无论是在股市一路飙升的好年景，还是在“山雨欲来风满楼”的金融危机背景下，什么样的投资最有保障？答案是：投资自己的竞争力。在每个人必经的求学、求职、保职和升职之路上，相比竞争力所包含的各种要素而言，英语实力是一项永远的硬指标。如何提高英语实力呢？北京外国语大学网络教育学院（北外网院）副院长、英语教育专家曹文副教授认为：英语实力需要长期“经营”。

谈到英语，很多人会自然联想到日常听说读写能力。其实，这只是英语实力最基础的目标，被称为“通用英语”(general English)。这一基础非常重要，但它不足以代表一个人的英语竞争力，因为几乎每个大学毕业生都有一个通用英语类的证书（比如四、六级证书）来证明这种能力。有了坚实的通用英语基础后，我们可以选择三个方向继续发展，一是学术英语方向 (EAP: English for Academic Purpose)，它适合那些准备到海外留学深造，或者从事研究的人员。我们所熟悉的托福和雅思考试就属于这一方向，它能够帮助我们掌握学术界接受和使用的语言表达和思维方式。第二个方向是特殊用途英语方向 (ESP: English for Specific Purpose)，它突显一个人在特定的行业领域（如金融、新闻、法律、IT、航空等）使用英语作为沟通交流工具的能力，这些领域在语言词汇、表达方式等方面都具有特定的模式。第三是专业英语方向，比如语言学 (Linguistics)、应用语言学 (Applied Linguistics)、英语教学 (ELT: English Language Teaching)等，它适合那些计划从事英语语言研究和教学的人士。此外，很多人可能不熟悉英语素养的概念。语言不是简单的符号，它承载着对象国的历史、国情、文学和文化，了解这些信息，对实现英语实力从量到质的飞跃是必不可少的。

“经营”英语竞争力有两层含义。一是规划。明确自己的发展方向，从而确定学习步骤和最终的学习目标；二是行动，选择适合自己的方式实现这些目标。要做好第一点，我们需要清楚目标实现的标志是什么。英语能力不是我们自己说达到了就是达到了，最理想的标志是有国际认可度的各类证书，比如托福和雅思是学术英语公认的证书，剑桥商务英语证书（BEC）、剑桥国际财务金融英语证书（ICFE）、剑桥法律英语国际证书（ILEC）等是最权威的职业英语证书。要做好第二点，我们必须首先了解自己现有的水平，还要考虑可投入的时间和金钱，选择自主学习或者参加培训。现在社会上英语培训机构很多，怎么选择呢？我们首先要从品牌上辨别优劣，这个机构是否有办学理念、历史和文化？缺少这些元素往往是短期行为，不关注质量和品质。其次，还要看看以下这些方面，比如教育项目是否丰富，项目单一的培训机构往往要客户适应项目，而不是项目适应客户的需求；是否有自己的全职教师，教师的学历和经验背景是否与其承担的课程内容相符合？这是教学实力和质量的保证；还有这个机构是否对学习过程有支持和监控，交了钱除了上课就什么都不管的地方不要上，还不如自学。
要“经营”好自己的英语竞争力，最重要的是要循序渐进和持续不断，它是一个长效回报性的投入。不要相信“速成”，那完全违背了学习的规律，激情过后收获甚微。

北外网院将从11月的第三周起，开展“英语竞争力”系列公益讲座进校园活动，首场讲座将在北京外国语大学举行，并实施网络直播，北京外国语大学副校长彭龙教授应邀做题为“英语的商业价值”的开场讲座，他将结合中国企业发展的案例，从经济视角剖析英语竞争力的价值。

讲座题目：英语的商业价值；如何经营英语竞争力

主讲人：北外副校长：彭龙；北外网院副院长：曹文

讲座时间：2008年11月23日9：30

讲座地点：北京外国语大学逸夫楼（东院）

随机阅读

• July 6, 2007 — ABC每日新闻 2007-07-05 (1)
• April 29, 2008 — 第六十七讲：两个跟 brain 相关的习惯用语 (0)
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　　The other was the successful hosting of the Beijing Olympic Games. This grand sporting event provided a good opportunity for athletes from around the world to show true sportsmanship. It also enabled the world to learn more about China and China more about the world. In our fight again the earthquake disaster and our efforts to host the Games, we received understanding, support and assistance from the international community. I wish to take this opportunity to express sincere gratitude on behalf of the Chinese Government and people.

　　Now the whole world wants to know in what direction China is heading, both politically and economically, after the Beijing Olympic Games. Let me tell you in unequivocal terms that China will remain committed to the path of peaceful development, unswervingly pursue reform and opening-up, and continue to adhere to an independent foreign policy of peace. This is in the fundamental interests of the Chinese people and the people of all other countries. It is also in keeping with the trend of the world.

