拉近客户关系——寒暄 Making Small Talk

寒暄　Making Small Talk

寒暄是在友好地闲聊、发展友谊的同时有意识地建立业务关系、开拓商机。为了给对方留下好印象，你的仪表要整洁、态度要随和（easygoing）、谈吐要得体。如果双方事先不认识，要先做自我介绍。寒暄的话题不宜过于沉重，也无须刻意表现，自然（be yourself）轻松就好。

☉Hi there.My name is Whitney Johnson.What’s your name?

您好，我叫惠特尼·约翰逊，怎么称呼您？

☉Let me introduce myself.I’m Han Jinbo.Looks like we both came a long way today.

我来自我介绍一下。我叫韩金波。今天我们俩好像都是远道而来的。

☉How do you like……?

您认为……怎么样？

☉Don’t you think……?

您不觉得……吗？

☉I love your dress.It’s such a nice color.

我喜欢您的衣服，颜色很好看。

☉Don’t you just love this weather?

您不觉得今天天气不错吗？

寒暄是相互的

注意什么时候该停顿，给别人讲话的机会。这样也可以继续深化话题，有利于寻找共同点。

☉So what brings you to this meeting?

那您是抱着什么目的来参加这个会的？

☉What do you do for a living?

您从事什么工作？

☉What do you think of……?

您怎么看……?

☉Where are you from?

您来自什么地方？

☉Is this your first time to……?

这是您第一次来……吗?

☉How many kids do you have?

您有几个孩子？

☉Have you ever been to（place）?

您有没有去过（地方）？

☉Have you been here for a long time?

您来这里很久了吗？

☉How do you know（host）?

您是怎么认识（主人）的？

☉How long was your flight?

飞机飞了多长时间啊？

避免冷场，玩笑适宜

幽默和玩笑是拉近人与人之间距离的法宝，但是要有适当的分寸，不要让对方认为是嘲笑。讲述某故事也不宜过长，可以跨过背景细节（background details），将精彩的部分显现出来。

☉Looks like you’ve got your hands full there.You need some help?I’ll go ask someone for you.

看起来你好像应接不暇。你需要帮忙吗？我可以叫人来帮你。

☉I went to California once.Loved it！We visited lots of different places.I think the kids liked Disneyland the best.

加利福尼亚我去过一次，很喜欢。我们去过很多不同的地方。我想孩子们最喜欢的还是迪士尼乐园。

☉I remember a time when meetings wouldn’t last more than ten minutes.

Seems like it takes ten minutes just for everyone to sit down these days.

我记得以前的会议最多持续10分钟。现在好像每个人都需要10分钟才能入座。

且听且问

倾听并且提问表明你对对方所讲的内容感兴趣，也可以更多地了解对方的背景，同时避免冷场的尴尬。

A：So what do you do for a living?

B：I'm a doctor. A cardiac surgeon, actually.

A：Wow, that's a very demanding job. What do you think is the most challenging aspect of what you do?

A：您是从事什么工作的？

B：我是个医生。确切地说是心脏外科医生。

A：哇！那可是一个高要求的工作啊。您觉得您所从事的工作中最具挑战性的是哪部分？

A：How do you know Bob?

B：He's my old college roommate. We both went to Harvard.

A：Is that right?What do you think about Harvard's business school?

A：您是怎么认识鲍勃的？

B：他是我大学的室友。我们两个一起念的哈佛。

A：是吗？那您觉得哈佛的商学院怎么样？

话题稳定

转换话题别太快了，允许谈话的深入，但如果真的无话可说了，就换个话题。

A：What do you think about this conference?

B：Oh, it's interesting, I guess.

A：Which parts did you find the most interesting?

B：Oh, I don't know. I guess the financial workshops weren't too bad.

A：Yeah, I think I learned a little about finance……So where did you say you were from again?

