与你的个人外表和自我态度一样，你做生意的方式也可以使客户产生良好的印象。当拜访客户时，很重要的一点是谈话开门见山。他并不会真的对你所谈论的天气状况、前一

游客2025-04-19 0

问题与你的个人外表和自我态度一样，你做生意的方式也可以使客户产生良好的印象。当拜访客户时，很重要的一点是谈话开门见山。他并不会真的对你所谈论的天气状况、前一天晚上的总统演说，或是星期天的橄榄球赛感兴趣。他也不会对你夸奖他的西装有多好看，和墙上的照片中他女儿的模样令人倾倒感兴趣。这样的闲聊是一种不真诚的表现形式，而且侵占了他的时间。我一直认为直截了当是最有效的，因此我向你保证任何一个商人都会因为你能这样做而对你尊重有加。
正如外表决定了人的第一印象，外表也同样决定了产品、地点及公司的第一印象。
比方说，你也许注意到了生意兴隆饭店的泊车服务生会把劳斯莱斯、奔驰一凯迪拉克等汽车停在最显眼的位置，这样你在走向饭店门口的时候一定会看到它们。我过去以为这么做是因为有钱人给了更多小费，但真实的原因是每个成功的饭店经营者都懂得良好的形象能推销食品。他想告诉公众：我们招待的是懂格调的客人。因此，很明显，我们的食物一定是精心烹饪的。
一个干净整洁的外表也表示你讲效率、有条理——我所知道的公司无不希望拥有这样的形象。如果你曾经走进过汽车维修站一间干净而整齐的车库，我确信你会和其他人一样，认为把车留在那里维修感觉更舒服一些。

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答案 Just like your personal appearance and attitude, the manner you adopt in doing business can also decide whether the impression you leave to the customer is good or not. When visiting your customer, a key is to be direct and frank about your aims. In effect, the customer will not be interested in what you say in your small talk, such as the weather, the last night’s presidential speech or the Sunday’s Rugby match, nor will he be interested in your flattering admiration for his suits or the beauty of his loving daughter depicted in photograph hung on the wall. The kind of meaningless chatting is a form of insincerity, and wastes his valuable time. I always think that the directness and frankness is the utmost effective, so I promise you that any merchant will pay great respect to you for your doing so like this.
Just as the appearance decides the first impression you show to others, the appearance also decides the first impression of one product, place and company.
For example, you may find that the parking steward of a booming hotel always directs Rolls-Royce, Benz and Cadillac etc. to park at showy places in order to attract the eyes of the passers-by. I once believe that this practice is caused by tips given by the luxury cars’ owners, but the real reason is that the manager of a successful hotel is extremely clear of the manipulation of promotion techniques by nice images. He wants to tell the public: The guests we treat are elegant, so clearly, our meals must be delicious.
A neat appearance also suggests that you are efficient and orderly—All the companies I know hope to possess this kind of benign image. If you have stepped into a tidy garage of an auto service station, I am sure you will be convinced like anybody else that it is more comfortable to leave your car to be maintained there.

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