-
Appearance and First Impressions
1.
你只有一次机会给别人留下第一印象。
2. Although I do not know who said it,
I agree one hundred percent
with
the
above
quotation.
Surely
you
must
have
suspected
that
a
book
entitled
Winning Images
would have a
chapter on appearances. And you
were
absolutely correct, because appearances definitely
have a great deal
to do with your
image.
虽然我不知道上面这句话是谁说的
,
但我百分之百同意这句引语。
当然你肯定能猜到名
为《成功形象》的书
,
肯定会有一章谈论外表。
你猜得绝对没错
,
因为外表与你的形象的确有极大的关
系。
3.I do not intend to
recommend any such drastic changes as a face lift,
a nose job, a hair transplant or
silicone injections in your breasts; but I do
want to encourage you to be aware of
how easily you can rectify some of
the
most obvious appearance images. In short, if you
have a homely face,
I simply want you
to learn to make the best of your
homeliness.
我无意推荐任何重大的整容改变
,
诸如拉皮、
隆鼻、
植发
,
或是在
胸部注射硅胶
;
但我的确想帮助你意识到
,
< br>你可以很容易地改进某些
最明显的外表形象。简单地说
,
如果你长着一张很平常的脸。希望你
学会把你的平常外表发挥到
极致。
*ng
properly
is
the
most
obvious
appearance
image.
Depending on what you
do and in what part of the country you live, there
is
a
right
way
and
a
wrong
way
to
dress.
Because
there
are
so
many
different dress codes,
the discussion here will be limited to those
styles
most appropriate for the
executive-type male. However, the suggestions
made can, with a little thought, be
easily adapted to your own situation.
<
/p>
穿着得体就是最明显的外表形象。
你的职业和居住地决定了怎样<
/p>
穿着是合适的、怎样是不合适的。因为着装规范是多种多样的
,<
/p>
这里
的讨论将仅限于最适合男性管理人员的着装风格。不过
,
只要稍微开
动一下脑筋
,
这里所提的建议可以很容易加以调整以适合你自己的情
况
。
*
philosophy
has
always
been
to
dress
in
a
relatively
conservative manner when conducting
business so that I would offend the
least number of people. Since it is
most important to have everything going
for you in business, you cannot afford
to wear clothes that might have an
adverse effect on certain
customers.
我的穿着信念一直是
< br>,
在商场上着装应相对保守
,
从
而将因着装而
冒犯他人的可能性降到最低
,
因为在生意中最重要的就是让所有一切
都有利于你
,
所以你不能穿那些可能在某些客户身上产生相反效果的
衣服。
Slade, a life insurance agent,
is a good example of a
person
who precipitated this kind of negative
response from the people he dealt
with.
He habitually wore leisure clothes, in which he
felt most comfortable,
and
told
me,”
I
dress
to
please
two
people
-
my
wife
and
Sam
Slade.
You’re
out of date, Bob. In this modern carefree society,
people do their
own thing. I never
liked to wear a suit and tie even as a little kid
when my
parents made me dress up to go
to Sunday schoo1, and now that I'm adult
and don't have to, I won’t!”
保险代理人萨姆
·
斯莱德就是一个很好
的例子
,
他会使与他打交道
的客户一下
子产生这种负面反应。
他习惯穿让自己感觉非常舒适的休
闲服<
/p>
,
他告诉我说“我穿衣服就为了讨好两个人我太太和萨姆·斯莱<
/p>
德。
你落伍了
,
鲍勃。
在这个自由自在的现代社会里
,
人们做自己的事。
即使在小时候
,
我父
母叫我穿戴整齐去主日学校的时候
,
我也不喜欢
穿西装打领带
,
既然现在我是成年人了
,
就不必西装革履
,
我决不这
样
穿戴!”
7.“Let me
ask you a very important question, Sam,” I said.
“For an
extra hundred dollars, or
perhaps as much as two or three hundred per week,
would you be willing to dress
conservatively, as I do? Stop and think before
you
answer
this.
I’m
talking
about
wearing
Brooks
Brothers-type
suits,
button-down shirts, a rep tie, and
cordovan wingtip shoes every day you go
to work.”
“我问你一个很
重要的问题
,
萨姆。
”
我说。
“
如果一星期多给你
1
00
美元
,
或者也许是
200
、
300
美元
,
你愿不愿意穿着保守一些
,
< br>就像
我一样
?
好好想一想再回答
我。我说的是每天上班都得穿布鲁克斯兄
弟品牌式样的西装、
领
尖钉有纽扣的衬衫、
棱纹平布领带和科尔多瓦
翼波状盖饰鞋。”
8.
“有
那么多钱的话
,
我不愿意穿就是个该死的傻瓜了
!”
9.”Well,” I said,
smiling, “it’s impossible for me to know exactly
how
many important clients you turn off
throughout the year because of the way
you
dress,
but
I
suspect
you're
losing
a
great
deal
of
money,
perhaps
thousands or tens of
thousands of dollars each year in unmade sales.
Those
leisure suits you wear are
definitely a luxury item because they’re costing
you a small fortune in terms of lost
business!”
