华尔街课程顾问销售技能培训课件市公开课一等奖省赛课微课金奖课件

1Q&A

GloriaGe-10-6WSESALESTRAINING华尔街课程顾问销售技能培训课件第1页第1页2Closethecontract,2ndappointmentSignthecontractandleavebigdeposit,2ndappointmentSignthecontractandleavesmalldeposit(500RMBorless),2ndappointmentLeavebigdeposit(10%),2ndappointmentSmalldeposit,2ndappointment2ndappointmentMaketheclientlikeyou–Establisharelationship！FirstInterviewforSalesPresentation

OBJECTIVESNoDeposit,no2nd;No2nd,nocontract！华尔街课程顾问销售技能培训课件第2页第2页3FirstInterviewforSalesPresentation

主要性---WhyEnglish有效性---WhyWSE紧迫性---WhyNow

THECLIENTSHOULDLEAVEWITHBELOW3PROBLEMSSOLVED

华尔街课程顾问销售技能培训课件第3页第3页4Preparation

ThePresentationProcessWelcomeClientIcebreakingShowCenterPromotiongiftQ&ABizCardExchange

Solution&Advantage………SelfIntroduction华尔街课程顾问销售技能培训课件第4页第4页5

OBJECTIVEToHavePreparedTobementallyandphysicallyreadytogiveagreatpresentation1.Personalappearance2.Cleanandtidyoffice3.Stationery4.Businesscard5.Registrationform6.Handout7.PCPCONSULTATIONSTEP1:

Preparation8.SalesManual-ScholarshipCertificate-Guaranteeletter-Pricelist-New/renewcontract-Methodexplanation-LeveldescriptionATTITUDEConfident&ProfessionalYouneverhaveasecondchancetomakeafirstimpression华尔街课程顾问销售技能培训课件第5页第5页6

Establisharelationship&makeagreatfirstimpressionProfessional,Natural,

ConfidentandFriendlyCONSULTATIONSTEP2:

WelcomeClient

1.Readthoughthequestionnaire2.Walkdirectlytotheprospect3.Introduceyourself/Shakehands4.Welcometheprospect:Welcome,mynameis…,I’myourcourseconsultant…,Isyour1sttimetocome?5.WalkwiththeprospectandshowaroundOBJECTIVEHOWATTITUDE华尔街课程顾问销售技能培训课件第6页第6页7

OBJECTIVEEstablisharelationshipandwin

thetrust1.Smile2.Howdidyoucomehere/convenient3.Talkaboutweather,traffic…4.Doyouhaveanyfriendusedtostudyhere?Natural,Confident,PleasedBeafriendCONSULTATIONSTEP3:BreaktheIceHOWATTITUDESmallTalkwiththeclientwhenyoushowthecenter华尔街课程顾问销售技能培训课件第7页第7页8

OBJECTIVELINEOFARGUMENTRESOURCESATTITUDETOOLSVisualizetheLearningProcess/Warmup1.Lab2.Classrooms3.SocialClub4.EnglishCorner

WhenweshowtheclienttheCenterandtalkabouttheactivitieswegettheminvolved.Weusethesecondperson,introducinghim/hertoateacherandtheSec/Receptionist.

Relaxed.Greetotherstudents/staffThewholeCenter,staff,students

CONSULTATIONSTEP4:

ShowCenterOnlyneedsimplyintroducethedifferentfacility华尔街课程顾问销售技能培训课件第8页第8页9

Cheerful,Happy,Excited&

ProfessionalCONSULTATIONSTEP5:PromotionGift

HandlingOBJECTIVE

HOW

ATTITUDE1.Handthegifttotheclient2.Explanationofthepromotiongift3.CongratulatethemGivefreegifttotheclientCongratulations

华尔街课程顾问销售技能培训课件第9页第9页10

Cheerful,Happy,ProfessionalCONSULTATIONSTEP6:

CC’sRole

IntroductionOBJECTIVE

HOWATTITUDE1.Introduceyourselftotheclient2.Yournameagain,andChinesename3.Telltheclientwhatyouaregoingtodonexttoday4.Telltheclientwhat’syourresponsibilityinthefutureCCself-introductiontotheclient华尔街课程顾问销售技能培训课件第10页第10页11

