133: Sales - This American Life
You are using an outdated browser.
您正在使用过时的浏览器。
Please upgrade your browser or activate Google Chrome Frame to improve your experience.
请升级您的浏览器或激活 Google Chrome 浏览器内嵌框架以改善您的体验。
Sign up for a free Life Partners trial, and you can watch the video “A Night of Stories and Improv.”
注册免费试用《Life Partners》，您可以观看视频“故事与即兴表演之夜”。
00:00 00:00 Transcript Share This American Life Life Partners How to Listen Episodes Recommended About Overview Staff Announcements Fellowships Jobs Music Make Radio On The Road FAQ Submissions Merch Contact Us Our Other Shows Merch Follow Us Life Partners Subscribe to our newsletter Full episode Toggle Audio and Transcript Sync Transcript | Episode #133 | June 25, 1999 133: Sales Note: This American Life is produced for the ear and designed to be heard.
00:00 00:00 文字记录 分享此 美国生活 生活伙伴 如何收听 剧集 推荐 关于 概述 员工公告 奖学金 工作 音乐 在路上制作电台 常见问题解答 提交 商品 联系我们 我们的其他节目 商品 关注我们 生活伙伴 订阅我们的时事通讯 整集 切换音频和文字记录同步 文字记录 | 内容第 133 集 | 1999 年 6 月 25 日 133：销售说明：《This American Life》是为耳朵而生，旨在让人们听到。
If you are able, we strongly encourage you to listen to the audio, which includes emotion and emphasis that's not on the page.
如果可以的话，我们强烈建议您收听音频，其中包括页面上没有的情感和重点。
Transcripts are generated using a combination of speech recognition software and human transcribers, and may contain errors.
文字记录是使用语音识别软件和人工转录员结合生成的，可能包含错误。
Please check the corresponding audio before quoting in print.
请在印刷版引用前检查相应的音频。
Prologue Ira Glass Consider for a moment all the art forms that were created on this continent by Americans-- jazz, the blues, musical theater, rock and roll, phonograph recordings themselves, television, motion pictures, video games.
序言 艾拉·格拉斯 思考一下美国人在这片大陆上创造的所有艺术形式——爵士乐、布鲁斯音乐、音乐剧、摇滚乐、留声机唱片本身、电视、电影、视频游戏。
I would argue that all of them are eclipsed by the art form at which we truly excel as a nation, the art form which more Americans practice than any other, the art form which actually dominates all the other art forms and our political life as well.
我认为，所有这些都被我们作为一个国家真正擅长的艺术形式所掩盖，这种艺术形式是比其他任何艺术形式更多的美国人实践的，这种艺术形式实际上主导着所有其他艺术形式以及我们的政治生活。
And that is the art of selling.
这就是销售的艺术。
That's what we do the most reliably.
这就是我们最可靠的做法。
From Wall Street to the pollsters in market research firms and focus group operations all across the fruited plain, from the telemarketers who phone us during dinner to the junk mailing operations that fill our mailboxes in the morning, from James Carville selling candidates on our televisions to the gang kids on Chicago's West Side selling weed in Humboldt Park, from the corny ads on every other radio station to the pledge drives that I participate in myself on this very station.
从华尔街到市场研究公司的民意调查人员和整个果园平原上的焦点小组运作，从晚餐时给我们打电话的电话推销员到早上填满我们邮箱的垃圾邮件业务，从詹姆斯·卡维尔在我们的电视上推销候选人到芝加哥西区洪堡公园里卖大麻的帮派孩子，从每个其他广播电台的陈词滥调广告到我自己在这个电台参加的承诺活动。
From sea to shining sea, sales is our great democratic art form.
从海洋到光辉的海洋，销售是我们伟大的民主艺术形式。
And I would argue, nothing wrong with that.
我认为这并没有错。
And in any case, we don't have any choice about it, so we might as well decide to feel good about the whole thing.
无论如何，我们对此别无选择，所以我们不妨决定对整件事感觉良好。
To help you do that, today on our radio program, inspiring case studies and some horrifying ones too.
为了帮助您做到这一点，今天在我们的广播节目中，我们提供了鼓舞人心的案例研究，也有一些可怕的案例研究。
The whole gamut.
整个色域。
From WBEZ Chicago and Public Radio International, it's This American Life.
来自芝加哥 WBEZ 和国际公共广播电台的《This American Life》。
I'm Ira Glass.
我是艾拉·格拉斯。
Today's program, Sales.
今天的节目，销售。
America's greatest art form.
美国最伟大的艺术形式。
Act One of our show today, How To Talk Your Way Into Half A Million Dollars In Just 45 Minutes.
我们今天的节目第一幕，如何在短短 45 分钟内赚到 50 万美元。
In that act, Sandra Tsing Loh accompanies a Hollywood screenwriter, as he tries to sell a movie idea.
在那一幕中，桑德拉·青罗 (Sandra Tsing Loh) 陪伴着一位好莱坞编剧，他试图推销一个电影创意。
Act Two, Jail Sell.
第二幕，监狱出售。
That's S-E-L-L.
那是S-E-L-L。
A story from Danny Hoch in which a true American salesman gets thrown in the slammer for simply being an entrepreneur and has a few words to say about it, believe me.
丹尼·霍克（Danny Hoch）的一个故事，其中一位真正的美国推销员仅仅因为自己是一名企业家而被扔进监狱，对此他有几句话要说，相信我。
Act Three, Who's The Man?
第三幕，这个人是谁？
We have this story of how becoming a salesman can change your life, make you more confident, make you able to charm anyone.
我们有一个故事，讲述了成为一名推销员如何改变你的生活，让你更加自信，让你能够吸引任何人。
And why you might decide that that's not such a good thing.
以及为什么你可能认为这不是一件好事。
Act Four, The Secret To Being Rich And Happy.
第四幕，致富和快乐的秘诀。
The life of 76-year-old salesman Jimmy Roy in Braddock, Pennsylvania raises the possibility that being a rich salesman and being a happy salesmen might be mutually exclusive.
宾夕法尼亚州布拉多克 76 岁的推销员吉米·罗伊 (Jimmy Roy) 的生活表明，成为一名富有的推销员和成为一名快乐的推销员可能是相互排斥的。
Stay with us.
留在我们身边。
Act One, How To Talk Your Way Into A Half Million Dollars In Just 45 Minutes.
第一幕，如何在 45 分钟内赚到 50 万美元。
Friends, let us consider one of the many crossroads where art and commerce meet and ask the question, is commerce the greater art than art itself?
朋友们，让我们考虑一下艺术与商业相遇的众多十字路口之一，并提出一个问题：商业是比艺术本身更伟大的艺术吗？
In our first story today, writer Sandra Tsing Loh takes us into a setting that, as an occasional screenwriter, she knows well herself-- the Hollywood pitch meeting, where movie and TV deals are made.
在我们今天的第一个故事中，编剧桑德拉·清洛（Sandra Tsing Loh）带我们进入了一个她自己非常熟悉的场景——好莱坞的推介会议，电影和电视交易都是在这里进行的。
And we thought we would start our show here because it is a sales situation where the stakes are enormously high, where things are decided very quickly, and where people who often like to think of themselves as artists-- I mean, writers, and producers, and people like that-- are basically forced to be salesmen.
我们认为我们应该从这里开始我们的节目，因为这是一种销售情况，其中风险非常高，事情很快就会做出决定，而那些经常喜欢将自己视为艺术家的人——我的意思是作家、制片人以及类似的人——基本上被迫成为推销员。
Here's Sandra.
这是桑德拉。
I'm with writer Scott Fifer two days before a big movie pitch meeting.
在一场大型电影推介会议前两天，我和作家斯科特·费弗在一起。
We're in his small office nested deep in an office building on Wilshire, where Scott works on the writing staff of Beverly Hills, 90210, a waning Spelling TV show about increasingly long-in-the-tooth teens.
我们在他位于威尔郡一栋办公楼深处的小办公室里，斯科特在那里为《比佛利山庄 90210》的编剧工作，这是一部日渐式微的拼写电视节目，讲述了越来越长牙的青少年的故事。
It's not where he wants to be forever.
这不是他想要永远呆在的地方。
What Scott really wants to do is write movies, big, funny movies.
斯科特真正想做的是写电影，大而有趣的电影。
And he's had some luck.
他有一些运气。
Four years ago, he sold a pitch to Columbia-- a kind of Lysistrata, but with football widows-- and was paid to write the script.
四年前，他把一块球场卖给了哥伦比亚——一种类似利西斯特拉塔的球场，但有足球寡妇——并获得了撰写剧本的报酬。
Although it's now in turnaround, hiatus, limbo, no more money will be forthcoming, et cetera.
尽管现在正处于扭亏为盈、停顿、不稳定、不会再有更多资金等情况。
Scott knows he's a good pitcher and writer and that he has a really funny, new movie idea, which he's pitched, so far, to seven producers.
斯科特知道自己是一位优秀的投手和编剧，而且他有一个非常有趣的新电影创意，到目前为止，他已经向七位制片人推荐了这个创意。
In fact, every producer I've gone to has responded very positively and very excited.
事实上，我去过的每一位制片人都给予了非常积极和兴奋的回应。
So that gets me excited.
这让我很兴奋。
And I think, "Wow, this is going to sell.
我想，“哇，这会卖的。
I'm going to sell this pitch.
我要卖掉这个球场。
I'm going to be rich."
我会变得富有。”
So what happened with those seven so far?
那么到目前为止，这七人发生了什么？
Friday is pitch number eight.
星期五是第八号球场。
In the movie industry, different salesmen have different styles.
在电影行业，不同的推销员有不同的风格。
Scott approaches the pitch like a performance piece.
斯科特像一个表演作品一样走近球场。
He acts out the whole movie, goes into different character voices, loads on a lot of detail.
他表演了整部电影，加入了不同角色的声音，加载了很多细节。
I am a little worried that I'm giving them too much information.
我有点担心我给他们提供了太多信息。
My pitches tend to be a little long.
我的演讲往往有点长。
They go about 20 minutes.
他们走了大约20分钟。
And I know other people that pitch just the trailer to the movie.
我知道其他人只推销电影的预告片。
I was talking to Andrew Marlowe, who did Air Force One.
我正在和空军一号的导演安德鲁·马洛交谈。
And when he goes into a pitch, he's just like, "Arnold Schwarzenegger coming back from the dead and meeting Satan.
当他进入球场时，他就像是，“阿诺·施瓦辛格死而复生，遇见了撒旦。
And he turns to the camera and says, 'I'll meet you in hell.'" And that's all he has to do when he sells a million dollar pitch.
然后他转向镜头说，‘我会在地狱见到你。’”当他卖出百万美元的广告时，这就是他所要做的一切。
What's the secret to a million dollar pitch?
百万美元推销的秘诀是什么？
Before we head out to the big meeting, for a quick primer on pitching theory, I turn to veteran pitcher Bob Kosberg, reputed king of the one-line pitch, currently a producer at Merv Griffin Productions.
在我们前往参加大型会议之前，为了快速了解投球理论，我请教经验丰富的投手鲍勃·科斯伯格（Bob Kosberg），他被誉为单线投球之王，目前是 Merv Griffin Productions 的制片人。
I don't know that they're great or that they're legendary.
我不知道他们是伟大的还是传奇的。
But I can give you examples of pitches that we've sold that had those one-line, two-line hooks to them or premises that were very high concept that when an executive heard it, they right away got the idea.
但我可以给你举一些例子，我们出售的推销产品有单线、两线挂钩，或者是非常高概念的前提，当高管听到它时，他们立即明白了这个想法。
We sold a project called Man's Best Friend, which was really about a dog that had been genetically enhanced and then went out of control.
我们出售了一个名为“人类最好的朋友”的项目，该项目实际上是关于一只经过基因增强但随后失控的狗。
But the key line that sold it was to then say, "In other words, Mr. Executive, it's basically Jaws on paws."
但卖掉它的关键台词是：“换句话说，行政先生，这基本上是大白鲨的爪子。”
And then the Jaws with paws doesn't make it a better movie, but it makes the executive remember it better?
