直觉总是对的吗（下）
Is gut instinct always right?
译文简介
我相信我的直觉，更重要的是我相信你也可以训练你的直觉。
也就是你如何训练你的直觉从而成功完成销售。
正文翻译
Is gut instinct always right?
直觉总是对的吗？
直觉总是对的吗？
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I personal do believe in my GUT instinct and more importantly I do believe you can train your GUT.
This is how you can train your GUT for sales success
Your gut can tell you a lot about your life, but how can you apply it to improving your sales skills? Reliable gut instinct is a powerful tool in sales, but is it something you’re born with, or can you develop it? I believe you can train your gut, and what’s more, you need to. Here’s why.
Why your gut is important
Sales is a fast-moving industry. You have to think on your feet. You need to make decisions that can have powerful consequences to your income, in split-seconds.
Are these prospects worth spending time with? What product is right for them? How much should I charge them? Should I accept their counter offer? How should I best overcome this obxtion?
It would be great to be able to refer to comprehensive data when you’re making these decisions, but you don’t have the time. You need to go on gut instinct.
The better your gut instinct is, the better decisions you’ll make.
How to develop your gut
Luckily, there are several ways you can develop your gut instinct.
我相信我的直觉，更重要的是我相信你也可以训练你的直觉。
也就是你如何训练你的直觉从而成功完成销售。
你的直觉可以告诉你很多关于你生活的事情，但是你如何运用它来提高你的销售技巧呢？可靠的直觉在销售中是一个强有力的工具，但它是你与生俱来的，还是你后天发展而得到的呢？我相信你可以训练你的直觉，而且，你需要去训练它。这就是为什么你的直觉很重要的原因。
销售是一个快速发展的行业。你得独立思考。并且你需要在一瞬间就做出对你的收入有重大影响的决定。
这些潜在客户值得我花时间和他们在一起吗？什么产品适合他们？我该收多少钱？我应该接受他们的还价吗？我该如何解决他们的反对意见呢？
当你做这些决定的时候，如果能够参考全面的数据当然是很好的，但是你没有时间（去考虑这么多）。你需要凭直觉行事。
你的直觉越好，你就会做出更好的决定。
那么如何培养你的直觉呢？
幸运的是，这里有几种方法可以培养你的直觉。
The great South African golfer, Gary Player, memorably said. ‘The harder I practice, the luckier I get.’ Sure, he was talking about golf, but the same applies to sales. The more you put yourself into situations where you have to rely on your gut, the better your gut will become.
2 - Become better at reading people
When you’re selling, be more analytical about how you read people. Don’t just see what you want to see, or hear what you want to hear. Look for the signs. Listen to their tone of voice, not just what they say. Look at their body language. These signs help point your gut in the right direction.
3 - Be empathetic
Following on from looking for non-verbal signs, go one step further and practice putting yourself in the shoes of your prospect. Think about what you would do in their situation. Your gut can tell you whether, if you were in their position, you would buy your product.
4 - Learn from your mistakes
Making mistakes is part of gaining experience. Everyone gets things wrong, but the more mistakes you make, the better your gut will be at seeing them coming.
5 - Take chances
Your gut may point you one way, while your head points you another. The best salespeople aren’t afraid to take risks, to be creative. Trying out new ideas strengthens your gut instinct. You will become better at knowing a good idea when you see one.
1-经验。
伟大的南非高尔夫球手加里·普莱曾说过：“我越努力练习，就越幸运。”当然，他说的是高尔夫球，但这同样适用于销售。你越是依赖自己的直觉，你的直觉就会变得越好。
2-更好地去读懂别人。
当你在销售的时候，你应该更善于去分析你是如何读懂别人的。不要只看你想看到的，或只听你想听到的。去仔细寻找一些迹象。去倾听他们说话的语气，而不仅仅是他们说的话。去观察他们的肢体语言。这些迹象会帮助你的直觉指向正确的方向。
3-要有同理心。
在寻找了非语言信号之后，就可以更进一步，去尝试着设身处地为你的潜在客户着想。想想你处在他们的情况下会怎么做。你的直觉就会告诉你，如果你处在他们的位置，你是否会购买你的产品。
4-从错误中吸取教训。
犯错误是获得经验的一部分。每个人都会犯错误，但如果你犯的错误越多，你的直觉就会越敏锐。
5-抓住机会。
你的直觉可能会指引你去一个方向，而你的脑袋却会指引你去另一个方向。最好的销售人员不怕冒险，也不害怕创新。尝试新想法可以增强你的直觉。然后当你看到一个主意时，你就会更容易知道这是个好主意还是坏主意。
As you train your gut to instantly kick in when you need it, give it time to develop. Slow your life down so you can hear what your gut is saying to you. If you’re in a tricky sales situation, take a break. Go for a quick walk, on your own, without your phone. Reflect, and listen to the voice inside. It will point you in the right direction.
