CaseyBrown_2015X[莫娜 查拉比][甄别不可信统计数据的3种方法].pdf

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1、www.XiYuS锡育软件No one will ever pay you what youre worth.从没人会依据你的价值来支付薪水。00:12No one will ever pay you what youre worth.没有人会以你的价值,来付给你薪水。00:14Theyll only ever pay you what they think youre worth.他们只会以他自己的想法,来付给你薪水。00:21And you control their thinking,not like this,although thatwould be cool.但你能控制他们的想法。

2、不像这样,虽然这样很酷。00:27(Laughter)That would be really cool.(笑声)真的很酷。00:34Instead,like this:clearly defining and communicating yourvalue are essential to being paid well for your excellence.反而应该这样做:透过明确的定义和沟通,让他们理解你的价值,为自己卓越的表现,争取更好的待遇,这样才对。00:37Anyone here want to be paid well?有谁想要获得高薪呢？00:48OK,good,then

3、this talk is for everyone.很好,那这个演讲是给大家听的。00:50Its got universal applicability.全世界适用。00:54Its true if youre a business owner,if youre an employee,ifyoure a job seeker.不论你是企業老板或雇员,或是求职者;不论你是男是女。00:56Its true if youre a man or a woman.今天我用女性01:01Now,I approach this today through the lens of the womanbu

4、siness owner,because in my work Ive observed thatwomen underprice more so than men.企業老板的角度来剖析,因为我在工作中发现,女性比男性更容易被低估薪水。01:03defining:adj.最典型的;起决定性作用的/v.规定(define的ing形式);给下定义;表明特征 essential to:对必不可少excellence:n.优秀;美德;长处 applicability:n.适用性;适应性 observed:adj.观察的;观测的/v.观察;遵守;注意到(observe的过去分词形式)The gender

5、 wage gap is a well-traveled narrative in thiscountry.男女薪水差异在美国非常常见。01:11According to the Bureau of Labor Statistics,a womanemployee earns just 83 cents for every dollar a man earns.根据劳动局的统计,比起男性雇员,女性雇员的薪水只有前者的 83%。01:15What may surprise you is that this trend continues even intothe entrepreneurial

6、sphere.让你惊讶的是,就连创業阶段也是这样。01:23A woman business owner earns just 80 cents for every dollara man earns.男老板每赚到 1 美元时,女老板却只能赚到 80分。01:27In my work,Ive often heard women express that theyreuncomfortable communicating their value,especially earlyon in business ownership.在我的职场里,常听到女性会说,她们不太喜欢讨论自己的价值,尤其是在创業

7、初期。01:32They say things like,I dont like to toot my own horn.她们会说:我不爱自誇。01:40Id rather let the work speak for itself.我宁愿用工作来证明自己。01:45I dont like to sing my own praises.我不喜欢吹捧自己。01:48gender:n.性;性别;性交/vt.生(过去式gendered,过去分词gendered,现在分词gendering,第三人称单数genders,形容词genderless)well-traveled:adj.游历甚广的;交通繁忙

8、的 narrative:n.叙述;故事;讲述/adj.叙事的,叙述的;叙事体的According to:根据,按照;取决于;据所说 Bureau:n.局,处;衣柜;办公桌 Statistics:n.统计;统计学;统计统计资料entrepreneurial:adj.企业家的,创业者的;中间商的 toot:n.嘟嘟声;痛饮/vt.吹奏出;使发嘟嘟声/vi.吹喇叭 horn:n.喇叭,号角;角/vt.装角于 speak for:要求得到;代表讲话 praises:n.赞扬;赞美诗(praise的复数);崇拜/v.赞扬;歌颂(praise的三单形式)I hear very different narr

9、atives in working with male businessowners,and I think this difference is costing women 20 centson the dollar.但我从男性企業家那,却听到非常不同的说法。我认为,就因为这些差异,让女性比男性少赚 20%。01:50Id like to tell you the story of a consulting firm that helpstheir clients dramatically improve their profitability.让我来说个顾问公司的故事。这公司显着提升了其客

10、户的获利,01:58That company is my company.这就是我的公司。02:04After my first year in business,I saw the profit increases thatmy clients were realizing in working with me,and I realizedthat I needed to reevaluate my pricing.在我创業 1 年后,我注意到获利成长,客户也了解,跟我合作下才有此成果。02:06I was really underpriced relative to the value I