　　The just concluded Olympic Games was held in China, the largest developing country in the world. The international community has highly commended the efforts made by the Chinese Government and people for the Games.

　　At the same time, we are soberly aware that China is a country with 1.3 billion people. Though its total GDP is one of the highest in the world, it trails behind more than 100 countries in terms of per capita income. Development between urban and rural areas and among different regions in China is unbalanced. The rural areas, particularly those in western China, are underdeveloped. Tens of millions of Chinese lack adequate food and clothing.

　　China is still a developing country, where productivity remains low and further development is constrained by the shortage of resources and energy and environmental consequences. Our socialist market economic system, democracy and the rule of law need to be further improved, and certain outstanding social issues are yet to be resolved. To achieve China’s modernization is a daunting task and we still have a long way to go. Both the opportunities and challenges that we face are unprecedented. We will seize the opportunities, rise up to challenges, dedicate ourselves to nation-building and focus on development. This is what the Chinese people and the government have been thinking and doing.

　　People may ask: How does China achieve its development? The answer is through reform and opening-up. This year marks the 30th anniversary of China’s reform and opening-up policy, a policy that fundamentally changed the closed, backward and ossified situation which had existed in China for years. It is a policy that freed people’s mind and aroused their initiative, liberated the productive forces, generated great economic and social progress, and instilled vigor and vitality into the country.

　　Without this policy, there would not have been such changes in China in the last 30 years. To achieve the goal of modernization and build a strong, prosperous, democratic, culturally advanced and harmonious country, we will stick to the reform and opening-up policy. It is a choice of vital importance to the development of China today. It is also a strategy that will shape China’s future. We are firm in carrying this policy forward. The Chinese nation has all along cherished the fine tradition and benefited from the wisdom of being open to new ideas and drawing on the strengths of others.

　　The Chinese people have learned from 30 years of reform and opening-up that only continued economic and political restructuring and reform in other fields can lead to sustained economic growth and social progress, and only continued opening-up in an all-round way can lead the country to greater national strength and prosperity. This is the conclusion we have drawn both from our practice and exploration and from historical experiences.

　　Mr. President,

　　The world needs peace, for only with peace can there be development. China earnestly hopes to have a peaceful international environment in order to achieve its development goals. The Chinese government is committed to an independent foreign policy of peace and stands ready to work with other countries to advance the noble cause of peace and progress of mankind.

　　Respect for sovereignty and non-interference in the internal affairs of other countries is the prerequisite for sound state-to-state relations. The Chinese people have learnt from their modern history of humiliation that when a country loses sovereignty, its people lose dignity and status. China is firm in upholding its hard-won sovereignty and territorial integrity and will never tolerate any external interference. Following the principle of treating each other as equals, China also respects the sovereignty and territorial integrity of other countries as well as the independent choice of their people for social systems and development paths.

　　China is ready to develop friendly relations with all countries on the basis of equality and mutual benefit rather than on ideology or political system. In handling international affairs, we make our own judgment on the merit of each case and take our position in light of our national interests and the wellbeing of the world’s people. We will never blindly follow the position of others nor give way to the pressure of any forces. In international relations, China doesn’t seek to build alliance or become a leader and will never do so in the future.

　　Peaceful settlement of international disputes is the founding purpose of the United Nations and a basic principle of international law. China is committed to addressing issues left over from history and current differences with other countries through dialogue and negotiation. As a permanent member of the UN Security Council, China will continue to play an active and constructive role in promoting peaceful settlement of international hotspot issues and regional conflicts.

　　China’s development is peaceful in nature. It will not harm anyone or pose a threat to anyone. China does not seek hegemony now, nor will it do so in the future. China keeps and develops an appropriate level of military capability solely for the purpose of safeguarding China’s sovereignty and territorial integrity. The confidence and pride of the Chinese nation today are based on China’s economic development, social justice, civility of the people and moral strength. China will, through its own development, contribute to peace and development of the world.

　　Mr. President,

　　In the long history of mankind, the destinies of countries have never been so closely linked as they are today. Given the global nature of issues threatening the survival and development of mankind such as climate warming, environmental degradation, resources constraints, frequent outbreaks of diseases and natural disasters and the spread of terrorism, and in the face of the intertwining challenges of finance, energy and food, no country can expect to stay away from the difficulties or handle the problems all by itself. The ongoing financial volatility, in particular, has affected many countries and its impact is likely to become more serious. To tackle the challenge, we must all make concerted efforts.

　　So long as people of all countries, especially their leaders, can do away with hostility, estrangement and prejudice, treat each other with sincerity and an open mind, and forge ahead hand in hand, mankind will overcome all difficulties and embrace a brighter and better future. China, as a responsible major developing country, is ready to strengthen cooperation, share opportunities, meet challenges and contribute to the harmonious and sustainable development of the world.