7 - Trust your gut
If your gut is trying to tell you something, there’s always a good reason behind it. If you make a decision your gut instantly knows is the wrong one, and your stomach sinks, listen to your gut. It’s your primal instinct kicking in trying to keep you safe. As you develop and gain experience, your gut will be right more often than not. Trust it.
Remember…
As well-trained as your gut instinct is, your prospective clients are listening to their guts as they judge you and your company. Make sure you present a great impression. Be open, warm and honest. Don’t give their guts a reason to question you.
To a sales leader, the gut is as important as the ears and mouth. Make sure your gut is bulging, with power.
6-放慢速度。
当你训练你的直觉在你需要的时候能立即发挥作用时，你需要给它时间来发展。让你的生活慢下来，这样你就能听到你的内心在告诉你些什么。如果你遇到一个棘手的销售情况，你可以休息一下。一个人出去走走，不要带手机。反思一下，去倾听内心的声音。然后它就会为你指明正确的方向。
7-相信你的直觉。
如果你的直觉想告诉你某件事，那它背后总有它的理由。如果你做了一个决定，然后你的直觉马上就知道这个决定是错误的，并且让你的胃有点下沉的感觉，那就听从你的直觉。这是你的本能想保护你的安全。随着你的成长和经验的积累，你的直觉往往是正确的，相信它。
你要记住......
你的直觉受过良好的训练，你的潜在客户在判断你和你的公司时也会听从他们的直觉。一定要给人留下深刻的印象。要开放、热情和诚实，不要给他们质疑你的理由。
对于一个销售主管来说，直觉与耳朵和嘴巴一样重要。你要确保你的直觉时刻充满力量。
As Andrew pointed out, blx would probably be the ideal book to get a good idea as to how gut instinct works, and how it usually works better than reasoning.
I'll point out a few examples which, if you do plan on reading the book, would require a spoiler alx.
Example 1: The Getty Museum, who were offered a statue for sale, commissioned a group of experts to give their opinion regarding the statue's authenticity. A majority of the experts, having given it a brief look, claimed it was fake. The museum, of course, conducted their own study wherein they studied every minute detail of the statue for 14 months! They concluded that it was authentic and bought it, only to find out after a short period of time that it was in fact fake.
Example 2: A study was performed where random people were assigned to a simple game. Cards were dealt out of 4 decks (2 red, 2 blue) where the red represented highly risky losses and blue represented average wins. The subjects got a 'hunch' after 50 cards were dealt, and developed an idea after about 80 cards. The astounding result of this experiment, however, came from the fact that within 10 cards the subjects' hands began sweating when a red card was about to be dealt. The subject had learned unconsciously 5-8 times faster!
The book contains a vast amount of examples like these accompanied with theories. In a simple, understandable, yet highly entertaining manner he puts forth great arguments as to why with reasoning we are only adding more confusion as well as stereotypical and racist biases. All without even being aware that we are doing it!
I remember a review on the back of one of his books saying something like 'Malcom Gladwell is the ideal guest at a cocktail party'. Having read all of his books, I couldn't agree more.
