Brian Tracy on Sales - Nordic Business Forum 2012

Brian Tracy on Sales - Nordic Business Forum 2012

Sales is the cornerstone of every successful business. Without sales, no business can survive. Brian Tracy, a renowned sales expert, shared invaluable insights on mastering sales at the Nordic Business Forum 2012.

1. The Power of Selling

   • Every business transaction begins with a sale.
   • Salespeople must focus on solving customer problems rather than just selling a product.

2. Key Sales Principles

   • Build rapport with your customers.
   • Identify customer needs and desires.
   • Present solutions that genuinely help the customer.
   • Overcome objections with confidence and clarity.
   • Close the sale by guiding the customer to a decision.

3. The Psychology of Selling

   • People buy based on emotions and justify with logic.
   • The key to persuasion is trust and credibility.
   • Successful salespeople develop a positive mindset and belief in their product.

4. Continuous Improvement

   • The best salespeople constantly learn and refine their techniques.
   • Practice, training, and feedback help improve sales performance.
   • Adaptability to customer needs and market changes is crucial.

Brian Tracy emphasizes that sales is a skill anyone can learn. By understanding customer psychology, building strong relationships, and mastering sales techniques, anyone can achieve success in sales.

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Brian Tracy on Sales - Key Lessons

1. Stay Positive in Sales
Sales can be tough, but a positive attitude leads to success. Keep moving forward, even in tough times.

2. The 80/20 Rule
Only 20% of salespeople achieve big success. Be part of this group by seeing sales as an opportunity.

3. Learn from the Best
Find top salespeople and study their methods. Follow these steps:

• Find the right customers.
• Build trust.
• Ask questions to find customer needs.
• Present your product in a way that helps them.
• Handle objections smoothly.
• Close the sale.
• Ask for referrals.

4. Ask "How?"
Instead of worrying, ask "How can I solve this problem?" This mindset brings solutions and progress.

5. Focus on Three Key Tasks
Salespeople earn most of their income from just three things:

1. Finding new clients.
2. Presenting products.
3. Closing deals. Spend more time on these, and success will follow.

6. Increase Face-to-Face Time
Spend more time meeting clients. More time with customers = more sales.

7. Keep Learning and Practicing
Treat sales like a skill that improves with practice. Learn one key skill at a time and master it.

8. Be Like a Doctor in Sales
Follow this three-step process:

1. Examine – Ask questions to find customer problems.
2. Diagnose – Identify the right solution.
3. Prescribe – Offer your product as the best answer.

9. Build Trust by Listening
Good salespeople listen more than they talk. Steps to better listening:

• Focus fully on the customer.
• Pause before replying.
• Clarify by asking "How do you mean?"
• Repeat their concerns to show understanding.

10. Use the Agenda Close
Start meetings with a written agenda. This makes you look professional and keeps the discussion on track.

11. Sell Benefits, Not Features
Customers care about results, not details. Focus on how your product improves their life.

12. Master Objection Handling
Most objections fall into six common areas. Prepare strong responses to overcome them.

13. Close with Confidence
Use simple closing techniques:

• "Why don’t you give it a try?"
• "If we fix that issue, would you move forward?"

14. Always Ask
The secret to success: Ask for the sale, ask for referrals, and ask for opportunities. The worst they can say is "no."

15. Take Action Now!
Sales success comes from effort. Spend more time talking to customers, embrace rejection, and keep improving.

Final Thought
Sales is a learnable skill. Stay persistent, stay focused, and keep selling!

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4

00:00:10,400 --> 00:00:13,549

you thank you thank you for being here

--- អរគុណអ្នក អរគុណដែលអ្នកនៅទីនេះ

 

5

00:00:13,559 --> 00:00:15,470

thank you for coming so far and making

--- អរគុណសម្រាប់ការមកដល់ពេលនេះ និង

 

6

00:00:15,480 --> 00:00:17,510

such a sacrifice and I promise you that

--- ការលះបង់បែបនេះ ហើយខ្ញុំសន្យាអ្នកថា

 

7

00:00:17,520 --> 00:00:20,630

this will be a good time together I will

--- នេះគឺជាពេលវេលាដ៏ល្អជាមួយគ្នា

 

8

00:00:20,640 --> 00:00:22,790

uh I'll make this worth your

--- ខ្ញុំនឹងធ្វើឱ្យមានតម្លៃរបស់អ្នក

 

9

00:00:22,800 --> 00:00:26,109

while uh we are living in a very

--- ខណៈដែលយើងកំពុងរស់នៅក្នុង

 

10

00:00:26,119 --> 00:00:28,230

interesting economic time today perhaps

--- ពេលវេលាសេដ្ឋកិច្ចដ៏គួរឱ្យចាប់អារម្មណ៍នាពេលបច្ចុប្បន្ននេះ ប្រហែលជា

 

11

00:00:28,240 --> 00:00:29,950

the most difficult and challenging e

---

 

12

00:00:29,960 --> 00:00:33,630

economic time of our history and uh this

--- ពេលវេលាសេដ្ឋកិច្ចដ៏លំបាកបំផុត និងលំបាកបំផុតក្នុងប្រវត្តិសាស្ត្ររបស់យើង ហើយ uh នេះ

 

13

00:00:33,640 --> 00:00:36,270

has always been a challenge for us as

--- តែងតែជាបញ្ហាប្រឈមសម្រាប់ពួកយើង

 

14

00:00:36,280 --> 00:00:39,030

salespeople is to sell against entrench

--- ដើម្បីលក់

 

15

00:00:39,040 --> 00:00:40,190

competition so I'm going to give you

---

 

16

00:00:40,200 --> 00:00:42,709

some ideas today that I have shared with

--- គំនិតប្រកួតប្រជែងនៅថ្ងៃនេះ។  ខ្ញុំបានចែករំលែកជាមួយ

 

17

00:00:42,719 --> 00:00:44,110

many people that have enabled them to

--- មនុស្សជាច្រើនដែលបានអនុញ្ញាតឱ្យពួកគេទទួលបាន

 

18

00:00:44,120 --> 00:00:46,110

double and triple their income how many

--- ប្រាក់ចំណូលទ្វេដង និងបីដង តើមាន

 

19

00:00:46,120 --> 00:00:48,430

people here would like to double their

--- មនុស្សប៉ុន្មាននាក់នៅទីនេះចង់ឱ្យប្រាក់ចំណូលរបស់ពួកគេទ្វេដង

 

20

00:00:48,440 --> 00:00:51,150

income if I can show you how will you

--- ប្រសិនបើខ្ញុំអាចបង្ហាញអ្នកពីរបៀបដែលអ្នក

 

21

00:00:51,160 --> 00:00:52,110

give it a

---

 

22

00:00:52,120 --> 00:00:55,990

try say yes yeah okay well I will give

--- សាកល្បងនិយាយថាបាទ បាទ បាទ ខ្ញុំនឹងផ្តល់ឱ្យ

 

23

00:00:56,000 --> 00:00:57,630

you several ideas that other people have

--- អ្នកនូវគំនិតជាច្រើនដែលអ្នកផ្សេងទៀតបាន

 

24

00:00:57,640 --> 00:01:00,910

used to double their income uh as we go

--- ប្រើដើម្បីប្រាក់ចំណូលរបស់ពួកគេទ្វេដង uh នៅពេលដែលយើងដើរតាម

 

25

00:01:00,920 --> 00:01:03,150

along in your life you must always

--- ជីវិតរបស់អ្នក អ្នកត្រូវតែ

 

26

00:01:03,160 --> 00:01:05,469

predict growth you must always predict

--- ទស្សន៍ទាយការរីកចំរើន អ្នកត្រូវតែទស្សន៍ទាយជានិច្ច

 

27

00:01:05,479 --> 00:01:07,630

that things are going to grow and you

--- ថាអ្វីៗនឹងរីកចម្រើន ហើយអ្នក

 

28

00:01:07,640 --> 00:01:09,590

must always work as though things are

--- ត្រូវតែធ្វើការជានិច្ច ព្រោះថាអ្វី

 

29

00:01:09,600 --> 00:01:11,590

going to grow because it is your

--- នឹងរីកចម្រើន។

 

30

00:01:11,600 --> 00:01:13,350

attitude more than anything else that

---

 

31

00:01:13,360 --> 00:01:15,789

will determine your level of success

---

 

32

00:01:15,799 --> 00:01:18,149

even when the economy is going down some

--- សេដ្ឋកិច្ចធ្លាក់ចុះ

 

33

00:01:18,159 --> 00:01:21,190

people and some companies are doing well

--- មនុស្សខ្លះក្រុមហ៊ុនខ្លះធ្វើបានល្អ

 

34

00:01:21,200 --> 00:01:23,149

others are not because sometimes they

--- ខ្លះទៀតមិនមែនដោយសារតែពេលខ្លះគេ

 

35

00:01:23,159 --> 00:01:25,950

believe well the economy is bad so we

--- ជឿថាល្អសេដ្ឋកិច្ចអាក្រក់ ដូច្នេះយើងត្រូវ

 

36

00:01:25,960 --> 00:01:28,310

have to cut back and we have to reduce

--- កាត់បន្ថយ ហើយត្រូវកាត់បន្ថយ

 

37

00:01:28,320 --> 00:01:30,950

our activities and other simply respond

--- សកម្មភាពរបស់យើង ហើយផ្សេងទៀតគ្រាន់តែឆ្លើយតប

 

38

00:01:30,960 --> 00:01:33,230

by becoming more busy and more

--- ដោយភាពមមាញឹក និងកាន់តែ

 

39

00:01:33,240 --> 00:01:34,990

aggressive and that's very important for

--- ឆេវឆាវ ហើយនោះសំខាន់ណាស់សម្រាប់

 

40

00:01:35,000 --> 00:01:38,630

you and I well uh many years ago when I

--- អ្នក ហើយខ្ញុំ uh ច្រើនឆ្នាំមុនពេលដែលខ្ញុំ

 

41

00:01:38,640 --> 00:01:40,749

started off I did not graduate from high

--- ចាប់ផ្តើមខ្ញុំមិនបានរៀនចប់

 

42

00:01:40,759 --> 00:01:43,149

school and I could only get laboring

--- វិទ្យាល័យ ហើយខ្ញុំរកបានតែ

 

43

00:01:43,159 --> 00:01:46,109

jobs and my first laboring job was

--- ការងារធ្វើ ហើយការងារសំណង់ដំបូងរបស់ខ្ញុំគឺ ការងារ

 

44

00:01:46,119 --> 00:01:47,910

washing dishes in the back of a small

--- លាងចាន

 

45

00:01:47,920 --> 00:01:50,270

hotel and over time I worked in

---

 

46

00:01:50,280 --> 00:01:52,830

construction and I worked in factories

--- និងការងារខ្ញុំ  រោងចក្រ

 

47

00:01:52,840 --> 00:01:56,389

and Sawmills I know a lot about Sawmills

--- និងរោងអារឈើ ខ្ញុំដឹងច្រើនអំពីរោងអារឈើ

 

48

00:01:56,399 --> 00:01:59,990

I worked in uh far on farms and ranches

--- ខ្ញុំធ្វើការនៅឆ្ងាយនៅកសិដ្ឋាន និងកសិដ្ឋាន

 

49

00:02:00,000 --> 00:02:01,990

and I worked on a ship in the North

--- ហើយខ្ញុំបានធ្វើការនៅលើកប៉ាល់នៅ

 

50

00:02:02,000 --> 00:02:04,550

Atlantic uh when I was 23 years old I

--- អាត្លង់ទិកខាងជើង uh នៅពេលខ្ញុំអាយុ 23 ឆ្នាំខ្ញុំ

 

51

00:02:04,560 --> 00:02:06,749

was working on a farm and sleeping on

--- ធ្វើការនៅកសិដ្ឋាន ហើយដេកលើ

 

52

00:02:06,759 --> 00:02:09,430

the hay in the farmers's barn at the end

--- ស្មៅនៅក្នុងជង្រុកកសិករនៅចុងបញ្ចប់

 

53

00:02:09,440 --> 00:02:12,510

of the Harvest I was uneducated I was

--- នៃការប្រមូលផល ខ្ញុំគ្មានការអប់រំ ខ្ញុំ

 

54

00:02:12,520 --> 00:02:14,830

unskilled and I was once more

--- គ្មានជំនាញ ហើយខ្ញុំក៏លែងមាន

 

55

00:02:14,840 --> 00:02:17,030

unemployed and when I would could no

--- ការងារធ្វើ ហើយខ្ញុំលែងមានការងារ

 

56

00:02:17,040 --> 00:02:20,110

longer find a laboring job like you I

--- ធ្វើទៀតហើយ។

 

57

00:02:20,120 --> 00:02:20,960

got into

---

 

58

00:02:20,970 --> 00:02:22,630

[Laughter]

--- [សើច]

 

59

00:02:22,640 --> 00:02:26,630

sales sales is the ultimate Default job

--- ការលក់គឺជាការងារលំនាំដើមបំផុត

 

60

00:02:26,640 --> 00:02:29,949

in our society nobody goes forward into

--- នៅក្នុងសង្គមយើង គ្មាននរណាម្នាក់ឆ្ពោះទៅមុខក្នុង

 

61

00:02:29,959 --> 00:02:33,430

sales is we fall back into sales when

--- ការលក់នោះទេ គឺយើងងាកមកលក់វិញនៅពេលដែល

 

62

00:02:33,440 --> 00:02:35,869

nothing else is working it's like

--- គ្មានអ្វីដំណើរការ វាដូចជា

 

63

00:02:35,879 --> 00:02:38,430

driving a car and backing up and hitting

--- ការបើកឡាន ហើយបម្រុងនឹងបុក

 

64

00:02:38,440 --> 00:02:40,430

something W you get out to see what it

--- អ្វីមួយ អញ្ចឹងអ្នកចេញទៅមើលថាវាជាអ្វី ហើយ

 

65

00:02:40,440 --> 00:02:43,599

is and it's it's a sales

--- វាជា

 

66

00:02:43,800 --> 00:02:47,550

job and so so we say well I will give

--- ការងារលក់ ដូច្នេះហើយ យើងនិយាយបានល្អ ខ្ញុំនឹងឱ្យ

 

67

00:02:47,560 --> 00:02:50,470

that a try and see what happens and

--- វាសាកល្បងមើលថាមានអ្វីកើតឡើង ហើយ

 

68

00:02:50,480 --> 00:02:52,710

sometimes your friends say when are you

--- ពេលខ្លះមិត្តភក្តិរបស់អ្នកនិយាយថា តើពេលណាដែលអ្នក

 

69

00:02:52,720 --> 00:02:54,110

going to get a real

--- នឹងទទួលបានការងារពិត។

 

70

00:02:54,120 --> 00:02:56,670

job because some people don't believe

---

 

71

00:02:56,680 --> 00:03:00,790

that sales is a real job however uh um

---

 

72

00:03:00,800 --> 00:03:04,309

the 8020 rule applies 20% of people who

--- ច្បាប់ 8020 អនុវត្ត 20% នៃអ្នកដែល

 

73

00:03:04,319 --> 00:03:06,990

get into sales realize that this is a

--- ចូលលក់បានដឹងថានេះជា

 

74

00:03:07,000 --> 00:03:09,430

great opportunity that if you sell

--- ឱកាសដ៏ល្អដែលប្រសិនបើអ្នកលក់

 

75

00:03:09,440 --> 00:03:11,630

really well you can earn more than a

--- ពិតជាអាចរកប្រាក់ចំណូលបានច្រើនជាង

 

76

00:03:11,640 --> 00:03:15,589

doctor or a lawyer or even a politician

--- វេជ្ជបណ្ឌិត ឬមេធាវី ឬសូម្បីតែអ្នកនយោបាយ

 

77

00:03:15,599 --> 00:03:18,750

um you you can make a wonderful living

--- អ្នកក៏អាចរស់នៅបានយ៉ាងអស្ចារ្យ

 

78

00:03:18,760 --> 00:03:21,229

in selling and you can fulfill all of

--- ក្នុងការលក់ ហើយអ្នកអាចសម្រេចក្តី

 

79

00:03:21,239 --> 00:03:24,630

your dreams in the Western World 5% of

--- សុបិនរបស់អ្នកទាំងអស់នៅលោកខាងលិច 5% នៃ

 

80

00:03:24,640 --> 00:03:27,350

millionaires are salespeople who have

--- មហាសេដ្ឋីគឺជាអ្នកលក់ដែលបាន

 

81

00:03:27,360 --> 00:03:30,390

sold all their lives for another company

--- វិនិយោគពេញមួយជីវិតសម្រាប់ក្រុមហ៊ុនមួយផ្សេងទៀត

 

82

00:03:30,400 --> 00:03:32,630

but they sold a lot and they earned a

--- ប៉ុន្តែពួកគេលក់បានច្រើន ហើយពួកគេរកបានយ៉ាង

 

83

00:03:32,640 --> 00:03:34,070

lot and they invested the money

--- ច្រើន។

 

84

00:03:34,080 --> 00:03:36,509

carefully so it's possible for you to

---

 

85

00:03:36,519 --> 00:03:38,589

achieve all your dreams in this field if

--- ក្តីស្រម៉ៃរបស់អ្នកក្នុងវិស័យនេះ បើ

 

86

00:03:38,599 --> 00:03:41,429

you become good in selling so I got into

--- អ្នកពូកែលក់ ទើបខ្ញុំចូល

 

87

00:03:41,439 --> 00:03:43,550

sales and the only job I could get was

--- លក់ ហើយការងារតែមួយគត់ដែលខ្ញុំអាចទទួលបានគឺ

 

88

00:03:43,560 --> 00:03:46,350

knocking on doors cold calling from door

--- ការគោះទ្វារត្រជាក់ ហៅពីផ្ទះមួយ

 

89

00:03:46,360 --> 00:03:49,710

to door and I had no training and no

--- ទៅផ្ទះមួយ ហើយខ្ញុំគ្មានការបណ្តុះបណ្តាល និងគ្មាន

 

90

00:03:49,720 --> 00:03:51,869

experience the only thing I could think

--- បទពិសោធន៍ មានតែការងារដែលខ្ញុំអាចគិតបាន

 

91

00:03:51,879 --> 00:03:54,630

of was to work hard at least it wasn't

--- គឺការខិតខំប្រឹងប្រែង យ៉ាងហោចណាស់វាមិន

 

92

00:03:54,640 --> 00:03:56,949

like working on a farm or working on a

--- ដូចជាការងារនៅកសិដ្ឋាន ឬធ្វើការលើ

 

93

00:03:56,959 --> 00:03:59,990

ship it was clean work so I was told

--- កប៉ាល់នោះទេ វាជាការងារស្អាត ដូច្នេះខ្ញុំត្រូវបានគេប្រាប់ថា

 

94

00:04:00,000 --> 00:04:02,270

that selling is not really selling a

--- លក់មិនមែនជាការលក់

 

95

00:04:02,280 --> 00:04:05,270

selling job it's really a rejection job

--- ការងារលក់គឺពិតជាទទួលបាន

 

96

00:04:05,280 --> 00:04:07,110

and the more rejections you get the more

--- ការបដិសេធ។

 

97

00:04:07,120 --> 00:04:09,589

sales you'll make this was the totality

--- សរុប

 

98

00:04:09,599 --> 00:04:12,270

of my sales training so I used to get up

--- ការបណ្តុះបណ្តាលផ្នែកលក់របស់ខ្ញុំ ដូច្នេះខ្ញុំធ្លាប់ក្រោក

 

99

00:04:12,280 --> 00:04:14,630

earlier and earlier each day so I could

--- ពីព្រលឹម និងមុនជារៀងរាល់ថ្ងៃ ដូច្នេះខ្ញុំអាច

 

100

00:04:14,640 --> 00:04:16,829

knock on more doors so I could reject be

--- គោះទ្វារបានច្រើន ដូច្នេះខ្ញុំអាច

 

101

00:04:16,839 --> 00:04:19,990

rejected more often and I began starting

--- បដិសេធបានញឹកញាប់ ហើយខ្ញុំចាប់ផ្តើម

 

102

00:04:20,000 --> 00:04:22,430

at 6 7 or 8:00 in the morning when

--- នៅម៉ោង 6 7 ឬ 8:00 នៅពេលព្រឹកនៅពេល

 

103

00:04:22,440 --> 00:04:24,590

people came to work and I would knock on

--- មនុស្សមកធ្វើការ ហើយខ្ញុំនឹងគោះ

 

104

00:04:24,600 --> 00:04:26,830

doors all day and in the evenings I

--- ទ្វាពេញមួយថ្ងៃ ហើយពេលល្ងាចខ្ញុំ

 

105

00:04:26,840 --> 00:04:28,830

would go out and knock on doors of homes

--- នឹងចេញទៅគោះទ្វារផ្ទះ

 

106

00:04:28,840 --> 00:04:31,310

and apartments I would sometimes work 12

--- និងអាផាតមិន ជួនកាលខ្ញុំធ្វើការ 12

 

107

00:04:31,320 --> 00:04:34,790

to 14 hours a day I worked 30 days

--- ម៉ោងមុនខ្ញុំធ្វើការ 12 ម៉ោង

 

108

00:04:34,800 --> 00:04:37,310

before I made my first sale this is not

--- មុននេះ

 

109

00:04:37,320 --> 00:04:39,510

a good way to live I can tell you that I

--- ផ្លូវល្អក្នុងការរស់នៅ ខ្ញុំអាចប្រាប់អ្នកថា ខ្ញុំ

 

110

00:04:39,520 --> 00:04:41,550

was sleeping on the floor of a friend's

--- ដេកនៅលើឥដ្ឋនៃផ្ទះល្វែងមិត្តភ័ក្តិ

 

111

00:04:41,560 --> 00:04:44,350

apartment I had one change of clothes I

--- ខ្ញុំបានប្តូរសម្លៀកបំពាក់មួយ ខ្ញុំ

 

112

00:04:44,360 --> 00:04:46,469

would have to wash out my shirt in the

--- ត្រូវបោកខោអាវក្នុង

 

113

00:04:46,479 --> 00:04:49,070

sink at night I had one tie which came

--- អាង នៅពេលយប់ខ្ញុំមានក្រវ៉ាត់មួយដែលបាន

 

114

00:04:49,080 --> 00:04:51,629

off and clicked back on and one pair of

--- ដោះចេញ ហើយចុចត្រឡប់មកវិញ ហើយ

 

115

00:04:51,639 --> 00:04:53,870

shoes which were too big for me so when

--- ស្បែកជើងមួយគូដែលធំពេកសម្រាប់ខ្ញុំ ដូច្នេះពេល

 

116

00:04:53,880 --> 00:04:56,150

I walked it was like walking with swim

--- ខ្ញុំដើរ វាដូចជាដើរជាមួយ

 

117

00:04:56,160 --> 00:04:59,350

fins flop flop flop flop and I had to

--- ព្រុយហែលទឹក flop flop flop flop ហើយខ្ញុំត្រូវ

 

118

00:04:59,360 --> 00:05:02,270

lean forward so my shoes didn't fall off

--- រលំស្បែកជើងទៅមុខដូច្នេះ។

 

119

00:05:02,280 --> 00:05:06,150

if I ran my shoes would fall off uh so

---

 

120

00:05:06,160 --> 00:05:08,350

this was my start and after about six

--- ជាការចាប់ផ្តើមរបស់ខ្ញុំ ហើយបន្ទាប់ពីបានគោះទ្វារប្រហែលប្រាំមួយ

 

121

00:05:08,360 --> 00:05:10,790

months of knocking on doors and earning

--- ខែ ហើយរកបាន

 

122

00:05:10,800 --> 00:05:13,469

just enough to stay alive I noticed that

--- គ្រប់គ្រាន់ដើម្បីរស់ ខ្ញុំសង្កេតឃើញថា

 

123

00:05:13,479 --> 00:05:15,749

there was one man in my company who was

--- មានបុរសម្នាក់នៅក្នុងក្រុមហ៊ុនរបស់ខ្ញុំដែល

 

124

00:05:15,759 --> 00:05:18,510

earning 10 times as much as anyone else

--- រកបាន 10 ដងច្រើនជាងអ្នកផ្សេង

 

125

00:05:18,520 --> 00:05:20,990

and he wasn't even working very hard he

--- ហើយគាត់ក៏មិនបានធ្វើការខ្លាំងដែរ គាត់

 