然后，《大白鲨》的爪子并没有让它成为一部更好的电影，但它让高管更好地记住它？
It makes the executive remember it.
它让执行官记住它。
It's a cute, little, glib sales tool that will allow them to take your pitch and go down the hall, remember as much of the pitch as they can.
这是一个可爱、小巧、能说会道的销售工具，可以让他们接受你的推销并走入大厅，尽可能多地记住推销内容。
But then in the middle of while they're forgetting it, they can say, "But I remember the poster.
但当他们忘记的时候，他们可以说：“但我记得那张海报。
It's sort of Jaws on paws." Then they can get the laugh.
这有点像爪子上的下巴。”然后他们就能笑了。
It's like telling a good joke.
这就像讲一个好笑话。
The joke travels well down the executive corridors.
这个笑话在行政走廊里广为流传。
We sold a story called Busby to Turner.
我们把一个叫巴斯比的故事卖给了特纳。
That was a fun pitch because we actually brought a dog.
这是一个有趣的推销，因为我们实际上带了一只狗。
Everyone knows the Taco Bell chihuahua.
每个人都知道塔可钟吉娃娃狗。
Well, a few years ago, there was a dog that was very hot from another movie.
几年前，另一部电影中出现了一只非常性感的狗。
At this point, I'm trying to remember which dog it even was.
此时此刻，我正在努力回忆那是哪只狗。
I think it was the dog from As Good As It Gets.
我认为这是《尽善尽美》中的狗。
But we took that dog around to the studios to pitch meetings.
但我们带着那只狗到工作室去推销会议。
And the dog would sit at attention with a pencil in his mouth like he was ready to take notes.
狗会端正地坐着，嘴里叼着一支铅笔，就像准备好做笔记一样。
But ultimately, the pitch was the story-- Busby was the story of two guys who wanted to steal the world's smartest dog right off of a studio lot.
但归根结底，推销就是故事——巴斯比是两个人的故事，他们想从工作室里偷走世界上最聪明的狗。
"The dog was working at Paramount," we said, "making a movie called Bite Hard III."
“这只狗在派拉蒙工作，”我们说，“制作一部名为《咬人三世》的电影。”
Well, once we got to the point in the story where we could say, "These kidnappers break on to the studio lot, steal the dog, and bring it back, and wait for the phone to ring," we could stop the pitch and say, "Basically, it's Ruthless People with a dog." And it helped that the dog was in the room.
好吧，一旦我们在故事中说到“这些绑匪闯入工作室，偷走了狗，然后把它带回来，然后等待电话响起”，我们就可以停止播放并说，“基本上，这是带着狗的无情人。”狗在房间里也很有帮助。
So sometimes, I'm not above cheap stunts.
所以有时候，我并不排斥廉价的特技。
As Kosberg goes on to describe other legendary pitches he has sold-- Norma Rae with long legs, The Lust Boat, a Bette Midler fertility clinic mix-up caper called Scrambled Eggs-- I realize that, paradoxically, I'm much more entertained by the pitches than, well, I'd probably be by the actual movies they'd spawned.
当科斯伯格继续描述他出售的其他传奇投球时——长腿的诺玛·雷、欲望船、贝蒂·米勒生育诊所的混合喜剧《炒鸡蛋》——我意识到，矛盾的是，我对这些投球的兴趣远大于，嗯，我可能会对它们产生的实际电影感兴趣。
Think about it.
想一想。
While the phrase " Jaws with paws" is a laugh, the 90-minute hilarious summer movie version of Jaws with paws with a car chase, and a teen romance, and a wacky cameo by the comedian Sinbad sounds a little painful, which makes me wonder.
虽然“大白鲨”这个短语很搞笑，但 90 分钟的搞笑夏季电影版《大白鲨》中的汽车追逐、青少年浪漫以及喜剧演员辛巴达的古怪客串听起来有点痛苦，这让我感到好奇。
Have we come to a point in Hollywood history when the pitches have become better than the movies?
好莱坞历史上是否已经到了一个比电影更好的阶段？
When the pitches themselves are somehow a purer form of movie?
当推介本身在某种程度上是一种更纯粹的电影形式时？
Bob Kosberg says, "Sure.
鲍勃·科斯伯格说：“当然。
And why not?"
为什么不呢？”
Well, that's one of the wonderful things about pitching.
嗯，这就是投球的美妙之处之一。
When you're pitching the story in the first meetings, everybody visualizes the movie they want to see.
当你在第一次会议上推销故事时，每个人都会想象他们想看的电影。
It can only be the best possible version at that moment.
它只能是当时最好的版本。
It can only get worse from that point on because then you have to write the darn thing and directors come in with their version.
从那时起，情况只会变得更糟，因为那时你必须写出该死的东西，然后导演就会带着他们的版本进来。
And now, of course, to give credit to all the talented people of Hollywood, sometimes they take a pitch, and the writer, the director, the stars, the studio make it better.
当然，现在，为了表彰好莱坞所有才华横溢的人，有时他们会进行宣传，然后编剧、导演、明星和制片厂都会把它做得更好。
But you're right.
但你是对的。
A lot of times, when you're just pitching, what's great about that stage of the development process is it's all about potential.
很多时候，当你刚刚进行推介时，开发过程的这个阶段的好处就在于它的潜力。
Scott Fifer-- and remember that his brilliant Lysistrata football-widows pitch is now lost in turnaround limbo-- couldn't agree more.
斯科特·费弗（Scott Fifer）——请记住，他辉煌的利西斯特拉塔（Lysistrata）足球寡妇球场现在已经迷失在扭转局面的困境中——完全同意。
That may very well be true.
这很可能是真的。
It's sad, but true that the pitch is as good as it's going to get.
这很令人难过，但确实，球场已经达到了预期的水平。
And it's just downhill from there.
从那里开始就是下坡路了。
You keep getting notes on how to change it, and why it should be different, and all these other people start adding their opinions.
您不断收到有关如何更改它以及为什么应该有所不同的注释，所有其他人都开始添加他们的意见。
And it's frustrating that I still can think of that pitch and think, "My god, that's such a great idea.
令人沮丧的是，我仍然可以想起那个推销并想，“天哪，这真是个好主意。
That's such a movie.
就是这样一部电影。
I can see it.
我能看到它。
It stars Julia Roberts.
该片由朱莉娅·罗伯茨主演。
I love it." And it may never happen.
我喜欢它。”这可能永远不会发生。
And that's so frustrating.
这太令人沮丧了。
To avoid frustration, Scott knows that the producers he's pitching to Friday are looking specifically for a Liar Liar type comedy, which is the very type of movie he's pitching.
为了避免沮丧，斯科特知道他周五推销的制片人正在专门寻找一部骗子骗子类型的喜剧，这正是他推销的电影类型。
Although, depending on his audience, he can also pitch it as a Dumb And Dumber comedy or a Nutty Professor comedy.
不过，根据观众的不同，他也可以将其定位为《阿呆与阿瓜》喜剧或《疯狂教授》喜剧。
How will he know his pitch is succeeding?
他如何知道他的推销成功了？
When the executives laugh.
当高管们笑起来的时候。
Who is he pitching to?
他在向谁推销？
Two successful and in-demand producers, whose most recent movie is being released by Dreamworks, Dan Jinks and Bruce Cohen.
丹·金克斯和布鲁斯·科恩是两位成功且受欢迎的制片人，他们的最新电影由梦工厂发行。
I am sure that I met these people once.
我确信我曾经见过这些人一次。
But sometimes, they might not remember me because they meet more writers than I meet producers.
但有时，他们可能不记得我，因为他们遇到的作家比我遇到的制片人还要多。
It helps if you know the people because it is much less comfortable when you're pitching to a complete stranger.
如果你认识这些人，这会很有帮助，因为当你向一个完全陌生的人推销时，会感觉不太舒服。
So it would be nice if they actually have some recognition when they look in my eyes.
因此，如果他们在看着我的眼睛时能够真正得到一些认可，那就太好了。
Nice to meet you, Scott.
很高兴认识你，斯科特。
Dan Jinks.
丹·金克斯.
How are you?
你好吗？
I'm Sandra.
我是桑德拉。
It's nice-- Dan Jinks Sandra, how are you?
很好——丹·金克斯·桑德拉，你好吗？
We've met before.
我们以前见过面。
Yes, we have.
是的，我们有。
We have.
我们有。
Dan Jinks I don't think I've never met before.
丹·金克斯 我想我以前从未见过。
But I read you.
但我读懂了你。
You wrote Starstruck?
《追星记》是你写的？
Yes.
是的。
Though actually, we have met.
虽然实际上我们已经见过面了。
But that's OK.
但没关系。
I couldn't remember.
我不记得了。
Scott Fifer There's a lot of mes, and not a lot of yous.
斯科特·费弗（Scott Fifer）：我的人很多，你的人不多。
I came to your house up in the Hollywood Hills.
我来到你在好莱坞山的家。
That's right.
这是正确的。
Sandra Tsing Loh Now let me cue you in to what's physically happening.
Sandra Tsing Loh 现在让我提示您了解实际发生的情况。
Dan Jinks and Bruce Cohen, the producers, are settling themselves into chairs on the right side of the room, which is fairly bare.
制片人丹·金克斯和布鲁斯·科恩正坐在房间右侧的椅子上，房间相当空旷。
These are relatively new offices, ones they've just moved into.
这些是相对较新的办公室，他们刚刚搬进。
Scott, looking subtly natty, and yet casual, in black, button-down DKNY shirt and black jeans, is settling himself into a chair on the left.
斯科特穿着黑色系扣 DKNY 衬衫和黑色牛仔裤，看上去有点整洁，但又很休闲，他坐在左边的椅子上。
What's extraordinary, given the clear division between seller and buyer-- I mean Scott is here to pitch an idea which Dan and Bruce will either buy or reject.
考虑到卖家和买家之间的明确区别，有什么特别之处——我的意思是斯科特在这里提出一个想法，丹和布鲁斯要么会购买，要么会拒绝。
It'll be over as soon as he leaves the room, possibly even before he leaves the room.
只要他离开房间，甚至可能在他离开房间之前，事情就会结束。
Anyway, what's extraordinary, given that there are literally hundreds of thousands of dollars at stake, is the intense sense of casualness, openness, even democracy, in the room.
不管怎样，考虑到实际上涉及数十万美元，最特别的是房间里强烈的随意、开放甚至民主的感觉。
Everyone's 30-ish or so.
大家都30岁左右了。
No one's in a suit.
没有人穿西装。
It's as if the stakes are so frighteningly high that the only way anyone could get through this is if everyone does their best to pretend nothing's at stake.
就好像赌注如此之高，以至于任何人都能度过难关的唯一方法就是每个人都尽最大努力假装没有任何危险。
And so the producers are bantering with us.
所以制片人正在和我们开玩笑。
And, more importantly, they are practicing that peculiar playing-field-leveling gambit you might think of as "The ritual of the water."
而且，更重要的是，他们正在练习那种奇特的比赛场地平衡策略，你可能会认为这是“水的仪式”。
I would like some, please.
请给我一些。
Sandra Tsing Loh Yeah.
罗珊卓 是的。
Can I tell you the exciting thing is that we were renting furniture here.
我可以告诉你，令人兴奋的是我们在这里租用家具。
And now we've bought furniture, but we don't have a couch yet, so this is why-- oh, who didn't get a water?
现在我们买了家具，但还没有沙发，所以这就是为什么——哦，谁没有得到水？
You didn't get a water.
你没有得到水。
Anyway, so--
无论如何，所以——
In a nutshell, here's what the plastic bottled water, traveling hand to hand, from producer-- buyer-- to writer-- seller-- tends to mean.
简而言之，这就是塑料瓶装水从生产者——买家——到作家——卖家——手把手地传递的意义。
And the water always travels buyer to seller.
水总是从买家流向卖家。
Do writers ever bring producers bottles of water when they pitch?
编剧在推销时会给制片人带来瓶装水吗？
No.
不。
Anyway, in my personal experience, the water is a courtesy gesture that always implies a lack of something.
无论如何，根据我个人的经验，水是一种礼貌的姿态，总是暗示着缺少什么。
At the beginning of a meeting, "We don't know you.