主席先生：今年，对于中国来说，是不平凡的一年。我们经历了两件大事：第一件事是汶川特大地震灾害造成了巨大的生命财产损失。中国人民在灾难面前表现了坚强、勇敢、团结和不屈不挠的精神。目前，受灾群众得到了妥善安置，恢复重建工作正在有条不紊地展开。

　　第二件事是北京奥运会成功举办。这一体育盛会不仅为来自世界各地的运动员展示风采创造了良好的条件，而且让世界更多地了解中国，让中国更多地了解世界。在抗震救灾和举办奥运会的过程中，我们得到了国际社会的广泛理解、支持和帮助。在此，我代表中国政府和人民表示诚挚的感谢。

　　世界都在关注北京奥运会后中国政治经济走向。我可以明确地告诉大家，中国将继续坚定不移地走和平发展道路，继续坚持改革开放不动摇，继续贯彻独立自主的和平外交政策。这符合中国人民的根本利益，也符合世界人民的根本利益，顺应世界潮流。

　　这次北京奥运会是在中国这样一个最大的发展中国家举行的。国际社会对中国政府和人民为此做出的努力给予了高度评价。奥运会的成功举办，使中国人民受到了极大的鼓舞，增强了实现现代化的信心和力量。

　　同时，我们清醒地看到，中国有13亿人口，虽然经济总量已经位居世界前列，但人均收入水平仍排在世界100位之后，城乡发展和区域发展很不平衡，农村特别是西部地区农村还很落后，还有数以千万计的人口没有解决温饱。

　　中国仍然是一个发展中国家，生产力不发达的状况没有根本改变，进一步发展还受到资源、能源、环境等瓶颈的制约。中国的社会主义市场经济体制还不完善，民主法制还不健全，一些社会问题还比较突出。中国实现现代化的任务还很繁重，道路还很漫长。摆在我们面前的机遇和挑战都是空前的。抓住机遇，迎接挑战，聚精会神搞建设，一心一意谋发展，这就是中国政府和中国人民的理念和行动。

　　中国发展靠什么？靠改革开放。今年是中国改革开放30周年。改革开放从根本上改变了中国长期封闭落后和沉闷僵化的状况，打破了束缚人们的思想桎梏，调动了亿万人民群众的积极性，大大解放了生产力，有力地推动了经济社会的大发展，给中国大地带来了蓬勃生机和活力。

　　中国30年的变化，得益于改革开放。中国要实现富强民主文明和谐的现代化目标，仍然要靠改革开放。改革开放是决定当代中国命运的关键抉择，也是决定中国未来前途的战略方向。中国坚持改革开放的政策是坚定不移的。中华民族自古以来就有崇尚革新、兼收并蓄、博采众长的优秀传统和智慧。

　　今天，中国人更从30年改革开放的切身经验中体会到，只有不断而深入地推进经济体制、政治体制等各项改革，才是经济发展和社会进步的永恒动力；只有全面而持久地扩大对外开放，才是国家富强和民族繁荣的正确道路。这不但是实践探索的结论，也是历史经验的总结。

　　主席先生：世界需要和平，和平才能发展。中国要实现自己的发展目标，渴望有一个和平的国际环境。中国政府坚定不移地奉行独立自主的和平外交政策，愿同各国加强合作，共同促进人类和平与发展的崇高事业。

　　尊重主权和互不干涉内政是国与国之间发展关系的前提。近代屈辱的历史使中国人民懂得，一个国家丧失主权，人民就没有尊严和地位。中国坚决捍卫来之不易的国家主权和领土完整，决不允许任何外来干涉。同时，中国坚持平等相待，尊重别国的主权和领土完整，尊重各国人民自主选择的社会制度和发展道路。

　　中国愿意在平等互利基础上，同所有国家发展友好关系，不以意识形态和社会制度定亲疏。在国际事务中，我们依照事情本身的是非曲直独立作出判断，根据国家利益和世界人民的福祉决定自己的立场，不盲从，不屈服于任何势力。在国际关系中，中国不结盟，更不当头，而且永远不结盟、不当头。

　　和平解决国际争端是联合国的宗旨，也是国际法的基本原则。中国坚持以对话和协商的方式处理与其它国家的历史遗留问题和现实分歧。同时，作为联合国安理会常任理事国，中国将一如既往地为推动和平解决国际热点问题和地区冲突发挥积极的建设性作用。

　　中国的发展是和平的发展，不会损害任何人，也不会威胁任何人。中国现在不称霸，将来也绝不称霸。中国保持和发展适当的军事力量，完全是为了维护国家主权和领土完整。当代中华民族的自信和荣光是建立在经济发展、社会公正、国民素质和道德力量的基础之上的。中国将以自身的发展促进世界的和平与发展。