塞利姆萨尔萨，开发者/设计师和狂热的读者。
正如安德鲁所指出的，《决断2秒间》是一本完美的书，它能很好地解释直觉是如何发挥作用的，以及直觉如何比推理更有效。
我将从中引用几个例子，如果你有计划要阅读这本书的话，可能会有被剧透的风险。
例1：盖蒂博物馆收到了一尊出售雕像的邀请，于是他们委托一组专家就雕像的真实性发表他们的意见。大多数专家在简单地看了一眼之后，说这是假的。当然，博物馆也进行了他们自己的研究，他们研究了雕像的每一个细节长达14个月！然后他们断定这个是真的，就买了下来，过了一会儿才发现这个雕像其实是假的。
例2:有一项研究，随机分配人们参加一个简单的游戏。游戏中有4副牌（2副红色，2副蓝色），其中红色代表高风险的损失，蓝色代表平均状态。实验对象在发了50张牌后产生了一些“预感”，在发了80张左右后就产生了一个想法。然而，这个实验的惊人结果是因为有这样一个事实：在10张牌之内，当一张红牌即将被发出时，受试者的手开始出汗。然后受试者无意识中就把速度加快了5-8倍！
这本书包含了大量这样的例子和理论。他以一种简单、易懂、但又极具娱乐性的方式提出了大量的论据，说明了为什么通过推理，我们只会增加更多的困惑、成见和种族主义偏见。我们甚至都没有意识到我们在这么做！
我记得在他一本书的背面有一篇评论，说：“马尔科姆·格拉德威尔是鸡尾酒会的理想客人。”我读过他所有的书，我非常同意这个观点。
The sub-question you pose, as to the influence and ultimate effects of negative experiences, still has not been addressed. My answer: we often do not gain the wisdom to intuitively avoid repeating past mistakes.
In Kahneman's book, Thinking Fast and Slow, we learn that it is the memory of those experiences, shaped by subsequent influences to be either positive or negative (not the actual degree of temporary pain incurred) that drives our intuitive responses to similar situations. I think rational reflection on any recent negative experience is important to preclude poor choices, increasing our chances avoiding similar future situations. One should not make light of the hard lessons gained through life experience.
罗伯特·吉列
你提出的关于负面经历的影响和最终结果的次级问题仍然没有得到解决。我的回答是：我们往往无法从直觉上获得避免重复犯过去的错误的智慧。
在卡尼曼的《思考，快与慢》一书中，我们了解到，正是那些经历过的记忆，被随后塑造成的积极或消极的影响（而不是所产生的暂时性痛苦的实际程度）驱动着我们对类似情况产生直觉的反应。我认为，理性地反思最近的所有负面经历，对于排除糟糕的选择，增加我们避免未来遇到类似的情况的机会，是很重要的。一个人不应该轻视从生活中获得的惨痛教训。
Wow, this is a very interesting question. I'm highly intuitive and do place a lot of value on my gut instinct, but I would say when irrational fears and anxieties are manifesting themselves in the moment, it is not true gut instinct that is operating. On the contrary, as an introvert I usually have to remove myself from a situation or question and just let it float in the background for a bit in order to hear my gut instinct talking to me.
If you think this might make it difficult for me to react spontaneously, you would be right. I hate being put on the spot, but in most situations there are tricks to gain a little leeway.
Does this mean my gut instincts are always right? I would say it does not, because one of the things we humans have the hardest time accepting is how little control we have over random events. My gut instinct might tell me to go to a party despite my general disdain for same, which might be a good decision for me based on all the information I have about that party. If I'm standing on a balcony that collapses and I'm horribly injured, it does not necessarily mean my gut decision was wrong.
德纳塔林，心理学学士，以前是一名持证的戒毒顾问。也是一个爱管闲事的人。
哇，这是一个非常有趣的问题。我的直觉很好，也很看重直觉，但我想说的是，当非理性的恐惧和焦虑在某一刻显现出来时，真正起作用的不是直觉。相反，作为一个内向的人，我通常不得不把自己从某个情况或问题中解脱出来，让它在我的脑海中漂浮一会儿，这样我才能听到我的直觉在跟我说话。
如果你认为这可能会让我难以自发地做出反应，没错，的确是这样。我不喜欢这种尴尬的处境，但在大多数情况下，还是有一些技巧可以让我们获得一些回旋余地的。
但这是否意味着我的直觉总是正确的？我认为不是这样。因为我们人类最难接受的一件事就是我们对随机事件的控制力是如此之少。尽管我通常不屑于去参加某个聚会，但我的直觉可能会告诉我让我去参加。基于我掌握的关于那个聚会的所有信息，这对我来说可能是一个好决定。如果我站在一个倒塌的阳台上，然后我受了重伤，但这也并不一定意味着我的直觉就是错误的。
Your "gut" is effectively instinct, instinct is our subconcious indicator of behavior and action, before ever knowing the feeling of being burned people fear fire, it is not that they are pyschic but their "gut" instinct is warning them to what they should be avoiding. Your instinct is adaptive in the sense that it is formed wholly by your experiences in adolescence, for example, if you lived in a neighborhood where night was a time of violence then every time you would be in the dark you would feel fear; not ecessarily true but the point is obvious. It all depends on how much information your "gut" has recieved in the early stages of life that determine whether or not it is right, it's like the immune system, the more you expose yourself to experience the stronger it becomes.