在会议开始时，“我们不认识你。
Have a water." In the middle of a meeting, "Leslie Ann here, may be nothing more than a poorly-paid intern, but even she deserves a water." At the end of a meeting for an unsuccessful pitch, "In lieu of actual money, here, take an extra water." At this moment, rolling around on the floor of my car, are literally about a dozen half-filled plastic bottles of water.
喝点水吧。”会议进行到一半时，“这里的莱斯利·安，可能只是一个工资微薄的实习生，但即使她也值得喝一杯水。”在一次不成功的推销会议结束时，“代替实际的钱，这里，多带点水。”此刻，我车的地板上滚动着大约十几个半满的塑料瓶水。
What the water is, also, is a banter helper.
水也是一个玩笑的帮手。
The pre-pitch banter, of course, being another key democratizing ritual.
当然，赛前的玩笑是另一个关键的民主化仪式。
"How was your drive over?
“你开车过来怎么样？
Did you find our office OK?" "Yes, I did.
你觉得我们的办公室还好吗？” “是的，我做到了。
But that left turn onto Santa Monica, I hate that turn."
但是那个左转进入圣莫尼卡，我讨厌那个转弯。”
The four basic modes of executive banter are, one, how was your drive over?
高管开玩笑的四种基本模式是：第一，你开车过得怎么样？
Two, we know some of the same people.
第二，我们认识一些同一个人。
Three, I was just reviewing your work, which I followed for many years, and thinking how much I especially loved your piece on-- you'd be surprised how rarely that happens.
第三，我只是回顾了我多年来关注的你的作品，并思考我是多么喜欢你的作品——你会惊讶于这种情况很少发生。
And finally, of course, there's the dreaded four.
最后，当然，还有可怕的四人。
"Sorry you had to wait for 40 minutes.
“抱歉，让您等了 40 分钟。
It's just that my son's 10th birthday party is happening on Saturday, and the whole household is in an uproar."
只是周六我儿子十岁生日聚会，全家人都沸腾了。”
In general, the actual content of the banter is less important than how long it lasts, which is always a delicate matter.
一般来说，玩笑的实际内容并不重要，重要的是它持续多久，这始终是一个微妙的问题。
As the pitcher, you don't necessarily want to be the first to cut the banter off, abruptly transitioning a warm, us-focused human room into a crude, me-focused "Have I got something to sell you" room.
作为投手，你不一定想成为第一个打断玩笑的人，突然将一个温暖的、以美国为中心的人类房间转变为一个粗俗的、以我为中心的“我有什么东西可以卖给你吗”的房间。
Also, if an executive encourages a long period of banter, it can be a good thing because it means "I'm loving this conversation.
此外，如果一位高管鼓励长时间的玩笑，这可能是一件好事，因为这意味着“我喜欢这次谈话。
I'm loving you.
我爱你。
Eddie Murphy enjoys working with down-to-earth people.
艾迪·墨菲喜欢与脚踏实地的人一起工作。
Let's make a deal."
我们来做个交易吧。”
On the other hand, it can go on too long.
另一方面，它可能会持续太久。
I once went to a pitch meeting at a major television network, where the executive told hilarious stories about herself for 45 minutes out of a 1 hour meeting, with apparently huge enjoyment, eliciting regular, rhythmic howls of laughter from her sub-executives.
我曾经参加过一家大型电视网络的推介会议，在 1 小时的会议中，高管用 45 分钟的时间讲述了自己的搞笑故事，显然非常享受，引得她的副高管经常有节奏地大笑。
She had literally talked so long, I'd forgotten why I was there or what I was supposed to be pitching.
她确实讲了很长一段时间，我都忘记了我为什么在那里或者我应该推销什么。
All I was aware of was of my body tossing forward and back with the others, slaves rowing together in a kind of merciless comedy galley of hilarity.
我所意识到的只是我的身体与其他人一起前后摇晃，奴隶们在一种无情的喜剧欢闹中一起划船。
Perhaps you've noticed the hilarious TV sitcom Suddenly Sandra wasn't on last fall's schedule.
也许您已经注意到搞笑的电视情景喜剧《突然桑德拉》没有出现在去年秋天的节目表中。
Scott's transition from banter into the very act of selling is perfectly smooth.
斯科特从玩笑到推销的转变非常顺利。
He unobtrusively takes out a stack of his three-by-five cards and says,
他不动声色地拿出一叠三乘五的卡片，说道：
So I have this pitch for you.
所以我有这个建议给你。
Dan Jinks Yes.
丹·金克斯 是的。
Wonderful.
精彩的。
Scott Fifer And I don't know if you know too much about it.
Scott Fifer 我不知道你是否对此了解太多。
I don't think I have any idea what it is.
我想我不知道它是什么。
So I'm excited.
所以我很兴奋。
All right.
好的。
Well, I'll tell you it's a comedy.
好吧，我告诉你这是一部喜剧。
And that it's in the vein of Liar Liar.
这是骗子骗子的风格。
I used that as my role model because I figured, that's a great way to go.
我用它作为我的榜样，因为我认为这是一个很好的方法。
I like it a lot actually.
其实我很喜欢它。
Scott Fifer Exactly.
斯科特·费弗 没错。
So if you're ready.
所以如果你准备好了。
We're ready.
我们准备好了。
Scott Fifer Our hero is TC-- Jim Carrey, Eddie Murphy, Adam Sandler-- he runs a Mrs. Goody's.
斯科特·费弗 我们的英雄是 TC——金·凯瑞、艾迪·墨菲、亚当·桑德勒——他经营着一家古迪夫人店。
Think of Mrs. Field's store.
想想菲尔德夫人的商店。
And he hates it.
他讨厌它。
He hates rolling the dough, hates baking the cookies.
他讨厌擀面团，讨厌烤饼干。
He hates being nice to his picky customers we see.
他讨厌对我们看到的挑剔的顾客友善。
And he hates the sappy logo, which is a saccharine photo of Mrs. Goody herself, TC's mother.
他还讨厌这个多愁善感的标志，那是 TC 的母亲古迪夫人本人的一张甜蜜的照片。
The premise Scott is moving toward, what's calculated to strike the listener at about minute six or seven of the pitch, is what if all the sayings your mother ever said to you came true?
斯科特正在走向的前提是，在音调的第六或七分钟左右给听众留下深刻印象的是，如果你母亲对你说过的所有话都成真了怎么办？
An apple a day keeps the doctor away.
一天一苹果，医生远离我。
Frown in your face will stay that way.
你脸上的皱眉会一直这样。
Swallow a watermelon seed, and a watermelon will grow in your stomach, et cetera.
吞下一颗西瓜籽，肚子里就会长出一个西瓜，等等。
It's commercial.
这是商业性的。
It's funny.
很有趣。
It's well worked out.
做得很好。
And yet, as Scott pitches on, exuding confidence, calmly flipping his index cards, I remember a thing he'd said to me on Wednesday.
然而，当斯科特继续发言，流露出自信，平静地翻动索引卡时，我想起了他周三对我说的一件事。
When they're not laughing, if there's a long gap, it probably makes me talk faster.
当他们不笑的时候，如果间隔很长，可能会让我说得更快。
Because then I think, "All right, I'm losing them.
因为那时我想，“好吧，我正在失去他们。
I've got to speed up here and get to the next funny point." So if I even speed up and talk faster than I was before, which is almost impossible, then you know I think I'm in trouble.
我必须在这里加速并到达下一个有趣的点。”因此，如果我甚至比以前更快地说话（这几乎是不可能的），那么你就知道我认为我有麻烦了。
And I'm just trying to get to something even funnier.
我只是想做一些更有趣的事情。
And I'm flipping through the cards like, "When's the next funny thing?"
我翻阅卡片时会问，“下一件有趣的事情是什么时候？”
And now, midway through the pitch, I realize Scott is literally talking faster than I've ever heard him-- or really, any other living human being-- talk before.
现在，在球场进行到一半的时候，我意识到斯科特的语速确实比我以前听过的他——或者说任何其他活着的人——说话的速度还要快。
TC's completely stuffed, but he has to eat it all because of the starving kids in Africa.
TC 已经吃饱了，但由于非洲的孩子们正在挨饿，他不得不把它全部吃掉。
So now he's comically gobbling down food.
所以现在他滑稽地狼吞虎咽地吃着食物。
He doesn't want it.
他不想要它。
It's not the romantic evening he planned at all.
这根本不是他计划的浪漫之夜。
Now the CEO is always--
现在首席执行官总是——
Throughout all this, Bruce occasionally laughs.
在整个过程中，布鲁斯偶尔会笑。
But Dan makes no sound at all.
但丹却没有发出任何声音。
He just sits there, smiling.
他只是坐在那里，微笑着。
Is it a warm smile?
是温暖的笑容吗？
A civil smile?
文明的微笑？
I can't tell.
我不知道。
Around minute 13 though, when Scott gets to the big masturbation joke, he clearly starts to win them over.
不过，在第 13 分钟左右，当斯科特开始讲自慰的大笑话时，他显然开始赢得他们的支持。
And, to my surprise and relief, the ending of the pitch is warm.
而且，令我惊讶和欣慰的是，球场的结局是温暖的。
But he gives him a long, passionate kiss to hold him over.
但他给了他一个漫长而热情的吻，将他抱住。
And he thanks her and asks her if she has any carrots because he's going to need them in the morning.
他感谢她并问她是否有胡萝卜，因为他早上需要它们。
The end.
结束。
Can I have some water?
我可以喝点水吗？
Dan Jinks I will tell you my thoughts.
丹·金克斯 我会告诉你我的想法。
Are you open to hearing thoughts and suggestions about it?
您愿意听取有关它的想法和建议吗？
Of course.
当然。
Dan Jinks I really like it a lot.
丹·金克斯 我真的非常喜欢它。
I had a couple of thoughts.
我有几个想法。
Right now, the way you describe this guy is he seems like he's almost too much of a schmuck.
现在，你描述这个人的方式是他看起来简直就是个笨蛋。
It's hard for us, as an audience, to care about what happens to him.
作为观众，我们很难关心他发生了什么。
And I think that to make this movie work better, I think that we need to have an investment in his story and in him.
我认为为了让这部电影更好地运作，我认为我们需要对他的故事和他本人进行投资。
Dan and Bruce critique the pitch for 10 minutes, an unusually long time.
丹和布鲁斯对球场进行了 10 分钟的批评，这是一个异常长的时间。
And it's hard to know how to read this.
而且很难知道如何阅读这个。
Does this mean they're interested?
这是否意味着他们有兴趣？
Or that they hate it?
或者他们讨厌它？
And then, at the end, their final question is, "Have our notes made sense to you?" They don't promise they'll call or consult with others in their production company.
最后，他们的最后一个问题是：“我们的笔记对您有意义吗？”他们不承诺会打电话或咨询制作公司的其他人。
This does not seem to bode well.
这似乎不是一个好兆头。
Well, thanks for listening.
嗯，谢谢您的聆听。
Bruce Cohen Thank you for--
布鲁斯·科恩谢谢你——
Thanks for coming in and telling it to us.
感谢您过来告诉我们。
Now the only thing that remains is the long walk to the elevator.
现在唯一剩下的就是到电梯的漫长步行。
Before we leave the building, I make Scott duck into the only private place I can think of, the ladies lounge, for a quick post-mortem.
在我们离开大楼之前，我让斯科特躲进我能想到的唯一私人地方，即女士休息室，进行快速尸检。
So how do you feel the pitch went from your side?
那么你觉得球场从你这边来怎么样？
Obviously, it went great.
显然，一切进展顺利。
But what was the experience like for you?
但对你来说，这种经历是怎样的呢？
I felt it went well.
我感觉进展顺利。
I could tell that they were into it.
我看得出来他们很感兴趣。
They were paying attention.
他们正在注意。
I didn't feel like it was the greatest pitch, but I could tell it was going well.
我觉得这不是最精彩的比赛，但我可以看出一切进展顺利。
Into the ladies lounge suddenly appears a lady.
女士休息室里突然出现一位女士。
I'm sorry.
对不起。
We're just finishing an interview.
我们刚刚结束采访。
Go through.
经过。
Sorry.
对不起。
So any other thoughts about how it went?