Nice,ProfessionalCONSULTATIONSTEP7:

BizcardexchangeOBJECTIVE

HOW

ATTITUDE1.ThisismyBizcard…2.Let’schangethecard…3.Thanks/It’sOk,Thenbringmenexttime…Getclient’sBizcard/prepareforthenextstep:Q&A华尔街课程顾问销售技能培训课件第11页第11页12KeyConceptsofSellingProcessOpportunityNeedFeatureCloseProbeBenefitPersuadeKEYCONCEPTOFTHE

SELLINGPROCESS华尔街课程顾问销售技能培训课件第12页第12页13

OBJECTIVEHOW

ATTITUDE1.Guildtheclienttalk2.Listen3.TakenotesCare,Interested,Focus,Friendly,Encourage,GuildCONSULTATIONSTEP8:

Q&ADesire&Decisionmaker华尔街课程顾问销售技能培训课件第13页第13页14KeyConceptsofSellingProcessKEYQUSETIONSTOASKCLIENTS

过去1现在2未来3英语学习AA1A2A3工作生活BB1B2B3

B3=DesireBenefit>>Investment华尔街课程顾问销售技能培训课件第14页第14页15KeyConceptsofSellingProcessKEYQUSETIONSTOASKCLIENTS

StartfromBizcardYes:describetheBizcardNo:AsktheinformationoftheBizcardBizCardinformationincludes:Companyname:industry/company(development)Jobtitle:Howlongwiththecompany/positionPositioninthecompany(development)PositiondetailedjobresponsibilityAddress:Time/Traffic

华尔街课程顾问销售技能培训课件第15页第15页16A2:HowisyourEnglishlevel?DoyouneedtospeakEnglishwhenyouwork?Isthereanyforeignerinyourcompany?B2:What’syourcompanylike?Whatdoyoudo?WhodoyouspeakEnglishto:yourboss/client/colleagues?InwhatkindofsituationdoyouuseEnglish:Meeting/report/call/email/presentation?HowoftendoyouspeakEnglish?Howlonghaveyouworkedinthiscompany?Isyour1stjob?B1:What’syourlastjob?Whydoyouchangetothecurrentjob?Whereareyoufrom?WhydoyoucometoSH?KEYQUSETIONSTOASKCLIENTS

华尔街课程顾问销售技能培训课件第16页第16页17KEYQUSETIONSTOASKCLIENTS

B3:CanyoutellmewhydoyouwanttoimproveyourEnglish?HowbenefitwillbeifyouimproveyourEnglish?WhatareyougoingtodowithyourimprovedEnglish?A3:HowgooddoyouwantyourEnglishtobe?Why?Howlongdoyouplantomakeit?Why？A1:What’syourpastlearningexperience?A2：Listallproblems九大困难：勾引+诊疗大班讲课中教老师，老师质量缺乏语言环境发音不准不敢开口担心害羞尴尬不敢开口死记硬背，前背后忘汉字思维经常出差加班时间不固定惰性，无法坚持华尔街课程顾问销售技能培训课件第17页第17页18

OBJECTIVECONSULTATIONSTEP9:

Solution&

AdvantagesLINEOFDISCUSSION

1.Reviewwhat’stheclientcurrentEnglishsituation,problems,objectives2.Findoutclient’sKeyproblemsthatcanbeonlysolvedbyWSE3.Offersolution:Ithinkwhatyouneedis…4.ThenLetmeintroducehowWSEcouldhelpyoutosolvesuchproblemsandreachyourlearningobjectives…

ATTITUDEProfessionalBridgefortheQ&AtoMethodBriefideaforbothClientandCCFeatureandBenefit华尔街课程顾问销售技能培训课件第18页第18页19FABTalkFeatureBenefitAdvantageProduct’scharacteristicsThedetailedadvantagesProduct’svaluetoclients…has…features…thatistosay……soyoucan…华尔街课程顾问销售技能培训课件第19页第19页20

OBJECTIVECONSULTATIONSTEP10:

MethodLINEOFDISCUSSIONHOWExplainwhatmethodworksUsethemethodformMaketheclientfeel:Itwillworkforme