11、 was delivering.我发现是该重新评估自己的报价。02:16Its hard for me to admit to you,because Im a pricing与我提供的服务相比,我的确太过便宜。有点难跟你承认,因为我是个定价顾问。02:20TED演讲者：Casey Brown|莫娜 查拉比演讲标题：Know your worth,and then ask for it|甄别不可信统计数据的3种方法内容概要：Your boss probably isn.t paying you what you.re worth-instead,they.re paying youwhat t

12、hey think you.re worth.Take the time to learn how to shape their thinking.Pricingconsultant Casey Brown shares helpful stories and learnings that can help you bettercommunicate your value and get paid for your excellence.有时候很难知道哪些统计数字是可信的，但我们也不能完全忽略这些数据正相反，我们要学会看到这些统计数字背后的东西。在这场愉轻松、有趣的演讲中，数据记者（data

13、journalist）莫娜 查拉比分享了几点实用的建议，它将帮助你质疑、解释并且真正理解这些统计数字的含义。Its hard for me to admit to you,because Im a pricingconsultant.你承认,因为我是个定价顾问。02:20(Laughter)Its what I do.(笑声)这就是我的工作;02:24I help companies price for value.我幫企業的价值订定价格。02:28But nonetheless,its what I saw,and so I sat down toevaluate my pricing,ev

14、aluate my value,and I did that byasking key value questions.尽管如此,我注意到了,所以我好好衡量了自己的收费和价值。我对自己提出几个关键价值的问题:02:30narratives:n.叙述,故事;叙述的手法(narrative复数)consulting:adj.咨询的,商议的;顾问的,任专职顾问的/v.咨询,请教;商议(consult的现在分词形式)dramatically:adv.戏剧地；引人注目地/adv.显著地，剧烈地 profitability:n.赢利能力;收益性;利益率 reevaluate:vt.再评估;重新估计/vi.

15、再评估;重新估计 underpriced:v.作价低估;被低估;价格偏低(underprice的过去式,过去分词)admit to:承认;许可进入 nonetheless:adv.尽管如此，但是What are my clients needs and how do I meet them?我的客户需要什么？我要如何达成他们的目的？02:39What is my unique skill set that makes me better qualified toserve my clients?对客户来说,我有什么特殊的专长,让我比别人更胜任？02:43What do I do that no

16、 one else does?我能提供什么别人没有的服务？02:48What problems do I solve for clients?我为客户解决了哪些问题？02:50What value do I add?为其公司增添了多少价值？02:53I answered these questions and defined the value that myclients get from working with me,calculated their return oninvestment,and what I saw was that I needed to double mypric

17、e,double it.我回答了这些问题,也明确地算出客户 与我合作后新增的价值,并算出他们的投资报酬率。结果发现,我该收双倍的价钱。整整双倍。02:55Now,I confess to you,this terrified me.现在,我却要向你们坦承,这件事让我非常恐惧。03:08Im supposed to be the expert in this,but Im not cured.我是这方面的专家,但为此仍是忒忑不安！03:12I knew the value was there.我知道自己有这个价值。03:16I was convinced the value was there,

18、and I was still scared outof my wits.我也被自己说服有这个价值了,但是我还是不敢相信这一切。03:19What if nobody would pay me that?如果没人愿意付我这样的钱呢？03:22What if clients said,Thats ridiculous.Youre ridiculous.又如果客户说:这价格太不思议了。妳简直不可理喻！03:25Was I really worth that?我真的值这么多吗？03:29confess:vt.承认；坦白；忏悔；供认/vi.承认；坦白；忏悔；供认 wits:n.机智,智慧 ridicu

19、lous:adj.可笑的；荒谬的Not my work,mind you,but me.这并非工作的问题,注意,这是我自己的疑问。03:31Was I worth that?我值得这样的价格吗？03:34Im the mother of two beautiful little girls who depend uponme.独自抚养两个美丽的小女孩。03:37Im a single mom.我是个单亲妈妈,03:41What if my business fails?如果我经商失败了？03:42What if I fail?如果我失败了？03:44But I know how to take