那么关于事情进展还有其他想法吗？
No, they gave a lot of notes, which usually-- I'm surprised they gave so many notes.
不，他们给出了很多笔记，通常——我很惊讶他们给出了这么多笔记。
That was more than I expected and, sometimes, more than you want.
这超出了我的预期，有时也超出了你的预期。
Because you're just like, "All right.
因为你就像，“好吧。
You know what?
你知道吗？
I just did it.
我刚刚做到了。
I'm done here.
我这里已经完成了。
You decide.
你决定。
Let me go home.
让我回家吧。
I don't need to hear your philosophies on filmmaking."
我不需要听你的电影制作哲学。”
But their notes were good.
但他们的笔记很好。
I think they're just tweaking notes.
我认为他们只是在调整笔记。
And they were just little things.
而它们只是一些小事。
They weren't about major-- I think it maybe a matter of them, how they perceive some things.
他们与专业无关——我认为这可能是他们的问题，他们如何看待某些事情。
Or maybe I spoke too fast.
或者也许我说得太快了。
And just hitting different points and emphasizing.
只是击中不同的点并强调。
So their notes were fine.
所以他们的笔记很好。
And I agreed with them.
我同意他们的观点。
Scott heads to the elevator, and I walk back into the producers' offices for a quick Siskel & Ebert on Scott's performance.
斯科特走向电梯，我走回制片人办公室，快速了解了西斯克尔和埃伯特对斯科特表演的看法。
So what's your feedback on that pitch?
那么您对这次推介有何反馈？
How was that in the pitch?
球场上的情况如何？
Do you think you're going to buy it or go with it or something?
你认为你会买它还是跟着它或者什么？
Yeah, what we'll do now is talk to-- obviously, we'll talk to each other.
是的，我们现在要做的是——显然，我们会互相交谈。
But because we talked a lot, I think we're pretty much in agreement.
但因为我们谈了很多，所以我认为我们的意见基本一致。
We'll call Adam Shulman and Brant Rose, who are Scott's agents, and have a conversation with them about taking this into studios.
我们会打电话给斯科特的经纪人亚当·舒尔曼和布兰特·罗斯，并与他们讨论将其带入工作室的事宜。
And so good news for Scott Fifer.
这对斯科特·费弗来说是个好消息。
He sold the pitch.
他卖掉了球场。
A half a million dollars could be his.
五十万美元可能是他的。
But first, Dan, Bruce, and Scott have to go out and pitch the project to a studio.
但首先，丹、布鲁斯和斯科特必须出去向工作室推销该项目。
The studio will go out and pitch the project to directors and stars.
工作室将出去向导演和明星推销该项目。
If they make the movie and are successful in pitching it to theater owners, in order to get the widest possible distribution, then the actors will take it out into the public.
如果他们制作了这部电影并成功地向影院业主推销，以获得尽可能广泛的发行，那么演员们就会将其公之于众。
It'll be Jim Carrey, Eddie Murphy, or Adam Sandler sitting on that chair next to Jay Leno, bottle of water in hand.
金·凯瑞、艾迪·墨菲或亚当·桑德勒坐在杰·雷诺旁边的椅子上，手里拿着一瓶水。
And after some preliminary banter, when asked what the movie's about, if they're lucky, they'll be able to say, "Well, it's kind of a Jaws with paws." And the studio audience will erupt.
经过一些初步的玩笑后，当被问及这部电影的内容时，如果幸运的话，他们会说，“嗯，这有点像长着爪子的大白鲨。”演播室的观众也会爆发。
Sandra Tsing Loh's off-Broadway show Aliens in America opens in Los Angeles this August at the Tiffany Theater for a limited run.
桑德拉·青罗 (Sandra Tsing Loh) 的非百老汇演出《外星人在美国》将于今年八月在洛杉矶蒂芙尼剧院限量上演。
She's writing an original screenplay for Dreamworks.
她正在为梦工厂写原创剧本。
Act Two, Jail Sell.
第二幕，监狱出售。
You could argue, and in fact I am arguing it for the purpose of today's program, that selling is what this country is all about.
你可能会说，事实上我是为了今天节目的目的而争论的，销售就是这个国家的全部。
So imagine the outrage when people are thrown in jail for doing nothing more than being salesmen, for being so profoundly American.
因此，想象一下，当人们因为只做推销员而被关进监狱时，因为他们具有如此深厚的美国血统，他们会感到多么愤怒。
This comes up in Danny Hoch's show, Jails, Hospitals and Hip-Hop.
这在丹尼·霍赫的节目《监狱、医院和嘻哈》中出现过。
The guy who tells this particular story is a guy who has been locked up for selling.
讲述这个特殊故事的人是一个因出售而被关起来的人。
A warning to sensitive listeners.
对敏感听众的警告。
There are no nasty words in this story.
这个故事里没有任何脏话。
But I have to say, there are a lot of beeps.
但我不得不说，有很多嘟嘟声。
Yo, trust me, man.
哟，相信我，伙计。
Just plead guilty, guilty, guilty.
只得认罪、认罪、认罪。
Me, I got totally different problems, man.
我，我遇到了完全不同的问题，伙计。
I try to do the right thing.
我努力做正确的事。
They lock me up.
他们把我锁起来。
You know, Giuliani's like, "People on welfare are lazy." I'm trying not to be on that [BLEEP], right?
你知道，朱利安尼说，“靠福利的人很懒。”我试着不去那个[BLEEP]，对吧？
I'm working.
我在工作。
I'm in Fordham Road.
我在福特汉姆路。
I'm selling Bart Simpson t-shirts and-- what you call it-- OJ Simpson t-shirts, right?
我卖的是巴特·辛普森 (Bart Simpson) 的 T 恤和——你们所说的——OJ 辛普森 (OJ Simpson) 的 T 恤，对吗？
This cop come out and arrest me because I don't got a license.
这个警察出来逮捕我，因为我没有驾照。
All right?
好的？
I'm not selling drugs.
我不卖毒品。
I'm selling drugs.
我是卖毒品的
I'm selling Bart Simpson, OJ Simpson t-shirts.
我正在销售 Bart Simpson、OJ Simpson T 恤。
That's work, man.
这就是工作，伙计。
You think that [BLEEP] is easy?
你认为[BLEEP]很容易吗？
That [BLEEP] is hard.
那个[BLEEP]很难。
I don't even want to go into it.
我什至不想深入其中。
No, but they said, it's illegal.
不，但他们说这是非法的。
That's not legal.
那是不合法的。
Come on.
快点。
I try to do right in my life, man.
我努力在生活中做正确的事，伙计。
I want to be an entrepreneur or whatever you call it.
我想成为一名企业家或者无论你怎么称呼它。
No, you know if I was that little girl that they show in that commercial selling lemonade in front of her house, you think the cop gonna arrest her?
不，你知道如果我是他们在她家门前卖柠檬水的广告中展示的那个小女孩，你认为警察会逮捕她吗？
Nah-uh.
不，呃。
Nah-uh.
不，呃。
But you see, what it is, if you think about it, the little girl, she's an entrepreneur just like me, man.
但你看，这是什么，如果你想一想，这个小女孩，她就像我一样是一位企业家，伙计。
She's a businesswoman.
她是一名女商人。
She got-- what you call it-- overhead, right?
她得到了——你所说的——开销，对吗？
She got to get her sugar, her lemons, her cups.
她得去拿她的糖、她的柠檬、她的杯子。
Then she make her little stand.
然后她做出了自己的小立场。
And she stand outside all day, right?
她整天站在外面，对吗？
Me, I got my shirts.
我，我拿到了我的衬衫。
I got my stand.
我有我的立场。
I stand outside all day, right?
我整天站在外面，对吗？
But you know the cop gonna see her in front of her little white picket fence or whatever, he gonna be like, "Oh," all jolly and [BLEEP], right?
但你知道警察会看到她站在她的小白色尖桩篱笆前或其他什么地方，他会说，“哦，”很高兴，然后[哔]，对吧？
"Let me get a lemonade, sweetheart.
“亲爱的，给我一杯柠檬水。
Mmm.
嗯。
Tasty." Whatever, whatever, right?
好吃。”无论如何，无论如何，对吧？
Then he leave.
然后他就离开了。
Then he go beat up some people, right?
然后他就去打人吧？
Then he go home.
然后他回家了。
Then he [BLEEP] his wife.
然后他[哔]了他的妻子。
Then he think, "Oh, it's not really such a bad day today.
然后他想：“哦，今天并不是那么糟糕的一天。
God bless America." Right?
上帝保佑美国。”正确的？
But then he see me on Fordham Road.
但后来他在福特汉姆路看到了我。
Aha, different story.
啊哈，不同的故事。
He step to me like this, "Hey you, where's your [BLEEP] license?" He gonna say, "Where's your [BLEEP] license?" to the little girl?
他这样向我走来，“嘿，你，你的 [BLEEP] 许可证在哪里？”他会说，“你的[BLEEP]许可证在哪里？”给小女孩？
Nah-uh.
不，呃。
Nah-uh.
不，呃。
But you see, what is it?
但你看，那是什么？
If you think about it, in the car, you don't give a [BLEEP] I don't got a license.
如果你想一想，在车里，你不会发出[BLEEP]声，我没有驾照。
He doesn't like the way I look, right?
他不喜欢我的样子，对吗？
I live in 163rd Street.
我住在163街。
I got a certain look, whatever.
不管怎样，我有一种特定的表情。
People in Park Avenue, they got a certain look, whatever, right?
公园大道上的人们，他们都有某种特定的表情，无论如何，对吧？
But you know the cop gonna see somebody from Park Avenue or Tribeca, right?
但你知道警察会见来自公园大道或翠贝卡的人，对吗？
Hauling two kilos of cocaine to their girlfriend's house in their designer [BLEEP] rollerblades or whatever, right?
穿着设计师设计的 [BLEEP] 溜冰鞋或其他什么东西拖着两公斤可卡因到女朋友家，对吧？
He's not gonna get disturbed about their look, right?
他不会因为他们的外表而感到不安，对吗？
Probably say, you know, "How you doing?
你可能会说，“你好吗？
Have a donut.
吃一个甜甜圈。
Okey-dokey, buddy." Or whatever the [BLEEP] he say, right?
好吧，伙计。”或者无论他说什么[BLEEP]，对吧？
But then you see somebody that looks-- I don't even know what you call it-- unprofessional, whatever, he automatically think criminal, right?
但当你看到一个人看起来——我什至不知道你怎么称呼它——不专业，不管怎样，他会自然而然地认为他是犯罪分子，对吗？
So he gets out the car with all his cops [BLEEP] like this, right?
所以他就这样和他所有的警察一起下车了，对吧？
Well, see, he has sunglasses in the car.
嗯，看，他在车里有太阳镜。
So when he look at me first from the car, I look darker.
所以当他在车上第一眼看我时，我看起来更黑了。
When he get out, he get confused.
当他出来时，他感到困惑。
Nah, 'cause you put me next to the car, I'm more white than the cop.
不，因为你把我放在车旁边，我比警察更白。
So he gets confused.
所以他很困惑。
He says, "Whoa, hold up.
他说：“哇，等一下。
What are you?" I said, "That's not your business.
你是什么？”我说：“这不关你的事。
You want to buy a shirt, right?" Next thing I know, he knock over all my [BLEEP].
你想买一件衬衫，对吗？”接下来我知道的是，他打翻了我所有的[BLEEP]。
The shirts in the street.
街上的衬衫。
Everything's dirty, right?
一切都很脏，对吧？
I have dirty [BLEEP] products.
我有脏的 [BLEEP] 产品。
Everybody pointing at me and laughing and [BLEEP].
每个人都指着我大笑并[BLEEP]。
Next thing I know, he throw me in the ground.
接下来我知道，他把我扔到地上。
He got his nightstick in my back with the spit and the gum from the sidewalk is in my face and [BLEEP].
他用警棍用口水刺进我的背，人行道上的口香糖溅到了我的脸上，然后[哔]。
He said, "What are you?
他说：“你是什么？
What are you?
你是什么？
Are you Puerto Rican?
你是波多黎各人吗？
Are you [BLEEP] Puerto Rican?"