　　主席先生：在人类漫长的发展史上，世界各国的命运从未像今天这样紧密相连，休戚与共。面对气候变暖、环境恶化、资源紧缺、疫病和自然灾害频发、恐怖主义蔓延等一系列威胁人类生存和发展的全球性问题，面对当前金融、能源、粮食三大难题交织爆发的严峻局面，任何一个国家都无法置身其外，也难以单独应对。特别是当前国际金融动荡，已经波及许多国家，影响还会加剧，各国应当通力合作，迎接挑战。

　　全世界的人们，包括各国的领导者，只要消除敌视、隔阂和偏见，以包容开放的胸怀坦诚相待，人类一定会战胜各种困难，也一定会拥有一个更加光明美好的未来。中国作为一个负责的发展中大国，愿与国际社会一道，加强合作，共同分享机遇，应对挑战，为推动实现世界的和谐与可持续发展贡献力量。谢谢大家！

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• March 25, 2008 — 第三十八讲：和 odd 相关的习惯用语 (0)
• June 27, 2007 — 北外英语学院翻译系成立 (0)
• July 1, 2007 — 兼容并蓄 博采众长地学英语 外语教学流派简介 李晨常用来挑战学生的三个问题 兼答Kat问 (13)
• August 2, 2007 — 评改敏恒的习作 (3)

In two of my previous blog entries, our main character, Jenny Wang, had impressed us as a very able and dedicated Sales Representative. Now that all her hard work has been rewarded – she has been promoted as the Overseas Sales Manager by Mr. Gibson. As a rule, she needs to say something when such a decision is announced.

· What do you think Jenny should include in her speech at the party?

2. Words and expressions

Following in one’s footsteps (as) – if you follow in someone’s footsteps, you do the same things as they did earlier. E.g. My father is extremely proud that I followed in his footsteps and became a doctor.

Above and beyond the call of duty – if someone performs above and beyond the call of duty, he or she is willing to work hard and does everything autonomously. E.g. Due to his performance above and beyond the call of duty, he was given a wonderful promotion.

Off the ground – if something such as a project gets off the ground, it begins or starts functioning. E.g. We help small companies get off the ground.

Senior level – it means an “upper management level” in the corporate hierarchy; the senior people in an organisation or profession have the highest and most important jobs . E.g. The foreign company is active in promoting women to the senior level.

Step-up – a step-up indicates an increase, a promotion or an improvement. E.g. This apartment is certainly a step-up from the awful place he used to live in.

Go to one’s head – if you say that something such as praise or success goes to someone’s head, you are criticising them because you think that it makes them too proud or confident. E.g. He is definitely not a man to let a little success go to his head.

3. Useful sentence patterns

3.1 Thank he or she who promotes you

· It’s a great honour to be following in your footsteps as Overseas Sales Manager.

· It’s a privilege for me to be following in your footsteps as Overseas Sales Manager.

· It’s both an honour and a great thrill to be following in your footsteps.

3.2 Expressing modesty

· To be honest, this promotion came as quite a surprise.

· Truthfully, this promotion came as quite a surprise.

· In all honesty, it was quite a surprise for me to get this promotion.

3.3 Thank your colleagues (after expressing your gratitude to your superiors)

· On that same note, I’d like to thank all my colleagues in the company for their enthusiasm and hard work.

· Similarly, I must thank all my colleagues in the company for their enthusiasm and hard work.

· Also, I thank all my colleagues in the company for their enthusiasm and hard work.

3.4 Future promises

· Well, what I’m trying to say is I won’t let this step-up go to my head.

· I mean I won’t let this promotion change me.

· To put it another way, I won’t let this promotion go to my head.

4. Jenney’s speech at the party celebrating her promotion

Thank you, Mr. Gibson. It’s a great honour to be following in your footsteps as Overseas Sales Manager.

To be honest, this promotion came as quite a surprise. I’d like to think it’s mainly a recognition of the teamwork, above and beyond the call of duty, in my department.

On that same note, I’d like to thank all my colleagues in the company for their enthusiasm and hard work. Due to their efforts, we’ve really gotten some overseas projects off the ground.

Looking to the future, I’d still like to maintain contact with everyone, even though I’ll be working at the senior level. Well, what I’m trying to say is I won’t let this step-up go to my head. My door will always be open. Thank you again.

5. Practice

Task 1: Make a speech at the announcement of your promotion

Individual presentation: suppose you are at a meeting and your supervisor has just announced that you have been promoted, after a thunderous applause, you start to make a short speech. You should:

· Thank those who promote you, usually they are your immediate superiors

· Express your modesty, credit your success to the whole of your department

· Express your gratitude to everyone in the organisation

· Make promises about the way you act in the future

Task 2: Discussion

· Have you ever been promoted in your career?

· If so, what did you do to celebrate it?

· Is the way westerners celebrate their promotion different from what we Chinese usually do?