20、 my own medicine,the medicine that Iprescribe to my clients.但我知道该服用自己开的药,那些我开给客户的药。03:46I had done the homework.我已做了功课,03:52I knew the value was there.我知道有这价值。03:55www.XiYuS锡育软件So when prospects came,I prepared the proposals with thenew higher pricing and sent them out and communicatedthe value.所以当机

21、会来临,我把已准备好、更贵的 新价提案寄给他们,并跟他们讨论其中的价值。03:56Hows the story end?结果如何呢？04:06Clients continued to hire me and refer me and recommendme,and Im still here.客户不但继续跟我续约,还推荐给其他人,我仍然在業界。04:08And I share this story because doubts and fears are naturaland normal.跟你们分享这故事,因为怀疑和害怕都很自然正常。04:13But they dont define our

22、 value,and they shouldnt limit ourearning potential.但这些都不能定义你的价值,也不能制约了我们的赚钱能力。04:19Id like to share another story,about a woman who learned tocommunicate her value and found her own voice.我还想分享另一个故事,是一位女性学习 与他人沟通她的自我价值,进而发现自我的声音。04:25depend upon:依赖;取决于 prospects:n.前景;预期;潜在顾客;远景展望 proposals:n.建议书(Pr

23、oposal的复数);求婚She runs a successful web development company andemploys several people.她经营一家成功的网站开发公司,也有几名员工。04:33When she first started her firm and for several yearsthereafter,she would say,I havea little web designcompany.她开了自己的公司,然后再过几年,她称自己有间小小的网站设计公司。04:38Shed actually use those words with clien

24、ts.她真的这样对客户介绍:04:45I have a little web design company.我有间小小的网站设计公司。04:49In this and in many other small ways,she was diminishingher company in the eyes of prospects and clients,anddiminishing herself.无论是从这或其他小地方,她让潜在的客户、现有的客户 贬低了她的公司,也藐视了她自己。04:51It was really impacting her ability to earn what she

25、wasworth.这影响到她应得的收入 和她真正的价值。04:59I believe her language and her style communicated that shedidnt believe she had much value to offer.我认为是因为她用的语言和方式,都表示连她自己也不信,自己有这样的价值。05:05In her own words,she was practically giving her servicesaway.她这样说,简直是贱卖了自己公司的服务。05:12And so she began her journey to take respo

26、nsibility forcommunicating value to clients and changing her message.所以她开始一个名为 负责对客户传递价值的计画,以及改变她所传递的讯息。05:16One thing I shared with her is that its so important to findyour own voice,a voice thats authentic and true to you.我与她分享一件 非常重要的事:找出自己的声音,一个对你而言,确切且真实的声音。05:24thereafter:adv.其后；从那时以后 diminish

27、ing:v.减少;递减;衰减;削弱的权势(diminish的现在分词)/adj.逐渐缩小的;衰减的 impacting:力冲击/力撞击/物碰撞(impact的现在分词)practically:adv.实际地；几乎；事实上 authentic:adj.真正的，真实的；可信的Dont try to channel your sister-in-law just because shes agreat salesperson or your neighbor who tells a great joke ifthats not who you are.不用学你的嫂嫂,只因她是很好的销售人员;或是那位

28、很会说笑话的邻居,因为那都不是你。05:33Give up this notion that its tooting your own horn.试着放下自吹自擂的成见,05:40Make it about the other party.从对方的角度着眼。05:44Focus on serving and adding value,and it wont feel likebragging.着重在服务和价值的提升,就不会觉得自誇。05:45What do you love about what you do?你喜欢工作里的哪些事?05:49What excites you about the

29、 work that you do?工作中哪些事让你充满干劲？05:52If you connect with that,communicating your value will comenaturally.若能连结这些,必能自然而然传递你的价值。05:55So she embraced her natural style,found her voice andchanged her message.她选择用自己最自然的方式,找到自己的声音,以及改变传递的讯息。05:58For one thing,she stopped calling herself a little web design

30、company.其一,她不再称自己 是家小小的网路设计公司。06:05She really found a lot of strength and power incommunicating her message.她真的在沟通讯息中 找到许多力量。06:09Shes now charging three times as much for web design,andher business is growing.如今她的网页设计,收费是以前的三倍。06:13sister-in-law:n.夫或妻的姐妹 salesperson:n.售货员 tooting:v.狂饮;吸入可卡因;吹奏出;使发出