ATTITUDEHonest,ProfessionalandcheerfulGiveashortexplanationonhowthemethodworks.Youshouldalwaysincludetheclient’sneedandofferclearsolutionsandadvantages.Makeconnections!华尔街课程顾问销售技能培训课件第20页第20页21MondaytoFriday:9:00amto9:00pmSaturday&Sunday:9:00amto7:00pmCONSULTATION

STEP11:

MULTIMETHOD®SOCIALCLUBACTIVITYWITHFOREIGNTEACHER12STUDENTSMAXIMUMENGLISHCORNER+E-VILLAGEMUSTCREATEVALUE!!CLASSWITHFOREIGNTEACHER4STUDENTSMAXIMUMFLUENCYCLASSWITHFOREIGNTEACHER8STUDENTSMAXIMUMCOMPLETE

STUDENTMANUALPREPARATION

INTHESPEAKINGZONE

orENGLISHANYTIME＋STUDYADVISORAnyquestions?华尔街课程顾问销售技能培训课件第21页第21页22

OBJECTIVECONSULTATIONSTEP12:

FeedbackLINEOFARGUMENT

1.Ultimateflexibilityintimeandphysicallocation2.Additionalfuncontentviatheinternet3.Customizedstudylevel4.Exercisereview5.Greatcontroloverstudyingpace6.Additionalexercisesanddictionaries7.On-lineservice(reserveactivity,reviewschedule,checkprogress,updateinformation,theVill@ge,EnglishAnytime)ExplainadvantagesofEnglishAnytime华尔街课程顾问销售技能培训课件第22页第22页23WALLSTREETENGLISH

BriefHistory“正如您所知道，我们是一所国际化英语语言培训学校。我们目标是提升学生英语沟通能力。我们不是要教学生经过考试简单方法而是锻炼学生沟通技能使得他们真正能够在生活和工作当中应用英语。我们学校最早于1972年在意大利成立。我们在全世界有30多年英语培训经验。现在我们在全世界有超出400个学习中心，包含欧洲，南美洲和亚洲。华尔街于6月进入中国，现在北京，上海，广州共有14所中心。亚洲香港，台北，新加坡，泰国也有华尔街中心。我们已经成功培训了超出1,000,000名象您一样成年人讲流利英文”华尔街课程顾问销售技能培训课件第23页第23页24

CONSULTATIONSTEP13:CustomerFeedback“DOYOUHAVEANYQUESTIONS?”华尔街课程顾问销售技能培训课件第24页第24页25

OBJECTIVELINEOFARGUMENTLevelreachedattheendofeachstage

CREATEVALUE!SurvivalWaystageUpperWaystageThresholdMilestoneMasteryBOL(1-6)CONSULTATIONSTEP14:

LevelDescriptionHOWIntroduceWSIcourseswithPCPAccordingtocustomer’sneeds华尔街课程顾问销售技能培训课件第25页第25页26

OBJECTIVELINEOFDISCUSSIONRESOURCESTOOLSDesignWSIcourses“WSIhas

whatIneed”CREATEVALUE!Offer2optionsPaintthepicturePCPShowLevelSelectSoftwareThemethodis17levelsLet’ssayyoustarton...Youneedtocomebackforentrancetest.We’llfindoutwiththetest.Level3isabasicknowledgeofEnglish.Onthe6thyou’llbegintodevelopfluency,the9thishighcommunicationabilityandthe12thisanadvancedlevel.CONSULTATIONSTEP15:

PersonalCourse

ProposalonPCP华尔街课程顾问销售技能培训课件第26页第26页27BOL1BOL2BOL3BOL4BOL5BOL6华尔街课程顾问销售技能培训课件第27页第27页28PAINTING

THE

PICTUREIn3monthsMissWang,youwill----In6monthsMissWang,youwillbeabletoexpressyourselfmoreclearlyinyoumeetings,documents,reportsatMotorola.