你是[BLEEP]波多黎各人吗？”
I said, "No, I'm not Puerto Rican.
我说：“不，我不是波多黎各人。
Yo, I'm selling Bart Simpson, OJ Simpson t-shirts.
哟，我在卖 Bart Simpson、OJ Simpson T 恤。
What's the problem, officer, right?" Well, see, he want to know what am I.
警官，有什么问题吗？”好吧，看，他想知道我是什么。
My color is white like Bill Clinton, right?
我的肤色是白色，就像比尔·克林顿一样，对吧？
But that's not good enough for him, you know.
但你知道，这对他来说还不够好。
And the way that I'm speaking.
还有我说话的方式。
I don't even know.
我什至不知道。
He got a complex.
他有一个情结。
He needs to see a therapist because he's confused.
他需要去看治疗师，因为他很困惑。
Then he look in the t-shirts, he gets more confused.
然后他看了看T恤，他变得更加困惑了。
Because he don't know who's Bart Simpson.
因为他不知道巴特·辛普森是谁。
Nah, he knows Bart Simpson is Bart Simpson.
不，他知道巴特·辛普森就是巴特·辛普森。
But he don't know Bart Simpson is Dominican, Jewish, Greek, Puerto Rican.
但他不知道巴特·辛普森是多米尼加人、犹太人、希腊人、波多黎各人。
What is he, right?
他是什么人，对吧？
But he knows that Bart Simpson, OJ Simpson make more money than him, right?
但他知道巴特·辛普森、OJ·辛普森比他赚更多钱，对吗？
And then he looks at me, and he sees somebody that's an entrepreneur, that's trying to better his situation in life, right?
然后他看着我，他看到了一个企业家，正在努力改善他的生活状况，对吗？
That I have the opportunity to increase my status in the world or whatever you want to call it, right?
我有机会提高我在世界上的地位或者无论你怎么称呼它，对吗？
And then he looks at himself.
然后他看着自己。
And he sees that he's just a servant, and that's it.
他看到自己只是一个仆人，仅此而已。
And that's all you gonna be.
这就是你的全部。
Even if he become captain, police chief, lieutenant, whatever, he just a servant.
就算他当了队长、警察局长、中尉什么的，他也只是一个仆人。
So he feel threatened.
所以他感到受到了威胁。
So because he feel threatened, that day, he decided to make capitalism illegal, right?
所以因为他感到受到威胁，那天他决定让资本主义非法，对吧？
And me, because I got a prior felony on my record, they put me in here.
而我，因为我有过重罪记录，所以他们把我关在这里。
So you got a cigarette?
那你有烟吗？
Good lookin' out, man.
看起来不错，伙计。
Nah, if you think about it, if you analyze it with the little girl on the TV, right?
呃，你想想看，如果你和电视里的小女孩一起分析的话，对吧？
If that's not America, that you can stand outside your house and sell whatever, don't advertise it then.
如果那不是美国，你可以站在你的房子外面卖任何东西，那就不要做广告。
You know?
你知道？
Don't put it in the [BLEEP] TV.
不要将其放入 [BLEEP] 电视中。
To be honest with you, I seen that commercial.
老实说，我看过那个广告。
I got inspired by that [BLEEP].
我受到了这个[BLEEP]的启发。
Nah, since [BLEEP] ain't really that bad.
不，因为 [BLEEP] 并没有那么糟糕。
I got chances or whatever, you know.
我有机会或者其他什么，你知道。
And I'm in [BLEEP] jail, bro.
我在[BLEEP]监狱里，兄弟。
I feel like suing the lemonade mother [BLEEP], man.
我想起诉柠檬水妈妈[BLEEP]，伙计。
For false advertising.
对于虚假广告。
I know I wasn't selling lemonade.
我知道我不是在卖柠檬水。
Yo, shut up, man.
哟，闭嘴，伙计。
I didn't really ask you to respond and [BLEEP] Nah.
我并没有真正要求你回应，[BLEEP] 不。
Yo, you got a light?
哟，你有灯吗？
Danny Hoch, writer and performer from his great one-man show Jails, Hospitals and Hip-Hop.
丹尼·霍赫 (Danny Hoch) 是一位作家兼表演者，他创作了一部伟大的独角戏《监狱、医院和嘻哈》。
The show is available on CD and in book form.
该节目有 CD 和书籍两种形式。
His website, dannyhoch.com.
他的网站 dannyhoch.com。
[MUSIC - "TEN COMMANDMENTS OF BART" BY BART SIMPSON]
[音乐 - 巴特·辛普森的《巴特十诫》]
Yeah, don't touch that dial.
是的，不要碰那个表盘。
Coming up, if you become a salesman and your personality changes from what it was to something else, where you're suddenly able to charm most anybody, where you're not scared of people saying no to you, is that necessarily a good thing?
接下来，如果你成为一名推销员，你的个性从原来的样子变成了其他东西，你突然能够吸引大多数人，你不再害怕人们对你说不，这一定是一件好事吗？
A cautionary tale in a minute from Public Radio International when our program continues.
当我们的节目继续进行时，国际公共广播电台的一分钟警示故事。
It's This American Life.
这就是美国生活。
I'm Ira Glass.
我是艾拉·格拉斯。
Each week on our program, of course, we choose a theme, invite a variety of writers and performers and reporters to tackle that theme.
当然，我们每周的节目都会选择一个主题，邀请各种作家、表演者和记者来探讨该主题。
Today's program, Sales.
今天的节目，销售。
America's greatest art form.
美国最伟大的艺术形式。
We've arrived at Act Three of our program.
我们已经到了节目的第三幕了。
Act Three, Who's The Man?
第三幕，这个人是谁？
There are many jobs that change you.
有很多工作会改变你。
We've all met grade school teachers who continue to talk like grade school teachers even when they are among adults at dinner parties.
我们都遇到过这样的小学老师，即使他们在晚宴上与成年人在一起，他们仍然像小学老师一样说话。
Or psychiatrists who never stop talking like psychiatrists, nothing duller really.
或者像精神科医生一样不停说话的精神科医生，真的没有什么比这更乏味的了。
Here's a story about how becoming a salesman, a salesman of radio ad time, changed one person.
这是一个关于成为一名推销员，广播广告时代的推销员如何改变一个人的故事。
I didn't want this job at all.
我根本不想要这份工作。
I was working as a reporter.
我当时是一名记者。
And they needed to fill this slot.
他们需要填补这个空缺。
And so they brought me in and said, "We're moving your salary to sales.
所以他们把我带进来并说：“我们正在把你的薪水转移到销售部门。
And if you'd like to continue to receive that salary, we suggest you join it there." I think those were literally their words.
如果你想继续领取这份薪水，我们建议你加入那里。”我认为这确实是他们的话。
How very graceful.
多么非常优雅啊。
Radio Ad Salesman So I decided I did want to keep that salary.
广播广告推销员 所以我决定保留那份薪水。
I had a great first three weeks when I was first selling.
当我第一次销售时，我度过了愉快的前三周。
I made every sale.
我完成了每一笔销售。
And I remember talking to this friend of mine who was a real long-time veteran.
我记得和我的一位朋友交谈过，他是一位真正的老兵。
And he said, "You're doing it all wrong.
他说：“你们都做错了。
You're doing it all wrong.
你都做错了。
If you make every sale, that means you're only going for the surest things.
如果你完成了每一笔销售，那就意味着你只追求最可靠的东西。
And there's just not that many sure things.
而且确定的事情并不多。
So you're not going after enough money." He said, "The sign that you're succeeding is that you're making 8% of your sales, 10% of your sales.
所以你没有追求足够的钱。”他说：“你成功的标志是你的销售额达到了 8%、10%。
So it's really important to embrace them saying no. It means you're going far enough and deep enough."
因此，拥抱他们说“不”非常重要。这意味着你走得足够远、足够深。”
I had this boss who had been in sales his whole life.
我的老板一生都在从事销售工作。
And he taught me that when I started feeling nervous, it probably meant they were feeling nervous.
他告诉我，当我开始感到紧张时，可能意味着他们也感到紧张。
And that was good.
那很好。
And the more good I felt about it, the more control I had over both of our nervousnesses.
我对此感觉越好，我就越能控制我们的紧张情绪。
And, therefore, if they were just blinded by it and afraid of it and I was encouraged by it and energized by it, then I just stood a better chance of coming out the winner.
因此，如果他们只是被它蒙蔽了双眼，害怕它，而我却受到它的鼓励和激励，那么我就有更好的机会成为胜利者。
Suddenly, I'm going to these sales calls.
突然，我要去参加这些销售电话。
And I can't wait.
我等不及了。
I'm running to these sales calls.
我正在奔向这些销售电话。
I'm clicking the elevator button to make it come faster because I can't wait.
我正在点击电梯按钮，让它来得更快，因为我等不及了。
Because-- it's all sorts of things.
因为——这是各种各样的事情。
It's a feeling of power.
这是一种力量的感觉。
It's really fun to go into a meeting with three people who are much older than you, who make a lot more money than you, who have a lot more power in the world than you, and you know that you're going to be the guy in the room who's totally calm, and they're going to be really nervous.
与三个比你年长、比你赚更多钱、比你拥有更多权力的人一起参加会议真的很有趣，而且你知道你将成为房间里完全冷静的人，而他们会非常紧张。
And I love that.
我喜欢这样。
I love just being the cool guy, being the calm guy.
我喜欢做一个很酷的人，一个冷静的人。
And I loved creating these relationships, a type of relationship I've never had before, which is just this glib, friendly relationship based on complete empty chatter about the weather or TV.
我喜欢建立这些关系，这是一种我以前从未有过的关系，这种油嘴滑舌、友好的关系建立在关于天气或电视的完全空洞的闲聊之上。
I developed this theory that those really popular TV shows, one major function is to provide conversation to Americans.
我提出了这样的理论：那些真正受欢迎的电视节目，一个主要功能是为美国人提供对话。
And not conversation about the show, but the actual conversation of the show.
不是关于节目的对话，而是节目的实际对话。
You would just say, "Hey, do you remember last night when Kramer said that?
你只会说，“嘿，你还记得昨晚克莱默这么说吗？
Boy, that was funny.
男孩，这很有趣。
And remember when Elaine said this to Jerry?
还记得伊莱恩对杰瑞说过这句话吗？
Oh, that was funny." I didn't know that people did that.
哦，这很有趣。”我不知道人们这样做。
People would do that to me.
人们会这样对我。
And then the next sales call, I'd do that to the next person.
然后在下一次销售电话中，我会对下一个人这样做。
And they seemed to like it.
他们似乎很喜欢它。
I started realizing it doesn't matter what you say, it doesn't matter how vapid it is.
我开始意识到，你说什么并不重要，它有多么乏味并不重要。
All that mattered was that I felt comfortable and that I gave them the illusion of some kind of false intimacy.
重要的是我感觉很舒服，并且给了他们某种虚假的亲密感。
At first, I found it really great, really exciting and freeing.
起初，我发现它真的很棒，非常令人兴奋和自由。
It kind of amazed me.
这让我有点惊讶。
First of all, how quickly I just became this different person and how much I enjoyed it.
首先，我很快就变成了一个不同的人，而且我多么享受它。
I found I would do things that I hadn't done before.
我发现我会做一些我以前没有做过的事情。
I would hold doors open for women.
我会为女性敞开大门。
And I would wait on an elevator until all the women had gotten off.
我会在电梯里等待，直到所有女人都下车。
Or I would compliment people on their-- if a friend made a joke, I'd say, "That's very funny.
或者我会称赞人们——如果一个朋友开了个玩笑，我会说，“这很有趣。
That's a very amusing joke.
这是一个非常有趣的笑话。
It reminds me of a joke I once heard." And I'd use my hands in these ways that I had learned made people feel at ease, never folded over my chest, but open and inviting.
这让我想起了我曾经听过的一个笑话。”我会用我学到的让人们感到轻松的方式来使用我的双手，从不交叉在胸前，而是开放和吸引人。
And my whole voice would change.
我的整个声音都会改变。
My whole affect would change to the point where, when I would hang out with my friends, they'd make fun of me.