126

00:05:21,000 --> 00:05:23,909

would start work at 9 or 9:30 he would

--- នឹងចាប់ផ្តើមធ្វើការនៅម៉ោង 9 ឬ 9:30 គាត់នឹង

 

127

00:05:23,919 --> 00:05:25,950

go out or a client would come into the

--- ចេញទៅក្រៅ ឬអតិថិជននឹងចូល

 

128

00:05:25,960 --> 00:05:27,350

office or he would go out and visit a

--- ការិយាល័យ ឬគាត់នឹងចេញទៅសួរសុខទុក្ខ

 

129

00:05:27,360 --> 00:05:29,710

client he would have lunch with another

--- អតិថិជនដែល

 

130

00:05:29,720 --> 00:05:32,070

respective customer he would make sales

--- គាត់នឹងទទួលទានអាហារ

 

131

00:05:32,080 --> 00:05:33,909

in the afternoon and he would quit at

--- ថ្ងៃត្រង់ជាមួយអតិថិជនម្នាក់ទៀតនៅម៉ោង

 

132

00:05:33,919 --> 00:05:36,670

4:30 or 5: and he went to beautiful

--- 4:30 ។  ឬទី 5: ហើយគាត់បានទៅភោជនីយដ្ឋានដ៏ស្រស់ស្អាត

 

133

00:05:36,680 --> 00:05:39,590

restaurants and he had nice vacations he

--- ហើយគាត់មានវិស្សមកាលដ៏ស្រស់ស្អាតគាត់

 

134

00:05:39,600 --> 00:05:41,710

had a beautiful apartment and he had a

--- មានផ្ទះល្វែងដ៏ស្រស់ស្អាតហើយគាត់មាន

 

135

00:05:41,720 --> 00:05:44,629

pocket full of money and he was had no

--- លុយពេញហើយគាត់មិនមាន

 

136

00:05:44,639 --> 00:05:46,830

financial problems and he was selling

--- បញ្ហាហិរញ្ញវត្ថុទេហើយគាត់លក់

 

137

00:05:46,840 --> 00:05:48,870

the same product that I was selling out

--- ផលិតផលដូចគ្នាដែលខ្ញុំលក់

 

138

00:05:48,880 --> 00:05:51,469

of the same office at the same price to

--- ចេញពីការិយាល័យដូចគ្នាក្នុងតម្លៃដូចគ្នាទៅ

 

139

00:05:51,479 --> 00:05:53,990

the same people under the same

--- មនុស្សដូចគ្នាក្រោម

 

140

00:05:54,000 --> 00:05:56,309

conditions so I did something about six

--- លក្ខខណ្ឌដូចគ្នាដូច្នេះខ្ញុំបានធ្វើអ្វីមួយប្រហែលប្រាំមួយ

 

141

00:05:56,319 --> 00:05:57,469

months later I did something that

--- ខែក្រោយមកខ្ញុំបានធ្វើអ្វីមួយដែល

 

142

00:05:57,479 --> 00:05:59,909

changed my life I still recall this

--- ផ្លាស់ប្តូរជីវិតខ្ញុំនៅតែចងចាំរឿងនេះ

 

143

00:05:59,919 --> 00:06:02,430

changed my life in your lifetime by the

--- បានផ្លាស់ប្តូរជីវិតរបស់ខ្ញុំនៅក្នុងជីវិតរបស់អ្នកហើយតាម

 

144

00:06:02,440 --> 00:06:05,029

way you have experiences and it's

---

 

145

00:06:05,039 --> 00:06:07,870

usually an idea or a concept something

--- គំនិតរបស់អ្នក

 

146

00:06:07,880 --> 00:06:09,629

happens and your life goes in a

--- ហើយជីវិតរបស់អ្នក  ក្នុង

 

147

00:06:09,639 --> 00:06:12,070

different direction and this was the

--- ទិសដៅផ្សេង ហើយនេះគឺជា

 

148

00:06:12,080 --> 00:06:14,950

transforming moment for me I took a deep

--- ពេលវេលាផ្លាស់ប្តូរសម្រាប់ខ្ញុំ ខ្ញុំ

 

149

00:06:14,960 --> 00:06:16,749

breath and I went and I asked him what

--- ដកដង្ហើមធំ ហើយខ្ញុំក៏ទៅសួរគាត់ថា តើ

 

150

00:06:16,759 --> 00:06:19,589

are you doing differently from me why

--- អ្នកកំពុងធ្វើអ្វីខុសពីខ្ញុំ ហេតុអ្វីបានជា

 

151

00:06:19,599 --> 00:06:22,390

are you making so many sales and he said

--- អ្នកបង្កើតការលក់ច្រើន ហើយគាត់និយាយ

 

152

00:06:22,400 --> 00:06:24,629

well show me your sales presentation and

--- ល្អបង្ហាញខ្ញុំពីការលក់របស់អ្នក ហើយ

 

153

00:06:24,639 --> 00:06:28,550

I'll critique it for you I said my what

--- ខ្ញុំនឹងរិះគន់អ្នក ខ្ញុំនិយាយអ្វីដែល

 

154

00:06:28,560 --> 00:06:30,309

he saidou sales Pres presentation I said

--- គាត់និយាយ ការលក់ Pres presentation ខ្ញុំនិយាយថា

 

155

00:06:30,319 --> 00:06:33,270

you show me yours and I'll show you

--- អ្នកបង្ហាញខ្ញុំរបស់អ្នក ហើយខ្ញុំនឹងបង្ហាញអ្នក

 

156

00:06:33,280 --> 00:06:35,870

mine because I didn't have a sales

--- ពីខ្ញុំ ព្រោះខ្ញុំមិនមានការលក់ blah ធ្វើ

 

157

00:06:35,880 --> 00:06:38,469

presentation I was doing what I call the

--- បទបង្ហាញអំពី blah ខ្ញុំកំពុងធ្វើអ្វី។

 

158

00:06:38,479 --> 00:06:40,950

blah blah cell I would find a prospect

---

 

159

00:06:40,960 --> 00:06:44,029

and go blah blah blah blah blah until

--- blah blah blah ទាល់តែ

 

160

00:06:44,039 --> 00:06:45,589

they would start looking at their watch

--- គេចាប់ផ្តើមមើលនាឡិកា

 

161

00:06:45,599 --> 00:06:48,150

and looking away and say say thank you

--- ហើយមើលទៅឆ្ងាយ ហើយនិយាយថា អរគុណ

 

162

00:06:48,160 --> 00:06:50,589

very much for coming in let me think

--- ច្រើនដែលចូលមក ទុកអោយខ្ញុំគិត

 

163

00:06:50,599 --> 00:06:55,390

about it uh call me back next year maybe

--- ពីវា uh ហៅខ្ញុំមកវិញឆ្នាំក្រោយ ប្រហែល

 

164

00:06:55,400 --> 00:06:57,790

uh or leave me some information and I

--- uh ឬទុកអោយខ្ញុំខ្លះ ហើយខ្ញុំ

 

165

00:06:57,800 --> 00:07:00,150

would go from place to place and get the

--- នឹងទៅកន្លែងមួយ ហើយទទួល

 

166

00:07:00,160 --> 00:07:02,749

same response he said no no no he said

--- ចម្លើយដដែល គាត់ថាទេ អត់ទេ គាត់ថា

 

167

00:07:02,759 --> 00:07:05,029

there's a process a logical process of

--- មានដំណើរការមួយ ដំណើរការ

 

168

00:07:05,039 --> 00:07:07,990

selling and the process has seven steps

--- លក់ឡូជីខល ហើយដំណើរការមានប្រាំពីរជំហាន

 

169

00:07:08,000 --> 00:07:10,070

and the first step is to Prospect and to

--- ហើយជំហានដំបូងគឺការកសាងមនុស្ស គឺជាការទុកចិត្ត និង

 

170

00:07:10,080 --> 00:07:12,510

speak to the right people uh the second

--- និយាយទៅកាន់

 

171

00:07:12,520 --> 00:07:14,510

is to build rapport and trust with those

---

 

172

00:07:14,520 --> 00:07:17,550

people the third is to ask them

--- អ្នកទាំងនោះ ទីពីរ  សួរ

 

173

00:07:17,560 --> 00:07:19,950

questions and identify their needs

--- សំណួរ និងកំណត់តម្រូវការរបស់គេឲ្យ

 

174

00:07:19,960 --> 00:07:22,350

accurately the fourth step is to make a

--- បានច្បាស់លាស់ ជំហានទីបួនគឺធ្វើ

 

175

00:07:22,360 --> 00:07:24,790

presentation and show them your product

--- បទបង្ហាញ និងបង្ហាញផលិតផលរបស់អ្នក

 

176

00:07:24,800 --> 00:07:26,350

the fifth step is to answer their

--- ជំហានទីប្រាំគឺឆ្លើយការជំទាស់របស់គេ

 

177

00:07:26,360 --> 00:07:28,510

objections the sixth step is to close

--- ជំហានទីប្រាំមួយគឺបិទ

 

178

00:07:28,520 --> 00:07:30,550

the sale and the Seven step is to get

--- ការលក់ ហើយជំហានទីប្រាំពីរគឺទទួល

 

179

00:07:30,560 --> 00:07:33,110

resales and referrals now he probably

--- ការលក់បន្ត និងបង្អែកឥឡូវនេះ គាត់ប្រហែលជា

 

180

00:07:33,120 --> 00:07:35,350

didn't tell me all that but what he did

--- មិនប្រាប់ខ្ញុំទាំងអស់នោះទេ ប៉ុន្តែអ្វីដែលគាត់បាន

 

181

00:07:35,360 --> 00:07:37,950

give me was a very simple presentation

--- ផ្តល់ឱ្យខ្ញុំគឺជាបទបង្ហាញដ៏សាមញ្ញបំផុត

 

182

00:07:37,960 --> 00:07:40,589

and instead of going out and talking I

--- ហើយជំនួសឱ្យការចេញទៅនិយាយគ្នា ខ្ញុំក៏

 

183

00:07:40,599 --> 00:07:42,710

went out and asked questions and my

--- ចេញទៅសួរពួកគេ

 

184

00:07:42,720 --> 00:07:44,710

sales went up and I remember people

--- ហើយខ្ញុំចាំថានៅពេលអ្នកលក់

 

185

00:07:44,720 --> 00:07:46,749

treated me differently when I asked them

--- ខ្ញុំទៅសួរ

 

186

00:07:46,759 --> 00:07:50,270

questions as opposed to talking and so I

--- សំណួរផ្សេងៗ។  ដូច្នេះហើយខ្ញុំ

 

187

00:07:50,280 --> 00:07:52,830

began to ask more and better questions

--- ចាប់ផ្តើមសួរសំណួរកាន់តែច្រើនឡើងៗ

 

188

00:07:52,840 --> 00:07:55,390

then I began to read on sales and I read

--- បន្ទាប់មកខ្ញុំចាប់ផ្តើមអានការលក់ ហើយខ្ញុំអាន

 

189

00:07:55,400 --> 00:07:57,390

everything I could find and then I would

--- អ្វីគ្រប់យ៉ាងដែលខ្ញុំអាចរកបាន ហើយបន្ទាប់មកខ្ញុំនឹង

 

190

00:07:57,400 --> 00:07:59,749

listen to audio programs and then would

--- ស្តាប់កម្មវិធីអូឌីយ៉ូ ហើយបន្ទាប់មកខ្ញុំ

 

191

00:07:59,759 --> 00:08:02,390

actually started going to sales seminars

--- ពិតជាចាប់ផ្តើមទៅសិក្ខាសាលាផ្នែកលក់

 

192

00:08:02,400 --> 00:08:05,189

and I did two things which really had a

--- ហើយខ្ញុំបានធ្វើរឿងពីរយ៉ាងដែលមាន

 

193

00:08:05,199 --> 00:08:07,869

profound effect on my career number one

--- ឥទ្ធិពលយ៉ាងខ្លាំងលើអាជីពរបស់ខ្ញុំលេខមួយ

 

194

00:08:07,879 --> 00:08:09,629

is when I heard a new thing I would

--- គឺនៅពេលដែលខ្ញុំលឺរឿងថ្មី ខ្ញុំនឹង

 

195

00:08:09,639 --> 00:08:12,390

immediately try it out I noticed that

--- សាកល្បងវាភ្លាមៗ ខ្ញុំកត់សម្គាល់ឃើញថាមាន

 

196

00:08:12,400 --> 00:08:14,589

many other people heard the same things

--- មនុស្សជាច្រើនផ្សេងទៀតបានឮរឿងដូចគ្នា

 

197

00:08:14,599 --> 00:08:16,909

but they took no action is they wouldn't

--- ប៉ុន្តែពួកគេមិនចាត់វិធានការអ្វីទាំងអស់ គឺខ្ញុំនឹងមិន

 

198

00:08:16,919 --> 00:08:18,830

take any action at all whereas when I

--- ធ្វើអ្វីទេ នៅពេលដែលខ្ញុំធ្វើអ្វី

 

199

00:08:18,840 --> 00:08:20,550

heard something new I would run out and

--- ដែលថ្មី

 

200

00:08:20,560 --> 00:08:21,990

I would try it out

---

 

201

00:08:22,000 --> 00:08:24,430

quickly number two thing that I learned

--- លេខពីរយ៉ាងរហ័សដែលខ្ញុំបានរៀន

 

202

00:08:24,440 --> 00:08:26,430

is that nothing

--- គឺគ្មានអ្វី

 

203

00:08:26,440 --> 00:08:29,990

works even the best ideas don't work at

--- ដំណើរការទេ សូម្បីតែគំនិតល្អបំផុតក៏មិនដំណើរការដែរ

 

204

00:08:30,000 --> 00:08:32,549

least they don't work the first time and

--- យ៉ាងហោចណាស់វាមិនដំណើរការលើកទីមួយ ហើយ

 

205

00:08:32,559 --> 00:08:34,350

sometimes they don't work the first five

--- ពេលខ្លះវាមិនដំណើរការ 5

 

206

00:08:34,360 --> 00:08:37,990

times or the first 10 times so I made a

--- ដងដំបូង ឬ 10 ដងដំបូង ដូច្នេះខ្ញុំបាន

 

207

00:08:38,000 --> 00:08:40,430

resolution that if I heard a good idea I

--- សម្រេចចិត្តថាប្រសិនបើខ្ញុំលឺគំនិតល្អ ខ្ញុំ

 

208

00:08:40,440 --> 00:08:43,669

would try it five or 10 times before I

--- នឹងសាកល្បងវា 5 ឬ 10 ដងមុនពេលខ្ញុំ

 

209

00:08:43,679 --> 00:08:47,070

pass judgment 10% of people think about

--- ឆ្លងកាត់ការវិនិច្ឆ័យ 10% នៃមនុស្សគិតអំពី

 

210

00:08:47,080 --> 00:08:50,550

what they want and how to get it most of

--- អ្វីដែលពួកគេចង់បាន

 

211

00:08:50,560 --> 00:08:53,590

the time they think about what they want

---

 

212

00:08:53,600 --> 00:08:55,750

and how to get it so I'm going to give

--- និងរបៀបយកវាទៅតាមអ្វីដែលពួកគេចង់បាន។

 

213

00:08:55,760 --> 00:08:57,550

you a simple word that you can use for

--- ពាក្យដែលអ្នកអាចប្រើសម្រាប់

 

214

00:08:57,560 --> 00:08:59,430

the rest of your career which will

--- អាជីពដែលនៅសល់របស់អ្នក ដែលនឹងធ្វើឱ្យ

 

215

00:08:59,440 --> 00:09:02,590

double your income and the word is how

--- ប្រាក់ចំណូលរបស់អ្នកកើនឡើងទ្វេដង ហើយពាក្យគឺរបៀប

 

216

00:09:02,600 --> 00:09:05,910

say how how okay from now on whenever

--- និយាយថាម៉េច ចាប់ពីពេលនេះទៅ នៅពេលណាដែល

 

217

00:09:05,920 --> 00:09:08,550

you have a goal the only question you

--- អ្នកមានគោលដៅ សំណួរតែមួយគត់ដែលអ្នក

 

218

00:09:08,560 --> 00:09:11,389

ask is how whenever you have a problem

--- សួរគឺ តើនៅពេលណាដែលអ្នកមានបញ្ហា

 

219

00:09:11,399 --> 00:09:13,670

to solve the only question you ask is

--- ដើម្បីដោះស្រាយ សំណួរតែមួយគត់ដែលអ្នកសួរគឺ

 

220

00:09:13,680 --> 00:09:16,230

how if you have an obstacle to overcome

--- ធ្វើដូចម្តេចប្រសិនបើអ្នកមានឧបសគ្គដើម្បីជំនះ

 

221

00:09:16,240 --> 00:09:19,110

the only question you ask is how now the

--- សំណួរតែមួយគត់ដែលអ្នកសួរគឺរបៀបដែលឥឡូវនេះ

 

222

00:09:19,120 --> 00:09:21,350

wonderful thing about the word how is

--- អ្វីដែលអស្ចារ្យអំពីពាក្យថា

 

223

00:09:21,360 --> 00:09:24,310

that it triggers ideas and the ideas are

--- វាបង្កើតគំនិត និងគំនិត

 

224

00:09:24,320 --> 00:09:26,710

all for actions that you can take

--- ដែលអ្នកចាប់ផ្តើមធ្វើបាន

 

225

00:09:26,720 --> 00:09:28,829

immediately and when you take those

--- ភ្លាមៗ។

 

226

00:09:28,839 --> 00:09:31,750

ideas you start to get feedback which

---

 

227

00:09:31,760 --> 00:09:34,110

enables you to correct your course and

--- កែវគ្គសិក្សារបស់អ្នក ហើយ

 

228

00:09:34,120 --> 00:09:36,790

take even better steps to achieve your

--- ចាត់វិធានការឱ្យកាន់តែល្អដើម្បីសម្រេចគោលដៅរបស់អ្នក

 

229

00:09:36,800 --> 00:09:39,190

goals so the average person when they

--- ដូច្នេះមនុស្សជាមធ្យមនៅពេលដែលពួកគេ

 

230

00:09:39,200 --> 00:09:41,750

have a problem complains and blames

--- មានបញ្ហារអ៊ូរទាំ និងបន្ទោស

 

231

00:09:41,760 --> 00:09:43,509

other people about the problem top

--- អ្នកដទៃអំពីបញ្ហា

 

232

00:09:43,519 --> 00:09:45,670

people when they have a problem or goal

--- មនុស្សកំពូលនៅពេលដែលពួកគេមានបញ្ហា ឬគោលដៅ

 

233

00:09:45,680 --> 00:09:48,069

they simply say how can I achieve this

--- ពួកគេគ្រាន់តែនិយាយថាតើខ្ញុំអាចសម្រេចបាន

 

234

00:09:48,079 --> 00:09:50,750

goal and they try this and they try that

--- គោលដៅនេះ ហើយពួកគេព្យាយាម ហើយពួកគេព្យាយាមនោះ

 

235

00:09:50,760 --> 00:09:52,990

and they try something else but they

--- ហើយពួកគេព្យាយាមអ្វីផ្សេងទៀត ប៉ុន្តែពួកគេ

 

236

00:09:53,000 --> 00:09:55,030

never it never occurs to them that they

--- មិនដែលកើតឡើងចំពោះពួកគេថាពួកគេ

 

237

00:09:55,040 --> 00:09:58,710

will not eventually be successful so

--- នឹងមិនជោគជ័យទេ ដូច្នេះ

 

238

00:09:58,720 --> 00:10:00,630

they think about they want and how to

--- ពួកគេគិតអំពីពួកគេចង់បាន និងរបៀបដើម្បី

 

239

00:10:00,640 --> 00:10:02,230

get it most of the

--- ទទួលបានវាភាគច្រើនបំផុត

 

240

00:10:02,240 --> 00:10:04,829

time but what we found is people in the

---

 

241

00:10:04,839 --> 00:10:08,150

top 10% in every field think in terms of

--- 0% នៃពេលវេលារបស់ពួកគេ

 

242

00:10:08,160 --> 00:10:11,550

their hourly rate how much I earn each

--- វាយតម្លៃថាខ្ញុំរកបានប៉ុន្មានម៉ោងក្នុងមួយ

 

243

00:10:11,560 --> 00:10:15,630

hour now this change in thinking changes

--- ម៉ោង ឥឡូវនេះការផ្លាស់ប្តូរការគិតនេះបានផ្លាស់ប្តូរជីវិត

 

244

00:10:15,640 --> 00:10:17,990

your entire life I know because I've

--- របស់អ្នកទាំងមូល ខ្ញុំដឹងព្រោះខ្ញុំបាន

 

245

00:10:18,000 --> 00:10:19,829

taught this principle to thousands of

--- បង្រៀនគោលការណ៍នេះដល់

 

246

00:10:19,839 --> 00:10:22,590

people who literally transform their

--- មនុស្សរាប់ពាន់នាក់ដែលផ្លាស់ប្តូរជីវិតរបស់ពួកគេ

 

247

00:10:22,600 --> 00:10:25,550

lives and their incomes almost overnight

--- និងប្រាក់ចំណូលរបស់ពួកគេស្ទើរតែពេញមួយយប់

 

248

00:10:25,560 --> 00:10:27,030

if you think in terms of how much you

--- ប្រសិនបើអ្នកគិតក្នុងន័យថាអ្នក

 

249

00:10:27,040 --> 00:10:29,190

earn in a week or a month well then you

--- រកបានប៉ុន្មានក្នុងមួយសប្តាហ៍ ឬមួយខែល្អ នោះអ្នក

 

250

00:10:29,200 --> 00:10:31,389

have have a natural tendency to waste

--- មានទំនោរធម្មជាតិក្នុងការខ្ជះខ្ជាយពេលវេលា

 

251

00:10:31,399 --> 00:10:34,790

time during the day Monday is a slow day

--- នៅថ្ងៃច័ន្ទ ជាថ្ងៃយឺតដែល

 

252

00:10:34,800 --> 00:10:36,949

you're recovering from the weekend

--- អ្នកងើបពីចុងសប្តាហ៍

 

253

00:10:36,959 --> 00:10:39,509

Tuesday you start to work Wednesday the

--- ថ្ងៃអង្គារ អ្នកចាប់ផ្តើមធ្វើការនៅ

 

254

00:10:39,519 --> 00:10:41,990

week is almost over Thursday you start

--- ថ្ងៃពុធ ហើយអ្នកចាប់ផ្តើមនៅ

 

255

00:10:42,000 --> 00:10:45,389

to slow down and now it's Friday who

---

 

256

00:10:45,399 --> 00:10:47,629

gets anything done on Friday we'll do it

--- ថ្ងៃសុក្រ។  យើងនឹងធ្វើវា

 

257

00:10:47,639 --> 00:10:51,030

on Monday and so people's ability to

--- នៅថ្ងៃច័ន្ទ ហើយដូច្នេះសមត្ថភាពរបស់មនុស្សក្នុង

 

258

00:10:51,040 --> 00:10:55,150

produce drops drops and drops and since

--- ការផលិតដំណក់ទឹក និងដំណក់ ហើយចាប់តាំងពី

 

259

00:10:55,160 --> 00:10:58,670

80% of the population thinks like this

--- 80% នៃប្រជាជនគិតដូចនេះ

 

260

00:10:58,680 --> 00:11:00,110

if you're not careful you'll find you

--- ប្រសិនបើអ្នកមិនប្រយ័ត្ន អ្នកនឹងដឹងថាអ្នក

 

261

00:11:00,120 --> 00:11:04,110

are surrounded by people who waste time

--- ត្រូវបានហ៊ុំព័ទ្ធដោយមនុស្សដែលខ្ជះខ្ជាយពេលវេលា អ្នក

 

262

00:11:04,120 --> 00:11:06,069

the biggest time wasters in the world

--- ខ្ជះខ្ជាយពេលវេលាដ៏ធំបំផុតក្នុងពិភពលោក

 

263

00:11:06,079 --> 00:11:08,310

are other people who want to waste your

--- គឺជាអ្នកផ្សេងទៀតដែលចង់ខ្ជះខ្ជាយពេលវេលារបស់អ្នក

 