In9monthsMissWang,youwill---InjustoneyearMissWang,youwillhaveimproved6levelsandyouwillbemuchmoreconfidentinthosemeetingsatMotorola.YouwillbeabletodothetranslationsforyourbossatMotorolaandI’msurehewillbevery happyandhewillhavetogiveyouaraiseinsalaryorapromotion!华尔街课程顾问销售技能培训课件第28页第28页29

OBJECTIVECONSULTATIONSTEP18:

TotalPriceExplanationLINEOFDISCUSSION1.Thetotaltuitionfeeis,32,7002.Whatdoyouthink?3.Expensive?NO!4.It’sainvestmentforyourfuture.5.Makethemsuffer6.Paintthepicture.HOW1.Explainthetotalpricewithoutanydiscount!2.writedownonPCPYougetyourmoney’sworth

ATTITUDECalm,Firm,confident,Professional华尔街课程顾问销售技能培训课件第29页第29页30

OBJECTIVECONSULTATIONSTEP19:

PriceValue

Build-upLINEOFDISCUSSIONUnlimitedlabhoursStudent’smanualsDiskettesConversationClassesSocialClubActivitiesEnglishCornerGuarantee

HOWExplainwhatpriceincludesWritedownonPCPBuildupthepricevalue

ATTITUDEProfessional,confident华尔街课程顾问销售技能培训课件第30页第30页31

CONSULTATIONSTEP20:

GuaranteeExplanationExplaintheGuaranteeLettertotheClient华尔街课程顾问销售技能培训课件第31页第31页32

CONSULTATIONSTEP21:

AskofClient’sFeedback“DOYOUHAVEANYQUESTIONS?”华尔街课程顾问销售技能培训课件第32页第32页33

OBJECTIVECONSULTATIONSTEP22:

OvercomeObjectionsLINEOFARGUMENTThinkit’sexpensiveWhatifIdon’tlikeitlateron?3.WhatifIgiveup?4.Whataboutgrammar?5.Canonelearnalanguagewithacomputer?6.IsthisAmericanorBritishEnglish?7.Ispendalldayinfrontofamonitoritsoundsboring.8.Ihavetoaskmyhusband/wife/parents9.Howdoyouguaranteetheresult?10.HowdoIstudyEnglishasanBeginner?Overcomeclient’s

objections华尔街课程顾问销售技能培训课件第33页第33页34KeyConceptsofSellingProcessOvercomeObjection

²

你们今天让我来干什么？我想来拿无偿资料。²

我不喜欢网上学习/对着电脑学习。²

这和在家学习有何不一样？

²

你们是依据什么定价？为何这么贵？²

外面学校都很廉价，只要几千元。²

这么贵价格才上这几节外教课。²

你们和WEB有何区分？比他们好在哪里？²

我想要去新东方看看，再比较一下。我有朋友在这学习，好像效果不怎么样。²

你们会有效果吗？先让我尝试一下看看效果怎样。

²

我父母说你们不固定学习时间，不适合我。²

我没有时间/没有钱/没有用英语机会/学了不用就忘了²

我不想学这么长时间，只想学两三个月。华尔街课程顾问销售技能培训课件第34页第34页35KeyConceptsofSellingProcessOvercomeObjection

²

我只想经过考试。²

我先在家自学一段时间再来吧，其实关键要看自己。²

我要等我工作了/找到好工作/结婚后再说。先付个定金吧/不学可退吗？

²

我要回去问问我父母。²

我打个电话问一下我老公/老婆/朋友

²

你能够把你们教材放给我看看吗？²

我能够现在做个测试吗？²

我再考虑一下吧，我这个人消费是非常理智。²

我假如付2万多，你能确保我英语流利交流吗？

²

假如我要学话，你们不优惠我也无所谓。²

我不喜欢廉价东西。²

好，我再考虑一下给你回复好吗？²

我心里价位2万，2万我就报。华尔街课程顾问销售技能培训课件第35页第35页36

CONSULTATIONClosePrioritiesContractsignedGetaDepositandbookETappointmentBook2ndAppointmentforETorDemo华尔街课程顾问销售技能培训课件第36页第36页37

OBJECTIVECONSULTATIONSTEP23:

Scholarship

IntroductionTOOLS

Pre-RegistrationFormCD/DCDHOWIntroducescholarship.Writedown5,200RMBdiscountonPCP3.Explainwhatthescholarshipispayingfor3.Limitedquota,MakeclientwantitGetdeposit

Auniqueopportunity!!华尔街课程顾问销售技能培训课件第37页第37页38

CONSULTATIONHowtogetdepositUnderdirectionofstandardCenterprocedureCD/DCDtoprovideassistanceonlyifneedCompletePre-RegistrationFormLimitedavailabilitypermonthPaydepositAfterdeposittalk华尔街课程顾问销售技能培训课件第38页第38页39