A：您觉得这个论坛怎么样？

B：我想会很有意思的。

A：您觉得最有意思的是哪个部分？

B：我觉得金融研讨会还不错。

A：是的，我也学到一些有关金融的……对了，您说您是从哪里来的？

总结

寒暄绝对不是百无聊赖的搭讪或者简单的嘘寒问暖，要和一个人或一群人聊到一起、打成一片，不仅需要勇气，还需要技能。出门在外靠朋友，也许聊着聊着就聊出了商机。但也不能目的性太强，闲谈还是要以发展友谊为主，不然别人会以为碰上了推销员。

Words　单词表

actually事实上

aspect方面

cardiac心脏的

chairman主席

challenging挑战性的

committee委员会

demanding要求过高的

wow哇

East Coast东海岸

feasible可行的

quite相当，十分

surgeon外科医生

training训练/培训

workshop车间；工作室

Phrases　短语表

Don't you just love（thing）?难道你不喜欢（某物）？

for a living为生，谋生

I（did sth）once.我就（做过某事）一次。

Is that right?是吗？那样对吗？

not too bad还行，不算太坏

off to college上大学

over the last few years在过去的几年里

quite a few不少，相当多的

seems like感觉像，好像是

Sure do！当然！

take a minute（to do sth）花一分钟时间（来做某事）

take part in参加，参与

these days当今

you mean……你的意思是……

实景对话1

A：I love your dress. It's such a nice color.

B：Oh, thanks！

A：My name is Whitney Johnson. What's your name?

B：I'm Linda Stevens. Don't you just love this weather?

A：It's a little too cold for me. I'm from California.We don't do winter in California.

B：I went to California once. Loved it！We visited lots of different places.I think the kids liked Disneyland the best.

A：How many kids do you have?

B：Two, a boy and a girl. But they're grown and off to college by now.Sohave you been here for a long time?

A：Here in New York you mean?I just arrived last week.

B：Is this your first time to come to the city?

A：No, I've come to New York city quite a few times over the last years on business.

B：What do you do for a living?

A：I'm a doctor. A cardiac surgeon, actually.I come to New York to take part in medical trainings.

B：Wow, that's a very demanding job. What do you think is the most challenging aspect of what you do?

A：我很喜欢您的衣服，颜色真好看。

B：哦，谢谢。

A：我叫惠特尼·约翰逊。您叫什么？

B：我叫琳达·史蒂文斯。您不觉得天气不错吗？

A：对我来说有点冷。我来自加利福尼亚，我们那里没有冬天。

B：我去过加州一次，很喜欢。我们去过很多不同的地方。我想孩子们最喜欢的还是迪士尼乐园。

A：您有几个孩子？

B：两个，一个男孩和一个女孩。他们都已经长大成人，现在都上大学了。您来这里很久了吗？

A：您是说纽约吗？我上周才来。

B：您是第一次来这个城市吗？

A：不，最近这几年因为工作关系，我来了好多次了。

B：您从事的是什么工作？

A：我是个医生。确切地说是心脏外科医生。我来纽约是参加一个医疗培训的。

B：哇！那可是一个高要求的工作啊。您觉得您所从事的工作中最具挑战性的是哪部分？

实景对话2

A：Let me introduce myself. I'm Han Jinbo.Looks like we both came a long way today.

B：You are coming from China?That is a long way. How long was your flight?

A：About 15 hours.Not too bad.

B：Not too bad?Seems like a lot. I only flew from the East Coast.About 5

and a half hours.

A：Where do you live on the East Coast?

B：Actually I don't live there. I was just in Washington DC for meetings.

A：So now you're at another meeting. I wonder when they will get started?

B：I remember a time when meetings wouldn't last more than ten minutes.

Seems like it takes ten minutes just for everyone to sit down these days.

A：You know the committee chairman, Bob Evans?

B：Sure do！

A：How do you know Bob?

B：He's my old college roommate. We both went to Harvard.

A：Is that right?What do you think about Harvard's business school?

A：我来自我介绍一下。我叫韩金波。看起来我们俩今天好像都是远道而来的。

B：您来自中国？那可是挺远的。要飞多长时间啊？

A：还行吧，大概15个小时。

B：还行？还是挺长的。我是从东海岸飞过来的，大概5个半小时。

A：您住在东海岸什么地方？

B：事实上我不在那里住。我去华盛顿参加一个会议。

A：那您现在又参加上另外一个会议了。我想知道他们什么时候开始？

B：我记得以前的会议最多持续10分钟。现在好像每个人都需要10分钟才能入座。

A：您认识委员会主席鲍勃·埃文斯吗？

B：当然！

A：您是怎么认识鲍勃的？

B：他是我大学的室友。我们两个一起念的哈佛。

A：是吗？那您觉得哈佛的商学院怎么样？