264

00:11:08,320 --> 00:11:10,829

time and the way reason the way that

--- ហើយមូលហេតុដែលធ្វើអោយ

 

265

00:11:10,839 --> 00:11:13,590

they waste your time is by talking talk

--- ពួកគេខ្ជះខ្ជាយពេលវេលារបស់អ្នកគឺដោយការនិយាយនិយាយ និយាយនិយាយ ជជែកគ្នានិយាយ និយាយ

 

266

00:11:13,600 --> 00:11:15,710

talk talk talk talk talk talk no work

---

 

267

00:11:15,720 --> 00:11:17,590

just talk talk talk talk or play on the

--- ទូរស័ព្ទ និយាយទូរស័ព្ទមិនលេង គិតតែពីមើល

 

268

00:11:17,600 --> 00:11:20,710

computer or phone home check the movies

--- កុំព្យូទ័រ។

 

269

00:11:20,720 --> 00:11:23,910

go shopping drink coffee start late

---

 

270

00:11:23,920 --> 00:11:26,829

leave early long lunch hours how am I

--- ទុកពេលអាហារថ្ងៃត្រង់យូរហើយ តើ

 

271

00:11:26,839 --> 00:11:28,790

doing so far does it make you

--- ពេលនេះខ្ញុំធ្វើយ៉ាងម៉េច ធ្វើឱ្យអ្នក

 

272

00:11:28,800 --> 00:11:32,110

uncomfortable say yes because it gets it

--- មិនស្រួលនិយាយថាបាទ ព្រោះវា

 

273

00:11:32,120 --> 00:11:34,350

starts to become a habit remember human

--- ចាប់ផ្តើមក្លាយជាទម្លាប់ ចាំថា

 

274

00:11:34,360 --> 00:11:36,790

beings are always trying to do what is

--- មនុស្សយើងតែងតែព្យាយាមធ្វើអ្វីដែល

 

275

00:11:36,800 --> 00:11:39,069

pleasurable and what is comfortable and

--- រីករាយ និងអ្វីដែលស្រួល ហើយ

 

276

00:11:39,079 --> 00:11:40,829

over time they do more and more

--- យូរៗទៅពួកគេធ្វើ

 

277

00:11:40,839 --> 00:11:42,710

pleasurable things which are talking to

--- រឿងរីករាយកាន់តែច្រើនឡើងៗ ដែលនិយាយជាមួយ

 

278

00:11:42,720 --> 00:11:44,750

your friends and having coffee and going

--- មិត្តភ័ក្តិ និងញ៉ាំ

 

279

00:11:44,760 --> 00:11:47,670

for lunch and soon the average person is

--- អាហារថ្ងៃត្រង់ ហើយមិនយូរប៉ុន្មាន មនុស្សជាមធ្យម

 

280

00:11:47,680 --> 00:11:50,310

not working at all so when you start

--- មិនដំណើរការទាល់តែសោះ ដូច្នេះនៅពេលដែលអ្នកចាប់ផ្តើម

 

281

00:11:50,320 --> 00:11:52,710

thinking in terms of your hourly rate it

--- គិតថាតើ

 

282

00:11:52,720 --> 00:11:54,910

transforms your life and what we have

--- អ្វីទៅជាការផ្លាស់ប្ដូរជីវិត និងម៉ោងរបស់អ្នក

 

283

00:11:54,920 --> 00:11:56,230

found and we talked about this this

---

 

284

00:11:56,240 --> 00:11:58,350

morning is that in terms of your hourly

--- នៅក្នុងលក្ខខណ្ឌនៃអត្រាម៉ោងរបស់អ្នក

 

285

00:11:58,360 --> 00:12:00,069

rate there are only only three things

--- មានតែរឿងបីប៉ុណ្ណោះ

 

286

00:12:00,079 --> 00:12:02,470

that you do that account for 90% of your

--- ដែលអ្នកធ្វើដែលស្មើនឹង 90% នៃប្រាក់ចំណូលរបស់អ្នក

 

287

00:12:02,480 --> 00:12:05,069

income in every field it's always the

--- នៅគ្រប់វិស័យ វាតែងតែ

 

288

00:12:05,079 --> 00:12:07,310

same there's only three things when you

--- ដូចគ្នា មានតែរឿង 3 ប៉ុណ្ណោះ នៅពេលអ្នក

 

289

00:12:07,320 --> 00:12:09,030

think of your hourly rate you have to

--- គិតពីអត្រាម៉ោងរបស់អ្នក អ្នកត្រូវ

 

290

00:12:09,040 --> 00:12:11,949

think of what we call the law of three

--- គិតពីអ្វីដែលយើងហៅថាច្បាប់នៃបី

 

291

00:12:11,959 --> 00:12:13,790

what are the three things that you do

--- អ្វីដែលអ្នកធ្វើ

 

292

00:12:13,800 --> 00:12:16,629

that pay you the highest hourly rate

--- ដែលផ្តល់ប្រាក់ឈ្នួលម៉ោងខ្ពស់បំផុត

 

293

00:12:16,639 --> 00:12:18,629

that pay you the highest potential

--- ដែលផ្តល់ឱ្យអ្នកនូវប្រាក់ចំណូលដែលមានសក្តានុពលខ្ពស់បំផុត

 

294

00:12:18,639 --> 00:12:21,990

income well Columbia University did a

--- សាកលវិទ្យាល័យ Columbia បានធ្វើការ

 

295

00:12:22,000 --> 00:12:24,030

study some years ago and they found that

--- សិក្សាមួយកាលពីប៉ុន្មានឆ្នាំមុន ជាមធ្យម

 

296

00:12:24,040 --> 00:12:27,750

the average salesperson Works only 90

--- 0

 

297

00:12:27,760 --> 00:12:30,590

minutes a day the average salesperson

--- នាទីមុន  អ្នកលក់

 

298

00:12:30,600 --> 00:12:33,189

spends all of their time warming up and

--- ចំណាយពេលវេលាទាំងអស់របស់ពួកគេដើម្បីកម្តៅសាច់ដុំ និង

 

299

00:12:33,199 --> 00:12:35,670

resting and warming up the average

--- សម្រាក និងធ្វើឱ្យមានភាពកក់ក្តៅ

 

300

00:12:35,680 --> 00:12:38,189

salesperson makes about two calls a day

--- អ្នកលក់ជាមធ្យមធ្វើការហៅទូរស័ព្ទពីរដងក្នុងមួយថ្ងៃ

 

301

00:12:38,199 --> 00:12:40,670

one in the morning one in the afternoon

--- នៅពេលព្រឹកមួយនៅពេលរសៀល

 

302

00:12:40,680 --> 00:12:42,949

and in between they're getting ready and

--- ហើយនៅចន្លោះពេលពួកគេកំពុងរៀបចំខ្លួន ហើយ

 

303

00:12:42,959 --> 00:12:44,470

they're making excuses and they're

--- ពួកគេកំពុងធ្វើការដោះសារ ហើយពួកគេកំពុង

 

304

00:12:44,480 --> 00:12:46,550

drinking coffee and they're reading the

--- ផឹកកាហ្វេ ហើយពួកគេកំពុងអាន

 

305

00:12:46,560 --> 00:12:48,550

paper and they're checking their email

--- ក្រដាស ហើយពួកគេកំពុងពិនិត្យមើលអ៊ីមែលរបស់ពួកគេ

 

306

00:12:48,560 --> 00:12:51,829

reading spam and and so on but they only

--- អានសារឥតបានការជាដើម ប៉ុន្តែពួកគេ

 

307

00:12:51,839 --> 00:12:54,910

work 90 minutes a day and they did that

--- ធ្វើការបានត្រឹមតែ 90 នាទីក្នុងមួយថ្ងៃប៉ុណ្ណោះ ហើយ

 

308

00:12:54,920 --> 00:12:58,110

first study in 1928 they've upgraded the

--- ពួកគេបានបញ្ចប់

 

309

00:12:58,120 --> 00:13:00,710

study year after after year the latest

--- ការសិក្សា 1 ឆ្នាំបន្ទាប់ពីឆ្នាំទី 28 ។

 

310

00:13:00,720 --> 00:13:03,670

one was about 2008 average salesperson

--- គឺប្រហែលឆ្នាំ 2008 បុគ្គលិកលក់ជាមធ្យម

 

311

00:13:03,680 --> 00:13:07,389

still works 90 minutes a day and so all

--- នៅតែធ្វើការ 90 នាទីក្នុងមួយថ្ងៃ ហើយដូច្នេះ

 

312

00:13:07,399 --> 00:13:10,870

sales incomes are diluted down to 90

--- ប្រាក់ចំណូលពីការលក់ទាំងអស់ត្រូវបានបន្ថយចុះមកត្រឹម 90

 

313

00:13:10,880 --> 00:13:13,470

minutes a day so we find that there's

--- នាទីក្នុងមួយថ្ងៃ ដូច្នេះយើងឃើញថាមាន

 

314

00:13:13,480 --> 00:13:16,350

only three things that you do that pay

--- រឿងតែបីប៉ុណ្ណោះដែលអ្នកធ្វើដែលផ្តល់

 

315

00:13:16,360 --> 00:13:18,910

you your desired hourly rate and they

--- ប្រាក់ឈ្នួលម៉ោងតាមចិត្តរបស់អ្នក ហើយពួកគេ

 

316

00:13:18,920 --> 00:13:21,629

are prospecting presenting and closing

--- កំពុងរំពឹងថានឹងបង្ហាញ និងបិទ

 

317

00:13:21,639 --> 00:13:24,990

the sale finding new people to talk to

--- ការលក់ ស្វែងរកមនុស្សថ្មីដើម្បី

 

318

00:13:25,000 --> 00:13:27,110

Talking To those new people and getting

--- និយាយទៅកាន់មនុស្សថ្មីទាំងនោះ ហើយធ្វើឱ្យ

 

319

00:13:27,120 --> 00:13:29,389

them to take action

--- ពួកគេធ្វើសកម្មភាព

 

320

00:13:29,399 --> 00:13:31,509

I was working for a large company at the

--- ខ្ញុំកំពុងធ្វើការឱ្យក្រុមហ៊ុនធំមួយ ដែល

 

321

00:13:31,519 --> 00:13:33,670

beginning of this recession and they

--- យើង

 

322

00:13:33,680 --> 00:13:35,509

said we're bringing you in to our annual

--- និយាយថា វិបត្តិសេដ្ឋកិច្ចប្រចាំឆ្នាំរបស់យើង

 

323

00:13:35,519 --> 00:13:37,910

convention to talk to our 350

--- សន្និបាតដើម្បីនិយាយជាមួយ

 

324

00:13:37,920 --> 00:13:41,230

salespeople National company and I asked

--- បុគ្គលិកផ្នែកលក់ចំនួន 350 នាក់របស់យើង ហើយខ្ញុំបានសួរ

 

325

00:13:41,240 --> 00:13:43,710

them a lot of questions which I do and

--- ពួកគេនូវសំណួរជាច្រើនដែលខ្ញុំធ្វើ ហើយ

 

326

00:13:43,720 --> 00:13:45,550

one of the questions was what are your

--- សំណួរមួយគឺ តើអ្នក

 

327

00:13:45,560 --> 00:13:47,350

feelings about business for the coming

--- មានអារម្មណ៍យ៉ាងណាចំពោះអាជីវកម្មសម្រាប់

 

328

00:13:47,360 --> 00:13:49,430

year they say our business will be down

--- ឆ្នាំខាងមុខ ពួកគេនិយាយថា អាជីវកម្មរបស់យើងនឹងធ្លាក់ចុះ

 

329

00:13:49,440 --> 00:13:51,590

by about 30% this year because of the

--- ប្រហែល 30% នៅឆ្នាំនេះ ដោយសារ

 

330

00:13:51,600 --> 00:13:53,590

recession I said well why don't you set

--- វិបត្តិសេដ្ឋកិច្ច ខ្ញុំនិយាយបានល្អ ហេតុអ្វីបានជាអ្នកមិនកំណត់

 

331

00:13:53,600 --> 00:13:56,389

a goal to increase your business by 30%

--- គោលដៅបង្កើនអាជីវកម្មរបស់អ្នក 30%

 

332

00:13:56,399 --> 00:13:57,990

they said no no that's not possible

--- ពួកគេថាទេ ទេ

 

333

00:13:58,000 --> 00:13:59,910

don't you read the newspaper

--- យើងអានកាសែតមិនអាចទៅរួច

 

334

00:13:59,920 --> 00:14:02,990

we are in advertising business is down

---

 

335

00:14:03,000 --> 00:14:06,269

and business is going to be slow and we

--- អាជីវកម្មនឹងធ្លាក់ចុះ។

 

336

00:14:06,279 --> 00:14:08,829

adjusting to that I said well you know

--- កែតម្រូវតាមដែលខ្ញុំនិយាយច្បាស់ អ្នកដឹង

 

337

00:14:08,839 --> 00:14:11,189

your salespeople only work 90 minutes a

--- អ្នកលក់របស់អ្នកធ្វើការត្រឹមតែ 90 នាទី

 

338

00:14:11,199 --> 00:14:13,509

day why don't you just get them to work

--- ក្នុងមួយថ្ងៃ ហេតុអ្វីបានជាអ្នកមិនឱ្យពួកគេធ្វើការ

 

339

00:14:13,519 --> 00:14:15,749

three hours a day and you can increase

--- 3 ម៉ោងក្នុងមួយថ្ងៃ ហើយអ្នកអាចបង្កើន

 

340

00:14:15,759 --> 00:14:17,629

your sales rather than decrease your

--- ការលក់របស់អ្នកជាជាងកាត់បន្ថយ

 

341

00:14:17,639 --> 00:14:20,189

sales and he said no no that's not true

--- ការលក់របស់អ្នក ហើយគាត់ថាទេ នោះមិនមែនជាការពិតទេ

 

342

00:14:20,199 --> 00:14:22,310

our salespeople are professionals they

--- អ្នកលក់របស់យើងគឺជាអ្នកជំនាញដែលពួកគេ

 

343

00:14:22,320 --> 00:14:24,069

have an average of 11 years of

--- មានបទពិសោធន៍ជាមធ្យម 11 ឆ្នាំ

 

344

00:14:24,079 --> 00:14:26,269

experience these people have been in the

--- ប្រជាជនទាំងនេះបាន

 

345

00:14:26,279 --> 00:14:29,150

business for a long time he said they

--- រកស៊ីយូរហើយ គាត់ថាពួកគេ

 

346

00:14:29,160 --> 00:14:30,910

couldn't possibly be working 90 minutes

--- មិនអាចធ្វើការបានត្រឹមតែ 9 នាទី

 

347

00:14:30,920 --> 00:14:33,389

a day they work all day long I said no

--- ក្នុងមួយថ្ងៃ។

 

348

00:14:33,399 --> 00:14:36,269

they only work 90 minutes a day so this

--- 90 នាទីក្នុងមួយថ្ងៃ ដូច្នេះនេះ

 

349

00:14:36,279 --> 00:14:39,110

is not a good way to start a business

--- មិនមែនជាវិធីល្អក្នុងការចាប់ផ្តើម

 

350

00:14:39,120 --> 00:14:42,069

relationship so he said he said I've

--- ទំនាក់ទំនងអាជីវកម្មទេ ដូច្នេះគាត់បាននិយាយថា ខ្ញុំ

 

351

00:14:42,079 --> 00:14:43,470

never heard that number I said well

--- មិនដែលឮលេខដែលខ្ញុំនិយាយល្អទេ

 

352

00:14:43,480 --> 00:14:46,310

unfortunately it's true I said I have a

--- ជាអកុសលវាជាការពិត ខ្ញុំបាននិយាយថា ខ្ញុំមាន

 

353

00:14:46,320 --> 00:14:49,030

suggestion for you uh at this seminar

--- សំណូមពរសម្រាប់អ្នកនៅសិក្ខាសាលានេះ

 

354

00:14:49,040 --> 00:14:51,670

why don't we hand out stopwatches to all

--- ហេតុអ្វីយើងមិនប្រគល់នាឡិកាដៃដល់

 

355

00:14:51,680 --> 00:14:53,629

the salespeople and I'll explain this

--- អ្នកលក់ទាំងអស់ ហើយខ្ញុំនឹងពន្យល់ពី

 

356

00:14:53,639 --> 00:14:55,949

principle and then we'll track their

--- គោលការណ៍នេះ ហើយបន្ទាប់មកយើងនឹងតាមដាន

 

357

00:14:55,959 --> 00:14:59,949

workday so at the seminar I I introduced

--- ថ្ងៃធ្វើការរបស់ពួកគេ 5 អឺរ៉ូ ដូច្នេះនៅសិក្ខាសាលានេះ ខ្ញុំ

 

358

00:14:59,959 --> 00:15:02,550

them to a stopwatch it costs maybe 5 or1

---

 

359

00:15:02,560 --> 00:15:05,870

EUR and I got them to agree that for the

--- ទទួលបានតម្លៃ 1 អឺរ៉ូ។  ដើម្បីយល់ស្របថាសម្រាប់

 

360

00:15:05,880 --> 00:15:07,990

next month every salesperson when they

--- ខែក្រោយ រាល់អ្នកលក់នៅពេលពួកគេ

 

361

00:15:08,000 --> 00:15:09,790

went in to see a prospect they would

--- ចូលទៅមើលការរំពឹងទុក ពួកគេនឹង

 

362

00:15:09,800 --> 00:15:11,470

click on the stopwatch and when they

--- ចុចលើនាឡិកាឈប់ ហើយនៅពេលដែលពួកគេ

 

363

00:15:11,480 --> 00:15:13,389

went out they'd click it off and they

--- ចេញទៅ ពួកគេនឹងចុចបិទ ហើយពួកគេ

 

364

00:15:13,399 --> 00:15:14,710

just keep clicking it and it would keep

--- គ្រាន់តែចុចវា ហើយវានឹងបន្ត

 

365

00:15:14,720 --> 00:15:16,670

adding up at the end of a day they could

--- បន្ថែមនៅចុងមួយថ្ងៃ ពួកគេអាច

 

366

00:15:16,680 --> 00:15:19,350

see how many minutes they' spent with

--- មើលថាតើពួកគេបានចំណាយប៉ុន្មាននាទីជាមួយ

 

367

00:15:19,360 --> 00:15:21,749

customers and at the end of a week they

--- អតិថិជន ហើយនៅចុងសប្តាហ៍ ពួកគេ

 

368

00:15:21,759 --> 00:15:23,790

could see how many minutes and they said

--- អាចមើលបានប៉ុន្មាននាទី ហើយពួកគេនិយាយថា

 

369

00:15:23,800 --> 00:15:26,230

great so the seminar was very successful

--- អស្ចារ្យ ដូច្នេះសិក្ខាសាលាគឺជោគជ័យខ្លាំងណាស់

 

370

00:15:26,240 --> 00:15:28,710

and I also said one other thing to this

--- ហើយខ្ញុំក៏និយាយដែរថា

 

371

00:15:28,720 --> 00:15:31,509

group I said you know that 80 or 90% of

--- 0% នៃក្រុមនេះ 8

 

372

00:15:31,519 --> 00:15:33,629

your prospective customers have never

--- អតិថិជនអនាគតមិនដែល

 

373

00:15:33,639 --> 00:15:35,870

heard of you they do not know that you

--- លឺពីអ្នកទេ ពួកគេមិនដែលដឹងថាអ្នក

 

374

00:15:35,880 --> 00:15:38,069

exist they do not know that your product

--- មានទេ ពួកគេមិនដឹងថាផលិតផល

 

375

00:15:38,079 --> 00:15:40,550

or service can help them they have no

--- ឬសេវាកម្មរបស់អ្នកអាចជួយពួកគេដែលពួកគេគ្មាន

 

376

00:15:40,560 --> 00:15:43,069

idea so you can

--- គំនិត ដូច្នេះអ្នក

 

377

00:15:43,079 --> 00:15:45,949

never approach your entire product

--- មិនអាចចូលទៅជិតផលិតផលរបស់អ្នកទាំងស្រុងនៅក្នុង

 

378

00:15:45,959 --> 00:15:48,790

Prospect market so a month after the

--- ទីផ្សារ Prospect ដូច្នេះមួយខែបន្ទាប់ពី

 

379

00:15:48,800 --> 00:15:51,430

seminar about five weeks I got a letter

--- សិក្ខាសាលាប្រហែល 5 សប្តាហ៍ខ្ញុំបានទទួលសំបុត្រ

 

380

00:15:51,440 --> 00:15:54,790

from him and it said Dear Brian he said

--- ពីគាត់ហើយវាបាននិយាយថា

 

381

00:15:54,800 --> 00:15:57,110

I writing to thank you for your seminar

--- ខ្ញុំសរសេរទៅអរគុណសម្រាប់សិក្ខាសាលារបស់អ្នក

 

382

00:15:57,120 --> 00:15:59,749

he said I have to apologize he said

--- គាត់បាននិយាយថាខ្ញុំត្រូវតែសុំទោស គាត់បាននិយាយថា

 

383

00:15:59,759 --> 00:16:02,030

the salespeople reported their numbers

--- អ្នកលក់រាយការណ៍

 

384

00:16:02,040 --> 00:16:04,629

from the stopwatches at the end of 30

--- ពីចំនួននៃការលក់ជាមធ្យម 0

 

385

00:16:04,639 --> 00:16:06,389

days and we found that the average

--- ថ្ងៃដែលយើងរកបាន 0 ។

 

386

00:16:06,399 --> 00:16:08,550

salesperson was spending 90 minutes and

--- 90 នាទី និង

 

387

00:16:08,560 --> 00:16:12,189

42 seconds a day with customers he said

--- 42 វិនាទីក្នុងមួយថ្ងៃជាមួយអតិថិជន គាត់បាននិយាយថា

 

388

00:16:12,199 --> 00:16:14,430

they have all agreed to increase that to

--- ពួកគេទាំងអស់គ្នាបានយល់ព្រមបង្កើនវាដល់

 

389

00:16:14,440 --> 00:16:17,749

180 minutes he said our sales are going

--- 180 នាទី គាត់បាននិយាយថា ការលក់របស់យើង

 

390

00:16:17,759 --> 00:16:20,430

up at a faster rate than ever before

--- កើនឡើងក្នុងអត្រាលឿនជាងពេលមុនៗ

 

391

00:16:20,440 --> 00:16:22,590

this recession is not affecting us at

--- វិបត្តិសេដ្ឋកិច្ចនេះមិនប៉ះពាល់ដល់យើងទាល់តែសោះ

 

392

00:16:22,600 --> 00:16:24,710

all a year later he wrote back and he

--- មួយឆ្នាំក្រោយមកគាត់បានសរសេរត្រឡប់មកវិញ ហើយគាត់បាន

 

393

00:16:24,720 --> 00:16:27,150

said their sales were up 30% over their

--- និយាយថា ការលក់របស់ពួកគេបានកើនឡើង 30% លើសពី

 

394

00:16:27,160 --> 00:16:29,470

best year in history because the

--- ឆ្នាំដ៏ល្អបំផុតរបស់ពួកគេក្នុងប្រវត្តិសាស្រ្ត ដោយសារតែ

 

395

00:16:29,480 --> 00:16:31,470

salespeople started calling on people

--- អ្នកលក់ចាប់ផ្តើមអំពាវនាវរកមនុស្សដែល

 

396

00:16:31,480 --> 00:16:33,509

they had never called on natural

--- ពួកគេមិនដែលហៅតាម

 

397

00:16:33,519 --> 00:16:35,389

tendencies to keep calling back on your

---

 

398

00:16:35,399 --> 00:16:37,590

old customers they started calling on

---

 

399

00:16:37,600 --> 00:16:39,990

new prospects and spending more time

--- តម្រូវការ អតិថិជនថ្មីចាប់ផ្តើមឡើងវិញ និងរក្សាពេលវេលារបស់អ្នកចាស់។

 

400

00:16:40,000 --> 00:16:43,230

doing it well what I do is I call this

--- ធ្វើវាបានល្អ អ្វីដែលខ្ញុំធ្វើគឺខ្ញុំហៅថា

 

401

00:16:43,240 --> 00:16:46,189

FaceTime I call it the critical measure

--- FaceTime ខ្ញុំហៅវាថា រង្វាស់សំខាន់

 