CONSULTATIONSTEP24:

CloseOfferOrientationClass1.TakeoutOrientationClassbookingschedule2.Give2choicesforthecustomertoattendOrientationClass3.TakeoutRegistrationcontractandstartwriting4.Askforpayment(cashorcreditcard?)华尔街课程顾问销售技能培训课件第39页第39页40

STEP25:

Close2ndInterviewOBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSCloseSecondInterviewLetusmaketheappointmentfortheentrancetest?Tomorroworthedayafter?Letusmaketheappointmentforthefreedemolesson?Tomorroworthedayafter.GiveaCHOICE.Nevera“NO”optionanswer.ArrangeinterviewwithdeterminationandconfidencePersonalagendaBusinesscardwithdateandtimePRESENTATION华尔街课程顾问销售技能培训课件第40页第40页41REGISTERINGAT

WALLSTREETENGLISHRegistrationContractContracttermsStudyagreementEntrancetestresultBookorientationclass华尔街课程顾问销售技能培训课件第41页第41页42

CONSULTATIONSTEP26:

Handoutinformation

HandouttheWSEOrangeBrochureandPCP,EntranceTestcolorprintedresultShowthemoutofthecenter,saygood-byeRemindthemofdate/timeof2ndappointment华尔街课程顾问销售技能培训课件第42页第42页43SIGNCONTRACTANDCOLLECT

签署协议并收款OBJECTIVES目标MYCONSULTANTWILLHELPME我学生顾问会帮助我IREALLYENJOYEDTHEFRIENDLYANDPROFESSIONALATMOSPHERE我真很喜欢那种友好、职业气氛IT’SIMPORTANTTOUSETHEMETHODPROPERLY

恰当使用这种方法很主要THECLIENTMUSTLEAVEWITHTHEFOLLOWINGCONCEPTS:客户必须带着以下概念离开：

PROMOTIONOFTHEMONTH当月促销CREDITCHECK信誉支票CLOSINGTOOLS伎俩SALETOPRIVATEINDIVIDUALS

TheSecondInterview•I’MPLEASED.I’VEMADETHERIGHTDECISION.I’LLTELLMY

FRIENDSABOUTIT我很高兴，我作出了正确决定。我会告诉我朋友华尔街课程顾问销售技能培训课件第43页第43页44WELCOME

欢迎THESECONDINTERVIEW:

TheProcessVERIFYOBJECTIONS

确定目标ENTRANCETEST

入学测试CLOSESALE

达成意向SIGNCONTRACT

签署协议AFTER-SALE

售后服务IFYOUDONOTCLOSE

若没达成意向华尔街课程顾问销售技能培训课件第44页第44页45OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSTheclientshouldfeelhappytobebackandwelcomed.Sayhis/hername.Weshouldcommentonsomethingabouthim/herwhichwasmentionedduringtheFirstPresentation. So,howwastheweekendinthemountains? Didyoumanagetogetthedrivinglicense?MaketheclientfeelcomfortableCheerful.Smiling.

PCP(wehavereaditbefore)theirreturntotheCenter

THESECONDINTERVIEW:Welcome华尔街课程顾问销售技能培训课件第45页第45页46OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSTheclientshouldhavenodoubts,becauses/hewillsignupaftertheEntranceTest.Preparetoclose.Haveyougotanyquestionsonwhatweweretalkingaboutyesterday?(Theywillnormallyaskquestionsabouttheproduct.Theyhavealreadydecidedtobuy.)

Tothepoint.Donotwastetime.

Interested,Professional.Wewanttohelp.BlanksheetofpaperTHESECONDINTERVIEW:

CheckingObjections华尔街课程顾问销售技能培训课件第46页第46页47OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSTheclientmustbuynow!Helphim/herdecide.

Doyouwanttodo___or___levels?AreyoudeterminedtogotoT3?Whendoyouwanttostart,__or__?