“
那好
,”
我微笑着说
,“
我不能确切知道在一年中你会因为自己的
穿着方式赶跑多少重要客户，不过我猜你正在损
失许多钱
,
也许每年
这些没做成的生意
有成千上万美元。
你穿的那些休闲服确确实实是件
奢侈品
,
因为就损失的生意来说
,
< br>它们让你失去了一大笔钱。”
looked
worried.
“Do
you
really
think
I
turn
off
that
many
people with my mod clothes?” he
asked.
萨姆看起来有些不安了。
“
你真的认为我的新潮服装赶走了那么
多客户
?
11.”Absolutely
,
”
I replied. “This is particularly true of the
business
you’ve been trying to break
into. The big sales that involve group, key man,
partnership,
retirement,
and
pensions
generally
mean
dealing
with
an
executive on the upper echelon. I’m
sure you've noticed that most of these
men who make important decisions dress
the way I do. Since you rarely
find
them
wearing
leisure
suits
to
work,
you
can
conclude
they
don't
approve of that kind
of dress for business. On the basis of this
conclusion,
you can probably assume
that their first impression of you will be a bad
one because they will more than likely
resent the way you dress. Since all
businessmen place a high value on their
time, they probably won't even let
you
give them a sales presentation. They must say no
to most salesmen
who call on them, and
because they are selective, you'll be one of the
first
to get the axe before you even
get your foot in the door.
“
绝对是这样,”我回答道,“尤其是你一直试图想打进去的那
些业务。那些牵涉到团体、
关键人物、合伙人、退休人员
,
以及养老
金领取者的大宗生意通常意味着要与上层管理人员打交道。
我敢肯定
< br>你已经注意到了大部分作重要决定的人物穿着打扮与我是一样的。
既
然你很少看到他们穿休闲服去上班
,
你可以推断他们
并不赞同在谈业
务时穿这类衣服。在这个结论的基础上
,
你或许可以推测到你留给他
们的第一印象很糟糕
,
因为他们很可能讨厌你的穿着打扮。由于所有
的生意人都很
珍惜时间
,
他们或许根本不会给你推销的机会。他们必
须拒绝大部分拜访他们的销售人员
,
而正因为他
们对于推销是有选择
性的
,
你的脚甚至
还没踏进他们公司的门
,
就首当其冲被拒之门外了。
”
12.”Okay,” Sam said,
“I’ll go along with you when you say I turn off
businessmen
with
my
mod
clothes.
But
what
about
when
I
call
on
a
working man
at his home in the evening, or on prospects who
dress much
the same way I do — like
entertainers, hair stylists, and
florists?”
“
好吧
,”
萨姆说
,“
我同
意你说的我的新潮穿着赶跑了商人。
但是如
果我晚上去一个工人
家里拜访
,
或者是拜访一个穿着跟我差不多的潜
在客户
--
比如艺人、发型师
,
或者花商呢
?
13.”You can't afford to have your
clothes decrease your odds in any
way.
Don't you think you're limiting your market
potential by calling on
just
those
types
of
prospects?
It's
my
opinion,”
I
added,
“that
you
lose
something even with the
mod-type prospects because they, too, want to
have complete confidence in the agent
they're dealing with. They want to
know
you’ll
be
around
for
a
long
time
to
give
them
service,
and
conservative dress signals this kind of
stability. On the other hand, to many
people the mod look suggests that you
might be both flighty and mutable.
“
你可不能让你的着装在任何方面减少你的商机。你难道不认为
仅仅拜访这几类客户会限制你的市场潜力吗？这只是我的看法，
“我
补充道，“即使在穿着新潮的客户中，你也失去了一些东西，因为他
们同样希望对与自己打交道的代理人有完全的信任。
他们需要知道你
能长时间从事这个行业，
从而一直为他们提供服务，
而保守
的穿着能
给人这种稳定的信号。从另外一方面来说，在很多人看来，新潮外表
意味着你喜欢幻想、反复无常。
”
my conversation with Sam had made a
favorable impression
on him was evident
a few weeks later when I encountered him lunching
with a business client. He was wiring a
new pinstripe suit. On weekends
and at
cocktail parties, Sam continued to wear his
leisure suits, but he was
on his own
tune then, so I certainly couldn’t criticize him,
even though such
clothes are not to my
liking.
几个星期后当我看到萨姆与一个客户吃午餐时
，
显而易见我与萨
姆的谈话对他产生了好的影响。
他穿了一套新的细条纹西装。
在周末
和鸡尾酒会上，
萨姆仍然穿他的休闲服，但那时是他的私入时间，所
以我当然不能批评他，虽然这样的衣
服不是我所喜欢的
。
15.
Because I
believe in my appearance philosophy so strongly, I
have
often told my now salesmen that
one of the best investments they can make
is to buy themselves two expensive
suits- one a pinstripe and the other a
lighter gray, preferably with a vest.
These two suits are worth more than a
closetful of second-rate suits that
lack style. If I were on a very tight budget,
I would rather own these two suits and
alternate them throughout the work
week
than purchase several suits that would not give me
the image I wished
to project. The
secret is not quantity, but quality.