我的整个情感会发生变化，当我和朋友们出去玩时，他们会取笑我。
"Why are you so formal?
“你怎么这么正式？
Why are you so fake?"
你怎么这么假？”
When your friends would say these things about how you were changing, were you in any way alarmed?
当你的朋友谈论你的改变时，你是否感到震惊？
No, I loved it.
不，我喜欢它。
I felt like I had superpowers.
我感觉自己拥有超能力。
I could go anywhere and talk to whoever I wanted and not give a [BLEEP].
我可以去任何地方和我想和任何人交谈而不会发出[BLEEP]声。
I had always had trouble with women.
我和女人之间总是有麻烦。
I'd always had a hard time asking them out.
我总是很难约他们出去。
And suddenly, I was asking out anyone.
突然间，我开始约任何人出去。
It didn't matter to me.
这对我来说并不重要。
But I just felt like I could put on this persona, and, at least in my mind, it was smooth.
但我只是觉得我可以扮演这个角色，而且，至少在我看来，这是顺利的。
And people liked that person.
人们喜欢那个人。
And I liked it.
我喜欢它。
There's something essentially optimistic about being a salesman.
作为一名推销员本质上是乐观的。
It seems very American, very forward thinking.
这看起来非常美国化，非常具有前瞻性。
A no is an opportunity.
拒绝也是一个机会。
It's an opportunity to learn why you got that no, what went wrong there, how you can do better.
这是一个了解为什么你没有得到答案、哪里出了问题以及如何做得更好的机会。
So there's this notion of self-improvement?
那么有自我完善的概念吗？
Yeah.
是的。
There were a few times where this whole process really felt like the violation of something.
有几次，整个过程真的让人感觉像是违反了某些规定。
It felt like I went too far.
感觉我走得太远了。
There was this guy who was president of a major company.
有一个人是一家大公司的总裁。
And he wanted to buy what turned out to be a lot of money in ads.
他想买下广告，结果发现他花了很多钱。
And it would mean a lot of money to me personally and a lot to the station.
这对我个人来说意味着很多钱，对电视台来说也意味着很多钱。
And it was a big decision for him because, even though he was the president, he was trying to establish his own base within the company.
这对他来说是一个重大决定，因为即使他是总裁，他也试图在公司内部建立自己的基础。
And they didn't want him to be on this particular station.
他们不希望他出现在这个特定的电台。
They didn't think he should be.
他们认为他不应该这样。
And I felt like I had always known his company shouldn't be on our air.
我觉得我一直都知道他的公司不应该出现在我们的节目中。
I knew we weren't going to sell that product.
我知道我们不会出售该产品。
But I prepared the charts that made it seem like we would.
但我准备了图表，看起来我们会这样做。
And I gave him the ammunition and the encouragement to fight the good fight.
我给了他弹药和鼓励，让他去打这场美好的仗。
And he was really fighting for it.
他确实在为之奋斗。
There's this one moment where he and I went out for drinks at this private men's club, which was another part of this whole ridiculous life that I had for that period of time, was belonging to a private-- not men's club-- private club.
有一次，我和他在这个私人男士俱乐部出去喝酒，这是我那段时间整个荒谬生活的另一部分，属于一个私人——不是男士俱乐部——私人俱乐部。
And he was really opening up.
他真的很开放。
He was really talking about his wife, and their relationship, and his fears of being in this job, and whether or not he wanted to have kids, and what that would mean to him, and how he ended up being a businessman, and what other kinds of lifes he could have led, and sometimes wished he had led.
他真正谈论的是他的妻子，他们的关系，他对这份工作的恐惧，他是否想要孩子，这对他意味着什么，他如何最终成为一名商人，以及他本可以过什么样的其他生活，有时甚至希望他已经过上了。
And it was so awful because he really bought my false intimacy.
这太糟糕了，因为他真的买了我虚假的亲密关系。
He really saw us as friends.
他真的把我们当作朋友。
To be honest, I had had these moments before.
说实话，我以前也经历过这样的时刻。
I'd even gone to clients' homes for dinner to meet their family.
我什至去客户家吃晚饭，见见他们的家人。
I started finding that when I hit these moments of false intimacy-- there were a few stories from my childhood or a few set pieces that seemed like they were emotional sharing, but really were just set pieces that I felt very comfortable uttering.
我开始发现，当我遇到这些虚假的亲密时刻时，有一些我童年的故事或一些看似在分享情感的固定片段，但实际上只是我觉得很舒服地说出来的固定片段。
I probably said them almost word-for-word, verbatim each time.
我可能每次都几乎逐字逐句地说出这些话。
But they gave the illusion of opening up.
但他们给人一种开放的错觉。
And so I threw a couple of those at him.
于是我就向他扔了几个。
But I just knew he would never be a friend.
但我只知道他永远不会成为朋友。
I would never open up to him in that way, in an authentic way.
我永远不会以那种方式、以真实的方式向他敞开心扉。
And I couldn't tell him, "You know what?
我不能告诉他：“你知道吗？
You shouldn't be on our air." Because he'd probably sue us.
你不应该出现在我们的节目中。”因为他可能会起诉我们。
Or who knows what?
或者谁知道是什么？
He was already on my air.
他已经在我的节目中了。
And I wanted his money.
我想要他的钱。
I did.
我做到了。
It meant a lot of money to me.
这对我来说意味着很多钱。
And I couldn't tell him that I didn't want to be his friend.
我不能告诉他我不想成为他的朋友。
What would be the point of that?
那有什么意义呢？
And I just remember feeling just stuck, like I didn't know-- There didn't seem to be any way to deal with him honorably.
我只记得感觉被困住了，就像我不知道——似乎没有任何方法可以体面地对待他。
So what did you do?
那么你做了什么？
Radio Ad Salesman I kept selling to him.
广播广告推销员 我一直向他推销产品。
And eventually, he left that company.
最终，他离开了那家公司。
And I never knew if he got fired or if he quit on his own.
我不知道他是被解雇还是自己辞职。
I never knew if it had anything to do with us.
我一直不知道这和我们有没有关系。
He might have lost his job over that money.
他可能会因为这笔钱而失去工作。
Yeah, it's possible.
是的，这是可能的。
I don't know.
我不知道。
Yeah.
是的。
And he trusted you?
他信任你吗？
Radio Ad Salesman Yeah.
广播广告推销员 是的。
At the end of the day, you have to decide, look, it's their money.
归根结底，你必须决定，看，这是他们的钱。
They're spending the money.
他们正在花钱。
And if they're spending the money based on the information I've given them, and only the information I've given them, then it's their fault.
如果他们根据我给他们的信息花钱，并且只根据我给他们的信息，那么这是他们的错。
Shame on them for not doing the research and not seeking advisors.
他们没有做研究，也没有寻求顾问，这让他们感到羞耻。
Of course, that's like saying, shame on them for believing me.
当然，这就像说，他们相信我，真是可耻。
Right.
正确的。
Yeah, it is.
是的，确实如此。
But you say that a lot.
但你说了很多次。
Act Four, The Secret To Being Rich And Happy.
第四幕，致富和快乐的秘诀。
There are usually only two stories we Americans tell ourselves about our salesmen, about our own lives as salesmen.
关于我们的推销员，我们美国人通常只给自己讲两个故事，关于我们自己作为推销员的生活。
There's the super salesman story.
这就是超级推销员的故事。
Picture, please, the early days of Donald Trump.
请想象一下唐纳德·特朗普的早期生活。
And there's the tragic, down-on-his-luck salesman.
还有一个悲惨的、运气不佳的推销员。
Picture the man in anything by, say, David Mamet.
想象一下大卫·马梅特（David Mamet）的任何作品中的男人。
For a more accurate look at the life of an American salesman, consider, please, Jimmy Roy.
为了更准确地了解美国推销员的生活，请考虑一下吉米·罗伊。
"Diamond" Jimmy Roy.
“钻石”吉米·罗伊。
76 years old.
76岁。
Lives and works in a town not far from Pittsburgh.
在距离匹兹堡不远的一个小镇生活和工作。
He has sold everything from used cars to antiques to jewelry, all with a philosophy of sales that he has created himself, as many salesmen have to create a philosophy for themselves, to get themselves through it.
他卖过各种东西，从二手车到古董再到珠宝，所有的东西都是他自己创造的销售哲学，就像许多推销员必须为自己创造一种哲学，让自己度过难关。
Reporter Dan Collison hung around him for a few days.
记者丹·科里森在他身边待了几天。
As Jimmy Roy tells it, there was a time in the 1950s and '60s when he owned the town, the town of Braddock, Pennsylvania, located just downriver from Pittsburgh.
正如吉米·罗伊 (Jimmy Roy) 所说，在 20 世纪 50 年代和 60 年代，他曾经拥有这个小镇，即位于匹兹堡下游的宾夕法尼亚州布拉多克镇。
But not everyone in Braddock remembers those days.
但并不是布拉多克的每个人都记得那些日子。
My name is Clifton Nelson.
我叫克利夫顿·纳尔逊。
Jimmy Roy OK.
吉米·罗伊 好的。
You're not from around here, are you?
你不是这附近的人，是吗？
Yes, I am.
我是。
Clifton Lamont Nelson, Junior.
克利夫顿·拉蒙特·尼尔森，少年。
And you don't know J.
而且你不认识J。
Roy that used to own all the property here?
罗伊曾经拥有这里的所有财产？
No, sir.
不，先生。
Jimmy Roy Automobile business and everything?
吉米·罗伊汽车业务什么的？
No, sir.
不，先生。
Jimmy Roy OK.
吉米·罗伊 好的。
Used to own a car lot over here.
曾经在这里拥有一个汽车停车场。
Owned this building here.
拥有这里的这座建筑。
Owned that house over here.
拥有这里的那栋房子。
Owned the Dillinger building, the furniture stores down here, the two furniture stores.
拥有迪林格大楼、这里的家具店、两家家具店。
I owned The Chicken Shack.
我拥有“鸡舍”。
You know The Chicken Shack on Fifth Street?
你知道第五街上的鸡舍吗？
I think I know of it.
我想我知道这一点。
I think I know it.
我想我知道。
Back then, Braddock was known as the "valley's greatest shopping center." On Saturdays, people would come from all over, and the sidewalks were jammed with shoppers.
当时，布拉多克被称为“山谷最大的购物中心”。每到周六，人们就会从四面八方赶来，人行道上挤满了购物者。
Then the steel mills started shutting down.
然后钢厂开始关闭。
People moved away.
人们搬走了。
Suburban malls sprang up.
郊区购物中心如雨后春笋般涌现。
And no one came to Braddock anymore.
再也没有人来布拉多克了。
[SINGING] Every time it rains, it rains pennies from heaven.
[唱歌] 每次下雨，天上都会下雨。
Don't you know each cloud contains pennies from heaven?
难道你不知道每一朵云都包含着来自天堂的硬币吗？
By the mid-'70s, Braddock was becoming a ghost town.
到了 70 年代中期，布拉多克逐渐成为一座鬼城。
It was about this time that filmmaker Tony Buba featured Jimmy Roy in one of his short documentaries on Braddock.
大约在这个时候，电影制片人托尼·布巴在他的一部关于布拉多克的短片中以吉米·罗伊为主角。
That's Jimmy there singing.
那是吉米在唱歌。
The occasion was the grand opening of J.
这次活动是 J. 的盛大开业。
Roy's Flea Market and New and Used Furniture Store.
罗伊跳蚤市场和新旧家具店。
His other businesses had died.
他的其他生意都死了。
It was Jimmy's last stand.
这是吉米的最后一站。
What's so good about this building is we have a drive-in ramp, where we can hold about 50 used cars up there.
这座大楼的优点是我们有一个驶入坡道，可以停放大约 50 辆二手车。
And the future plan, we're going to put a drive-in used car lot, plus a drive-in used and new furniture store upstairs.
未来的计划是，我们将在楼上设立一个免下车二手车停车场，以及一个免下车二手车和新家具店。
The nice thing about it is people will able to drive right in, get out of their car, look at some used cars, look at antiques, look at new furniture, and look at used furniture.
它的好处是人们可以直接开车进去，下车，看看一些二手车，看看古董，看看新家具，看看二手家具。
And I really believe that this time I've struck on something that people really need.