6. Supplementary reading

How to Announce Your Promotion to Coworkers

By Tom Fowler

Not everyone you work with in today’s highly competitive business environment will be overjoyed at your promotion. Announcing it to those you work with and your behavior afterward requires tact and consideration for their feelings.

Instructions

Step 1

You have been promoted. Congratulations on being rewarded for your hard work and dedication. However, not all will share your joy, for there may be a person or persons in your department who wanted your new job and were passed over. So, it is very important for you to comport yourself properly when breaking the news to others in the office. Your relations with those around you when newly promoted should be a high priority, so be ready for this when you know your promotion is pending. Graciousness at this noteworthy time is not something you will wish to learn on the run.

Step 2

Announcing your promotion. Your company will probably do this for you and insist upon your silence regarding the matter until the formal announcement comes from higher management. You won’t have to worry about breaking the news to your boss; unless it is a highly unusual situation, he/she will know about it before you do. After the announcement, your role will be to explain any details you care to share with those who know you well and to make a special effort to speak privately with all team members. It is OK to be excited. Enthusiasm from you is expected–but keep it low key and dignified.

Step 3

Mixed reactions to your good fortune. Some people will be happy for you. Some may be jealous and not careful to hide their hostility, and still others indifferent. You can help set the tone for your good news by being courteous to all. Practice modesty and answer all the questions you can. Acknowledge publicly anyone who was of special help to you and do not forget to thank your boss. It would not have happened without him or her.

Step 4

After your promotion. You may still be in the office for a few days cleaning out your cubicle or office and winding down remaining business. Remember that, even though you now are higher on the corporate ladder, these people are your friends; former peers who assisted in some ways, big or small, in your advancement. Be as courteous and gracious as you know how to be during your transition.

Tips & Warnings

· In large corporations, promotions are often announced by the Human Relations department. While this removes the responsibility away from you, you still have to conduct yourself in a professional manner with others in your office.

· Being kind and gracious to those you are leaving is the first step in establishing your reputation at the next level.

· Allow friends and well-wishers to congratulate you and offer encouragement. Acknowledge with courtesy any complimentary remarks. It would do more harm than good to practice false modesty.

· Do not talk about your impending promotion until it is announced. That is an excellent way to have it canceled.

· Be careful not to allow even a hint of gloating or excessive exuberance in your demeanor. Those unhappy with your advancement will pick up quickly on anything negative in your behavior.

· If you are promoted within your current work group and are staying on in the office, you may have to live with long-term hostility from some who “knew you back when.” You now outrank those who were your peers and you may be surprised at how some of them, even your friends, respond to you now.

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• October 13, 2008 — 如何向新客户介绍自己 Introducing yourself to new clients (0)
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1） 有能力独立学习和与他人合作学习
Able to learn independently as well as collaboratively

2） 有能力自我约束、自我管理、自我监控
Capable of self-discipline, self-management and self-monitoring

3） 有能力主动获取信息和筛选信息
Capable of resource-seeking and resource-selecting

4） 有能力解决学习与其它事务之间的矛盾
Capable of solving the conflict between study and other commitments

5） 有能力积极主动做事
Capable of initiative-taking

6） 有能力与人交往
Capable of applying interpersonal skills

7） 有能力寻求帮助
Capable of help-seeking

8） 有自信和毅力
Confident and persevering

9） 有能力培养自己的学习方式和策略
Capable of developing personal learning style and strategies

10） 有能力领导和驾驭事务
Able to lead and control

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In my last blog entry, we met Jenny Wang on her way to an electronics exhibition in Manchester. As an experienced sales representative, she understands that having a good quality product is one thing, but distributing it is quite another. Therefore, shortly after the exhibition, she met with two representatives of a Canadian distributor whom she had been corresponding with.

· What do you think Jenny should include in her self-introduction when meeting with the two representatives?

2. Words and expressions

Be looking to – if you are looking to do something, you are aiming to do it. E.g. We’re not looking to make a fortune.

Get one’s foot in the door – if you say that something helps someone to get their foot in the door or their toe in the door, you mean that it gives them an opportunity to start doing something new, usually in an area that is difficult to succeed in. E.g. It takes years of hard work to even get your foot in the door in the world of broadcast journalism.

Head start – if you have a head start on other people, you have an advantage over them in something such as a competition or race. E.g. A good education gives your child a head start in life.

So to speak – you use so to speak to draw attention to the fact that you are describing or referring to something in a way that may be amusing or unusual rather than completely accurate. E.g. Our editor in chief is, so to speak, a king in the office. So to speak = As it were

At the bargaining table – it can be understood as the whole bargaining process. E.g. We have decided to step up to the bargaining table and share our views with the other company.

3. Useful sentence patterns

3.1 Greetings when meeting with a new client

· It’s a pleasure to finally meet you.

· It’s great to finally get a chance to know you.

