《孫子兵法・謀攻篇》：「知己知彼，百戰不殆；不知彼而知己，一勝一負；不知彼不知己，每戰必敗。」

In Sun-tzu’s The Art of Warfare, the chapter “Attack by Stratagem” states: “Knowing the enemy and also knowing yourself, able to win in every battle; not knowing the enemy but knowing yourself, one win mixed with one defeat; neither knowing the enemy nor knowing yourself, defeated in every battle.”

 

成交的關鍵，不在於你怎麼介紹自己，而是對方是否真正信任你、需要你。在這個資訊爆炸的市場裡，每個人都說自己能解決問題，但只有深入第一線、真正理解對方的處境與痛點，才有可能打開這扇成交之門。

信任不是自說自話、自賣自誇，而是來自於那些你實際做過的事。一次次的行動、對話、成交與服務，才能寫下這些精彩履歷。

一筆成交，就是一個真實故事；五筆成交，會讓你開始有底氣；十筆成交，你的市場定位就會逐漸清晰明確。

 

The key to making a deal does not lie in how you introduce yourself, but in whether the other party really trusts you and needs you. In the information-explosion market, everyone asserts they can solve the problem; nevertheless, only by diving into the front line and truly understanding the other party’s situation and pain points will it be possible to open the door to closing the deal.

Trust neither depends on being self-centered nor on self-promotion, but on what you have truly achieved. Only through a continuous series of actions, conversations, completed deals, and services can a compelling track record be built.

One completed deal means a real story; five completed deals will build your confidence; with ten completed deals, your market positioning will gradually become clear and well-defined.

 

*這場演講，不是教你「怎麼說」，而是教你如何讓人「願意聽」

 

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6/28(六)《孫子兵法‧縱橫天下》實戰演講會｜深度講座

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