31、嘟嘟声(toot的ing形式)bragging:n.吹牛/vi.夸口/v.夸耀(brag的ing形式)embraced:包含/拥抱/接受 For one thing:首先;一则 charging:n.炉料;装料/v.使承担(任务等);装载;命令(charge的现在分词)She told me about a recent meeting with a gruff andsometimes difficult client who had called a meetingquestioning progress on search engine optimization.她的事業正在成长。她提到

32、一个近期的会议,一个蛮横、有时又难搞的客户,在问搜寻引擎优化的进度。06:19She said in the old days,that would have been a reallyintimidating meeting for her,but her mindset was different.若是从前,这必定是让她极为害怕的会议。但她心态已然不同,06:27She said,she prepared the information,sat down with theclient,said this isnt about me,its not personal,its about th

33、eclient.她说自己准备了资料,坐下与客户谈。这并非针对她,也不对她个人,而是与客户相关。06:34She took them through the data,through the numbers,laidout the trends and the progress in her own voice and in herown way,but very directly said,Heres what weve done foryou.她带客户看过所有资料和数据,用她自己的声音和方式 阐述趋势和进度,用非常直接的方式说 这些是我为贵公司做到的。06:42The client sat

34、up and took notice,and said,OK,I got it.客户调整一下姿势,表示注意到,就说:好,我知道了。06:52And she said in describing that meeting,I didnt feel scaredor panicky or small,which is how I used to feel.她是这样形容此会议的:我一点都不觉得害怕或紧张,也不觉得渺小,这些都是我以前的感觉。06:56Instead I feel like,OK,I got this.这次我觉得自己很好且胸有成竹,07:07gruff:adj.粗暴的;粗哑的;脾气坏的

35、/vt.生硬地说/vi.粗鲁地说/n.格拉夫(英国珠宝品牌)optimization:n.最佳化,最优化intimidating:adj.吓人的 mindset:n.心态;倾向;习惯;精神状态 trends:n.动态,统计趋势 describing:v.描述;表示(describe的ing形式)/adj.描述的 panicky:adj.恐慌的;惊慌失措的I know what Im doing.Im confident.我知道自己在做什么,我有信心。07:11Being properly valued is so important.能被正确的评量是非常重要的。07:14You can hea

36、r in this story that the implications range farbeyond just finances into the realm of self-respect and self-confidence.从这故事能得知,影响范围不但超出了金钱,而是进入了自尊和自信的范畴。07:19Today Ive told two stories,one about defining our value andthe other about communicating our value,and these are thetwo elements to realizing

37、our full earning potential.今天我讲了两则故事:一则是奠定自我价值;另一则是传达自我价值。这两个要素,让我们了解自己的价值,07:28Thats the equation.它是个算式。07:40And if youre sitting in the audience today and youre notbeing paid what youre worth,Id like to welcome you intothis equation.如果今天坐在观众席的你,没拿到与你等值的薪水,我欢迎你带入这个算式。07:41Just imagine what life cou

38、ld be like,how much more wecould do,how much more we could give back,how muchmore we could plan for the future,how validated andrespected we would feel if we could earn our full potential,realize our full value.想像一下生活会变得怎样,我们能多做些什么,我们能多回馈些什么,能为未来多做哪些计画,会对自己感到多么踏实和自信。如果我们能够获得 与能力相对应的收入,07:49No one wi

39、ll ever pay you what youre worth.实现自我最大的价值。08:06implications:n.蕴涵式;暗指,暗示;含蓄,含意;卷入(implication的复数)finances:n.资产;财源 self-respect:n.自重,自尊self-confidence:n.自信 give back:归还;反射;恢复 validated:adj.经过验证的/v.确认(validate的过去式及过去分词形式);使生效Theyll only ever pay you what they think youre worth,andyou control their thinking.从没人会依据你的价值来支付薪水。他们只会给你,他们认为的价格。但你可以掌控他们的想法。08:10Thank you.谢谢。08:15(Applause)(掌声)08:17*Warning:本文是由生成导出，请用于个人学习，不要用于商业用途。否则，导致的一切法律后果，均由您个人承担，锡育软件概不负责。*