402

00:16:46,199 --> 00:16:48,509

of your success is how much time do you

--- នៃភាពជោគជ័យរបស់អ្នកគឺ តើអ្នក

 

403

00:16:48,519 --> 00:16:51,470

spend face Toof face with customers and

--- ចំណាយពេលប៉ុន្មានមុខ Toof face ជាមួយអតិថិជន ហើយ

 

404

00:16:51,480 --> 00:16:54,189

that's the key to the stopwatch idea is

--- នោះជាគន្លឹះនៃគំនិតនាឡិកាបញ្ឈប់គឺ

 

405

00:16:54,199 --> 00:16:56,350

if you can increase or double the amount

--- ប្រសិនបើអ្នកអាចបង្កើន ឬទ្វេដង

 

406

00:16:56,360 --> 00:16:58,230

of time you spend face Toof face with

--- នៃពេលវេលាដែលអ្នកចំណាយលើមុខ Toof face ជាមួយ

 

407

00:16:58,240 --> 00:17:00,350

customers my promise to you is you will

--- អតិថិជន ខ្ញុំសន្យានឹងអ្នកថាអ្នកនឹងរក

 

408

00:17:00,360 --> 00:17:03,230

double your income you see you cannot

--- ប្រាក់ចំណូលទ្វេដងដែលអ្នកឃើញអ្នកមិនអាច

 

409

00:17:03,240 --> 00:17:05,230

control where the sale is going to come

--- គ្រប់គ្រងកន្លែងដែលការលក់នឹងចេញ

 

410

00:17:05,240 --> 00:17:08,150

from you cannot control the sales result

--- មកពី អ្នកមិនអាច

 

411

00:17:08,160 --> 00:17:10,589

but you can control one thing you can

--- គ្រប់គ្រងសកម្មភាពលក់មួយបានទេ ប៉ុន្តែអ្នកអាចគ្រប់គ្រង

 

412

00:17:10,599 --> 00:17:13,230

control your sales activities if you

---

 

413

00:17:13,240 --> 00:17:15,349

control your sales activities you put

---

 

414

00:17:15,359 --> 00:17:18,390

yourself under what is called the law of

--- ខ្លួនអ្នកបាន។  ហៅថាច្បាប់នៃ

 

415

00:17:18,400 --> 00:17:20,750

probabilities the law of probabilities

--- ប្រូបាប៊ីលីតេ ច្បាប់នៃប្រូបាប៊ីលីតេ

 

416

00:17:20,760 --> 00:17:23,349

says that by doubling the amount of time

--- និយាយថា តាមរយៈការបង្កើនចំនួនពេលវេលាដែល

 

417

00:17:23,359 --> 00:17:25,510

you spend face Toof face with customers

--- អ្នកចំណាយលើមុខ Toof face ជាមួយអតិថិជន

 

418

00:17:25,520 --> 00:17:28,029

you double the probability that you will

--- អ្នកនឹងបង្កើនប្រូបាប៊ីលីតេទ្វេដងដែលអ្នកនឹង

 

419

00:17:28,039 --> 00:17:29,630

increase your income

--- បង្កើនប្រាក់ចំណូល

 

420

00:17:29,640 --> 00:17:31,630

and so you can have you have total

--- ហើយដូច្នេះអ្នកអាចឱ្យអ្នកមាន

 

421

00:17:31,640 --> 00:17:33,830

control over your income just go and

--- ការគ្រប់គ្រងទាំងស្រុងលើប្រាក់ចំណូលរបស់អ្នក គ្រាន់តែទៅ

 

422

00:17:33,840 --> 00:17:36,549

call on more people just spend more time

--- ហៅមនុស្សកាន់តែច្រើនគ្រាន់តែចំណាយពេល

 

423

00:17:36,559 --> 00:17:38,950

face to face if somebody calls you in

--- ទល់មុខគ្នាឱ្យច្រើន ប្រសិនបើមាននរណាម្នាក់ហៅអ្នកនៅក្នុង

 

424

00:17:38,960 --> 00:17:41,110

the office they should never be able to

--- ការិយាល័យ ពួកគេមិនគួរ

 

425

00:17:41,120 --> 00:17:43,590

find you in the office do you know why

--- រកអ្នកនៅក្នុងការិយាល័យទេ តើអ្នកដឹងទេថា

 

426

00:17:43,600 --> 00:17:45,470

because there's no customers in the

--- ហេតុអ្វីបានជាអតិថិជននៅក្នុង

 

427

00:17:45,480 --> 00:17:48,549

office the customers are outside the

---

 

428

00:17:48,559 --> 00:17:52,150

office I I have a good friend his name

--- ការិយាល័យល្អ ខ្ញុំគ្មានអតិថិជនឈ្មោះ

 

429

00:17:52,160 --> 00:17:54,870

is Frank petta and Frank petta started

--- Petta និង Frank Petta បានចាប់ផ្តើម

 

430

00:17:54,880 --> 00:17:57,750

off as a junior salesman with Xerox many

--- ជាអ្នកលក់វ័យក្មេងជាមួយ Xerox ជាច្រើន

 

431

00:17:57,760 --> 00:18:00,310

years ago and and he was a very good

--- ឆ្នាំមុន ហើយគាត់គឺជា

 

432

00:18:00,320 --> 00:18:02,950

salesman and he wanted to be uh a

--- អ្នកលក់ដ៏ល្អម្នាក់ ហើយគាត់ចង់ក្លាយជា

 

433

00:18:02,960 --> 00:18:05,110

manager and so he applied to be a

--- អ្នកគ្រប់គ្រង ដូច្នេះគាត់បានដាក់ពាក្យធ្វើជា

 

434

00:18:05,120 --> 00:18:07,070

manager and they said no we have no

--- អ្នកគ្រប់គ្រង ហើយពួកគេនិយាយថាទេ យើងមិនមាន

 

435

00:18:07,080 --> 00:18:10,149

positions available for Sales Management

--- មុខតំណែងសម្រាប់ការគ្រប់គ្រងផ្នែកលក់ទេ

 

436

00:18:10,159 --> 00:18:12,669

he said I will take any position at all

--- គាត់បាននិយាយថា ខ្ញុំនឹងកាន់មុខតំណែងអ្វីទាំងអស់

 

437

00:18:12,679 --> 00:18:15,430

because I want to teach my ideas to

--- ព្រោះខ្ញុំចង់បង្រៀនគំនិតរបស់ខ្ញុំទៅកាន់

 

438

00:18:15,440 --> 00:18:18,630

salespeople and so finally they said an

--- អ្នកលក់ ដូច្នេះហើយទីបំផុតពួកគេបាននិយាយថា

 

439

00:18:18,640 --> 00:18:20,870

opportunity has opened up in the

--- ឱកាសបានបើកឡើងនៅក្នុង

 

440

00:18:20,880 --> 00:18:24,029

Cleveland office Cleveland Ohio it's the

--- ការិយាល័យរបស់ Cleveland របស់

 

441

00:18:24,039 --> 00:18:27,029

worst performing office of Xerox in the

--- Xlevel។  នៅក្នុង

 

442

00:18:27,039 --> 00:18:29,750

world of 2,000 off offes it is the

--- ពិភពលោកនៃការបញ្ចុះតម្លៃ 2,000 វាគឺជា

 

443

00:18:29,760 --> 00:18:33,230

lowest performing office in a major city

--- ការិយាល័យដែលដំណើរការទាបបំផុតនៅក្នុងទីក្រុងធំមួយ

 

444

00:18:33,240 --> 00:18:35,470

so if you will move and he lived in

--- ដូច្នេះប្រសិនបើអ្នកនឹងផ្លាស់ទី ហើយគាត់រស់នៅក្នុង

 

445

00:18:35,480 --> 00:18:37,909

California nice place to live if you

--- រដ្ឋកាលីហ្វ័រញ៉ា កន្លែងដ៏ល្អសម្រាប់រស់នៅ ប្រសិនបើអ្នក

 

446

00:18:37,919 --> 00:18:40,590

move to Cleveland which is called in

--- ផ្លាស់ទៅទីក្រុង Cleveland ដែលត្រូវបានគេហៅថាជា

 

447

00:18:40,600 --> 00:18:42,950

English it's called the mistake on the

--- ភាសាអង់គ្លេស វាត្រូវបានគេហៅថាកំហុសនៅលើ

 

448

00:18:42,960 --> 00:18:48,029

lake uh it's it's an old industrial Town

--- បឹង វាជាទីក្រុងឧស្សាហកម្មចាស់

 

449

00:18:48,039 --> 00:18:50,830

on Lake Superior they call it the

--- នៅលើបឹង Superior ពួកគេហៅវាថា

 

450

00:18:50,840 --> 00:18:52,430

mistake on the lake if you will move

--- កំហុសនៅលើបឹង ប្រសិនបើអ្នកនឹងផ្លាស់ទីទៅ

 

451

00:18:52,440 --> 00:18:55,510

there we will make you a manager so he

--- ទីនោះ គាត់

 

452

00:18:55,520 --> 00:18:58,149

said I'll do it so he packed up his

--- និយាយថាគ្រួសាររបស់គាត់នឹងធ្វើឱ្យអ្នក '

 

453

00:18:58,159 --> 00:19:00,990

family drove across country and there

--- drov'  ទូទាំងប្រទេស ហើយ

 

454

00:19:01,000 --> 00:19:03,310

was a notice that the new manager was

--- មានការជូនដំណឹងថា អ្នកគ្រប់គ្រងថ្មី

 

455

00:19:03,320 --> 00:19:06,110

going to be in the office and he wanted

--- នឹងចូលការិយាល័យ ហើយគាត់ចង់

 

456

00:19:06,120 --> 00:19:08,750

to hold a sales meeting at 8:00 Monday

--- បើកកិច្ចប្រជុំផ្នែកលក់នៅម៉ោង 8:00 ព្រឹកថ្ងៃចន្ទ

 

457

00:19:08,760 --> 00:19:11,990

morning so 8:00 Monday morning he's

--- ដល់ម៉ោង 8:00 ព្រឹកថ្ងៃច័ន្ទ គាត់កំពុង

 

458

00:19:12,000 --> 00:19:15,789

there waiting and one or two salespeople

--- រង់ចាំ ហើយបុគ្គលិកផ្នែកលក់ម្នាក់ ឬពីរនាក់

 

459

00:19:15,799 --> 00:19:19,149

of 32 alog together came into the office

--- នៃ 32 alog បានចូលមកក្នុងការិយាល័យ

 

460

00:19:19,159 --> 00:19:20,669

and then one or two more and they're

--- បន្ទាប់មកមួយ ឬ 2 នាក់ទៀត ពួកគេកំពុង

 

461

00:19:20,679 --> 00:19:22,549

smoking cigarettes and drinking coffee

--- ជក់បារី និងផឹកកាហ្វេ

 

462

00:19:22,559 --> 00:19:26,870

and by 8:30 the sales team was there and

--- ហើយដល់ម៉ោង 8:30 ព្រឹក បុគ្គលិកផ្នែក

 

463

00:19:26,880 --> 00:19:28,750

they've destroyed every sales man

--- លក់ក៏ត្រូវបានបំផ្លាញដែរ

 

464

00:19:28,760 --> 00:19:30,830

manager they've ever had and this was

---

 

465

00:19:30,840 --> 00:19:33,230

just what we call raw meat because they

--- អ្វីទៅដែលហៅថាសាច់ឆៅ ព្រោះគេ

 

466

00:19:33,240 --> 00:19:36,350

were going to destroy him as well so he

--- ទៅបំផ្លាញគាត់ដែរ ដូច្នេះគាត់

 

467

00:19:36,360 --> 00:19:38,430

said uh ladies and gentlemen he said

--- និយាយថា អ៊ំស្រី គាត់និយាយថា

 

468

00:19:38,440 --> 00:19:40,029

thank you for being here I am your new

--- អរគុណដែលនៅទីនេះ ខ្ញុំជា

 

469

00:19:40,039 --> 00:19:43,430

sales manager and uh I want to ask you a

--- ប្រធានផ្នែកលក់ថ្មីរបស់អ្នក ហើយខ្ញុំចង់សួរអ្នកមួយ

 

470

00:19:43,440 --> 00:19:46,430

question what is it that you don't see

--- សំណួរថា តើអ្នកមិនឃើញ

 

471

00:19:46,440 --> 00:19:49,110

in this office and so they looked around

--- នៅការិយាល័យនេះទេ ហើយគេមើលជុំវិញ

 

472

00:19:49,120 --> 00:19:51,510

maybe he taken a painting off the wall

--- ប្រហែលគាត់យកផ្ទាំងគំនូរបិទជញ្ជាំង

 

473

00:19:51,520 --> 00:19:53,590

or something they said we give up he

--- ឬអ្វីមួយដែលគេថាយើងបោះបង់ចោល គាត់ថា

 

474

00:19:53,600 --> 00:19:55,669

said you don't see any customers and you

--- អត់ឃើញអតិថិជន ហើយ

 

475

00:19:55,679 --> 00:19:57,710

are salespeople and your job is to be

---

 

476

00:19:57,720 --> 00:20:00,549

with customers' you have leads now go

--- ឥឡូវអ្នកជាអ្នក

 

477

00:20:00,559 --> 00:20:02,630

out and see customers the sales meeting

--- លក់ទៅជួបអតិថិជនហើយ

 

478

00:20:02,640 --> 00:20:06,350

is over everyone out out out and he

--- ចប់គ្រប់គ្នាចេញមកក្រៅ ហើយគាត់

 

479

00:20:06,360 --> 00:20:08,630

hurted them out like cattle hurted them

--- ធ្វើបាបវាដូចសត្វគោវាយវា

 

480

00:20:08,640 --> 00:20:09,710

out the

--- ចេញក្រៅ

 

481

00:20:09,720 --> 00:20:13,110

door I know CU a friend of mine who was

--- ទ្វារ ខ្ញុំស្គាល់ CU មិត្តខ្ញុំម្នាក់ដែល

 

482

00:20:13,120 --> 00:20:15,110

in this office at that time told me that

--- នៅការិយាល័យនេះប្រាប់ខ្ញុំថា

 

483

00:20:15,120 --> 00:20:17,029

this story is perfectly true and he

--- រឿងនេះពិតឥតខ្ចោះ ហើយគាត់

 

484

00:20:17,039 --> 00:20:19,630

wrote about it in his book so they they

--- សរសេរអំពីវានៅក្នុងសៀវភៅរបស់គាត់ ដូច្នេះ

 

485

00:20:19,640 --> 00:20:21,909

were they were all out and they went out

--- ពួកគេចេញអស់ហើយ ដើរទៅ

 

486

00:20:21,919 --> 00:20:23,470

to the hallway and they said what do we

--- សាល ហើយពួកគេនិយាយថាយើង

 

487

00:20:23,480 --> 00:20:25,630

do now

--- ធ្វើអ្វីឥឡូវនេះ

 

488

00:20:25,640 --> 00:20:28,070

some they're not used to spending much

--- ខ្លះពួកគេមិនដែលប្រើ

 

489

00:20:28,080 --> 00:20:29,549

time with c customers so they said well

--- ពេលច្រើនជាមួយ C របស់អតិថិជនដូច្នេះពួកគេនិយាយល្អហើយនិយាយ

 

490

00:20:29,559 --> 00:20:31,149

let's go across the street and have some

---

 

491

00:20:31,159 --> 00:20:33,669

more coffee and some of them said well I

--- ល្អ

 

492

00:20:33,679 --> 00:20:35,789

think since I'm already out I'll go and

--- ខ្ញុំចេញរួចហើយ ខ្ញុំនឹងទៅ

 

493

00:20:35,799 --> 00:20:38,750

call on customers so the next day they

--- ហៅអតិថិជន ដូច្នេះថ្ងៃបន្ទាប់ពួកគេ

 

494

00:20:38,760 --> 00:20:40,110

came back and he had announced there

--- ត្រលប់មកវិញ ហើយគាត់បានប្រកាសថា

 

495

00:20:40,120 --> 00:20:41,510

would be a sales meeting every morning

--- នឹងមានការប្រជុំលក់រៀងរាល់ព្រឹក

 

496

00:20:41,520 --> 00:20:43,830

at 8:00 the next morning they came back

--- នៅម៉ោង 8:00 ព្រឹកបន្ទាប់ពួកគេត្រលប់មកវិញ

 

497

00:20:43,840 --> 00:20:45,789

this time they were a little bit more

--- លើកនេះពួកគេយឺត

 

498

00:20:45,799 --> 00:20:48,270

punctual and they came in and all the

--- ពេលបន្តិច ហើយពួកគេក៏ចូលមក ហើយ

 

499

00:20:48,280 --> 00:20:51,950

desks and chairs were gone he'd had a

--- តុ និងកៅអីទាំងអស់បានរលត់ទៅ គាត់មាន

 

500

00:20:51,960 --> 00:20:53,830

moving company come the night before and

--- ក្រុមហ៊ុនចល័តមួយមក យប់មុននឹង

 

501

00:20:53,840 --> 00:20:56,669

move them all away and so they were

--- រើចេញទាំងអស់ ហើយពួកគេ

 

502

00:20:56,679 --> 00:20:59,669

standing up and he said now you notice

--- ក្រោកឈរឡើង ហើយគាត់ថាមិនអីទេ!

 

503

00:20:59,679 --> 00:21:01,870

there's no desks or chairs yeah so we're

---

 

504

00:21:01,880 --> 00:21:03,390

going to have our sales meetings

--- អោយការប្រជុំផ្នែកលក់របស់យើង

 

505

00:21:03,400 --> 00:21:05,669

standing up over here there's three

--- ឈរនៅទីនេះ មាន

 

506

00:21:05,679 --> 00:21:07,950

offices which have locks on them with

--- ការិយាល័យចំនួនបីដែលមានសោរជាមួយ

 

507

00:21:07,960 --> 00:21:10,269

desks and chairs so if any of you bring

--- តុ និងកៅអី ដូច្នេះប្រសិនបើអ្នកណាម្នាក់នាំ

 

508

00:21:10,279 --> 00:21:12,549

a customer in to talk to you can sit in

--- អតិថិជនមកនិយាយជាមួយ អ្នកអាចអង្គុយនៅក្នុង

 

509

00:21:12,559 --> 00:21:14,669

one of these offices but since you won't

--- ការិយាល័យណាមួយបាន ប៉ុន្តែដោយសារអ្នកនឹងមិន

 

510

00:21:14,679 --> 00:21:16,430

be spending any time in the office

--- ចំណាយពេលនៅក្នុងការិយាល័យ

 

511

00:21:16,440 --> 00:21:18,710

anymore you won't need a place to

--- ទៀតទេ អ្នកលែងត្រូវការកន្លែង

 

512

00:21:18,720 --> 00:21:21,710

sit and this sales meeting is now over

--- អង្គុយ ហើយកិច្ចប្រជុំផ្នែកលក់នេះចប់ហើយ

 

513

00:21:21,720 --> 00:21:24,990

so out go and call on customer well this

--- ដូច្នេះចេញទៅហើយហៅអតិថិជនឱ្យបានល្អ នេះ

 

514

00:21:25,000 --> 00:21:27,950

was his strategy in the next 30 days of

--- ជាយុទ្ធសាស្ត្ររបស់គាត់ថា 2 ថ្ងៃក្រោយ

 

515

00:21:27,960 --> 00:21:32,510

the 32 salespeople 12 quit they told him

--- 3 ការលក់

 

516

00:21:32,520 --> 00:21:36,269

that he should go and multiply by

--- គាត់គួរតែទៅគុណ

 

517

00:21:36,279 --> 00:21:38,470

himself I don't know if we have that

--- ខ្លួនឯង ខ្ញុំមិនដឹងថាយើងមានការ

 

518

00:21:38,480 --> 00:21:40,350

expression in

--- បញ្ចេញមតិបែបនោះជាភាសា

 

519

00:21:40,360 --> 00:21:42,750

Finnish some of you didn't get that but

--- ហ្វាំងឡង់ទេ អ្នកខ្លះមិនយល់ទេ ប៉ុន្តែ

 

520

00:21:42,760 --> 00:21:46,310

some of you did all right uh and the

--- អ្នកខ្លះធ្វើបានល្អហើយ អ្នក

 

521

00:21:46,320 --> 00:21:48,390

others the others though started to make

--- ខ្លះទៀតចាប់ផ្តើម

 

522

00:21:48,400 --> 00:21:50,630

more sales and since they're highly

--- លក់កាន់តែច្រើន ហើយដោយសារពួកគេមាន

 

523

00:21:50,640 --> 00:21:52,390

commissioned they started to make more

--- កម្រៃជើងសារខ្ពស់ ទើបពួកគេចាប់ផ្តើម

 

524

00:21:52,400 --> 00:21:54,669

and more sales and they started to get

--- លក់កាន់តែច្រើន ហើយពួកគេចាប់ផ្តើម

 

525

00:21:54,679 --> 00:21:56,750

really motivated by making sales and

--- មានការជំរុញខ្លាំងពីការលក់ ហើយ

 

526

00:21:56,760 --> 00:21:58,990

then he began to have a sales training

--- បន្ទាប់មកគាត់ចាប់ផ្តើមមាន

 

527

00:21:59,000 --> 00:22:01,470

lesson every morning and talk to people

--- មេរៀនលក់ជារៀងរាល់ព្រឹក ហើយនិយាយជាមួយមនុស្សចូលឆ្នាំ

 

528

00:22:01,480 --> 00:22:03,510

and work with people and go out with

--- ហើយចេញទៅធ្វើការ

 

529

00:22:03,520 --> 00:22:05,669

people and come back in with people and

--- ជាមួយមនុស្ស។

 

530

00:22:05,679 --> 00:22:08,669

the sales went up within a year within

---

 

531

00:22:08,679 --> 00:22:11,710

within one year it was in the top 500

--- ក្នុងរយៈពេលមួយឆ្នាំ វាស្ថិតនៅក្នុងការិយាល័យកំពូល 500

 

532

00:22:11,720 --> 00:22:14,630

offices in Xerox within two years it was

--- នៅ Xerox ក្នុងរយៈពេលពីរឆ្នាំ វាជា

 

533

00:22:14,640 --> 00:22:16,950

the number one office in Xerox the

--- ការិយាល័យលេខមួយនៅ Xerox

 

534

00:22:16,960 --> 00:22:18,909

salespeople in that office were earning

--- អ្នកលក់នៅក្នុងការិយាល័យនោះរកចំណូលបាន

 

535

00:22:18,919 --> 00:22:21,190

more per person than any other office in

--- ច្រើនជាងការិយាល័យផ្សេងទៀតនៅក្នុង

 

536

00:22:21,200 --> 00:22:24,110

Xerox worldwide people who worked with

--- Xerox ទូទាំងពិភពលោក មនុស្សដែលបានធ្វើការជាមួយ

 

537

00:22:24,120 --> 00:22:26,669

him who I have met still talk about

--- គាត់ដែលខ្ញុំបានជួប នៅតែនិយាយអំពី

 

538

00:22:26,679 --> 00:22:29,630

those being the great days and the only

--- ថ្ងៃដ៏អស្ចារ្យ ហើយ

 

539

00:22:29,640 --> 00:22:31,990

strategy was forcing salespeople to go

--- យុទ្ធសាស្ត្រតែមួយគត់គឺបង្ខំឱ្យអ្នកលក់ចេញទៅ

 

540

00:22:32,000 --> 00:22:34,750

out and spend more time face tof face

--- ក្រៅ ហើយចំណាយពេលច្រើនសម្រាប់

 

541

00:22:34,760 --> 00:22:36,830

with customers and you can do that

--- អតិថិជនរបស់អ្នក ហើយ

 

542

00:22:36,840 --> 00:22:38,390

yourself you can be your own sales

--- អាចធ្វើជាអ្នកគ្រប់គ្រងផ្ទាល់របស់អ្នកបាន។

 

543

00:22:38,400 --> 00:22:41,470

manager and use the one infallible

---

 

544

00:22:41,480 --> 00:22:43,510

totally controllable strategy in the

--- យុទ្ធសាស្ត្រដែលមិនអាចគ្រប់គ្រងបានទាំងស្រុងនៅលើ

 

545

00:22:43,520 --> 00:22:45,710

world spend more

--- ពិភពលោកចំណាយកាន់តែច្រើន

 