我真的相信这一次我找到了人们真正需要的东西。
But I think we'll have no problem here in making it go.
但我认为我们的进展不会有任何问题。
And I believe after that, that it's going to be Easy Street.
我相信在那之后，这将是轻松街。
I really believe that Saturday is going to mark a big day in my life.
我真的相信星期六将标志着我生命中的重要一天。
The grand opening of the J.
J.盛大开业
Roy Flea Market and New and Used Furniture.
罗伊跳蚤市场以及新旧家具。
Today, the street sign at the corner of Verona and Braddock Avenue, where the store was located, is so rusted out, it can't be read.
如今，商店所在的维罗纳和布拉多克大道拐角处的路标已经锈迹斑斑，无法辨认。
J.
J。
Roy's Flea Market and New and Used Furniture didn't quite live up to Jimmy's expectations.
罗伊的跳蚤市场以及新旧家具并没有完全达到吉米的期望。
I bet everything I had.
我赌上我拥有的一切。
And I bet my last penny, what I could borrow, and everything else.
我赌上我最后的一分钱，我能借到的东西，以及其他一切。
I bet it on this town.
我把赌注押在这个小镇上。
I bought everything.
我什么都买了。
I stretched myself out to the last penny.
我耗尽了最后一分钱。
I bet on it.
我打赌。
I had no fear.
我没有恐惧。
But when I saw I had to face reality, everyone started to be scared to come to the town.
但当我看到我必须面对现实时，每个人都开始害怕来到小镇上。
You can't sell people who don't come to the town.
你不能出售不来镇上的人。
So I figured I better get out while I can get out alive.
所以我想，趁我还能活着出去，我最好出去。
So I did.
所以我做到了。
I go along with Shakespeare, "Nothing is good or bad, except thinking makes it so." Or the so-called words of Jesus.
我同意莎士比亚的话，“没有什么是好或坏，除了思想使然。”或所谓耶稣的话。
He says, "As a man thinketh in his heart, so is he." They musta knew something.
他说：“一个人心里怎样想，他就是怎样的人。”他们一定知道一些事情。
These days, if you're looking for Jimmy Roy, chances are you'll find him at the Plaza Restaurant, just over the hill from Braddock.
如今，如果您正在寻找吉米·罗伊，您很可能会在布拉多克山那边的广场餐厅找到他。
The Plaza is sort of like Jimmy's office.
广场有点像吉米的办公室。
It's located in a 1960s strip mall next to a Shop and Save.
它位于 1960 年代的商业街内，毗邻 Shop and Save。
It's the kind of family place with racks of pies in a glass case by the front door and where waitresses and their daughters work side by side.
这是一种家庭场所，前门的玻璃柜里放着一排排馅饼，女服务员和她们的女儿并肩工作。
Jimmy Roy sits in a booth in the back of the smoking section.
吉米·罗伊坐在吸烟区后面的一个隔间里。
He's dressed in a white fedora, a white linen jacket with a maroon, silk handkerchief, a colorful tie with a diamond stick pin, and black and white alligator-skin shoes.
他身穿白色软呢帽、一件带有栗色的白色亚麻夹克、丝绸手帕、一条带有钻石别针的彩色领带以及黑白鳄鱼皮鞋。
He's wearing five diamond studded gold necklaces, two gold bracelets on each wrist, and he has diamond rings on every finger.
他戴着五条镶满钻石的金项链，每只手腕上都有两个金手镯，每个手指上都戴着钻戒。
These are just some of the things I pick up when I sell, right off my hand.
这些只是我在出售时直接捡到的一些东西。
This is a little cluster, a men's pinkie ring.
这是一个小戒指，男士小指戒指。
This is another cluster, index ring.
这是另一个簇，索引环。
They're not the most expensive, but they're diamonds.
它们不是最昂贵的，但它们是钻石。
This is another cluster.
这是另一个集群。
And this is a emerald.
这是祖母绿。
Yeah, that's my store now.
是的，那现在是我的店了。
That's the store.
这就是那家商店。
I operate my stores.
我经营我的商店。
No overhead there.
那里没有开销。
I don't have to pay rent.
我不用付房租。
This kind of change of fortune, going from owning virtually half of Braddock to hustling jewelry from a restaurant booth, is the sort of thing that might crush other men.
这种财富的转变，从拥有布拉多克的几乎一半股份，到从餐馆摊位上抢夺珠宝，可能会压垮其他人。
Not Jimmy Roy.
不是吉米·罗伊。
He's steeled himself against hardship with a philosophy of salesmanship that's more like a philosophy of life that he's been refining for decades.
他用一种销售哲学来磨练自己以应对困难，这更像是他几十年来不断提炼的一种生活哲学。
I think it's the mind.
我认为是头脑。
I'm so convinced that for 42 years of some studying of the mind, the mind is the most important thing we have.
我非常确信，在 42 年的心智研究中，心智是我们拥有的最重要的东西。
The mind is the directing force of thinking, is responsible for where you're going, whether you're going to be successful, whether you're going to be a failure.
头脑是思维的指导力量，决定着你要去哪里，决定你是否会成功，是否会失败。
To Jimmy, it's all very simple.
对于吉米来说，这一切都很简单。
You tell yourself who you want to be, what you want to be.
你告诉自己你想成为谁，你想成为什么。
And if you do these positive visualizations long enough, great things will happen to you.
如果你长时间地进行这些积极的想象，伟大的事情就会发生在你身上。
It goes like this.
事情是这样的。
Early in the morning when you rise, you feed yourself great thoughts, such as concentration, peace, poise, non-resistance, achievement, vitality, strength, life, youth.
清晨，当你起床时，你给自己喂食伟大的思想，比如专注、平和、平静、不抵抗、成就、活力、力量、生命、青春。
You feed yourself these thoughts before you leave the house.
在你离开家之前，你会给自己这些想法。
And don't concern yourself about how these thoughts are gonna manifest the beauty that you'll receive from planting the great thoughts in your mind, no more than you would be concerned about planting a tomato seed.
不要担心这些想法将如何体现你将通过在头脑中种植伟大的想法而获得的美丽，就像你不会担心种植番茄种子一样。
Once you plant it, you're unconcerned.
一旦你种下它，你就不再关心它了。
You know you planted in nice dirt and nice ground.
你知道你种植在好土和好土地上。
You know that you will receive your tomatoes.
您知道您会收到西红柿。
To control your thinking is to control your life, control your success.
控制你的思想就是控制你的生活，控制你的成功。
I'm wanted on the phone.
电话里有人通缉我。
I'm wanted on the phone.
电话里有人通缉我。
Excuse me.
打扰一下。
His regular customers reach him on the Plaza's pay phone to set up appointments.
他的老顾客通过广场的公用电话联系他进行预约。
Hello?
你好？
Yeah, That's be fine.
是的，那就好。
What time?
什么时候？
Between 10:00 and 11:00.
10:00 至 11:00 之间。
That'll be fine.
这样就可以了。
Right.
正确的。
I'm glad you called.
我很高兴你打电话来。
I'm glad you're all right.
我很高兴你没事。
Yeah, we were worried sick about you.
是的，我们很担心你。
Jimmy got his start in sales at the age of 22 in the used car business.
吉米 (Jimmy) 22 岁时开始从事二手车销售业务。
Just home from World War II, he was determined to stay out of the steel mills, where he worked as a teenager and where most of his friends were headed.
第二次世界大战刚结束，他决心远离钢铁厂，他十几岁的时候就在那里工作，他的大多数朋友都去那里。
He quit his first sales job after just a week because his dealership was ripping off customers.
仅仅一周后，他就辞去了第一份销售工作，因为他的经销店正在敲诈顾客。
He's tried to be more honest.
他试图变得更加诚实。
He's been a salesman for 54 years.
他从事推销员工作已有 54 年。
Hi, sweetheart.
嗨，亲爱的。
How you doing?
你好吗？
How you doing?
你好吗？
How you doing?
你好吗？
On the way out of the Plaza, Jimmy stops to admire a baby.
在走出广场的路上，吉米停下来欣赏一个婴儿。
Besides being beautiful, how do you feel?
除了漂亮之外，你还有什么感受呢？
You look great.
你看起来棒极了。
Say, "Thank you." Jimmy Roy You look great.
说：“谢谢。”吉米·罗伊，你看起来棒极了。
You look good.
你看起来不错。
You look like a good girl.
你看起来是个好女孩。
It's an old salesman trick.
这是推销员的老把戏。
Win over the parents by flattering their kids.
通过奉承孩子来赢得父母的支持。
Put it in her piggy bank when we get home.
我们回家后把它放进她的存钱罐里。
Put it in your piggy bank?
放在你的存钱罐里吗？
Mother Or your horsey bank?
妈妈 还是你的马银行？
Does she chew bubble gum?
她嚼泡泡糖吗？
I got bubble gum for her.
我给她买了泡泡糖。
That makes me feel so bad and good.
这让我感觉既不好又好。
It's unexplainable.
这是无法解释的。
I make a baby smile.
我让婴儿微笑。
It makes me feel so great.
这让我感觉很棒。
Honest to god.
对神诚实。
Jimmy drives a gray 1990 Lincoln town car, loaded up with boxes full of bubble gum and fruit exactly for moments like this.
吉米驾驶着一辆 1990 年款的灰色林肯城市轿车，车里装满了泡泡糖和水果，正是为了迎接这样的时刻。
He calls them his "giveaways." His dashboard is plastered with scraps of paper printed with motivational aphorisms.
他称它们为他的“赠品”。他的仪表板上贴满了印有励志格言的纸片。
You are very fortunate if you have learned that the most certain way to get is to first give.
如果你知道最确定的获取方式就是首先给予，那么你就非常幸运了。
Choosing to develop an intelligent level of yourself and all of mankind will motivate you to accomplishments above and beyond your expectations.
选择发展你自己和全人类的智慧水平将激励你取得超出你期望的成就。
Maintain a positive mental attitude to achieve mental and physical health and to live a longer life.
保持积极的心态，才能达到身心健康，延年益寿。
Every day, in every way, I'm getting better and better.
每一天，在各个方面，我都变得越来越好。
And see, all we gotta do is accent the positive.
你看，我们要做的就是强调积极的一面。
For years, Jimmy Roy has given motivational seminars, where he preaches his philosophy of life.
多年来，吉米·罗伊举办励志研讨会，宣扬他的人生哲学。
Recently, about 70 people packed the back room at the Plaza Restaurant to hear him give the latest version, entitled "The Secret of Being Rich and Happy." He also gave the seminar to salesmen at Parkway Ford, an auto dealership just up the road from the Plaza.
最近，大约70人挤满了广场餐厅的后屋，聆听他的最新版本，题为“致富和快乐的秘诀”。他还为百汇福特（Parkway Ford）的销售人员举办了研讨会，百汇福特是广场附近的一家汽车经销店。
Today, he's back to hand out some cufflinks.
今天，他回来分发一些袖扣。
That's it.
就是这样。
Merry Christmas.
圣诞快乐。
Car Salesman 1 Thank you, sir.
汽车推销员 1 谢谢您，先生。
I appreciate it.
我很感激。
You're welcome.
不客气。
Dan Collison And to see how his motivational talk went over.
丹·科里森 看看他的励志演讲是如何进行的。
It was a very, very inspirational speech, very, very motivating.
这是一次非常非常鼓舞人心的演讲，非常非常鼓舞人心。
And the guys been rocking ever since.
从那时起，这些家伙就一直摇摆不定。
Sales went up.
销售额上升了。
I'm glad to hear that.
我很高兴听到这个消息。
Dan Collison It's a little hard to tell whether these salesmen are sincere or whether they're just humoring Jimmy.
丹·科里森：很难判断这些推销员是真诚的还是只是在逗吉米。
But they seem to truly like him.
但他们似乎真的很喜欢他。
And why wouldn't they?
他们为什么不呢？
The proof is in the numbers.
证据就在数字中。
Sales at Parkway Ford did, in fact, increase by 10% after Jimmy's seminar.
事实上，在吉米的研讨会之后，百汇福特的销售额确实增加了 10%。
What are some of the things that he told us?