卡斯特罗
你的“直觉”实际上就是本能，本能是我们行为和行动的潜意识指标，在知道被烧的感觉之前，人们害怕火，这不是因为他们是精神分裂症，而是他们的“直觉”本能地在警告他们应该避免什么。你的本能是适应性的，从某种意义上说它完全是由你在成长时期的经历形成的，例如，如果你住在一个夜晚充满暴力的社区，那么每次你在黑暗中你都会感到恐惧；
这（住在一个夜晚充满暴力的社区）不一定是事实，但这一点（你在黑暗中会感到恐惧）是显而易见的。
这完全取决于你的“直觉”在生命早期接受了多少信息，这些信息决定了它是否正确，就像免疫系统一样，你接触的越多，它就变得越强大。
原创翻译：龙腾网 http://www.ltaaa.cn 转载请注明出处
Well look at it this way, whenever a obxt is traveling directly to your face, do you know what triggers reflects, yep, your gut instinct, so, is it always right, well, instinct is just a signal it doesn't have a mind, so instinct can't either be right nor wrong, this is why your question is worded wrong, because in order to ask about something superficial one must asume it knows its depth right, you can't know anything about a lake if you don't know what's in it and how deep it is. Instinct intuition are signals that in combination with other nerves other perceptions in memory experience or fear will indeed help you make the all natural choice, the simplest, now I'm not gona lie, since fear is pretty much I'm every emotion us humans have its of course a good chance that fear can lead to serious mistaken decisions and consequences. Me personally I always go with my gut if not ill be insane or brain dead. So is it ALWAYS right, absolutely not, nothing is
帕特里西奥·D·阿贝洛
从这个角度来看，当一个物体直接移动到你的脸上时，你知道触发器反映了什么吗，是的，你的直觉，所以，它总是对的，好吧，直觉只是一个信号，它没有头脑，所以直觉既不能是对的也不能是错的，这就是为什么你的问题的用词是错的。因为要问一些肤浅的东西，所以你必须知道它的“深度”是正确的，比如，如果你不知道湖里有什么，湖水有多深，你就什么都不知道了。直觉是一种信号，它与其他神经、记忆中的其他感知、经验或恐惧相结合，去帮助你做出最自然的、最简单的选择，我不是在撒谎，我说的是真的。恐惧几乎是我们每个人类都有的一种情感，并且恐惧很有可能会导致严重的错误决定和后果。就我个人而言，如果我没有生病，精神错乱或脑死亡，我也总是凭直觉行事。所以它总是对的吗，绝对不对，没有什么是对的。
It's not that negative formative influences yield gut feelings that are wrong. What they produce is incomplete wiring from the somatic system (the hollow organs: heart, lungs, intestines) to the brain. This leads to an overreliance on logic. To bulk up the neural highway from somatic system to brain, do Mindfulness Meditation for a half hour a day.
匿名
并不是说负面的影响会产生错误的直觉。它们产生的是从躯体系统（器官：心、肺、肠）到大脑的不完全连接。这导致我们对逻辑的过度依赖。如果想要增强从躯体系统到大脑的神经通道，我们可以每天做半小时的正念冥想。
No. I don't have one. I always choose the worst people in my life to trust. And all the people I disliked were the nicest people in my life.
This is on everything. My instinct is always wrong.
I was born with worst instincts.
With friends, boyfriends, everything.
乔治娜·罗杰斯
不，我不是这样的情况。我总是会选择我生命中最糟糕的人去信任。我不喜欢的人都是我生命中最善良的人。
每件事情都是这样。我的直觉总是错的。
我天生就有最差的直觉：有关朋友，男朋友，和其他一切事物。
After getting my BA in Communication I question every impulse. The Zeitgeist can be attributed to nature, the owners of the mass media, church, and public school education, so considering the sources of my conditioning, I find my intuition suspicious most of the time.