546

00:22:45,720 --> 00:22:48,669

FaceTime human beings are very much they

--- FaceTime មនុស្សគឺខ្លាំងណាស់ពួកគេ

 

547

00:22:48,679 --> 00:22:50,950

have what is called a cybernetic

--- មានអ្វីដែលហៅថា

 

548

00:22:50,960 --> 00:22:53,549

guidance mechanism like a guided missile

--- យន្តការណែនាំតាមអ៊ីនធឺណិតដូចជាមីស៊ីលនាំផ្លូវ ដែល

 

549

00:22:53,559 --> 00:22:54,990

the guided missile is fired at the

--- កាំជ្រួចដឹកនាំត្រូវបានបាញ់នៅ

 

550

00:22:55,000 --> 00:22:57,390

Target and even if the target moves the

--- គោលដៅ ហើយទោះបីជាគោលដៅផ្លាស់ទី

 

551

00:22:57,400 --> 00:22:59,390

missile takes feedback and adjusts its

--- កាំជ្រួចយកមតិត្រឡប់និងកែសម្រួលទិសដៅរបស់វា

 

552

00:22:59,400 --> 00:23:02,149

course and hits the target you have a

--- ហើយបាញ់ដល់គោលដៅឆាប់ៗ អ្នកមាន

 

553

00:23:02,159 --> 00:23:04,110

cybernetic mechanism where you are

--- យន្តការតាមអ៊ីនធឺណិតដែលអ្នកកំពុង

 

554

00:23:04,120 --> 00:23:07,029

learning you are a learning machine the

--- រៀន អ្នកគឺជាម៉ាស៊ីនរៀន

 

555

00:23:07,039 --> 00:23:09,070

more activities you engage in the faster

--- កាន់តែលឿន

 

556

00:23:09,080 --> 00:23:11,430

you learn and pretty soon you become so

--- ហើយអ្នកក្លាយជាម៉ាស៊ីនរៀនកាន់តែលឿន។

 

557

00:23:11,440 --> 00:23:13,950

smart that you can hit the target almost

--- ដល់គោលដៅស្ទើរតែ

 

558

00:23:13,960 --> 00:23:17,110

every time I've worked with people great

--- គ្រប់ពេលដែលខ្ញុំធ្វើការជាមួយមនុស្សរឿងល្អៗ

 

559

00:23:17,120 --> 00:23:19,390

stories who are making one sale out of

--- ដែលលក់ម្តង ក្នុងចំណោម

 

560

00:23:19,400 --> 00:23:21,230

10 that means that they were getting

--- ១០ នោះ មានន័យថា គេ

 

561

00:23:21,240 --> 00:23:23,549

rejected nine out of 10 times but they

--- បដិសេធ ៩ ដង ក្នុងចំណោម ១០ ដង ប៉ុន្តែពួកគេ

 

562

00:23:23,559 --> 00:23:26,190

kept on kept on when they learned proper

--- បន្តបន្ត នៅពេលដែលពួកគេរៀនពី

 

563

00:23:26,200 --> 00:23:28,149

sales techniques they started to make

--- បច្ចេកទេសលក់ត្រឹមត្រូវ ពួកគេចាប់ផ្តើម

 

564

00:23:28,159 --> 00:23:31,870

two two sales out of 10 three sales out

--- លក់ ២ លើ ១០ លក់ ៣

 

565

00:23:31,880 --> 00:23:35,350

of 10 four sales five one gentleman in

--- ក្នុងចំណោម ១០ លក់ ៥ នាក់ សុភាពបុរសក្នុង

 

566

00:23:35,360 --> 00:23:38,590

my course came one year came back the

--- វគ្គសិក្សារបស់ខ្ញុំ មួយឆ្នាំត្រលប់មកវិញ

 

567

00:23:38,600 --> 00:23:41,110

following year he was making nine sales

--- ឆ្នាំបន្ទាប់គាត់រកបាន

 

568

00:23:41,120 --> 00:23:43,430

out of every 10 calls his income went up

---

 

569

00:23:43,440 --> 00:23:45,549

several hundred% he went from living in

--- រាប់រយ% ពីការលក់របស់គាត់

 

570

00:23:45,559 --> 00:23:47,590

a small house to living in a large house

--- ផ្ទះតូចមួយសម្រាប់រស់នៅផ្ទះធំ

 

571

00:23:47,600 --> 00:23:49,909

he'd been in sales for about 12 years

--- គាត់លក់បានប្រហែល 12 ឆ្នាំមុន

 

572

00:23:49,919 --> 00:23:51,149

before he learned how to sell

--- គាត់រៀនពីរបៀបលក់

 

573

00:23:51,159 --> 00:23:54,070

professionally and his sales exploded

--- អាជីព ហើយការលក់ក៏ផ្ទុះឡើង

 

574

00:23:54,080 --> 00:23:56,070

because you can't get worse at selling

--- ព្រោះលក់មិនដាច់

 

575

00:23:56,080 --> 00:23:57,870

by doing it you can increase the

--- ដោយធ្វើវាអ្នកអាចបង្កើន

 

576

00:23:57,880 --> 00:24:00,269

percentages but the way you do it is you

--- ភាគរយ ប៉ុន្តែវិធីដែលអ្នកធ្វើគឺអ្នក

 

577

00:24:00,279 --> 00:24:03,830

collect more NOS so your job now is to

--- ប្រមូល NOS កាន់តែច្រើន ដូច្នេះការងាររបស់អ្នកឥឡូវនេះគឺ

 

578

00:24:03,840 --> 00:24:07,310

see how many no you can collect each day

--- មើលថាប៉ុន្មានគ្មានអ្នកប្រមូលបានក្នុងមួយថ្ងៃ

 

579

00:24:07,320 --> 00:24:09,990

just be polite be friendly be Charming

--- គ្រាន់តែគួរសម រួសរាយ រាក់ទាក់ មានមន្តស្នេហ៍

 

580

00:24:10,000 --> 00:24:15,230

as you already are I'm sure and just

--- ដូចដែលអ្នកប្រមូល

 

581

00:24:15,240 --> 00:24:17,990

collect nose all the time the more nose

---

 

582

00:24:18,000 --> 00:24:20,669

you get the more successful you'll be I

--- បានកាន់តែច្រើន កាន់តែជោគជ័យ។  ខ្ញុំ

 

583

00:24:20,679 --> 00:24:22,549

taught this to a company recently and

--- បានបង្រៀនរឿងនេះដល់ក្រុមហ៊ុនមួយកាលពីពេលថ្មីៗនេះ ហើយ

 

584

00:24:22,559 --> 00:24:24,750

they were using telemarketers and they

--- ពួកគេកំពុងប្រើប្រាស់ telemarketers ហើយពួកគេ

 

585

00:24:24,760 --> 00:24:26,830

would start at about 8:30 in the morning

--- នឹងចាប់ផ្តើមនៅម៉ោងប្រហែល 8:30 ក្នុង

 

586

00:24:26,840 --> 00:24:28,909

telemarketing but the tele marketers

--- telemarketing ពេលព្រឹក ប៉ុន្តែអ្នកទីផ្សារ telemarketing

 

587

00:24:28,919 --> 00:24:32,230

would get burned out most telemarketing

--- នឹងឆេះអស់រលីង

 

588

00:24:32,240 --> 00:24:34,350

shifts are only three or four hours

--- ការផ្លាស់ប្តូរ telemarketing ភាគច្រើនគឺត្រឹមតែ 3 ឬ 4 ម៉ោងប៉ុណ្ណោះ

 

589

00:24:34,360 --> 00:24:36,230

because telemarketers get burned out

--- ព្រោះ telemarketers ឆេះអស់

 

590

00:24:36,240 --> 00:24:38,149

psychologically from all the rejection

--- ផ្លូវចិត្តពីការបដិសេធទាំងអស់ដែល

 

591

00:24:38,159 --> 00:24:41,389

they get so they put in a little contest

--- ពួកគេទទួលបាន ដូច្នេះពួកគេដាក់ក្នុងការប្រកួតបន្តិចបន្តួច

 

592

00:24:41,399 --> 00:24:43,909

they had a gift certificate for lunch

--- ពួកគេមានវិញ្ញាបនបត្រអំណោយសម្រាប់អាហារថ្ងៃត្រង់

 

593

00:24:43,919 --> 00:24:47,470

and whoever got 10 NOS first in the

--- ហើយអ្នកណាដែលបានទទួល 10 NOS

 

594

00:24:47,480 --> 00:24:49,389

morning after they started would get a

--- ពេលព្រឹក ពួកគេមិនចាប់ផ្តើមដោយ

 

595

00:24:49,399 --> 00:24:51,789

free lunch paid for by the company but

--- ឥតគិតថ្លៃទេ

 

596

00:24:51,799 --> 00:24:53,750

nobody could start until 8:30 so they'd

--- រហូតដល់ក្រុមហ៊ុនចាប់ផ្តើមដំបូង។  8:30 ដូច្នេះពួកគេ

 

597

00:24:53,760 --> 00:24:56,669

wait at 8:30 they go ding everybody

--- រង់ចាំនៅម៉ោង 8:30 ពួកគេ

 

598

00:24:56,679 --> 00:24:59,350

would start ding no

--- នឹងចាប់ផ្តើមលែង

 

599

00:24:59,360 --> 00:25:00,990

and they would start dying and get as

--- ហើយពួកគេនឹងចាប់ផ្តើមស្លាប់ហើយ

 

600

00:25:01,000 --> 00:25:03,269

many nose as they can and finally one

--- ហៀរសំបោរតាមដែលអាចធ្វើបានហើយទីបំផុត

 

601

00:25:03,279 --> 00:25:06,110

person would get 10 NOS usually took 20

--- មនុស្សម្នាក់នឹងទទួលបាន 10 NOS ជាធម្មតាចំណាយពេល 20

 

602

00:25:06,120 --> 00:25:09,110

or 30 minutes and he'd ring a bell ding

--- ឬ 30 នាទីហើយគាត់បានបន្លឺកណ្ដឹង

 

603

00:25:09,120 --> 00:25:11,990

contest over he would win this prize and

--- គាត់នឹងឈ្នះរង្វាន់នេះ ហើយ

 

604

00:25:12,000 --> 00:25:13,350

then somebody else would come back and

--- បន្ទាប់មកមានអ្នកផ្សេងទៀតត្រលប់មកវិញហើយ

 

605

00:25:13,360 --> 00:25:15,630

say well I would have won but somebody

--- និយាយថាល្អខ្ញុំចង់ឈ្នះទាំងអស់ ប៉ុន្តែ

 

606

00:25:15,640 --> 00:25:18,120

wanted to

---

 

607

00:25:18,760 --> 00:25:21,950

buy and it took up all my

---

 

608

00:25:21,960 --> 00:25:25,830

time and after that they would laugh all

---

 

609

00:25:25,840 --> 00:25:27,789

day long and they would start to work

--- មួយថ្ងៃៗខ្ញុំចង់ឈ្នះ។  ហើយពួកគេនឹងចាប់ផ្តើមធ្វើការពេញម៉ោង

 

610

00:25:27,799 --> 00:25:30,310

whole 8 hour shifts all their incomes

--- 8 ម៉ោង ប្រាក់ចំណូលទាំងអស់របស់ពួកគេកើនឡើង

 

611

00:25:30,320 --> 00:25:33,070

tripled quadrupled because the no

--- បីដង 4 ដង ពីព្រោះគ្មាន

 

612

00:25:33,080 --> 00:25:35,190

motivated them when they heard the word

--- ការជំរុញទឹកចិត្តពួកគេ ពេលឮពាក្យថា

 

613

00:25:35,200 --> 00:25:36,750

no they would

--- ទេ ពួកគេនឹង

 

614

00:25:36,760 --> 00:25:38,990

laugh and it's one of the most important

--- សើច ហើយវាជាការសិក្សាដ៏សំខាន់បំផុតមួយ

 

615

00:25:39,000 --> 00:25:40,630

studies that I've seen I want to pass

--- ដែលខ្ញុំបានឃើញ ខ្ញុំចង់បញ្ជូន

 

616

00:25:40,640 --> 00:25:43,710

this on to you because it's a guarantee

--- វាទៅអ្នកព្រោះវាជាការធានា

 

617

00:25:43,720 --> 00:25:46,149

to double your income or more what they

--- ក្នុងការបង្កើនប្រាក់ចំណូលរបស់អ្នកទ្វេដង ឬច្រើនជាងនេះ អ្វីដែលពួកគេបាន

 

618

00:25:46,159 --> 00:25:48,389

found is they studied people who over

--- រកឃើញគឺពួកគេបានសិក្សាមនុស្សដែល

 

619

00:25:48,399 --> 00:25:51,029

the course of their careers had moved up

--- ឆ្លងកាត់អាជីពរបស់ពួកគេបានផ្លាស់ប្តូរទៅជា

 

620

00:25:51,039 --> 00:25:53,830

to the top and become the presidents of

--- ប្រធាន

 

621

00:25:53,840 --> 00:25:55,870

major businesses the biggest businesses

--- អាជីវកម្មធំៗ ហើយក្លាយជាអ្នកជំនួញធំជាងគេ

 

622

00:25:55,880 --> 00:25:58,909

in the world and they asked why are

--- លើពិភពលោក។

 

623

00:25:58,919 --> 00:26:01,590

these people so successful when they

--- ជោគជ័យណាស់នៅពេលដែលពួកគេ

 

624

00:26:01,600 --> 00:26:03,750

started off with many thousands of

--- ចាប់ផ្តើមជាមួយ

 

625

00:26:03,760 --> 00:26:06,710

people about 1 and a half% of the

--- មនុស្សរាប់ពាន់នាក់ ប្រហែល 1% កន្លះនៃចំនួន

 

626

00:26:06,720 --> 00:26:09,430

population graduates from University and

--- ប្រជាជនបានបញ្ចប់ការសិក្សាពីសកលវិទ្យាល័យ ហើយ

 

627

00:26:09,440 --> 00:26:12,870

starts in the workforce each year so at

--- ចាប់ផ្តើមការងារជារៀងរាល់ឆ្នាំ ដូច្នេះនៅ

 

628

00:26:12,880 --> 00:26:15,870

the beginning of the each year they line

--- ដើមឆ្នាំនីមួយៗពួកគេតម្រង់

 

629

00:26:15,880 --> 00:26:18,029

up like a marathon and everybody's

--- ជួរគ្នាដូចជាការរត់ម៉ារ៉ាតុង ហើយគ្រប់គ្នា

 

630

00:26:18,039 --> 00:26:20,470

starting work for the first time and

--- ចាប់ផ្តើមការងារជាលើកដំបូង ហើយ

 

631

00:26:20,480 --> 00:26:23,230

then the race is on and then over the

--- បន្ទាប់មកការប្រណាំងក៏បន្ត ហើយប៉ុន្មាន

 

632

00:26:23,240 --> 00:26:25,510

years some people get way ahead in the

--- ឆ្នាំទៀតមានអ្នកខ្លះឈានទៅមុខក្នុង

 

633

00:26:25,520 --> 00:26:28,029

financial race the majority stay in the

--- ការប្រកួតប្រជែងផ្នែកហិរញ្ញវត្ថុ ភាគច្រើនស្នាក់នៅក្នុង

 

634

00:26:28,039 --> 00:26:28,909

m

--- ម.

 

635

00:26:28,919 --> 00:26:31,269

and a lot of people fall behind so they

---

 

636

00:26:31,279 --> 00:26:33,350

went back and they studied the life

---

 

637

00:26:33,360 --> 00:26:35,950

career of these people to find out how

---

 

638

00:26:35,960 --> 00:26:38,470

these people got to the top by the way

---

 

639

00:26:38,480 --> 00:26:40,029

one of the most important things we do

--- អ្វីដែលសំខាន់បំផុតដែលយើងធ្វើ

 

640

00:26:40,039 --> 00:26:42,510

in life is study successful people and

--- ក្នុងជីវិតគឺសិក្សាមនុស្សដែលជោគជ័យ ហើយ

 

641

00:26:42,520 --> 00:26:44,029

find out how they got there so we can

--- ស្វែងយល់ពីរបៀបដែលពួកគេទៅដល់ទីនោះ ដូច្នេះយើងអាច

 

642

00:26:44,039 --> 00:26:46,190

follow their tracks well here's what

--- ដើរតាមគន្លងរបស់ពួកគេបានយ៉ាងល្អ នេះជាអ្វីដែល

 

643

00:26:46,200 --> 00:26:48,230

they found in 25 years of research at

--- ពួកគេបានរកឃើញក្នុងការស្រាវជ្រាវរយៈពេល 25 ឆ្នាំនៅ

 

644

00:26:48,240 --> 00:26:50,630

the University of Florida and they

--- សាកលវិទ្យាល័យ Florida ហើយពួកគេ

 

645

00:26:50,640 --> 00:26:52,830

boiled it down to a single concept

--- បានដាំវាទៅជាគោលគំនិតតែមួយ

 

646

00:26:52,840 --> 00:26:56,630

called deliberate practice which means

--- ហៅថា ការអនុវត្តដោយចេតនា ដែលមានន័យថា

 

647

00:26:56,640 --> 00:26:58,669

not accidental or occasional but

--- មិនចៃដន្យ ឬម្តងម្កាល ប៉ុន្តែ

 

648

00:26:58,679 --> 00:27:02,110

deliberate focused practice of a skill

--- ដោយចេតនាផ្តោតការយកចិត្តទុកដាក់លើជំនាញដែល

 

649

00:27:02,120 --> 00:27:03,750

they found that these people had this

--- ពួកគេបានរកឃើញថាមនុស្សទាំងនេះមានជំនាញនេះ ដែល

 

650

00:27:03,760 --> 00:27:06,350

one quality just one is what they would

---

 

651

00:27:06,360 --> 00:27:08,909

do is at each stage of their career they

--- ពួកគេនឹងជួយខ្ញុំក្នុងដំណាក់កាលនីមួយៗ។

 

652

00:27:08,919 --> 00:27:12,230

would ask what one skill will help me

---

 

653

00:27:12,240 --> 00:27:15,789

the most to move ahead now at this stage

--- ភាគច្រើនដើម្បីឈានទៅមុខឥឡូវនេះក្នុងដំណាក់កាល

 

654

00:27:15,799 --> 00:27:17,950

of my career if they were working for a

--- នៃអាជីពរបស់ខ្ញុំនេះ ប្រសិនបើពួកគេធ្វើការឱ្យ

 

655

00:27:17,960 --> 00:27:19,470

large company they would go to their

--- ក្រុមហ៊ុនធំមួយ ពួកគេនឹងទៅរក

 

656

00:27:19,480 --> 00:27:22,190

boss or they would ask their co-workers

--- ថៅកែ ឬសួរមិត្តរួមការងារ

 

657

00:27:22,200 --> 00:27:24,630

or they would just think themselves they

--- ឬពួកគេគ្រាន់តែគិតថាខ្លួនគេ

 

658

00:27:24,640 --> 00:27:26,230

would look at the top people and say

--- មើលមនុស្សកំពូល ហើយនិយាយថា

 

659

00:27:26,240 --> 00:27:28,789

what are the top people really good at

--- មនុស្សកំពូលពូកែអ្វី

 

660

00:27:28,799 --> 00:27:31,029

and then they would pick one skill like

--- ហើយបន្ទាប់មកពួកគេនឹងជ្រើសរើសជំនាញមួយដូចជា

 

661

00:27:31,039 --> 00:27:33,909

a sniper they pick one skill not a lot

--- អ្នកបាញ់ប្រហារ ពួកគេជ្រើសរើសជំនាញមួយមិនច្រើនទេ

 

662

00:27:33,919 --> 00:27:36,549

of skills just one the one that would

--- ជំនាញតែមួយគត់ដែលអាច

 

663

00:27:36,559 --> 00:27:38,990

help them the most and they would write

--- ជួយពួកគេច្រើនបំផុត ហើយពួកគេនឹងសរសេរថា

 

664

00:27:39,000 --> 00:27:41,230

it down as a goal and they would make a

--- ពួកគេនឹងបង្កើត

 

665

00:27:41,240 --> 00:27:43,230

plan and then they would work on

--- ផែនការ

 

666

00:27:43,240 --> 00:27:45,269

developing that skill and they would

--- ហើយនឹង

 

667

00:27:45,279 --> 00:27:48,430

work every day on that skill until they

--- ធ្វើការ។  រាល់ថ្ងៃលើជំនាញនោះទាល់តែ

 

668

00:27:48,440 --> 00:27:51,789

had mastered the skill how would they

--- ចេះជំនាញ ធ្វើម៉េច

 

669

00:27:51,799 --> 00:27:54,269

know when they had mastered the skill

--- ដឹងថាពេលគេចេះជំនាញ

 

670

00:27:54,279 --> 00:27:56,230

people would start to say you're very

--- មនុស្សនឹងចាប់ផ្តើមនិយាយថាអ្នកពូកែណាស់

 

671

00:27:56,240 --> 00:27:58,350

good at that you are very good

---

 

672

00:27:58,360 --> 00:28:02,269

negotiating you are very good at uh

--- ចរចារបានល្អណាស់ អ្នកពូកែ

 

673

00:28:02,279 --> 00:28:03,990

getting new getting appointments you are

--- ទទួលការណាត់ជួបថ្មី

 

674

00:28:04,000 --> 00:28:06,630

very good at closing sales people would

--- អ្នកពូកែខាងផ្នែកលក់នឹង

 

675

00:28:06,640 --> 00:28:08,389

start to compliment them on how good

--- ចាប់ផ្តើមសរសើរពួកគេថាល្អប៉ុណ្ណា

 

676

00:28:08,399 --> 00:28:10,430

they were and at that point they said

--- ហើយដល់ចំណុចនោះគេនិយាយ

 

677

00:28:10,440 --> 00:28:14,630

say okay now I own this skill now which

--- ថា អូខេ ឥឡូវខ្ញុំជាម្ចាស់ជំនាញនេះ ពេលនេះ

 

678

00:28:14,640 --> 00:28:17,110

one's skill will help me the most so I'm

--- ជំនាញមួយណានឹងជួយខ្ញុំឱ្យជីវិតបានលឿនបំផុត។

 

679

00:28:17,120 --> 00:28:19,070

going to give you just a quick exercise

---

 

680

00:28:19,080 --> 00:28:21,430

this exercise is lifechanging if you

---

 

681

00:28:21,440 --> 00:28:24,190

take it ask yourself this question if

--- វាសួរខ្លួនឯងនូវសំណួរនេះ ប្រសិនបើ

 

682

00:28:24,200 --> 00:28:26,310

you could wave a magic wand it's my

--- អ្នកអាចគ្រវីដាវវេទមន្ត វាជា

 

683

00:28:26,320 --> 00:28:29,549

magic wand and overnight you could

--- ដាវវេទមន្តរបស់ខ្ញុំ ហើយមួយយប់អ្នកអាច

 

684

00:28:29,559 --> 00:28:33,110

become absolutely excellent at any one

--- ក្លាយជាអ្នកពូកែលើ

 

685

00:28:33,120 --> 00:28:36,630

skill in your business or your life what

--- ជំនាញណាមួយក្នុងអាជីវកម្មរបស់អ្នក ឬជីវិតរបស់អ្នក តើ

 

686

00:28:36,640 --> 00:28:38,990

one skill would help you the most to

--- ជំនាញមួយណាអាចជួយអ្នកឱ្យទទួលបានចំណូលច្រើនជាងគេ

 

687

00:28:39,000 --> 00:28:40,190

double your

--- ទ្វេដង

 

688

00:28:40,200 --> 00:28:42,630

income if you could become absolutely

--- ប្រសិនបើអ្នកអាចក្លាយជាអ្នក

 

689

00:28:42,640 --> 00:28:45,269

excellent overnight what one skill would

--- ពូកែពេញមួយយប់ តើជំនាញមួយណាអាច

 

690

00:28:45,279 --> 00:28:47,110

help you the most to double your income

--- ជួយអ្នកបានច្រើនជាងគេ ដើម្បីបង្កើនចំណូលរបស់អ្នកទ្វេដង

 

691

00:28:47,120 --> 00:28:48,830

please write it down what's the one

--- សូមសរសេរវាចុះថាជំនាញមួយណា

 

692

00:28:48,840 --> 00:28:50,029

skill write it

--- សរសេរវា

 