· At last, I’ve been looking forward to meeting you.

3.2 Expressing objectives

· What we need to get our foot in the door is a well-known distributor.

· Our main goal is to open doors for our products in the West with a respected distributor.

· My company’s top priority is to introduce our products to new markets in the West, and that requires a well-known distributor.

3.3 Making clear about your own role

· I’ll be responsible for the first round of negotiations here in Taipei.

· My main role here is to get the negotiation process started.

· I’ll mainly be in charge of the first round of negotiations.

3.4 Inviting questions (giving your clients a chance to speak)

· And now, I’m sure you must have questions.

· And now, I’d be happy to answer your questions.

· I’d like to turn the conversation over to you. Do you have any questions?

4. Jenney’s self-introduction

Good afternoon. It’s a pleasure to finally meet you. I’m Jennifer Wang from Envision Inc. I hope the two of you had a pleasant flight. Please take a seat.

As you know, Envision is looking to expand into western Canada and the United States. What we need to get our foot in the door is a well-known distributor. To be perfectly honest, it would be quite a head start for us if we could secure a deal with a respected distributor like yourselves.

I’ll be responsible for the first round of negotiations here in Kowloon. I hope we can make some definite headway during your stay in Hong Kong. As the stakes get higher, so to speak, my supervisor, Mr. Zhang, will join us at the bargaining table.

And now, I’m sure you must have questions.

5. Practice

Task: Introduce yourself to new clients

Individual presentation: suppose you are appointed as the representative of your company and your group members are your new clients, introduce yourself when you meet each other for the first time. You should:

· Greet your guests politely and introduce yourself briefly

· State the expectations/objectives of your company in this business relationship

· Make clear your role in this negotiation

· Invite questions in the end

6. Supplementary reading

What to say–Introducing yourself and Your Opportunity and Closing Sales:

A) Know your product/service.

Know the compensation plan. Know when the opportunity and training calls are. Know how to convey to the marketing methods of your business. Keep in mind that people feel more comfortable with someone who is "knowledgeable". In this respect, become an EXPERT at your business opportunity.

Know your back office. Click every link, watch every video presentation, read every brochure. Know how to advertise so you can show them how to duplicate your efforts. This is the BEST way to insure success by being knowledgeable about your business opportunity.

If you can’t convey the "WHY your business opportunity" to others… you are destined to fail. The flip side of this is WHEN you CAN CONVEY WHY THEY SHOULD JOIN your business opportunity– You insure your success.

If you are brand new… keep your sponsor’s, team member or owner’s number handy and use them as a resource for a 3-way call. The 3-way call is an AWESOME way to convey to your hot prospect that you are not alone, you are part of a REAL team and so they will be when they join you.

B) When Calling first generation leads (sorting and filtering)…

Don’t waste your time dealing with people who will never join your business. You must QUALIFY your leads right away. Qualifying your leads is critical to your success. You’ve heard the term: Time is Money. This is so true in follow-up and sales.

Here is an Example of introducing yourself and your opportunity.

First…Introduce yourself. Tell them: I didn’t call to sell you anything. I have your information that you are interested in starting a home based business. Are you still interested? If yes, continue. If no, thank them and move ahead.

[in the case using Reliable Contact Message Tracking... introduce yourself and let them know you are calling them to thank them for opening and looking at the email you sent-- our system identifies the date they opened and subject line--more on message tracking in a minute]

Second…tell them: My objective is to connect you with information on an opportunity that is changing lives and creating thousands of dollars in wealth monthly for our team members. "If I can show you a website that gives you full information on how you can make thousands of dollars part-time running your own home business, simply by showing others how to enrich their lives…would you like to take a look? If they say yes, ask them if they have a pen and paper handy, then give them your website. If they say no, thank them for their time and continue moving ahead.

Next, say: I will be happy to followup with you after you take a look at my website/business opportunity and answer any questions they you may have. Would tomorrow night about this time be good for you or would the day after tomorrow be better? [Set the next appointment this is setting up your "Decision Call"]

End on a positive note by saying something such as: “I’m looking forward to our call and to the success that follows from today.”

CLOSING THE SALE:

Many sales are lost because a salesperson simply does not ask for the sale or follow-up with customers because they don’t want to appear "pushy." However, you stand a much better chance of offending a customer by not asking boldly for the sale or making those follow-up calls to cinch the deal. Let me explain.

Put yourself in the customer’s shoes for a moment. Do you like to be treated as a serious buyer? Of course you do. People are NOT offended when you ask them to purchase or join your program–in fact, they may be offended if you don’t.

On every call except my "introduction call" I ALWAYS "assume the sale" and invite people to join our program or service that day so they can start enjoying the benefits right away.

Asking them to buy gives them the benefit of the doubt that they can buy–that they are QUALIFIED to join your program. This also shows that you have a high regard for them and look forward to being of service.

