其實(shí)最近一直在讀雨果的Les Misérables 《悲慘世界》，已經(jīng)讀一半了。但這本書太沉重了，讀久了容易喪，而且在閱讀的過程中需要大量查資料，才能讓自己跟上節(jié)奏，所以先緩一緩，穿插著讀點(diǎn)“輕松”的東西。
前兩天讀了一本前幾年買的小書?EXACTLY WHAT TO SAY，不過當(dāng)時買回來就忘在書架上吃灰了。
這本書很薄，只有137頁，很快翻完。
這本書教銷售一些說服潛在客戶的magic words，核心內(nèi)容就是：
Know exactly what to say, how to say it, and how to make it count.
全書語言較簡單，很口語化，風(fēng)格活潑，講的技巧也挺實(shí)用。
比如，在一個presentation結(jié)束的時候，絕大數(shù)人會說：
Do you have any questions??
這樣問的話，很多時候沒人會問問題。
可以換個提問的方式，把這個封閉式問題（Yes/No）轉(zhuǎn)成開放式問題：What questions do you have for me?
在比如，想要別人的電話號碼，很多人會這樣問：
Can I have your phone number?
對方多半不愿意給你號碼。
可以換種方式問：What's the best number to contact you at?
被拒的概率會小很多。
當(dāng)初買這本書是被它的標(biāo)題吸引的，讀完后把作者教的技巧抄了一遍。
我的英語詞匯量都是讀原著攢起來的。在這本書里，我學(xué)到了一堆實(shí)用的表達(dá)，比如：
As you work through each section, you will receive powerful insight into?what makes people tick.
what makes someone?tick就是what makes somebody behave in the way that they do，某人做某事的動機(jī)、心理/目的、原因。
rejection-free?就是no rejection的意思，類似這樣的“名詞-形容詞”結(jié)構(gòu)還有：
charge-free 不收錢
trouble-free 沒麻煩
duty-free 免稅
sugar-free 無糖
pressure-free 無壓力
這些表達(dá)在英語里都很常見。
The goal is to?turn the situation into one in which the other person admits that?their opinion?was based on?insufficient?evidence, while retaining the?ability for?them to?save face?in the conversation.
save face 就是它的字面意思：保全面子，扳回顏面。我之前以為這個表達(dá)是中式英語，哈哈。
I bet you're?a bit like me: you're a busy person?who's always?juggling?to get everything done.
juggle 的本意是（用球）玩雜耍，這個動作需要集中注意力，一點(diǎn)都不能走神。juggle在這里的意思是，努力找時間把事情都做完。
Have you ever?been in a situation in which you have said, or even just?mouthed, these words back to somebody else?
mouth在這里用作動詞，雖然mouthed的意思就是said，但比said更有畫面感。
類似的詞還有：
eye：用眼睛看
nose：用鼻子嗅
hand：遞
Most people?are?people of their word?and feel pretty?bad when?they are called out for it.
people of their word?說到做到的人
"What's going to be easier for you?" means that?the laborious?new-job?option is?off the table.
off the table字面意思是拿到桌子下面，這里是“不予考慮”的意思， not up for consideration or negotiation。
Decisions?become easier?when the choices are?polarizing.
polar 就是極地，polarize 是polar的動詞形式：使……兩極化/對立/分化，polarizing 為形容詞：對立的；截然不同的
比如：
polarizing choices
polarizing?opinions
They?wait with bated breath?to hear the choices.
with bated breath 意為：焦急地；屏住氣……
常見搭配有：
wait with bated breath 焦急地等……（比如，等offer）
listen with bath?breath 屏住氣聽……
印象最深刻的兩句話：
People are motivated by one of two things: either avoiding?a loss or?acquiring a potential gain.
The?real world tells us that people will work far harder to?avoid?a potential?loss than?they will to achieve a potential gain.