693

00:28:50,039 --> 00:28:53,149

down so position yourself in your mind

--- ចុះ ដើម្បី

 

694

00:28:53,159 --> 00:28:55,149

as a helper you're there to help them

---

 

695

00:28:55,159 --> 00:28:57,149

not to sell anything that takes the

--- កុំឱ្យគេដាក់

 

696

00:28:57,159 --> 00:28:59,190

pressure off of you and it takes the

--- សម្ពាធក្នុងចិត្តអ្នកឱ្យសោះ។  វាយក

 

697

00:28:59,200 --> 00:29:01,590

pressure off of them you're almost like

--- សម្ពាធចេញពីពួកគេ អ្នកស្ទើរតែដូចជា

 

698

00:29:01,600 --> 00:29:05,029

a doctor of selling now if you go to a

--- គ្រូពេទ្យលក់ឥឡូវនេះ ប្រសិនបើអ្នកទៅជួប

 

699

00:29:05,039 --> 00:29:07,149

doctor in Finland or anywhere in the

--- គ្រូពេទ្យនៅប្រទេសហ្វាំងឡង់ ឬកន្លែងណាក៏ដោយក្នុង

 

700

00:29:07,159 --> 00:29:10,269

world doctors always follow a threep

--- ពិភពលោក គ្រូពេទ្យតែងតែធ្វើតាម

 

701

00:29:10,279 --> 00:29:13,110

part process if a doctor does not do

--- ដំណើរការផ្នែក 3p ប្រសិនបើគ្រូពេទ្យមិនធ្វើ

 

702

00:29:13,120 --> 00:29:15,590

this it means that the doctor is not a

--- នេះ មានន័យថា គ្រូពេទ្យមិនមែនជា

 

703

00:29:15,600 --> 00:29:17,669

good doctor the first part of the

--- គ្រូពេទ្យល្អទេ ផ្នែកដំបូងនៃ

 

704

00:29:17,679 --> 00:29:20,350

process is what when you go to a doctor

--- ដំណើរការគឺអ្វីដែលអ្នកធ្វើ

 

705

00:29:20,360 --> 00:29:22,350

what's the first thing they

--- មុនគេ ដែលពួកគេធ្វើការ

 

706

00:29:22,360 --> 00:29:24,509

do they do an

---

 

707

00:29:24,519 --> 00:29:26,430

examination you would you can imagine

--- ពិនិត្យ អ្នកនឹងស្រមៃថា

 

708

00:29:26,440 --> 00:29:27,750

going to a doctor and you say hello

--- ទៅជួបគ្រូពេទ្យ ហើយអ្នកនិយាយថា "ជំរាបសួរ

 

709

00:29:27,760 --> 00:29:30,509

doctor I've got stomach pains and the

--- គ្រូពេទ្យ" ។

 

710

00:29:30,519 --> 00:29:33,789

doctor says okay let's do some

---

 

711

00:29:33,799 --> 00:29:36,830

surgery or okay here's a prescription

--- នេះជាវេជ្ជបញ្ជា

 

712

00:29:36,840 --> 00:29:40,269

take these pills you said you you can't

--- លេបថ្នាំទាំងនេះ អ្នកប្រាប់ថាអ្នកមិនអាច

 

713

00:29:40,279 --> 00:29:43,110

do that you have to examine me first you

--- ធ្វើបានទេ អ្នកត្រូវពិនិត្យខ្ញុំជាមុនសិន អ្នក

 

714

00:29:43,120 --> 00:29:45,870

have to find out what my need or my

--- ត្រូវតែស្វែងយល់ថា តើតម្រូវការរបស់ខ្ញុំ ឬ

 

715

00:29:45,880 --> 00:29:48,230

problem is before you make a

--- បញ្ហារបស់ខ្ញុំជាអ្វី មុនពេលអ្នក

 

716

00:29:48,240 --> 00:29:50,269

recommendation what is the second thing

--- ណែនាំថា អ្វីជារឿងទីពីរ

 

717

00:29:50,279 --> 00:29:53,430

that a doctor does second step in the

--- ដែលគ្រូពេទ្យធ្វើជំហានទីពីរក្នុង

 

718

00:29:53,440 --> 00:29:55,990

process it's a diagnosis and the

--- ដំណើរការ វាជាការធ្វើរោគវិនិច្ឆ័យ ហើយការ

 

719

00:29:56,000 --> 00:29:58,029

diagnosis is where you take what the pat

--- ធ្វើរោគវិនិច្ឆ័យគឺជាកន្លែងដែលអ្នកយកអ្វីដែលអ្នក pat

 

720

00:29:58,039 --> 00:29:59,950

patient has told you and the results of

--- បានប្រាប់អ្នក និងលទ្ធផលនៃ

 

721

00:29:59,960 --> 00:30:02,870

the test and you say this is our problem

--- ការធ្វើតេស្តពេទ្យ ហើយ

 

722

00:30:02,880 --> 00:30:05,470

I remember I had a medical problem a few

--- ខ្ញុំចាំថា ពីរខែនេះមានបញ្ហារបស់យើងហើយ

 

723

00:30:05,480 --> 00:30:07,789

months ago and I went to two or three

---

 

724

00:30:07,799 --> 00:30:09,310

Specialists and I went finally to

--- អ្នកឯកទេស និងខ្ញុំបានទៅ

 

725

00:30:09,320 --> 00:30:10,549

another specialist and finally to

--- អ្នកឯកទេសម្នាក់ទៀត ហើយចុងក្រោយក៏ទៅ

 

726

00:30:10,559 --> 00:30:12,870

another specialist and they sent me for

--- អ្នកឯកទេសម្នាក់ទៀត ហើយពួកគេបានបញ្ជូនខ្ញុំទៅ

 

727

00:30:12,880 --> 00:30:14,750

a test and the test told exactly what

--- ធ្វើតេស្ត ហើយការធ្វើតេស្តប្រាប់យ៉ាងច្បាស់ថាមាន

 

728

00:30:14,760 --> 00:30:16,990

the problem was took about two months

--- បញ្ហាអ្វីត្រូវចំណាយពេលប្រហែល 2 ខែ

 

729

00:30:17,000 --> 00:30:19,389

but the first process is diagnosis and

--- ប៉ុន្តែដំណើរការដំបូងគឺការធ្វើរោគវិនិច្ឆ័យ ហើយ

 

730

00:30:19,399 --> 00:30:21,350

once they had the diagnosis very simple

--- នៅពេលដែលពួកគេធ្វើរោគវិនិច្ឆ័យគឺសាមញ្ញណាស់

 

731

00:30:21,360 --> 00:30:23,870

to deal with it sort

--- ក្នុងការដោះស្រាយ

 

732

00:30:23,880 --> 00:30:26,750

of anyway the first part is the

--- បែបណាក៏ដោយ ផ្នែកទីមួយគឺ

 

733

00:30:26,760 --> 00:30:28,430

examination the second part is the

--- ការពិនិត្យ ផ្នែកទីពីរគឺការ

 

734

00:30:28,440 --> 00:30:31,110

diagnosis and then if the diagnosis is

--- ធ្វើរោគវិនិច្ឆ័យ ហើយបន្ទាប់មកប្រសិនបើការធ្វើរោគវិនិច្ឆ័យ

 

735

00:30:31,120 --> 00:30:33,230

satisfactory and the patient agrees then

--- ពេញចិត្តនោះ ខ្ញុំយល់ស្របនឹង

 

736

00:30:33,240 --> 00:30:35,950

what is the third

---

 

737

00:30:35,960 --> 00:30:39,870

part I see I coming here was an

--- ផ្នែកទី 3 ។

 

738

00:30:39,880 --> 00:30:42,110

emergency the third part is the

---

 

739

00:30:42,120 --> 00:30:44,950

prescription the course of treatment in

--- វេជ្ជបញ្ជាវគ្គនៃការព្យាបាលក្នុង

 

740

00:30:44,960 --> 00:30:47,549

a sales conversation the last thing that

--- ការសន្ទនាការលក់ រឿងចុងក្រោយដែល

 

741

00:30:47,559 --> 00:30:49,430

comes up is the prescription the course

--- កើតឡើងគឺវេជ្ជបញ្ជា វគ្គ

 

742

00:30:49,440 --> 00:30:51,190

of treatment the recommendation to

--- នៃការព្យាបាល ការណែនាំ

 

743

00:30:51,200 --> 00:30:53,549

purchase the product or service selling

--- ទិញផលិតផល ឬសេវាកម្មលក់

 

744

00:30:53,559 --> 00:30:56,190

out a sequence kills the sale if a

--- ចេញលំដាប់មួយសម្លាប់ការលក់ ប្រសិនបើ

 

745

00:30:56,200 --> 00:30:57,669

doctor said get up here on the table and

--- គ្រូពេទ្យនិយាយថាក្រោកឡើងលើតុ ហើយ

 

746

00:30:57,679 --> 00:30:59,950

let's operate you'd say I'm getting out

--- តោះធ្វើប្រតិបត្តិការ អ្នកនឹងនិយាយថា ខ្ញុំកំពុងចេញពី

 

747

00:30:59,960 --> 00:31:02,029

of here you let me think it over you

--- ទីនេះ អ្នកអនុញ្ញាតឱ្យខ្ញុំគិតវាលើសអ្នក

 

748

00:31:02,039 --> 00:31:04,110

think I'll get back to I will get back

--- គិតថា ខ្ញុំនឹងត្រលប់ទៅរកខ្ញុំវិញ

 

749

00:31:04,120 --> 00:31:07,190

to at another time you would flee if the

--- ខ្ញុំនឹងទទួលការពិនិត្យម្តងទៀត ដើម្បីគេចពី

 

750

00:31:07,200 --> 00:31:09,149

doctor tried to give you a prescription

--- អ្នក ហើយបើគ្មានវេជ្ជបញ្ជា។

 

751

00:31:09,159 --> 00:31:11,230

or a course of treatment without doing

---

 

752

00:31:11,240 --> 00:31:14,110

an accurate examination and diagnosis so

--- ការវិនិច្ឆ័យ ដូច្នេះ

 

753

00:31:14,120 --> 00:31:17,070

from now on see yourselves as doctors of

--- ចាប់ពីពេលនេះតទៅ ឃើញខ្លួនឯងជាវេជ្ជបណ្ឌិតនៃ

 

754

00:31:17,080 --> 00:31:20,110

selling stage number two in selling in

--- ការលក់ដំណាក់កាលទី 2 ក្នុងការលក់

 

755

00:31:20,120 --> 00:31:22,350

and and it's part of stage number one is

--- ហើយវាជាផ្នែកនៃដំណាក់កាលទី 1 គឺ

 

756

00:31:22,360 --> 00:31:25,350

to establish Rapport and Trust

--- បង្កើតរបាយការណ៍ និង

 

757

00:31:25,360 --> 00:31:27,549

credibility and you establish Rapport

--- ភាពជឿជាក់ ហើយអ្នកបង្កើតរបាយការណ៍

 

758

00:31:27,559 --> 00:31:29,350

and Trust TR by focusing on the

--- និងទំនុកចិត្ត TR ដោយផ្តោតលើ

 

759

00:31:29,360 --> 00:31:32,909

relationship rather than on the sale the

--- ទំនាក់ទំនងជាជាងការលក់

 

760

00:31:32,919 --> 00:31:34,950

very best salespeople are the ones who

--- អ្នកលក់ដ៏ល្អបំផុតគឺជាអ្នកដែល

 

761

00:31:34,960 --> 00:31:37,269

form the very best relationships with

--- បង្កើតទំនាក់ទំនងល្អបំផុតជាមួយពួកគេចំពោះ

 

762

00:31:37,279 --> 00:31:39,389

their customers they make it clear to

--- អតិថិជនរបស់ពួកគេដែល

 

763

00:31:39,399 --> 00:31:41,389

their customers that they like them and

---

 

764

00:31:41,399 --> 00:31:44,190

they care about them and they ask them

--- ពួកគេយកចិត្តទុកដាក់ចំពោះពួកគេ និងធ្វើឱ្យមានភាពច្បាស់លាស់អំពីទំនាក់ទំនង។

 

765

00:31:44,200 --> 00:31:47,149

questions at the Harvard Business School

--- សាលាធុរកិច្ច Harvard

 

766

00:31:47,159 --> 00:31:48,950

they came to this conclusion a few years

--- ពួកគេបានឈានដល់ការសន្និដ្ឋាននេះកាលពីប៉ុន្មានឆ្នាំមុន

 

767

00:31:48,960 --> 00:31:51,710

ago that in the 21st century all selling

--- ថានៅក្នុងសតវត្សទី 21 ការលក់ទាំងអស់

 

768

00:31:51,720 --> 00:31:54,310

would be relationship selling all

--- នឹងជាទំនាក់ទំនង ការលក់

 

769

00:31:54,320 --> 00:31:56,430

success in business will be based on

--- ជោគជ័យក្នុងអាជីវកម្មនឹងផ្អែកលើ

 

770

00:31:56,440 --> 00:31:59,269

relationships your very best customers I

--- ទំនាក់ទំនងអតិថិជនដ៏ល្អបំផុតរបស់អ្នក ខ្ញុំ

 

771

00:31:59,279 --> 00:32:00,789

can tell you are the people that you

--- អាចប្រាប់អ្នកថាអ្នកគឺជាមនុស្សដែលអ្នក

 

772

00:32:00,799 --> 00:32:04,509

like and the ones who like you 85% of

--- ចូលចិត្ត ហើយអ្នកដែលចូលចិត្តអ្នក 85% នៃ

 

773

00:32:04,519 --> 00:32:06,590

your recommendations and referrals will

--- ការណែនាំ និងការណែនាំរបស់អ្នកនឹង

 

774

00:32:06,600 --> 00:32:09,110

come from people who like you and people

--- មកពីមនុស្សដែលចូលចិត្តអ្នក និងមនុស្ស

 

775

00:32:09,120 --> 00:32:12,430

who feel good about you so focus on the

--- ដែលមានអារម្មណ៍ល្អចំពោះអ្នក ដូច្នេះផ្តោតលើ

 

776

00:32:12,440 --> 00:32:14,389

relationship and the sale will take care

--- ទំនាក់ទំនង ហើយការលក់នឹង

 

777

00:32:14,399 --> 00:32:17,230

of itself if you aim at the sale or you

--- គិតដល់អ្នកថា

 

778

00:32:17,240 --> 00:32:19,509

think too much about the sale what will

--- ការលក់នឹងមានអ្វី

 

779

00:32:19,519 --> 00:32:21,590

happen is you will have neither the

--- កើតឡើង។  មិនមាន

 

780

00:32:21,600 --> 00:32:25,230

relationship nor the sale so how do you

--- ទំនាក់ទំនង ឬការលក់ ដូច្នេះតើអ្នក

 

781

00:32:25,240 --> 00:32:27,269

build a highquality relationship with

--- បង្កើតទំនាក់ទំនងគុណភាពខ្ពស់ជាមួយ

 

782

00:32:27,279 --> 00:32:28,389

other people

--- អ្នកដទៃដោយរបៀបណា

 

783

00:32:28,399 --> 00:32:30,590

well here's the rule the rule is that

--- នេះជាក្បួនច្បាប់គឺថា

 

784

00:32:30,600 --> 00:32:32,990

listening builds

--- ការស្តាប់បង្កើត

 

785

00:32:33,000 --> 00:32:35,430

trust customers want a relationship

--- ទំនុកចិត្ត អតិថិជនចង់បានទំនាក់ទំនង

 

786

00:32:35,440 --> 00:32:37,950

before anything else and listening

--- មុននឹងអ្វីផ្សេងទៀត ហើយការស្តាប់

 

787

00:32:37,960 --> 00:32:40,990

builds trust so how do you get a chance

--- បង្កើតភាពជឿជាក់ ដូច្នេះតើអ្នកមានឱកាសស្តាប់យ៉ាងដូចម្តេច

 

788

00:32:41,000 --> 00:32:44,269

to listen the key to making sales is to

--- គន្លឹះក្នុងការលក់គឺ

 

789

00:32:44,279 --> 00:32:47,029

ask questions and the very best

--- សួរសំណួរ ហើយ

 

790

00:32:47,039 --> 00:32:49,789

salespeople are simply those who ask

--- អ្នកលក់ដែលពូកែគឺអ្នកសួរ

 

791

00:32:49,799 --> 00:32:51,789

really good

---

 

792

00:32:51,799 --> 00:32:53,870

questions now the second part of

--- សំណួរល្អមែនទែន ឥឡូវនេះផ្នែកទីពីរនៃ

 

793

00:32:53,880 --> 00:32:57,070

listening is to pause before replying is

--- ការស្តាប់គឺផ្អាក

 

794

00:32:57,080 --> 00:32:58,629

when the C when the the person stops

--- C ឈប់និយាយ ពេលដែលអ្នកឆ្លើយតបគឺពេលដែលអ្នកឆ្លើយ។

 

795

00:32:58,639 --> 00:33:02,430

talking pause allow silence in the room

---

 

796

00:33:02,440 --> 00:33:04,710

you see we say that selling takes place

--- យើងនិយាយថាការលក់កើតឡើង

 

797

00:33:04,720 --> 00:33:07,629

with the words but buying takes place in

--- ដោយពាក្យសំដី ប៉ុន្តែការទិញកើតឡើងក្នុង

 

798

00:33:07,639 --> 00:33:10,310

the silence if the customer does not

--- ភាពស្ងៀមស្ងាត់ ប្រសិនបើអតិថិជនមិន

 

799

00:33:10,320 --> 00:33:13,230

have enough time to process then what

--- មានពេលគ្រប់គ្រាន់ក្នុងដំណើរការ នោះអ្វីដែល

 

800

00:33:13,240 --> 00:33:15,710

happens is they don't have enough time

--- កើតឡើងគឺពួកគេមិនមានពេលគ្រប់គ្រាន់

 

801

00:33:15,720 --> 00:33:18,269

to buy so when they finish speaking

--- ក្នុងការទិញ ដូច្នេះនៅពេលពួកគេនិយាយចប់

 

802

00:33:18,279 --> 00:33:20,950

pause and let them think and maybe they

--- ផ្អាកហើយទុកឱ្យពួកគេគិត ហើយប្រហែលជាពួកគេ

 

803

00:33:20,960 --> 00:33:22,990

want to continue or maybe they're

--- ចង់បន្ត ឬប្រហែលជាពួកគេ

 

804

00:33:23,000 --> 00:33:25,269

finished talking but when you pause you

--- និយាយចប់ ប៉ុន្តែពេលអ្នកផ្អាកអ្នក

 

805

00:33:25,279 --> 00:33:26,990

tell the person that what you said is

--- ប្រាប់អ្នកថាអ្វីដែលអ្នកបាននិយាយគឺ

 

806

00:33:27,000 --> 00:33:28,909

very important and I'm thinking about it

--- សំខាន់ណាស់ ហើយខ្ញុំកំពុងគិតអំពីវា

 

807

00:33:28,919 --> 00:33:32,389

before I respond if a person says 1 2 3

--- មុនពេលខ្ញុំនិយាយ 1 b 2 ប្រសិនបើមនុស្សម្នាក់និយាយហើយ 3

 

808

00:33:32,399 --> 00:33:33,509

and you say

---

 

809

00:33:33,519 --> 00:33:37,549

456 a b c DF if you respond immediately

--- អ្នកឆ្លើយតបភ្លាមៗ

 

810

00:33:37,559 --> 00:33:39,509

after a person has finished speaking

--- បន្ទាប់ពីអ្នកនិយាយចប់

 

811

00:33:39,519 --> 00:33:42,470

what are you actually saying is I don't

--- អ្វីដែលអ្នកនិយាយ គឺខ្ញុំមិន

 

812

00:33:42,480 --> 00:33:45,509

care about anything you said I was just

--- ខ្វល់ពីអ្វីដែលអ្នកបាននិយាយទេ ខ្ញុំគ្រាន់តែ

 

813

00:33:45,519 --> 00:33:48,430

waiting for a chance for me to speak but

--- រង់ចាំឱកាសឱ្យខ្ញុំនិយាយ ប៉ុន្តែ

 

814

00:33:48,440 --> 00:33:51,029

when you pause you tell the person that

--- នៅពេលអ្នកផ្អាក អ្នកប្រាប់អ្នកថា

 

815

00:33:51,039 --> 00:33:52,669

you really care about what they're

--- អ្នកពិតជាយកចិត្តទុកដាក់ចំពោះអ្វីដែលពួកគេ

 

816

00:33:52,679 --> 00:33:55,389

saying step number three in listening is

--- និយាយ ជំហានទីបីក្នុងការស្តាប់ គឺ

 

817

00:33:55,399 --> 00:33:58,350

to feed it back in your own words or I'm

--- ត្រូវផ្តល់វាឡើងវិញតាមពាក្យរបស់អ្នក ឬខ្ញុំ

 

818

00:33:58,360 --> 00:34:00,389

sorry is to question for

--- សុំទោសគឺសួរឱ្យ

 

819

00:34:00,399 --> 00:34:02,830

clarification never assume that you know

--- ច្បាស់ ខ្ញុំមិននឹកស្មានថាអ្នកដឹងពី

 

820

00:34:02,840 --> 00:34:06,110

what the customer really means the most

--- អ្វីដែលអតិថិជនពិតជាមានន័យយ៉ាងណា

 

821

00:34:06,120 --> 00:34:08,470

powerful words in sales in every

--- រាល់

 

822

00:34:08,480 --> 00:34:11,470

language are the words how do you mean

--- ពាក្យដែលអ្នក

 

823

00:34:11,480 --> 00:34:14,229

or how do you mean exactly I'm doing

--- ធ្វើគឺខ្លាំងបំផុត '

 

824

00:34:14,239 --> 00:34:15,950

this or I'm doing that or I want this or

--- នេះឬខ្ញុំកំពុងធ្វើនោះ ឬខ្ញុំចង់បាននេះ ឬ

 

825

00:34:15,960 --> 00:34:17,349

I want that well how do you how do you

--- ខ្ញុំចង់បាននោះ តើអ្នកចង់

 

826

00:34:17,359 --> 00:34:19,750

mean exactly it costs too much or I

--- មានន័យយ៉ាងមិចដែរថាវាថ្លៃពេក ឬខ្ញុំ

 

827

00:34:19,760 --> 00:34:22,589

can't afford it how do you mean whenever

--- មិនមានលទ្ធភាពតើអ្នកចង់មានន័យយ៉ាងណា នៅពេល

 

828

00:34:22,599 --> 00:34:24,389

you ask the question how do you mean the

--- អ្នកសួរសំណួរអ្នកមានន័យថា

 

829

00:34:24,399 --> 00:34:26,189

customer will expand and give you more

--- អតិថិជននឹងពង្រីក និងផ្តល់ព័ត៌មានបន្ថែមដល់អ្នក

 

830

00:34:26,199 --> 00:34:28,149

information and then you can say well

--- ហើយបន្ទាប់មកអ្នកអាចនិយាយបានល្អតើ

 

831

00:34:28,159 --> 00:34:30,550

how do you mean exactly every time you

--- អ្នកមានន័យយ៉ាងម៉េចដែរ រាល់ពេលដែលអ្នក

 

832

00:34:30,560 --> 00:34:32,629

ask the question the customer will tell

--- សួរសំណួរ អតិថិជននឹងប្រាប់

 

833

00:34:32,639 --> 00:34:34,950

you more information they'll Express

--- អ្នកនូវព័ត៌មានបន្ថែម ពួកគេនឹងបង្ហាញ

 

834

00:34:34,960 --> 00:34:36,709

themselves they'll give you more

--- ខ្លួនឯងថា ពួកគេនឹងផ្តល់ឱកាសឱ្យអ្នកនូវព័ត៌មានបន្ថែមទៀត។

 

835

00:34:36,719 --> 00:34:39,510

information that you need to make a sale

---

 

836

00:34:39,520 --> 00:34:41,990

and each time you ask a question you get

---

 

837

00:34:42,000 --> 00:34:45,869

a chance to listen and listening builds

--- បង្កើត

 

838

00:34:45,879 --> 00:34:48,629

trust the fourth key is to feed it back

--- ទំនុកចិត្ត គន្លឹះទីបួនគឺផ្តល់វាឡើងវិញតាម

 