If you aren’t asking people to buy because you don’t want to seem "pushy", chances are that deep down your using the perception of pushiness as a crutch. You’re afraid to ask for the deal. You’re afraid of hearing "no." So you hide behind the cloak of being a "professional" and not "high-pressuring" your customers.

Another reason you may be afraid of asking for the deal is because you know deep down that you haven’t earned the right. Maybe you don’t know your product well enough, or you didn’t take enough time to build rapport with the customer and identify their needs. You can’t fool yourself, and if you’re not doing a quality job during the sales process, you’re not going to feel confident enough to ask for the sale, and by all rights, you should feel reluctant to ask for the sale because you know you don’t deserve it! So stop hiding behind fear of putting on "pressure" or your own incompetence and turn pro in sales, because pros ask for and get the order.

Sales professionals know that the difference between pressure and persistence in technique. They realize that customers want to be sold and want to be asked to buy, so they give them what they want. They don’t always hear "yes", but they know how to use "no" as an opportunity to find out what they customer is objecting to so they can overcome it and make the sale.

Following up persistently with a customer shows that you put a high value on their business. It shows that you’re willing to earn their business and not just wait for it to fall into your lap. It sets you apart from the 99% of other pretenders in sales who won’t go to the trouble to make the calls. Following up can be one of your best competitive advantages a real edge in a competitive home business market.

Start doing a better job of following up and you will start doing a better job of closing. This is BASIC. ‹basics, basics, basics‹and watch your sales soar. Your conversion rate will skyrocket. You’ll be doing a better job with the leads you have;… not just waiting and waiting for the sales to "happen"… instead you make sales happen. You will certainly rise above the crowd.

SALES SECRETS:

1. Using Tie-Downs.

Using tie-downs is another way for getting the prospect to say YES on several different occasions during your conversation. One EASY way of getting a prospect to say yes is simply to say: "Wouldn’t you agree?" and "isn’t that correct?" at the end of a benefit statement.

Instead of asking a customer to commit to a purchase, you ask them a peripheral question that’s designed to get the "Yes" ball rolling. Then you build on that yes with more yeses until you’ve got a commitment to buy.

Here are some examples of using Tie-Downs–This is sometimes called the Incremental Close

Let’s say you’re a Widget Air Conditioner Salesperson. Here are

· "Are you trying to beat the summer heat?"

· "Would you like to have an air conditioner delivered immediately?"

· "Would you be interested in an air conditioner that comes with free installation?"

Every time a consumer says "yes" to a benefit that the salesperson is describing, he/she begins to build a mental picture of already having the product and begins to experience the positive emotions of owning the product.

2: The IF I/WOULD YOU CLOSE.

Using the If I, Would You Close… way to get commitment is with an "If I would, would you…" situation. With this tactic, the prospect is only asked to make a theoretical "yes" to your offer, so it’s very, very easy to agree. As with the Incremental Close, every "yes" is another link in the chain…another small "push" towards the finish line up ahead and adding a new client or team member to your downline.

As an Example…You may say:

If I can get you "Pre-Qualified" where you begin making 100% commissions right away, not having to give your first two sales to your upline sponsor would you sign up tonight?"

AGREE and DISARM:

In order for your sales message to be heard, you need to establish trust and "disarm" a consumer’s built-in scepticism about advertising and marketing claims. That scepticism…cynicism in many consumers…can completely derail your ability to make the sale, so it’s your job to overcome it.

One way to do this is with good old-fashioned honesty. Your prospect may say– "I won’t be able to move on this until I confer with my wife."

You could counter and say (if you have a wife yourself)–

"I understand and can appreciate that… I’m married myself and I always consult with my wife about important investments and business decisions." As a matter of fact, after you speak with your wife about this business opportunity you’re considering, I’d like to have her on our next call as well so I can answer her questions and concerns she may have. I often found that involving my wife has led to us working together on worthwhile projects and we both learn at the same time… and that is a healthy thing, wouldn’t you agree?"

Speak the Truth By admitting honestly that your product is not the perfect solution for everyone. When you do this you increase the chances that the prospect will listen to why your product is perfect for THEM.

So… we have covered extensive ground tonight on following up and tips for closing the sale. There are entire books devoted to these subjects that you can find and read as well. My objective here tonight was to give you the fundamentals and to motivate you to "TAKE ACTION" ON YOUR LEADS… Follow-up and don’t let them get cold.

You will find that by consistently following up with your leads… Call every single one… from the first generation people who opened up your email leads to red hot exclusive survey leads you will become better and better each week and your business will be destined for success!

