其实最近一直在读雨果的Les Misérables 《悲惨世界》，已经读一半了。但这本书太沉重了，读久了容易丧，而且在阅读的过程中需要大量查资料，才能让自己跟上节奏，所以先缓一缓，穿插着读点“轻松”的东西。
前两天读了一本前几年买的小书 EXACTLY WHAT TO SAY，不过当时买回来就忘在书架上吃灰了。
这本书很薄，只有137页，很快翻完。
这本书教销售一些说服潜在客户的magic words，核心内容就是：
Know exactly what to say, how to say it, and how to make it count.
全书语言较简单，很口语化，风格活泼，讲的技巧也挺实用。
比如，在一个presentation结束的时候，绝大数人会说：
Do you have any questions?
这样问的话，很多时候没人会问问题。
可以换个提问的方式，把这个封闭式问题（Yes/No）转成开放式问题：What questions do you have for me?
在比如，想要别人的电话号码，很多人会这样问：
Can I have your phone number?
对方多半不愿意给你号码。
可以换种方式问：What's the best number to contact you at?
被拒的概率会小很多。
当初买这本书是被它的标题吸引的，读完后把作者教的技巧抄了一遍。
我的英语词汇量都是读原著攒起来的。在这本书里，我学到了一堆实用的表达，比如：
As you work through each section, you will receive powerful insight into what makes people tick.
what makes someone tick就是what makes somebody behave in the way that they do，某人做某事的动机、心理/目的、原因。
rejection-free 就是no rejection的意思，类似这样的“名词-形容词”结构还有：
charge-free 不收钱
trouble-free 没麻烦
duty-free 免税
sugar-free 无糖
pressure-free 无压力
这些表达在英语里都很常见。
The goal is to turn the situation into one in which the other person admits that their opinion was based on insufficient evidence, while retaining the ability for them to save face in the conversation.
save face 就是它的字面意思：保全面子，扳回颜面。我之前以为这个表达是中式英语，哈哈。
I bet you're a bit like me: you're a busy person who's always juggling to get everything done.
juggle 的本意是（用球）玩杂耍，这个动作需要集中注意力，一点都不能走神。juggle在这里的意思是，努力找时间把事情都做完。
Have you ever been in a situation in which you have said, or even just mouthed, these words back to somebody else?
mouth在这里用作动词，虽然mouthed的意思就是said，但比said更有画面感。
类似的词还有：
eye：用眼睛看
nose：用鼻子嗅
hand：递
Most people are people of their word and feel pretty bad when they are called out for it.
people of their word 说到做到的人
"What's going to be easier for you?" means that the laborious new-job option is off the table.
off the table字面意思是拿到桌子下面，这里是“不予考虑”的意思， not up for consideration or negotiation。
Decisions become easier when the choices are polarizing.
polar 就是极地，polarize 是polar的动词形式：使……两极化/对立/分化，polarizing 为形容词：对立的；截然不同的
比如：
polarizing choices
polarizing opinions
They wait with bated breath to hear the choices.
with bated breath 意为：焦急地；屏住气……
常见搭配有：
wait with bated breath 焦急地等……（比如，等offer）
listen with bath breath 屏住气听……
印象最深刻的两句话：
People are motivated by one of two things: either avoiding a loss or acquiring a potential gain.
The real world tells us that people will work far harder to avoid a potential loss than they will to achieve a potential gain.