839

00:34:48,639 --> 00:34:50,908

in your own words is don't just jump in

--- ពាក្យរបស់អ្នក គឺកុំគ្រាន់តែលោតចូល

 

840

00:34:50,918 --> 00:34:53,629

with an answer say well let me be sure I

--- ជាមួយចម្លើយនិយាយឱ្យបានល្អ អនុញ្ញាតឱ្យខ្ញុំប្រាកដថាខ្ញុំ

 

841

00:34:53,639 --> 00:34:55,430

understand what you're saying this is

--- យល់ពីអ្វីដែលអ្នកកំពុងនិយាយ នេះគឺជា

 

842

00:34:55,440 --> 00:34:57,150

what you're doing now and this is what

--- អ្វីដែលអ្នកកំពុងធ្វើឥឡូវនេះ ហើយនេះគឺជាអ្វីដែល

 

843

00:34:57,160 --> 00:34:59,230

you're trying to to do in the future and

--- អ្នកកំពុងព្យាយាមធ្វើនៅពេលអនាគត ហើយ

 

844

00:34:59,240 --> 00:35:01,589

this is your concern or your question is

--- នេះគឺជាកង្វល់របស់អ្នក ឬសំណួររបស់អ្នក

 

845

00:35:01,599 --> 00:35:04,230

that right and they'll say yes and this

--- ត្រឹមត្រូវ ហើយពួកគេនឹងនិយាយថាបាទ ហើយនេះ

 

846

00:35:04,240 --> 00:35:07,589

is proof that you were really listening

--- គឺជាភស្តុតាងដែលអ្នកពិតជាបានស្តាប់

 

847

00:35:07,599 --> 00:35:10,349

and people are immensely flattered when

--- ហើយមនុស្សពិតជា

 

848

00:35:10,359 --> 00:35:13,349

you can feed it back in your own words

--- អាចផ្តល់មតិយោបល់របស់អ្នកយ៉ាងសម្បើម។

 

849

00:35:13,359 --> 00:35:15,470

so those are the Four Keys listen

---

 

850

00:35:15,480 --> 00:35:18,790

intently pause before replying question

--- ផ្អាកដោយចេតនា មុនពេលឆ្លើយសំណួរ

 

851

00:35:18,800 --> 00:35:21,310

for clarification and then feed it back

--- ដើម្បីភាពច្បាស់លាស់ ហើយបន្ទាប់មកបញ្ចូលវាវិញ

 

852

00:35:21,320 --> 00:35:24,430

in your own words before you speak so

--- តាមពាក្យរបស់អ្នក មុនពេលអ្នកនិយាយ ដូច្នេះ

 

853

00:35:24,440 --> 00:35:26,349

I'll give you a technique by the way

--- ខ្ញុំនឹងផ្តល់ឱ្យអ្នកនូវបច្ចេកទេសមួយ ដោយវិធី

 

854

00:35:26,359 --> 00:35:27,790

this will double your income this

--- នេះនឹងធ្វើឱ្យប្រាក់ចំណូលរបស់អ្នកទ្វេដង

 

855

00:35:27,800 --> 00:35:29,910

technique is so powerful it's been found

--- បច្ចេកទេសនេះគឺមានថាមពលខ្លាំង វាត្រូវបានគេរកឃើញថា

 

856

00:35:29,920 --> 00:35:32,710

that the top 10% of salespeople in 32

--- អ្នកលក់កំពូល 10% នៅក្នុង

 

857

00:35:32,720 --> 00:35:35,710

industries use this technique and you

--- ឧស្សាហកម្ម 32 ប្រើបច្ចេកទេសនេះ ហើយអ្នក

 

858

00:35:35,720 --> 00:35:37,430

teach this technique to people and they

--- បង្រៀនបច្ចេកទេសនេះដល់មនុស្ស ហើយពួកគេនឹង

 

859

00:35:37,440 --> 00:35:40,230

won't use it but in every audience I say

--- មិនប្រើវាទេ ប៉ុន្តែនៅគ្រប់ទស្សនិកជនទាំងអស់ ខ្ញុំតែងតែនិយាយថា តើ

 

860

00:35:40,240 --> 00:35:41,750

does anybody use this technique and

---

 

861

00:35:41,760 --> 00:35:43,510

there'll always be somebody I'll say how

---

 

862

00:35:43,520 --> 00:35:46,230

does it work and they'll say I mean it's

--- វាយ៉ាងម៉េច។  ហើយពួកគេនឹងនិយាយថាខ្ញុំមានន័យថាវា

 

863

00:35:46,240 --> 00:35:48,390

like their their seat was electric

--- ដូចជាកៅអីរបស់ពួកគេត្រូវបាន

 

864

00:35:48,400 --> 00:35:52,470

electrified they customers love it I

--- អគ្គីសនីដែលអតិថិជនចូលចិត្តវា

 

865

00:35:52,480 --> 00:35:54,390

mean they just there and it's a very

--- មានន័យថាពួកគេទើបតែនៅទីនោះហើយវាជា

 

866

00:35:54,400 --> 00:35:56,630

simple technique it's called the agenda

--- បច្ចេកទេសសាមញ្ញណាស់វាត្រូវបានគេហៅថារបៀបវារៈ

 

867

00:35:56,640 --> 00:35:59,630

close the agenda close is where you

--- បិទរបៀបវារៈបិទគឺជាកន្លែងដែលអ្នក

 

868

00:35:59,640 --> 00:36:02,390

close the person on an agenda so for

--- បិទមនុស្សក្នុងរបៀបវារៈដូច្នេះ

 

869

00:36:02,400 --> 00:36:03,790

example what you would do is you would

--- ឧទាហរណ៍អ្វីដែលអ្នកនឹងធ្វើគឺអ្នកនឹង

 

870

00:36:03,800 --> 00:36:06,910

say Mr Prospect I know how busy you are

--- និយាយថា Mr Prospect ខ្ញុំដឹងថាអ្នករវល់ប៉ុណ្ណា

 

871

00:36:06,920 --> 00:36:09,349

so I've prepared an agenda for our

--- ដូច្នេះខ្ញុំបានរៀបចំរបៀបវារៈសម្រាប់អ្នក

 

872

00:36:09,359 --> 00:36:11,710

meeting that now positions you as a

---

 

873

00:36:11,720 --> 00:36:13,430

professional it positions you as a

---

 

874

00:36:13,440 --> 00:36:15,589

consultant an agenda you see only

--- ពិគ្រោះយោបល់ដូចជាការប្រជុំរបស់អ្នកឥឡូវនេះ។  មានតែ

 

875

00:36:15,599 --> 00:36:17,190

professionals use agendas

--- អ្នកជំនាញទេដែលប្រើរបៀបវារៈដែល

 

876

00:36:17,200 --> 00:36:21,030

nonprofessionals go in and just talk so

--- មិនមែនជាអ្នកជំនាញចូល ហើយគ្រាន់តែនិយាយ ដូច្នេះ

 

877

00:36:21,040 --> 00:36:22,790

what you do is I've prepared an agenda

--- អ្វីដែលអ្នកធ្វើគឺខ្ញុំបានរៀបចំរបៀបវារៈ

 

878

00:36:22,800 --> 00:36:25,309

for our meeting and you take a piece of

--- សម្រាប់កិច្ចប្រជុំរបស់យើង ហើយអ្នកយកផ្នែកមួយនៃអ្នក

 

879

00:36:25,319 --> 00:36:27,589

your stationer this is Nordic business

--- សរសេរកម្មវិធីរបស់អ្នក នេះគឺជាអាជីវកម្ម Nordic

 

880

00:36:27,599 --> 00:36:30,150

for and you write agenda for meeting

--- ហើយអ្នកសរសេររបៀបវារៈសម្រាប់ជួប

 

881

00:36:30,160 --> 00:36:33,190

with the person's name correctly spelled

--- ជាមួយឈ្មោះអ្នកប្រកបត្រឹមត្រូវ

 

882

00:36:33,200 --> 00:36:35,710

very important and the time and date and

--- ហើយពេលវេលា និងកាលបរិច្ឆេទ ហើយ

 

883

00:36:35,720 --> 00:36:38,390

then you have five or seven questions

--- បន្ទាប់មកអ្នកមានសំណួរចំនួនប្រាំ ឬប្រាំពីរ

 

884

00:36:38,400 --> 00:36:40,710

odd numbers are better than even numbers

--- លេខសេសគឺប្រសើរជាងលេខ

 

885

00:36:40,720 --> 00:36:43,430

seven is one of the most powerful Cosmic

--- ប្រាំពីរដែលមានអានុភាពច្រើន

 

886

00:36:43,440 --> 00:36:46,309

num so I always think in terms of sevens

--- ដូច្នេះខ្ញុំគិតជានិច្ច។

 

887

00:36:46,319 --> 00:36:48,309

so you have seven questions and so I've

--- ខ្ញុំបាន

 

888

00:36:48,319 --> 00:36:50,349

prepared an agenda for our meeting and

--- រៀបចំរបៀបវារៈមួយសម្រាប់កិច្ចប្រជុំរបស់យើង ហើយ

 

889

00:36:50,359 --> 00:36:52,510

you space the questions over the page so

--- អ្នកដាក់សំណួរនៅលើទំព័រ ដើម្បីឲ្យ

 

890

00:36:52,520 --> 00:36:54,950

a person can take notes you write it in

--- មនុស្សម្នាក់អាចកត់ចំណាំអ្នកសរសេរវាដោយ

 

891

00:36:54,960 --> 00:36:57,069

large print so a person does not have to

--- បោះពុម្ពធំ ដូច្នេះមនុស្សម្នាក់មិនចាំបាច់

 

892

00:36:57,079 --> 00:37:00,829

get a magnifying glass to read it and

--- យកកែវពង្រីកដើម្បីអានវាទេ ហើយ

 

893

00:37:00,839 --> 00:37:04,710

then there's 1 2 3 4 5 six seven well

--- បន្ទាប់មកមាន 1 2 3 4 5 ប្រាំប្រាំមួយ អតិថិជនល្អ 7 នាក់

 

894

00:37:04,720 --> 00:37:06,710

customers are astonished they take it

--- ភ្ញាក់ផ្អើលដែលពួកគេយកវា

 

895

00:37:06,720 --> 00:37:08,750

like this and it's got their name and

--- ដូចនេះហើយវាមានឈ្មោះរបស់

 

896

00:37:08,760 --> 00:37:12,470

their uh time and their business on it

--- ពួកគេ ពេលវេលារបស់ពួកគេ និងសំណួររបស់ពួកគេនៅលើវា ហើយ

 

897

00:37:12,480 --> 00:37:14,109

and they sit and then you have a copy

---

 

898

00:37:14,119 --> 00:37:15,990

yourself you said if we can just go

--- យើងអាចនិយាយដោយខ្លួនឯងបាន ហើយ

 

899

00:37:16,000 --> 00:37:17,430

through these questions then you will

--- បន្ទាប់មកអ្នកដឹង។

 

900

00:37:17,440 --> 00:37:19,870

know and I will know if this is a good

--- នឹងដឹងថាតើនេះជា

 

901

00:37:19,880 --> 00:37:23,309

idea for you or it's not at the end of

--- គំនិតល្អសម្រាប់អ្នក ឬវាមិនមែននៅចុងបញ្ចប់នៃ

 

902

00:37:23,319 --> 00:37:25,710

the series of questions you say well it

--- ស៊េរីសំណួរដែលអ្នកនិយាយល្អ វា

 

903

00:37:25,720 --> 00:37:28,309

looks like what we're offering and what

--- មើលទៅដូចជាអ្វីដែលយើងកំពុងផ្តល់ជូន ហើយអ្វីដែល

 

904

00:37:28,319 --> 00:37:30,910

you need seem to fit together pretty

--- អ្នកត្រូវការហាក់ដូចជាត្រូវគ្នាយ៉ាង

 

905

00:37:30,920 --> 00:37:33,630

well uh can I can I show you some of the

--- ល្អ uh តើខ្ញុំអាចបង្ហាញអ្នកនូវ

 

906

00:37:33,640 --> 00:37:36,030

details and then you shift gears and you

--- ព័ត៌មានលម្អិតខ្លះបានទេ ហើយបន្ទាប់មកអ្នកប្តូរប្រអប់លេខ ហើយអ្នក

 

907

00:37:36,040 --> 00:37:37,670

shift into the

--- ប្តូរទៅ

 

908

00:37:37,680 --> 00:37:40,069

presentation now just like identifying

--- បទបង្ហាញឥឡូវនេះ ដូចជាការកំណត់

 

909

00:37:40,079 --> 00:37:43,109

needs accurately is the turning point or

--- តម្រូវការឱ្យត្រឹមត្រូវគឺជាចំណុចរបត់ ឬចង្កឹះលេខ

 

910

00:37:43,119 --> 00:37:45,990

the hinge on the gate or the door the

--- នៅលើខ្លោងទ្វារ ឬលក់ទ្វារ ការធ្វើ

 

911

00:37:46,000 --> 00:37:48,309

presentation is where the sale is made

--- បទបង្ហាញរបស់អ្នកគឺជាកន្លែងដែល

 

912

00:37:48,319 --> 00:37:50,390

you make the presentation by presenting

---

 

913

00:37:50,400 --> 00:37:53,710

your product or service in a special way

--- ផលិតផលធ្វើបទបង្ហាញ។

 

914

00:37:53,720 --> 00:37:56,030

and this is worth a million dollars to

--- មានតម្លៃមួយលានដុល្លារសម្រាប់

 

915

00:37:56,040 --> 00:37:57,910

you over the course of your career this

--- អ្នកក្នុងអាជីពរបស់អ្នក នេះជា

 

916

00:37:57,920 --> 00:38:01,829

one piece of advice is people don't care

--- ដំបូន្មានមួយគឺមនុស្សមិនខ្វល់ពី

 

917

00:38:01,839 --> 00:38:04,750

what your product is they don't care

--- ផលិតផលរបស់អ្នក ពួកគេមិនខ្វល់

 

918

00:38:04,760 --> 00:38:06,630

about you they don't care about your

--- ពីអ្នក ពួកគេមិនខ្វល់ពី

 

919

00:38:06,640 --> 00:38:08,270

company they don't care about the

--- ក្រុមហ៊ុនអ្នក ពួកគេមិនខ្វល់ពី

 

920

00:38:08,280 --> 00:38:09,510

background of your company and they

--- សាវតាក្រុមហ៊ុនរបស់អ្នក ហើយពួកគេ

 

921

00:38:09,520 --> 00:38:11,309

don't even care what the product is

--- មិនខ្វល់ពីផលិតផលអ្វី

 

922

00:38:11,319 --> 00:38:14,069

people don't care the only thing they

--- មនុស្សមិន

 

923

00:38:14,079 --> 00:38:15,750

care about is what this product or

--- ខ្វល់ពីអ្វីដែលផលិតផល ឬ

 

924

00:38:15,760 --> 00:38:18,790

service does for me you know if you have

--- សេវាកម្មនេះធ្វើសម្រាប់ខ្ញុំ អ្នកដឹងទេថាអ្នកមានកូនខ្ញុំ M

 

925

00:38:18,800 --> 00:38:22,550

a little child the child says me Me Mine

---

 

926

00:38:22,560 --> 00:38:25,790

Mine me me all customers care they're

--- អតិថិជនទាំងអស់ដែល

 

927

00:38:25,800 --> 00:38:28,510

just children with better EXP

--- ល្អជាង MEX ថាខ្ញុំ

 

928

00:38:28,520 --> 00:38:33,150

excuses all they think about is me me me

--- លេសអ្វីទាំងអស់ដែលគេគិតគឺខ្ញុំ ខ្ញុំ

 

929

00:38:33,160 --> 00:38:36,510

what do I get what's in it for me and

--- តើខ្ញុំទទួលបានអ្វីដែលនៅក្នុងវាសម្រាប់ខ្ញុំ ហើយ

 

930

00:38:36,520 --> 00:38:39,750

what they want is they want a change in

--- អ្វីដែលពួកគេចង់បានគឺពួកគេចង់បានការផ្លាស់ប្តូរក្នុង

 

931

00:38:39,760 --> 00:38:42,510

their life they want an improvement in

--- ជីវិត ពួកគេចង់បានភាពប្រសើរឡើងក្នុង

 

932

00:38:42,520 --> 00:38:46,829

their life a result a benefit or highest

--- ជីវិតរបស់ពួកគេ លទ្ធផល អត្ថប្រយោជន៍ ឬខ្ពស់បំផុត

 

933

00:38:46,839 --> 00:38:49,990

of all is a transformation they want to

--- គឺការផ្លាស់ប្តូរដែលពួកគេចង់

 

934

00:38:50,000 --> 00:38:51,190

be

---

 

935

00:38:51,200 --> 00:38:54,630

transformed there is an ABC theory of

--- ផ្លាស់ប្តូរ មានទ្រឹស្តី ABC នៃ

 

936

00:38:54,640 --> 00:38:57,870

motivation that applies to selling and a

--- ការលើកទឹកចិត្តដែលអនុវត្តចំពោះការលក់ ហើយ

 

937

00:38:57,880 --> 00:39:00,630

in English stands for antecedants or

--- ជាភាសាអង់គ្លេសតំណាងឱ្យ antecedants ឬអ្វី

 

938

00:39:00,640 --> 00:39:03,270

what happens in the past b stands for

--- ដែលកើតឡើងនៅក្នុងលទ្ធផលនៃ

 

939

00:39:03,280 --> 00:39:05,870

behavior and C stands for consequences

--- ជំហរ និងលទ្ធផល Cb ។

 

940

00:39:05,880 --> 00:39:08,190

what happens as a result of buying

--- ការទិញ

 

941

00:39:08,200 --> 00:39:10,950

here's the rule 15% of buying behavior

--- នៅទីនេះជាច្បាប់ 15% នៃឥរិយាបទទិញ

 

942

00:39:10,960 --> 00:39:14,829

is determined by the past 85% of buying

--- ត្រូវបានកំណត់ដោយអតីតកាល 85% នៃ

 

943

00:39:14,839 --> 00:39:17,309

behavior is determined by the

--- ឥរិយាបទទិញត្រូវបានកំណត់ដោយ

 

944

00:39:17,319 --> 00:39:20,430

anticipated future what is going to

--- អនាគតដែលរំពឹងទុកថានឹងមានអ្វី

 

945

00:39:20,440 --> 00:39:24,550

happen as a result of me buying so as we

--- កើតឡើងជាលទ្ធផលដែលខ្ញុំទិញ ដូច្នេះដូចដែលយើង

 

946

00:39:24,560 --> 00:39:27,550

say if you are selling a tour to to the

--- និយាយថា ប្រសិនបើអ្នកលក់ដំណើរកម្សាន្តទៅកាន់កោះ

 

947

00:39:27,560 --> 00:39:30,870

Canary Islands spend 90% of your time

--- កាណារីចំណាយ 90% នៃពេលវេលារបស់អ្នក

 

948

00:39:30,880 --> 00:39:33,710

talking about the destination and only

--- និយាយអំពីគោលដៅ ហើយមានតែ

 

949

00:39:33,720 --> 00:39:37,230

10% talking about the plane that you fly

--- 10% និយាយអំពីយន្តហោះដែលអ្នកហោះហើរ

 

950

00:39:37,240 --> 00:39:39,390

to the Canary Islands in most

--- ទៅកាន់កោះកាណាយ

 

951

00:39:39,400 --> 00:39:41,550

salespeople spend 90% of their time

--- ចំណាយ

 

952

00:39:41,560 --> 00:39:44,309

talking about the plane and only 10% of

--- ត្រឹមតែ 10% នៃការលក់តែប៉ុណ្ណោះ។

 

953

00:39:44,319 --> 00:39:47,390

the time talking about the destination

--- ពេលនិយាយអំពីគោលដៅ

 

954

00:39:47,400 --> 00:39:48,870

imagine if you went to a travel agent

--- ស្រមៃថាអ្នកបានទៅភ្នាក់ងារទេសចរណ៍

 

955

00:39:48,880 --> 00:39:50,230

and you said I want to take a vacation

--- ហើយអ្នកនិយាយថា ខ្ញុំចង់ទៅវិស្សមកាល

 

956

00:39:50,240 --> 00:39:52,190

to the Canary Islands and they said well

--- នៅកោះកាណារី ហើយពួកគេនិយាយបានល្អ

 

957

00:39:52,200 --> 00:39:54,230

let me show you how this plane works and

--- អនុញ្ញាតឱ្យខ្ញុំបង្ហាញអ្នកពីរបៀបដែលយន្តហោះនេះដំណើរការ ហើយ

 

958

00:39:54,240 --> 00:39:56,430

they take out a diagram of the airplane

--- ពួកគេយកដ្យាក្រាមយន្តហោះដែល

 

959

00:39:56,440 --> 00:39:57,870

you're going to fly on

--- អ្នកនឹងត្រូវហោះហើរ

 

960

00:39:57,880 --> 00:40:00,710

and and how you walk up the rampway and

--- និងរបៀបអ្នកដើរឡើងផ្លូវជម្រាល និង

 

961

00:40:00,720 --> 00:40:02,710

where you sit and the food they serve

--- កន្លែងដែលអ្នកអង្គុយ និងអាហារដែលពួកគេបម្រើ

 

962

00:40:02,720 --> 00:40:05,589

and the movie you think I don't want to

--- និងភាពយន្តដែលអ្នកគិតថា ខ្ញុំមិនចង់

 

963

00:40:05,599 --> 00:40:07,950

hear about this I just want to know

--- ឮអំពី

 

964

00:40:07,960 --> 00:40:10,950

about the islands and the palm trees and

--- ទឹកត្នោត និងកោះនេះទេ។

 

965

00:40:10,960 --> 00:40:13,950

the ocean and the warm water and and so

--- ហើយ

 

966

00:40:13,960 --> 00:40:17,349

on so talk 90% about the change that

--- ដូច្នេះនិយាយ 90% អំពីការផ្លាស់ប្តូរដែល

 

967

00:40:17,359 --> 00:40:20,190

will take place in the customer's life

--- នឹងកើតឡើងនៅក្នុងជីវិតរបស់អតិថិជន

 

968

00:40:20,200 --> 00:40:24,870

now going back 6,000 years to ancient uh

--- ឥឡូវនេះនឹងត្រលប់ទៅ 6,000 ឆ្នាំទៅបុរាណ uh

 

969

00:40:24,880 --> 00:40:28,270

uh ancient Sumeria when they first began

--- uh បុរាណ Sumeria នៅពេលដែលពួកគេចាប់ផ្តើម

 

970

00:40:28,280 --> 00:40:30,910

the first open markets customers have

--- ទីផ្សារបើកចំហដំបូងអតិថិជនបាន

 

971

00:40:30,920 --> 00:40:34,150

only bought one thing in 6,000 years can

--- ទិញតែមួយគត់ក្នុងរយៈពេល 6,000 ឆ្នាំតើ

 

972

00:40:34,160 --> 00:40:35,670

you guess what it

--- អ្នកអាចទាយបានថាតើអ្វី

 

973

00:40:35,680 --> 00:40:39,150

is well the answer is Improvement

--- ជាការល្អ ចម្លើយគឺការកែលម្អ

 

974

00:40:39,160 --> 00:40:41,990

customers only buy Improvement the

--- អតិថិជនទិញតែការកែលម្អ

 

975

00:40:42,000 --> 00:40:44,470

reason they buy is that they feel that

--- ហេតុផលដែលពួកគេទិញគឺថាពួកគេមានអារម្មណ៍ថា

 

976

00:40:44,480 --> 00:40:46,710

the quality and quantity of the

--- មានតម្លៃនិងគុណភាពដ៏អស្ចារ្យ

 

977

00:40:46,720 --> 00:40:48,790

Improvement will be greater than the

--- ជាង។

 

978

00:40:48,800 --> 00:40:51,710

cost and the trouble of using it or

--- បញ្ហានៃការប្រើប្រាស់ ឬ

 

979

00:40:51,720 --> 00:40:54,470

learning how to use it when you answer

--- រៀនពីរបៀបប្រើវា នៅពេលអ្នកឆ្លើយ

 

980

00:40:54,480 --> 00:40:56,030

objections write down and say what are

--- ការជំទាស់ សរសេរចុះ ហើយនិយាយថាអ្វីដែលជា

 