他告诉我们哪些事情？
Peace.
和平。
Car Salesman 3 I am peace.
汽车推销员3 我是和平。
I am harmony.
我是和谐。
I am goodwill.
我是善意的。
I am--
我是——
Poise.
平静。
Car Salesman 3 I am law.
汽车推销员3 我是法律。
I am order.
我是秩序。
I am spiritual.
我是有灵性的。
Car Salesman 3 I am spiritual.
汽车推销员3 我是有灵性的。
I'm vitality.
我是活力。
I'm understanding.
我明白了。
I am successful.
我成功了。
And is it working for you?
它对你有用吗？
Car Salesman 3 It's working great.
汽车推销员3 效果很好。
He comes by, and man, we pumped up.
他过来了，伙计，我们兴奋极了。
You're all pumped up when you leave the house.
当你离开家的时候，你整个人都兴奋起来。
Without a doubt.
无疑。
Jimmy Roy See, you feed the mind.
吉米·罗伊（Jimmy Roy）看，你喂养了心灵。
The mind is the dynamo that supplies the power.
头脑是提供动力的发电机。
Your thinking is a directing force of that power.
你的思想是这种力量的指导力量。
And when you have all these things being directed, it's impossible to fail.
当所有这些事情都得到指导时，就不可能失败。
You cannot fail.
你不能失败。
You cannot fail.
你不能失败。
Jimmy Roy That's right.
吉米·罗伊 没错。
Naturally, as he leaves Parkway Ford, there's business to do.
当然，当他离开百汇福特时，他还有事情要做。
One of the car salesmen wants to look at an engagement ring.
一位汽车推销员想看一下订婚戒指。
It's a wide band.
这是一个宽带。
Jimmy Roy With the wide band.
吉米·罗伊与宽带。
We have that.
我们有那个。
Jimmy does deals like this because after 54 years as a salesman, it's who he is.
吉米之所以会做这样的交易，是因为在做了 54 年的推销员之后，他就是这样的人。
He has to sell.
他必须卖掉。
When he tried to quit a few years back, he says, he nearly lost his mind.
他说，几年前，当他试图戒烟时，他几乎失去了理智。
Well, that seems to be a sure sale there because he inquired about it before.
嗯，那似乎是肯定的销售，因为他之前询问过。
And he seems to be very sincere.
而且他看起来很真诚。
I can generally tell when it's a sell.
我通常可以判断何时出售。
I just look at them, and I study-- being that there's only one mind in the universe, his mind and my mind are identical.
我只是看着它们，然后研究——因为宇宙中只有一个思想，他的思想和我的思想是相同的。
And if I concentrate hard enough, I can walk right into his mind and feel what he's thinking.
如果我足够集中注意力，我就能走进他的思想并感受到他在想什么。
It's a great advantage, not to be abused, but to be used.
这是一个很大的优势，不是被滥用，而是被利用。
So you're saying, you can actually read his mind.
所以你是说，你实际上可以读懂他的想法。
Many times.
很多次。
If you concentrate hard enough, you can reach right in there and feel whether he's telling you the truth or he's lying.
如果你足够集中注意力，你就可以直接到达那里并感觉到他是在告诉你真相还是在撒谎。
I believe that all of us have that, but very few use it.
我相信我们所有人都有这个能力，但很少有人使用它。
Jimmy says, he'd like to take his seminar-- "The Secret of Being Rich and Happy"-- on the road.
吉米说，他想在路上参加他的研讨会——“富有和快乐的秘密”。
He's writing a book by the same name, though he has no publisher.
他正在写一本同名的书，但没有出版商。
Of course, Jimmy's philosophy hasn't actually made him rich.
当然，吉米的哲学实际上并没有让他变得富有。
And as I hung around him, I kept trying to figure out a polite way to ask him about this.
当我和他在一起时，我一直试图找到一种礼貌的方式来询问他这件事。
Jimmy, there's a question I've been wanting to ask you for a while that's been bothering me a little bit.
吉米，有一个问题我一直想问你，但一直困扰着我。
The name of your seminar and the name of the book you're working on is "The Secret of Being Rich and Happy." But, with all due respect, you're not rich.
你的研讨会的名称和你正在写的书的名称是“致富和快乐的秘密”。但是，恕我直言，你并不富有。
Well, I think I'm one of the richest men in the world.
嗯，我想我是世界上最富有的人之一。
I'm so abundantly blessed in more respects than money.
除了金钱之外，我在更多方面都受到了极大的祝福。
I have money.
我有钱。
I have some money.
我有一些钱。
And I have health and happiness with me.
我还有健康和幸福。
I have things that money can't buy.
我拥有金钱买不到的东西。
Why don't you call it "The Secret of Being Happy?"
你为什么不把它称为“快乐的秘密”呢？
Well, because you're rich when you are happy.
嗯，因为当你快乐的时候你就富有了。
We could use that title.
我们可以使用这个标题。
But that seemed to come from within me, "The Secret of Becoming Rich and Happy." Well, I'll tell you the truth.
但这似乎来自我内心，“变得富有和快乐的秘密”。好吧，我告诉你真相。
Another reason why I used the word "rich," I'm going to be very honest, most people desire to be rich.
我使用“富有”这个词的另一个原因是，老实说，大多数人都渴望富有。
So I figured it would sell more books, to be very honest with you, by them seeing how the secret of becoming rich and happy.
所以我认为它会卖更多的书，老实说，让他们了解如何变得富有和快乐的秘诀。
I believe it'll sell more books.
我相信它会卖出更多的书。
But somehow, I can't believe that you wouldn't want to be more wealthy, that you wouldn't want to be rich.
但不知怎的，我不敢相信你不想变得更富有，你不想变得富有。
Oh, excuse me.
哦，对不起。
I never said I didn't want personal wealth.
我从未说过我不想要个人财富。
I think you misunderstood me.
我想你误解了我的意思。
I like to have enough, like I have now, to live comfortable, and to eat good, and to have a nice place to stay.
我喜欢拥有足够的东西，就像我现在拥有的那样，住得舒适，吃得好，住得好。
And I like money in my pocket.
我喜欢口袋里有钱。
I like to give.
我喜欢给予。
And I have that.
我有那个。
And I don't think there's a richer man in the world than I am as far as the state of mind is concerned.
就精神状态而言，我认为世界上没有比我更富有的人了。
I believe I have the best state of mind in the universe, in my honest to god opinion.
我相信我拥有宇宙中最好的心态，以我对上帝的诚实观点。
By and large, Jimmy does seem genuinely happy.
总的来说，吉米看起来确实很高兴。
Ask anyone in Braddock.
问问布拉多克的任何人。
Filmmaker Tony Buba, who's known him just about all his life, says he's never seen Jimmy down.
电影制片人托尼·布巴 (Tony Buba) 几乎认识了吉米，他说他从未见过吉米情绪低落。
But consider this.
但考虑一下这一点。
The philosophy that's made Jimmy happy may be one of the things that's kept him from being rich.
让吉米快乐的哲学可能是阻碍他致富的原因之一。
Tony says the reason Jimmy isn't wealthy is because he's too honest.
托尼说吉米之所以不富有是因为他太诚实了。
What I think is he doesn't have that thievery in him.
我认为他身上没有那种偷窃行为。
Because I think if he had that thievery, if he had that edge of not really caring about other people, then he probably could have been a millionaire.
因为我认为，如果他有那种偷窃行为，如果他有那种不真正关心别人的优势，那么他可能会成为百万富翁。
I could have probably been a multimillionaire if I wanted to go the wrong way.
如果我想走错路，我可能会成为千万富翁。
Because I had the opportunity to cheat people in the automobile business and different businesses I had.
因为我有机会欺骗汽车行业和我从事的不同业务中的人们。
But I never would be comfortable.
但我永远不会感到舒服。
I think I would've been what they call a poor rich man.
我想我会成为他们所说的穷富人。
People might think, "Oh, Jimmy, Jimmy." Nobody'll walk away from the man.
人们可能会想，“哦，吉米，吉米。”没有人会离开这个男人。
He has a lot of friends.
他有很多朋友。
And everybody likes him.
每个人都喜欢他。
Because he's never cheated anybody.
因为他从来没有欺骗过任何人。
"The Very Thought of You." [SINGING] The very thought of and I forget to do the little ordinary things that everyone ought to do.
“非常想你。” [唱歌]一想到这些，我就忘记了做每个人都应该做的平凡的小事。
Our final stop is Moray's Lounge, an upscale piano bar near downtown Pittsburgh.
我们的最后一站是 Moray's Lounge，这是匹兹堡市中心附近的一家高档钢琴酒吧。
Jimmy comes here to have a few drinks, to listen to Shirley, who's been playing the lounge for almost 20 years, and, every once in a while, to sing a song.
吉米来这里喝几杯，听雪莉（Shirley）在休息室演奏了近20年，并且时不时地唱一首歌。
It's tempting to see salesmen like Jimmy Roy as kind of tragic Willy Loman characters.
人们很容易将吉米·罗伊这样的推销员视为悲剧性的威利·洛曼角色。
But here at Moray's Lounge, people recognize Jimmy.
但在马里酒廊，人们认出了吉米。
They call him "Diamond" Jim.
他们称他为“钻石”吉姆。
He chats with Shirley.
他和雪莉聊天。
He chats with the bartender.
他和酒保聊天。
His philosophy seems to be working.
他的哲学似乎正在发挥作用。
He looks as happy as a man can be.
他看上去就像一个男人一样快乐。
That story by Dan Collison.
丹·科里森的故事。
Credits Ira Glass Well, our program produced today by Julie Snyder and myself, with Alex Blumberg, Susan Burton, and Nancy Updike.
感谢 Ira Glass 好吧，我们今天的节目由 Julie Snyder 和我本人以及 Alex Blumberg、Susan Burton 和 Nancy Updike 制作。
Contributing editors Paul Tough, Jack Hitt, Margy Rochlin, Alix Speigel, and Consigliere Sarah Vowell.
特约编辑 Paul Tough、Jack Hitt、Margy Rochlin、Alix Speigel 和 Consigliere Sarah Vowell。
Production help Jorge Just, Todd Bachmann, and Sylvia Lemus.
制作人员为 Jorge Just、Todd Bachmann 和 Sylvia Lemus 提供帮助。
Marketing by [UNINTELLIGIBLE].
由[无法理解]进行营销。
[ACKNOWLEDGEMENTS] If you'd like to buy a cassette of this program, call us at WBEZ here in Chicago.
[致谢] 如果您想购买该节目的磁带，请致电我们位于芝加哥的 WBEZ。
We are selling right now.
我们现在正在出售。
312-832-3380.
312-832-3380。
Buy, buy, buy.
买，买，买。
But you know you can listen to most of our programs for free on the internet at our website, www.thislife.org.
但您知道，您可以在我们的网站 www.thislife.org 上免费收听我们的大部分节目。
Picture of Jimmy Roy there this week.
吉米·罗伊本周在那里的照片。
Thanks to Elizabeth Meister who runs the site.
感谢运营该网站的伊丽莎白·梅斯特 (Elizabeth Meister)。
This American Life is distributed by Public Radio International.
《美国生活》由国际公共广播电台发行。
[FUNDING CREDITS] WBEZ management oversight by Torey Malatia, who actually has his own philosophy for selling This American Life to new stations.
[资金来源] WBEZ 管理由托里·马拉蒂亚 (Torey Malatia) 监督，他实际上有自己的将《美国生活》推销到新电台的理念。
It doesn't matter what you say, it doesn't matter how vapid it is.
不管你说什么，不管它有多无聊。
But the key line that sold it was to then say, "In other words, Mr. Executive, it's basically Jaws on paws."
但卖掉它的关键台词是：“换句话说，行政先生，这基本上是大白鲨的爪子。”
I'm Ira Glass.
我是艾拉·格拉斯。
Back next week with more stories of This American Life.
下周我们将带来更多《美国生活》的故事。
This American Life is produced in collaboration with WBEZ Chicago and delivered to stations by PRX The Public Radio Exchange.
《This American Life》与 WBEZ Chicago 合作制作，并由 PRX 公共广播电台传送到各电台。