相关文章

• October 17, 2008 — 升迁感言 Speaking at the announcement of your promotion (0)
• October 12, 2008 — 如何与老外攀谈 Breaking the Ice (8)

大家好，李晨回来了！

从伦敦到慕尼黑，再到北京，11个多小时的飞机旅程十分枯燥，若没有人说说话的确是个让人烦恼的问题。李晨今天就谈一谈如何与老外（在飞机上）攀谈。

Topic: Breaking the Ice

1. Introduction

Break the ice - if you break the ice in a new situation, you say or do something to make people feel relaxed and comfortable;

Ice-breaker - an ice-breaker is something that someone says or does in order to make it easier for people who have never met before to talk to each other.

In our everyday lives, it is often necessary for us to break the ice, particularly when we are at a party or meeting, or in a new situation. To do this, we need to master certain ice-breakers. This evening, we are going to study a dialogue between two business persons, Jenny and Bill, who happened to sit together on an aeroplane. Jenny, as an experienced sales representative, started a conversation with Bill as soon as she noticed that Bill was reading an electronic magazine, establishing a potential business relationship while on the go.

2. Words and expressions

Based in - literally, it means "where the basis/base is placed", but in this dialogue it actually means "where the headquarters of a company is located in". For example, there are HSBC braches in Beijing, but they are still "based in London", which means they are headquartered in London. Another usage is to use "…-based" as a compound adjective, e.g. The materials of this product were imported from a Vietnam-based firm.

Look forward to - if you look forward to something that is going to happen, you want it to happen because you think you will enjoy it. Note that "look forward to" must be followed by "V.+ing", e.g. I am really looking forward to taking the trip to Barbados.

On the market - if something is on the market, it is available for people to buy, e.g. Their new computer should be on the market sometime  early next year.

Come out (with) - when a new product such as a book or record comes out, it becomes available to the public, e.g. We’re going to come out with a new toothpaste that will make everyone have beautiful white teeth.

Turn out - if something turns out a particular way, it happens in that way or has the result or degree of success indicated, e.g. ABCTV’s new talk show series turned out (to be) a failure.

Best seller - a best seller is usually a book of which a great number of copies has been sold, in this dialogue, it is referred to as the "best-selling (product)".

3. Useful sentence patterns

3.1 Ice-breakers

· Excuse me, I …

· Pardon me, but …

· I don’t mean to bother/interrupt you, but …

3.2 Expressing expectations

· I’ve been waiting to …

· I’m really looking forward to …

· It should be very exciting to …

3.3 Asking for personal information

· Do you mind if I ask …

· I hope you don’t mind if I ask …

· If it’s not too forward of me, may I ask …

4. Dialogue

(Jenny Wang = J; Bill Millington = B)

J: Excuse me, I noticed you’re reading an electronics magazine. Do you know there’s a big electronics exhibition in Manchester starting tomorrow?

B: Of course! That’s the reason I’m going to Manchester. Hi! My name’s Bill Millington. What’s your name?

J: Jenny Wang. I’m a sales representative for Action Appliance Inc., based in Hong Kong. Are you looking forward to the exhibition?

B: Yup, I’ve been waiting to go to this show for more than three months. Companies from forty different countries will be there so I heard. 

J: I know. I’m really looking forward to seeing what new products will be on the market next year.

B: I’m more interested in the new discoveries which are being made in the electronics industry.

J: Really? Do you mind if I ask what part of the electronics industry you’re in?

B: Not at all. I work in the R&D department of a company based in Los-Angeles. We specialise in designing printers.

J: What’s the name of your company? Maybe I’ve heard of it.

B: I don’t think so. We’re just a little company called "Envision".

J: Hmm. Oh, didn’t you come out with an amazingly small but strong high-tech printer at the exhibition last year in London?

B: Yeah, that turned out to be our best seller of the year, but everyone forgets our name.

J: One of my jobs is to look for the products that will be the most successful, and then find out why. So I don’t just remember the big companies.

B: I like the way you think, Jenny. Would you like to get together for dinner when we arrive in Manchester, so we can talk more about this?

J. Sure, I’d love to.

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很抱歉最近没能及时回复各位的留言，这都是因为即将回国，手头的事情千头万绪，实在抽不出时间。现在我刚刚结束在英国兰开斯特大学的学术英语教学工作，并将搭乘9月30日的飞机回国。抵京后我需要一段时间休整，届时会逐一仔细回复大家的留言。

感谢您对本站一如既往的关注和支持！

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附: 英国大学成绩标准
70+ distinction;
60-69 good pass;
50-59 pass;
40-49 fail and resubmit assignment;
marks below 40 fail and either resubmit or present new assignment, at the
discretion of the Examination Board.

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1. How many points would you like people to remember?

2. What are you going to pay attention to in your delivery?

3. How can you keep the audience’s attention during the presentation?

4. How can you achieve maximum clarity?

5. Is there any particular language that you would like to use in your presentation?

6. What will you do if the technology doesn’t work?

7. Can you make a list of three DOs and three DON’Ts you would personally like to remember for your presentations?

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