Guy goes to the casino, sits at the roulette table and hear a little voice in his head tell him: "put it all on 12".
He hesitates, but the voice persists, so he does.
He wins and he has now multiplied his money.
He hears the voice again: "put it all on 6". This time he complied immediately.
Ball lands on 6.
Now he's got more money he ever had in his life.
弗雷德斯洛克姆
在获得通信学士学位后，我质疑每一种冲动。时代精神可以归因于自然、大众媒体的拥有者、教会和公立学校的教育，所以我考虑到我条件反射的来源，我发现我的直觉在大多数时候都是可疑的。
一个人去了赌场，坐在轮盘赌桌旁，听到他脑子里有个声音告诉他：“把钱全押在12上。”
他犹豫了一下，但那声音坚持着，于是他照做了。
然后他赢了，现在他的钱翻了一倍。
他又听到那个声音:“把所有钱都押在6上。”这一次，他马上照办了。
球落在6点。
现在他有了一生中从未有过的最多的钱。
原创翻译：龙腾网 http://www.ltaaa.cn 转载请注明出处
He gives in. Ball rolls and rolls.
Lands on 36.
Guy is ecstatic. He won enough money to pay for his house, his debts and retire. He gets up to go when the voice goes again: "put it all on 16!".
He waits until the last minute while the voice keeps urging him, then he stacks everything on the 16.
Now the entire casino is watching. The dealer throws the wheel, the ball rolls and rolls and then lands.
On 2.
The voice goes: "damn!"
Moral of the story: your gut instinct is not always right.
声音再次响起：“把它全部押到36上”。因为他有足够的钱全额偿还抵押贷款，所以他有点犹豫不决。但声音一直在不停地说着。
然后他屈服了。球滚来滚去。
（最后球）落在了36号。
他欣喜若狂。他赢得了足够的钱来买房子、还债和退休。他站起来准备走了，但这时又传来了一个声音：“把它全部放在16号！”。
他一直等到最后一分钟，那个声音一直在催促着他，然后他把所有的钱都堆在16号上。
现在整个赌场都在注视着。庄家抛出轮子，球滚来滚去，然后落地。
是2号。
那个声音说：“该死！”
这个故事的寓意是：你的直觉并不总是正确的。
“Is the gut instinct always right in a relationship?”
Instinct?
Your instincts address survival issues, so a feeling of dread can accompany real danger. However, in relationships other issues start cropping up. Relationships require trust, respect, and commitment. If something is ‘off’ in these areas, you might feel doubts about committing yourself to another person.
These can be little things — the way your girlfriend treats a waiter; your boyfriend’s difficulty to remember things that are important to you; rough treatment of pets; arguments over nothing; disapproval of your friends — that signal issues in the love/trust/respect triangle.
Noticeable flaws are not necessarily deal breakers, unless they are the preamble to something more severe. If your girlfriend is callous towards strangers, she might become callous towards you once the romance wanes. If your boyfriend forgets that your parents are coming over and goes out with friends, that could signal a lack of respect that will only increase with familiarity. Someone kicking a dog won’t have any restraint kicking you if you misbehave.
A gut reaction can be a warning from your subconscious, but it can also just be nervous tension or your own unwillingness to give up your freedom. That doesn’t mean you shouldn’t listen to your gut. Maybe things are moving too fast and you’re not ready to commit. So don’t commit yet. Sort out your feelings first. If commitment fills you with dread, examine what set off these negative feelings. You might be imagining things. Or you might dodge a bullet.
