，你小孩在什么学校读书啊？他给你说一个很高级的什么贵族学校。哎呀，那个小孩都在贵族学校读书，估计他自己也差不离，对吧？好，你就判断他这个人有没有钱，他这个钱能不能有这个购买力来买你这个商品。

bǐrú shuō ，nǐ xiǎohái zài shénme xuéxiào dúshū a ？tā gěi nǐ shuō yī gè hěn gāojí de shénme guìzú xuéxiào 。āiyā ，nàge xiǎohái dōu zài guìzú xuéxiào dúshū ，gūjì tā zìjǐ yě chàbulí ，duìba ？hǎo ，nǐ jiù pànduàn tā zhè ge rén yǒuméiyǒu qián ，tā zhè ge qián néngbùnéng yǒu zhè ge gòumǎilì lái mǎi nǐ zhè ge shāngpǐn 。

For example, what school does your child go to? He tells you some fancy prep school. Well! If the kid studies at some prep school, you'd reckon that he himself is of that class, right? Okay, you‘ve determined whether or not this guy has the money, whether or not he has the purchasing power to buy your products.

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