981

00:40:56,040 --> 00:40:58,430

the objections that I normally get what

--- ការជំទាស់ ដែលជាធម្មតាខ្ញុំទទួលបាន អ្វីដែល

 

982

00:40:58,440 --> 00:41:00,510

we find is that no matter what you sell

--- យើងរកឃើញគឺថា មិនថាអ្នកលក់អ្វីនោះទេ

 

983

00:41:00,520 --> 00:41:03,630

there never more than six objections and

--- មិនដែលមានការជំទាស់លើសពីប្រាំមួយ ហើយ

 

984

00:41:03,640 --> 00:41:06,270

we call this the law of six and

--- យើងហៅវាថាច្បាប់ប្រាំមួយ ហើយ

 

985

00:41:06,280 --> 00:41:07,990

sometimes there will be several price

--- ពេលខ្លះវានឹងមានការជំទាស់តម្លៃ

 

986

00:41:08,000 --> 00:41:09,150

objections

---

 

987

00:41:09,160 --> 00:41:12,309

several utilization or quality

--- ជាច្រើន ការប្រើប្រាស់ ឬ

 

988

00:41:12,319 --> 00:41:16,589

objections or several uh a aesthetic or

--- ការជំទាស់គុណភាព ឬជាច្រើន uh សោភ័ណភាព ឬ

 

989

00:41:16,599 --> 00:41:18,750

color objections but your objections

--- ពណ៌ជំទាស់ ប៉ុន្តែការជំទាស់របស់អ្នក

 

990

00:41:18,760 --> 00:41:21,550

will categorize into roughly six groups

--- នឹងបែងចែកជាក្រុមចំនួនប្រាំមួយ

 

991

00:41:21,560 --> 00:41:23,550

and then what you do is you just develop

--- ហើយបន្ទាប់មកអ្នកធ្វើ

 

992

00:41:23,560 --> 00:41:26,270

a powerful answer for each objection

--- ចំលើយយ៉ាងម៉ត់ចត់។

 

993

00:41:26,280 --> 00:41:28,589

I've known salespeople who've gone from

--- ខ្ញុំធ្លាប់ស្គាល់អ្នកលក់ដែលចេញពី

 

994

00:41:28,599 --> 00:41:30,390

knocking on doors to earning more than a

--- ការគោះទ្វាររកចំណូលបានជាងមួយ

 

995

00:41:30,400 --> 00:41:32,430

million dollars a year because they

--- លានដុល្លារក្នុងមួយឆ្នាំ ព្រោះពួកគេ

 

996

00:41:32,440 --> 00:41:34,710

became brilliant at answering objections

--- ពូកែឆ្លើយការជំទាស់

 

997

00:41:34,720 --> 00:41:36,710

the top salesman in the world for many

--- អ្នកលក់កំពូលលើពិភពលោកជាច្រើន

 

998

00:41:36,720 --> 00:41:38,910

years was a man named Ben Feldman

--- ឆ្នាំគឺជាបុរសម្នាក់ឈ្មោះ Ben Feldman

 

999

00:41:38,920 --> 00:41:41,309

Guinness book of records and he answered

--- Guinness book of records ហើយគាត់បានឆ្លើយ

 

1000

00:41:41,319 --> 00:41:43,270

objections so beautifully that he would

--- ការជំទាស់យ៉ាងស្រស់ស្អាតដែលគាត់នឹង

 

1001

00:41:43,280 --> 00:41:45,510

give courses and people would sit on the

--- ផ្តល់វគ្គសិក្សា ហើយមនុស្សនឹងអង្គុយលើ

 

1002

00:41:45,520 --> 00:41:48,790

floor like children around a campfire

--- ឥដ្ឋដូចកូនក្មេងជុំវិញជំរុំដែល

 

1003

00:41:48,800 --> 00:41:50,550

and he would say that when the prospect

---

 

1004

00:41:50,560 --> 00:41:53,430

says this here's the answer people went

--- និយាយ

 

1005

00:41:53,440 --> 00:41:56,030

out and made millions of dollars in

--- ចេញមក ហើយគាត់នឹងនិយាយចេញមក  នៃ

 

1006

00:41:56,040 --> 00:41:58,190

sales because because they learned how

--- ការលក់ប្រាក់ដុល្លារ ដោយសារតែពួកគេបានរៀនពីរបៀប

 

1007

00:41:58,200 --> 00:42:01,150

to answer objections the way Ben feltman

--- ឆ្លើយការជំទាស់ តាមរបៀបដែល Ben feelingman

 

1008

00:42:01,160 --> 00:42:03,990

did so think of every objection you get

--- គិតដល់រាល់ការជំទាស់ដែលអ្នកទទួលបាន

 

1009

00:42:04,000 --> 00:42:05,790

and say what's the very best answer for

--- ហើយនិយាយថាអ្វីដែលជាចម្លើយដ៏ល្អបំផុតសម្រាប់

 

1010

00:42:05,800 --> 00:42:07,829

this objection and so when the customer

--- ការជំទាស់នេះ ហើយនៅពេលដែលអតិថិជន

 

1011

00:42:07,839 --> 00:42:10,270

brings it up you say that is a good

--- លើកវាមក អ្នកនិយាយថានោះជាសំណួរដ៏ល្អ

 

1012

00:42:10,280 --> 00:42:12,670

question and you answer it with your

--- ហើយអ្នកឆ្លើយវាជាមួយនឹង

 

1013

00:42:12,680 --> 00:42:14,670

pre-prepared answer and the objection

--- ចម្លើយដែលបានរៀបចំទុកជាមុន ហើយការជំទាស់នឹង

 

1014

00:42:14,680 --> 00:42:17,950

just disappears like cigarette smoke if

--- រលាយបាត់ទៅដូចជាផ្សែងបារី ប្រសិនបើ

 

1015

00:42:17,960 --> 00:42:20,150

you're getting objections it's we say

--- អ្នកមានការជំទាស់ នោះយើងនិយាយថា

 

1016

00:42:20,160 --> 00:42:22,589

there's nothing wrong with losing a sale

--- វាមិនមានអ្វីខុសចំពោះ

 

1017

00:42:22,599 --> 00:42:24,030

because you could not answer an

--- អ្នកទេ ព្រោះ

 

1018

00:42:24,040 --> 00:42:26,710

objection but it is unforgivable to lose

--- វាមិនអាចប្រកែកបាន។  ចាញ់

 

1019

00:42:26,720 --> 00:42:29,109

a sale twice because you still have not

--- ការលក់ពីរដងព្រោះអ្នកនៅតែ

 

1020

00:42:29,119 --> 00:42:31,589

found an answer if you don't know how to

--- រកមិនឃើញចម្លើយ ប្រសិនបើអ្នកមិនដឹងថាត្រូវ

 

1021

00:42:31,599 --> 00:42:33,309

answer a particular objection whether

--- ឆ្លើយការជំទាស់ជាក់លាក់មួយថាជា

 

1022

00:42:33,319 --> 00:42:35,870

it's price or quality or something else

--- តម្លៃ ឬគុណភាព ឬអ្វីផ្សេងទៀត

 

1023

00:42:35,880 --> 00:42:38,190

ask other people what do you say when

--- សួរអ្នកដ៏ទៃថាអ្នកនិយាយអ្វីនៅពេល

 

1024

00:42:38,200 --> 00:42:41,150

the customer says this in your office

--- អតិថិជននិយាយនេះនៅក្នុងការិយាល័យរបស់អ្នក

 

1025

00:42:41,160 --> 00:42:42,630

someone has come up with the right

--- នរណាម្នាក់បាន

 

1026

00:42:42,640 --> 00:42:45,270

answer call the top salesperson in your

--- ឆ្លើយត្រូវ ទូរស័ព្ទទៅអ្នកលក់កំពូលក្នុងឧស្សាហកម្មរបស់អ្នក

 

1027

00:42:45,280 --> 00:42:48,109

industry even in another company and say

--- សូម្បីតែនៅក្នុងក្រុមហ៊ុនផ្សេងទៀត ហើយនិយាយ

 

1028

00:42:48,119 --> 00:42:49,870

what do you say when the customer says

--- អ្វីដែលអ្នកនិយាយនៅពេលដែលអតិថិជននិយាយ

 

1029

00:42:49,880 --> 00:42:51,790

this and if there's an answer they'll

--- នេះ ហើយប្រសិនបើមានចម្លើយដែលបិទការលក់ យើងនឹងនិយាយថា

 

1030

00:42:51,800 --> 00:42:54,190

say this is what we say but you must

--- នេះជា

 

1031

00:42:54,200 --> 00:42:57,230

find out the answers part number six is

--- លេខ 6 ។

 

1032

00:42:57,240 --> 00:43:00,670

closing the sale and closing the sale is

--- ការលក់គឺ

 

1033

00:43:00,680 --> 00:43:03,069

uh simply I'll give you the simplest of

--- សាមញ្ញ ខ្ញុំនឹងផ្តល់ឱ្យអ្នកនូវ

 

1034

00:43:03,079 --> 00:43:05,589

all closing techniques it increases

--- បច្ចេកទេសបិទសាមញ្ញបំផុតដែលវាបង្កើន

 

1035

00:43:05,599 --> 00:43:07,630

people's sales by five or 10 times and

--- ការលក់របស់មនុស្សចំនួន 5 ឬ 10 ដងហើយ

 

1036

00:43:07,640 --> 00:43:10,190

it's called the Invitational close the

--- វាត្រូវបានគេហៅថា Invitational close The

 

1037

00:43:10,200 --> 00:43:13,150

Invitational close says that you when

--- Invitational close និយាយថាអ្នកនៅពេល

 

1038

00:43:13,160 --> 00:43:15,349

you have made your presentation you ask

--- អ្នកធ្វើបទបង្ហាញរបស់អ្នកអ្នកសួរ

 

1039

00:43:15,359 --> 00:43:17,670

the customer this question how do you

--- អតិថិជននូវសំណួរនេះថាតើអ្នក

 

1040

00:43:17,680 --> 00:43:20,230

like this so far if the customer says

--- ចូលចិត្តបែបនេះរហូតមកដល់ពេលនេះប្រសិនបើអតិថិជននិយាយបាន

 

1041

00:43:20,240 --> 00:43:22,829

well it looks quite good you say then

--- ល្អវាមើលទៅល្អណាស់អ្នកនិយាយថា

 

1042

00:43:22,839 --> 00:43:24,670

why don't you give it a

--- ហេតុអ្វីបានជាអ្នកមិនសាកល្បងវា

 

1043

00:43:24,680 --> 00:43:28,990

try why don't you give it a try when you

---

 

1044

00:43:29,000 --> 00:43:31,270

ask a customer the Invitational close

---

 

1045

00:43:31,280 --> 00:43:33,270

most powerful closing technique ever

--- វិធីសាស្រ្តបិទ ហេតុអ្វីអ្នកមិនសួរអតិថិជន។

 

1046

00:43:33,280 --> 00:43:36,309

discovered why don't you give it a try

--- បានរកឃើញថាហេតុអ្វីបានជាអ្នកមិនសាកល្បង

 

1047

00:43:36,319 --> 00:43:39,630

the customer can only say well sure I'll

--- អតិថិជនអាចនិយាយបានច្បាស់ថាខ្ញុំនឹង

 

1048

00:43:39,640 --> 00:43:42,790

give it a try or they can say well no

--- សាកល្បង ឬពួកគេអាចនិយាយថា ទេ

 

1049

00:43:42,800 --> 00:43:47,710

and which case you ask why not why not

--- ហើយករណីណាដែលអ្នកសួរថាហេតុអ្វីមិន

 

1050

00:43:47,720 --> 00:43:49,990

now a second closing technique is called

--- ពេលនេះបច្ចេកទេសបិទទីពីរត្រូវបានគេហៅថា

 

1051

00:43:50,000 --> 00:43:52,109

the reverse close and when a prospect

--- បញ្ច្រាសបិទ ហើយនៅពេលដែលអតិថិជន

 

1052

00:43:52,119 --> 00:43:55,950

says uh uh would you why don't you give

--- និយាយថា uh uh តើអ្នកនឹងហេតុអ្វីបានជាអ្នកមិន

 

1053

00:43:55,960 --> 00:43:57,710

it a try and the prospect gives you an

--- សាកល្បង ហើយការរំពឹងទុកផ្តល់ឱ្យអ្នកនូវ

 

1054

00:43:57,720 --> 00:43:59,950

answer you say if we could take care of

--- ចម្លើយដែលអ្នកនិយាយថាប្រសិនបើយើងអាចថែរក្សា

 

1055

00:43:59,960 --> 00:44:03,670

that to you for you to your complete

--- វាទៅអ្នកសម្រាប់អ្នក

 

1056

00:44:03,680 --> 00:44:06,470

satisfaction would you give it a try so

--- ដូច្នេះ

 

1057

00:44:06,480 --> 00:44:09,349

you say if we could would you if we

--- យើងអាចនិយាយបានពេញលេញ។

 

1058

00:44:09,359 --> 00:44:11,990

could satisfy you on that would you take

--- ពេញចិត្តអ្នកនឹងយក

 

1059

00:44:12,000 --> 00:44:14,069

it Prospect says yes if you could

--- វា Prospect និយាយថា បាទ បើអាច

 

1060

00:44:14,079 --> 00:44:15,710

satisfy me said then what would it take

--- ពេញចិត្តខ្ញុំនិយាយ យកអ្វីមក

 

1061

00:44:15,720 --> 00:44:18,750

to satisfy you on that point the most

--- បំពេញចិត្តអ្នកត្រង់ចំណុចនោះ

 

1062

00:44:18,760 --> 00:44:21,829

important word in life it's for Success

--- ពាក្យសំខាន់បំផុតក្នុងជីវិតគឺដើម្បីជោគជ័យ

 

1063

00:44:21,839 --> 00:44:23,630

the most important word in sales is the

--- ពាក្យសំខាន់បំផុតក្នុងការលក់ គឺ

 

1064

00:44:23,640 --> 00:44:27,870

word ask ask politely ask confident

--- ពាក្យសួរដោយសុភាព សួរដោយជឿជាក់ សួរ

 

1065

00:44:27,880 --> 00:44:31,670

ask warmly ask charmingly but ask for

--- កក់ក្តៅ សួរដោយមន្តស្នេហ៍ តែសុំ

 

1066

00:44:31,680 --> 00:44:34,470

what you want ask the customer to take

--- អ្វីដែលអ្នកចង់បាន សួរអតិថិជន

 

1067

00:44:34,480 --> 00:44:37,150

it today ask the customer invite them to

--- យកថ្ងៃនេះ សួរអតិថិជនអញ្ជើញ

 

1068

00:44:37,160 --> 00:44:40,630

buy ask them why they're hesitating but

--- ទិញ សួរថាហេតុអ្វីបានជាគេមិនចាំទេ

 

1069

00:44:40,640 --> 00:44:43,510

don't be afraid to ask remember before

---

 

1070

00:44:43,520 --> 00:44:46,990

you ask the answer is probably no if

---

 

1071

00:44:47,000 --> 00:44:49,510

after you ask the answer is still no

--- បន្ទាប់ពីអ្នកសួរចម្លើយគឺនៅតែទេ

 

1072

00:44:49,520 --> 00:44:52,710

you've lost 10 seconds out of your life

--- អ្នកបានបាត់ 10 វិនាទីចេញពីជីវិតរបស់អ្នក

 

1073

00:44:52,720 --> 00:44:55,349

so don't be afraid to ask and the more

--- ដូច្នេះកុំខ្លាចក្នុងការសួរ ហើយកាន់តែ

 

1074

00:44:55,359 --> 00:44:58,710

you ask ask politely ask confidently ask

--- សួរដោយសុភាព សួរដោយទំនុកចិត្ត សួរ

 

1075

00:44:58,720 --> 00:45:00,750

courteously the more you ask the more

--- ដោយសុភាព កាន់តែសួរកាន់តែច្រើន

 

1076

00:45:00,760 --> 00:45:02,510

confident you'll become and the more

--- អ្នកនឹងកាន់តែមានទំនុកចិត្ត ហើយ

 

1077

00:45:02,520 --> 00:45:05,430

sales you'll make the last Point has to

--- ការលក់កាន់តែច្រើនអ្នកនឹងធ្វើឱ្យចំណុចចុងក្រោយដែល

 

1078

00:45:05,440 --> 00:45:08,190

do with getting resales and referrals

--- ត្រូវធ្វើគឺការទទួលលក់បន្ត និងការណែនាំ

 

1079

00:45:08,200 --> 00:45:10,270

and resales and referrals are really the

--- និងលក់បន្ត និងការណែនាំគឺពិតជា

 

1080

00:45:10,280 --> 00:45:12,750

key to your future and the way that you

--- គន្លឹះសម្រាប់អនាគតរបស់អ្នក ហើយការ

 

1081

00:45:12,760 --> 00:45:15,710

get resales and referrals is you ask for

--- ស្នើសុំបន្តរបស់អ្នកគឺជាមធ្យោបាយសម្រាប់អនាគតរបស់អ្នក។

 

1082

00:45:15,720 --> 00:45:18,470

resales and referrals do you know anyone

--- តើអ្នកស្គាល់នរណាម្នាក់

 

1083

00:45:18,480 --> 00:45:20,309

else who might be interested in this

--- ផ្សេងទៀតដែលចាប់អារម្មណ៍លើ

 

1084

00:45:20,319 --> 00:45:23,430

product or service and always ask your

--- ផលិតផល ឬសេវាកម្មនេះ ហើយតែងតែសួរ

 

1085

00:45:23,440 --> 00:45:25,470

happy customers if they'll give you the

--- អតិថិជនរីករាយរបស់អ្នកថាតើពួកគេនឹងប្រាប់អ្នកនូវ

 

1086

00:45:25,480 --> 00:45:27,589

names of additional people

--- ឈ្មោះមនុស្សបន្ថែម

 

1087

00:45:27,599 --> 00:45:29,230

as I say the most important key to

--- ដូចដែលខ្ញុំនិយាយថាគន្លឹះដ៏សំខាន់បំផុតដើម្បី

 

1088

00:45:29,240 --> 00:45:31,470

success in selling is to

--- ជោគជ័យក្នុងការលក់គឺ

 

1089

00:45:31,480 --> 00:45:34,470

ask so let me wrap up with just saying

--- សួរ ដូច្នេះខ្ញុំសូមបញ្ចប់ដោយគ្រាន់តែនិយាយ

 

1090

00:45:34,480 --> 00:45:37,270

this they IBM did a study when they got

--- ថាពួកគេ IBM បានធ្វើការសិក្សានៅពេលដែលពួកគេ

 

1091

00:45:37,280 --> 00:45:39,549

into trouble in the 90s and they paid $3

--- មានបញ្ហាក្នុងទសវត្សរ៍ទី 90 ហើយពួកគេបានចំណាយប្រាក់ចំនួន 3

 

1092

00:45:39,559 --> 00:45:42,190

million for a major accounting firm to

--- លានដុល្លារសម្រាប់ក្រុមហ៊ុនគណនេយ្យធំមួយដើម្បី

 

1093

00:45:42,200 --> 00:45:44,790

come in or major consulting firm to come

--- ចូលមក ឬក្រុមហ៊ុនមកប្រឹក្សា

 

1094

00:45:44,800 --> 00:45:47,670

in and study their company Nationwide

--- និងពង្រឹងគណនីរបស់ពួកគេ។

 

1095

00:45:47,680 --> 00:45:49,589

and the accounting firm came back and

---

 

1096

00:45:49,599 --> 00:45:51,109

said we found the reason for your

--- បាននិយាយថាយើងបានរកឃើញហេតុផលសម្រាប់

 

1097

00:45:51,119 --> 00:45:52,910

problem and they said well what is it

--- បញ្ហារបស់អ្នក ហើយពួកគេនិយាយបានល្អ តើ

 

1098

00:45:52,920 --> 00:45:54,790

they said low

--- ពួកគេនិយាយថា

 

1099

00:45:54,800 --> 00:45:57,150

sales they said yes we know that what's

--- ការលក់ទាប ពួកគេបាននិយាយថាបាទ យើងដឹងថាអ្វីដែលជា

 

1100

00:45:57,160 --> 00:45:59,790

the solution they said High

--- ដំណោះស្រាយដែលពួកគេនិយាយថា

 

1101

00:45:59,800 --> 00:46:02,190

sales and they saidwell thank you very

--- ការលក់ខ្ពស់ ហើយពួកគេបាននិយាយថាអរគុណអ្នកខ្លាំងណាស់

 

1102

00:46:02,200 --> 00:46:04,109

much but this this company it's called

--- ប៉ុន្តែក្រុមហ៊ុននេះត្រូវបានគេហៅថា

 

1103

00:46:04,119 --> 00:46:06,430

McKenzie and Company but one of the best

--- McKenzie និងក្រុមហ៊ុន ប៉ុន្តែ

 

1104

00:46:06,440 --> 00:46:08,069

management consulting companies in the

--- ក្រុមហ៊ុនប្រឹក្សាគ្រប់គ្រងដ៏ល្អបំផុតមួយនៅលើ

 

1105

00:46:08,079 --> 00:46:09,790

world they always have an answer and the

--- ពិភពលោកពួកគេតែងតែមានចម្លើយ ហើយ

 

1106

00:46:09,800 --> 00:46:12,190

answer always works they said the answer

--- ចម្លើយតែងតែធ្វើការ ពួកគេបាននិយាយថា ចម្លើយ

 

1107

00:46:12,200 --> 00:46:14,150

is to get more of your people out into

--- គឺដើម្បីឱ្យមនុស្សរបស់អ្នកកាន់តែច្រើនចូលទៅក្នុង

 

1108

00:46:14,160 --> 00:46:15,750

the field face to face with your

--- វិស័យរបស់អ្នក

 

1109

00:46:15,760 --> 00:46:19,190

customers so IBM had 400,000 staff they

--- ដូច្នេះបុគ្គលិក 00 IBM

 

1110

00:46:19,200 --> 00:46:22,190

took 100,000 Engineers they put them

--- វិស្វករ 100,000 ដែលពួកគេបានដាក់ពួកគេ

 

1111

00:46:22,200 --> 00:46:24,710

through a crash course in selling and

--- ឆ្លងកាត់វគ្គគាំងក្នុងការលក់ ហើយ

 

1112

00:46:24,720 --> 00:46:26,309

they put them out on the street calling

--- ពួកគេបានដាក់ពួកគេនៅតាមផ្លូវ អំពាវនាវ

 

1113

00:46:26,319 --> 00:46:29,030

on those 80% of customers that nobody

--- ដល់អតិថិជន 80% ទាំងនោះដែលគ្មាននរណាម្នាក់

 

1114

00:46:29,040 --> 00:46:31,990

had ever called on and IBM in one year

--- ធ្លាប់ហៅ ហើយ IBM ក្នុងរយៈពេលមួយឆ្នាំ

 

1115

00:46:32,000 --> 00:46:33,870

turned around like a great ship in the

--- បានប្រែក្លាយដូចជាកប៉ាល់ដ៏អស្ចារ្យនៅក្នុង

 

1116

00:46:33,880 --> 00:46:35,710

ocean and became one of the most

--- មហាសមុទ្រ ហើយក្លាយជា

 

1117

00:46:35,720 --> 00:46:38,109

successful businesses in the world so

--- អាជីវកម្មដែលជោគជ័យបំផុតនៅក្នុងពិភពលោក ដូច្នេះ

 

1118

00:46:38,119 --> 00:46:40,069

the last piece of advice I can give you

--- ដំបូន្មានចុងក្រោយដែលខ្ញុំអាចផ្តល់ឱ្យអ្នកបាន

 

1119

00:46:40,079 --> 00:46:43,030

is to get out there spend more time face

--- គឺការចេញពីទីនោះ ចំណាយពេលច្រើនដើម្បី

 

1120

00:46:43,040 --> 00:46:45,910

to face with more customers and don't be

--- កុំឱ្យមានការភ័យខ្លាចចំពោះអតិថិជន។

 

1121

00:46:45,920 --> 00:46:48,950

afraid of the word no thank you very

---

 

1122

00:46:48,960 --> 00:46:51,960

much

---

 

1123

00:46:54,000 --> 00:46:57,030

[Music]

---

 

1124

00:46:57,040 --> 00:46:59,880

w

---

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