马丁·霍尔姆，（安全顾问），小时候受过虐待，现在是两个孩子的父亲。务实的存在主义者。也是一名作者。
“在一段感情中直觉总是正确的吗？”
直觉？
你的直觉会解决生存问题，所以恐惧的感觉会伴随着真正的危险。然而，在人际关系中，其他问题开始出现。人际关系需要信任、尊重和承诺。如果这些方面有什么“不对劲”，你可能会怀疑是否要把自己托付给另一个人。
这些都是小事，就像是你女朋友对待服务员的方式；你男朋友很难记住对你很重要的事情；粗暴地对待宠物；无中生有的争论；不赞成你的朋友，这些都标志着在爱/信任/尊重这三角关系中出现的问题。
明显的缺陷不一定是决定性因素，除非它们是更严重问题的前奏。如果你的女朋友对陌生人冷漠无情，那么一旦恋情结束，她可能也会对你冷漠。如果你的男朋友忘记了你的父母来了，并和朋友出去了，这可能是缺乏尊重的信号，这只会随着熟悉程度的增加而增加。如果你行为不端，踢狗的人就算毫无节制地踢，你也不会去制止。
一个本能的反应可能是来自你潜意识的警告，但它也可能只是神经紧张或你自己不愿意放弃你的自由。这并不意味着你不应该听从你的直觉。也许事情发展得太快了，你还没有准备好去做。所以先不要去做。先理清你的思绪。如果做这件事让你充满恐惧，那么检查一下是什么引发了这些消极情绪。（但这些）可能是你自己的想象。也或者你可能（因此）会躲过一颗子弹。
What I read is you are not ready. That's all your gut feeling is telling me. Since you don’t have what you feel is the “right” relationship and you don’t have the “real one”, I say hold your ground. That means stay with what you have but don’t commit. See if your love grows even further.
The other option is to drop him and look for this invisible guy, who you might find (and I said might), with a possibility of never finding him and losing your present boyfriend at the same time. Because boyfriend number one isn’t going to wait for you and will move on to another relationship more than likely. Here is believing that your knight in shining armor will appear.
A lot of women feel this way. I watch a lot of my female friends go through this. Waiting for “the one”. Mr. Right. Some think they find Mr. Right and find he is Mr. Wrong.
You remind me of the story of the dog who had a bone, a large bone that he loved. He carried that bone everywhere. Then one day he looked into a pool and seen his reflection. That dog in the pool had a bone just like his, maybe even better. He reached out to grab the bone from the other dog releasing his bone and bit at his reflection only tasting water. He didn’t have the better bone nor did he have his anymore since it sank to the bottom of the pool.
爱德华·特鲁希略，《秘密战争》一书的合著者。
我所看到的是你还没准备好。这就是你的直觉告诉我的。既然你不觉得这是一段“正确”的关系，你也没有开始“真正的”关系，那么我建议你坚守阵地。这意味着保留你所拥有的，但不要做出承诺。然后看看你的爱是否会更进一步。
另一种选择是抛弃他（现在的男朋友），去寻找那个隐形人，你可能会找到他（我是说可能），但也可能永远找不到他，同时失去你现在的男朋友。因为第一个男朋友不会等你，很有可能他会开始另一段感情。但我相信你的白马王子会出现的。
很多女人都有这种感觉。我看到我的很多女性朋友都经历过这种事。她们一直在等待“那个人”，那个真命天子。有些人认为他们找到了自己的真命天子，但最后却发现他其实是错误的人。
你让我想起一只狗的故事，它有一根骨头，一根它很喜欢的大骨头。它去哪都带着那根骨头。后来有一天，它朝一个池子里望去，看到了自己的倒影。池塘里的那条狗的骨头和它的一样，也许比它这根更好。它伸手去抓另一只狗的骨头，松开了它自己的骨头，但它咬了它的倒影，只尝到了一口水。它没有得到更好的骨头，也失去它原本的大骨头了，因为它沉到了池底。
In my experience, YES. But, to my detriment, I ignored it in my last relationship because everything seemed perfect. It was. It was too perfect.
After 9 months it went from heaven to hell, all in the space of 24hrs. I’ve now been paying the price emotionally. Next time I will trust my gut instinct.
It can be hard to act on your gut feelings. My advice would be to stay cool and see how it plays out. If possible keep a bit of you emotionally detached and observant. Watch out for red flags and take it slow.
Good luck.
坎布雷斯·威廉姆斯，摄影师和作家。
以我的经验，是的（我的直觉一直都是对的）。但是，对我不利的是，因为一切似乎都很完美，所以我在上一段感情中忽略了它。是的，太完美了。
9个月后，让我在24小时内从天堂掉到了地狱。我现在在情感上付出了代价。下次我想我会去相信我的直觉。
凭直觉行事是很难的。我的建议是保持冷静，看看结果如何。如果可能的话，保持客观一点的情感和观察力。注意危险信号，慢慢来。
祝你好运。