GivethemaCHOICE.Thiscourseorthisotherone?ExpertPCP,RegistrationFormTHESECONDINTERVIEW:

Closing华尔街课程顾问销售技能培训课件第47页第47页48OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSCongratulations!SignthecontractDown-payment

“Let’sfillintheforms.Yourfullnameis...Andyouliveat...That’snear...Yourofficephonenumber?…”ReadaloudwhileyouarewritingProfessionaldialogueContract.Receipt.Welcomeletter,FirstLessonBook,Guarantee,AppointmentCardwithdate&timeofFirstLesson,LoanPapersTHESECONDINTERVIEW:SigntheContract华尔街课程顾问销售技能培训课件第48页第48页49OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSS/hehasmadetherightchoiceWhenlearningalanguage,DEDICATIONisfundamental.Wewillmeetregularlytomakesurethatyouaresatisfiedandmakinggoodprogress.Let’ssee...we’llmeetafteryourFirstLesson....

EntranceTest

HappyandRelaxedTHESECONDINTERVIEW:

AfterClosingBusinessCardInformationFolder华尔街课程顾问销售技能培训课件第49页第49页50OBJECTIVELINEOFDISCUSSIONRESOURCESATTITUDETOOLSCloseanotherinterviewforaDemonstrationorComplementaryClass,EnglishCornerorSocialClubActivity.Wouldyouliketotrythemethod?

Itwouldbeapitytomissoutonthespecialconditionsavailableforthefirst50studentstoregisterthismonth.

YourCreditCheckwillexpireon...

“Itwouldbeapity...”

CalmandFirmComplementaryClassScheduleSocialClubCalendarEnglishCorner

THESECONDINTERVIEW:

Ifyoudonotclose...华尔街课程顾问销售技能培训课件第50页第50页51

CONSULTANT’STMK

THEREASONWHY

Contacts联络Appointmentsbooked预约Presentations咨询Contracts协议Sales销售Bookingrate预约率Showrate出现率Closingrate协议率Averageprice平均价华尔街课程顾问销售技能培训课件第51页第51页52CONSULTANT’STELEMARKETINGPLANNNEDANDSYSTEMATICUSEOFTHETELEPHONE有计划有规律使用电话PRESENTATIONS咨询SALES

OBJECTIVE销售目标华尔街课程顾问销售技能培训课件第52页第52页53RecuperationofOldContacts老客户NewContacts新客户

Students学生Referrals介绍朋友

CONSULTANT’STELEMARKETING

TYPESOFCALLS电话种类华尔街课程顾问销售技能培训课件第53页第53页54CONSULTANT’STELEMARKETING1st2nd3rdPREPAREMATERIALFORTHEWHOLEMONTH准备整月资料SETTIMESTOCALL(noon&eve)定下打电话时间

ONEHOUREVERYDAY天天一小时SAMETIMEEVERYDAY天天同一时间WORKMETHODICALLY(PC)工作有次序

WRITEINTOAGENDA写在日志上华尔街课程顾问销售技能培训课件第54页第54页55CALLEVERYDAY天天打电话CALLALLCONTACTS给全部客户打电话

DONOTSKIPANYONE不要遗漏一个PREPAREEACHCALL拿起听筒前准备好每个电话要讲内容

BEFOREPICKINGUPTHERECEIVER

CONSULTANT’STELEMARKETING

华尔街课程顾问销售技能培训课件第55页第55页56

BASICQUALITYSTANDARDS

HAVEAPOSITIVE

ATTITUDEABOUTTHECONTACT对客户要有主动态度ALWAYSFOLLOWTHEOUTLINESANDLINEOFARGUMENT一定要遵照讨论问题思绪和关键点DONOTTRYTOSELLOVERTHEPHONE不要试图经过电话销售JUSTONEGOAL:CLOSETHEAPPOINTMENT电话目标：定下约会THINKOFTHECONVERSATIONBEFOREYOUCALL.BEPREPARED!

打电话前想你要谈什么。要准备华尔街课程顾问销售技能培训课件第56页第56页57SMILE.FEELHAPPY.PROFESSIONALANDFRIENDLY.YOUSHOULDALWAYSHAVESOMETHINGTOSAYTHATWILL“PERSONALIZE”THECALL.微笑，高兴，专业，友好。针对客户情况打电话MAKEYOURMESSAGESCLEAR.语言要清楚、必定。

DONOTHESITATE.PAUSEONLYWHENNECESSARY.只在需要时停顿ATTITUDE,DRESS,SELFCONFIDENCE