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那么，第二件事情是说，OK，可能这个客户的的确确是有需求，那么他有这个钱吗？有没有这个购买力？
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nàme, dì èr jiàn shìqing shì shuō, OK, kěnéng zhè ge kèhù dídíquèquè shì yǒu xūqiú, nàme tā yǒu zhè ge qián ma? yǒumeiyǒu zhè ge gòumǎilì?
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So, the second thing is to say, “Okay, it's possible that this customer really does have a need, but does he have the money? Does he have the purchasing power?“
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其实这个问题比前者更难回答。因为很多人他不愿意表示自己没钱。他在一开始的时候，他可能给你的感觉是说，哎呀，这个钱不是一个问题。但是到最后的时候呢，你就发现钱的确是一个问题，而且钱是一个非常非常重要的问题。
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qíshí zhè ge wèntí bǐ qiánzhě gèng nán huídá. yīnwèi hěn duō rén tā bù yuànyì biǎoshì zìjǐ méi qián. tā zài yīkāishǐ de shíhou, tā kěnéng gěi nǐ de gǎnjué shì shuō, āiyā, zhè ge qián bùshì yī gè wèntí. dànshì dào zuìhòu de shíhou ne, nǐ jiù fāxiàn qián díquè shì yī gè wèntí, érqiě qián shì yī gè fēicháng fēicháng zhòngyào de wèntí.
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The truth is that this question is more difficult to answer than the the one before. This is because most people don't willingly reveal that they don't have money. As soon as he starts to, he'll start to give you a feeling that says, ”Jeez, money isn't the problem." However, in the end, you discover that money absolutely is the problem, and money is a very important concern.
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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。
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nàme zuòwéi yī gè cōngming de xiāoshòu, zài yī kāishǐ jiù pànduàn chūlái zhè ge rén dàodǐ yǒuméiyǒu qián.
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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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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。
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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.
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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，我们在实际的商业活动当中，就是跟他在交谈当中，可以暗示地问一些问题。
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nàme, wǒmen zài shíjì de shāngyè huódòng dāngzhōng, jiùshì gēn tā zài jiāotán dāngzhōng, kěyǐ ànshì de wèn yīxiē wèntí.
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So, when actually conducting business, when conversing with someone, you can subtly ask some questions.
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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。
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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.
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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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或者比如说，你这件衣服是哪里买的？哎呀，我网上，淘宝网上淘来的。这个，这个可能就有点，有点那个了。你要判断一下，我现在给他推荐的这个产品，是不是他购买力之内的产品。
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huò zhě bǐrú shuō, nǐ zhè jiàn yīfu shì nǎli mǎi de? āiyā, wǒ wǎngshàng, Táobǎowǎng shàng táo lái de. zhè ge, zhè ge kěnéng jiù yǒudiǎnr, yǒudiǎnr nàge le. nǐ yào pànduàn yīxià, wǒ xiànzài gěi tā tuījiàn de zhè ge chǎnpǐn, shìbushì tā gòumǎilì zhīnèi de chǎnpǐn.
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Or another example: Where did you buy your clothes? Oh man, I went online and I got it from Taobao. This situation, it's a little, it's not so good. You need to make a judgment about the product you're recommending to him. Is the product within his purchasing power?
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所以的话呢，销售有时候说，对人说人话，对鬼说鬼话。其实就是说你得判断这个人到底是怎么样的一个人，然后跟他说他想要听到的话，然后让他去购买。
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suǒyǐ dehuà ne, xiāoshòu yǒushíhou shuō, duì rén shuō rénhuà, duì guǐ shuō guǐhuà. qíshí jiùshìshuō nǐ děi pànduàn zhè ge rén dàodǐ shì zěnmeyàng de yī ge rén, ránhòu gēn tā shuō tā xiǎng yào tīngdào dehuà, ránhòu ràng tā qù gòumǎi.
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As a result of this, salespeople sometimes say, “If you're speaking to a man, talk man talk; if you're speaking to a ghost, talk ghost talk.” In fact, what this means is that you should determine what kind of person this is, then tell him what he wants to hear, then let him buy something.
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今天讲的这个主题就是qualifiedleads.就是怎么样去判断去确定这是一个商业机会。好，我今天这个就讲到这里。下面有没有什么问题？
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jīntiān jiǎng de zhè ge zhǔtí jiùshì qualified leads. jiùshì zěnmeyàng qù pànduàn qù quèdìng zhè shì yī gè shāngyè jīhuì. hǎo, wǒ jīntiān zhè ge jiù jiǎng dào zhèlǐ. xiàmian yǒuméiyǒu shénme wèntí?
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The topic of today's discussion is qualified leads, which is how you judge, how you decide there is a business opportunity. Okay, I'll stop here for the day. Are there any questions?
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