513: 129 Cars - This American Life

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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 #513 | November 28, 2025 513: 129 Cars 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 513 集 | 2025 年 11 月 28 日 513: 129 汽车 注：《This American Life》是为耳朵而制作的，旨在让人们听到。

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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: Prologue Ira Glass Freddie is the general manager of a car dealership these days, but he used to be a car salesman.

序言： 序言 艾拉·格拉斯·弗雷迪现在是一家汽车经销店的总经理，但他以前是一名汽车推销员。

And he was a good one, partly because he's got what he calls the gift for the gab.

他是一个很好的人，部分原因是他有他所谓的能说会道的天赋。

His go-to move in lots of situations is to finish his sentence and then laugh, even when the sentence is bad news.

在很多情况下，他的首选动作是说完话然后笑，即使这句话是坏消息。

Like, here he is assessing his chances of making his sales goal for the month.

例如，他正在评估实现本月销售目标的机会。

I'll give it a 50/50 right now because it's early.

我现在就给它50/50，因为现在还早。

[LAUGHTER] Ira Glass Or this is him talking about a month when the car dealership did not make its sales goal.

[笑声] Ira Glass 或者这是他在谈论汽车经销商没有实现销售目标的一个月。

And I'm strictly commission, so I make nothing.

而且我严格接受佣金，所以我什么也没赚。

[LAUGHTER] Ira Glass So when Freddie is not laughing, you know it's bad.

[笑声] Ira Glass 所以当弗雷迪不笑时，你就知道这很糟糕。

In mid-October, Freddie did not laugh much at his weekly meetings with the guys who sell cars for him.

十月中旬，弗雷迪在与为他卖车的人举行的每周会议上笑得并不多。

All right.

好的。

Good morning.

早上好。

All right.

好的。

In the beginning of the month, I went through the room and I told everybody where they had to be.

本月初，我巡视了整个房间，告诉每个人他们必须去哪里。

Jason, you have 16 cars out.

杰森，你还有 16 辆车。

You need 10 more for the month for 26.

26 个月你还需要 10 个。

I want to see you there.

我想在那里见到你。

Bob Lundy, you have six out.

鲍勃·伦迪，你还有六人出局。

You need nine more.

你还需要九个。

Scotty, you're at 10 right now.

斯科蒂，你现在十岁了。

You need to be at 18.

你必须年满18岁。

Last month, they didn't make their sales goal.

上个月，他们没有实现销售目标。

That was September.

那是九月。

The first week of school is always bad for car sales in the suburbs.

开学第一周对于郊区的汽车销售来说总是不利的。

They were supposed to sell 127 cars and trucks.

他们应该销售 127 辆汽车和卡车。

They sold 82.

他们卖了 82 件。

So they have to make October.

所以他们必须赶上十月。

And when I say have to make, this is not some sort of abstract, feel-good, "compete with the dealership down the block just for fun" kind of competition.

当我说必须制造时，这并不是某种抽象的、自我感觉良好的、“为了好玩而与街区的经销商竞争”的竞争。

They're part of Chrysler.

他们是克莱斯勒的一部分。

And if they sell 129 cars and trucks by the end of October, Chrysler will pay them a bonus that's pretty much the difference between the dealership being in the black or being in the red for the month, somewhere between $65,000 and $85,000, depending on which models they sell.

如果他们在 10 月底售出 129 辆汽车和卡车，克莱斯勒将向他们支付一笔奖金，这笔奖金几乎相当于经销商当月盈利或亏损之间的差额，介于 65,000 美元到 85,000 美元之间，具体取决于他们销售的车型。

Different cars earn different amounts.

不同的汽车赚取不同的金额。

If they sell 128 cars, fall just one car short, they get nothing.

如果他们卖出 128 辆汽车，只差一辆，他们就什么也得不到。

That's the worksheet that Chrysler sends us to show us what money we can earn by how many cars we sell.

这是克莱斯勒发给我们的工作表，向我们展示通过销售多少辆汽车可以赚多少钱。

Every month.

每个月。

Ira Glass In the middle of the month, the owner of this dealership, a sweet-faced guy named Marc Brodlieb, and Freddie, show me the document where Chrysler set their October sales goal.

艾拉·格拉斯 (Ira Glass) 月中，这家经销店的老板、一个名叫马克·布罗德利布 (Marc Brodlieb) 的可爱小伙子和弗雷迪 (Freddie) 向我展示了克莱斯勒设定 10 月份销售目标的文件。

At their whim.

随他们的心血来潮。

Freddie Hoyt At their whim.

弗雷迪·霍伊特 一时兴起。

And that's another frustration.

这是另一种挫败感。

We have no idea what the number's going to be and really how they compute it.

我们不知道这个数字是多少，也不知道他们是如何计算的。

We've had numbers as high as 159.

我们的数字高达 159。

And we fight and we go crazy.

我们打架，我们发疯。

It's cockamamie, if anyone knows what that means.

这是 cockamamie，如果有人知道这意味着什么的话。

Because basically they shift around the ground rules on you.

因为基本上他们会改变你的基本规则。

Every month.

每个月。

Ira Glass What makes this tricky is that there are four other Jeep dealerships within 10 miles of Marc and Freddie, and Marc says that most customers will shop price at two or three of them.

Ira Glass 让这件事变得棘手的是，在 Marc 和 Freddie 的 10 英里范围内还有另外四家吉普车经销店，Marc 表示，大多数顾客会以其中两到三个的价格购买。

So to stay competitive, Marc and Freddie do what pretty much everybody else does.

因此，为了保持竞争力，马克和弗雷迪做了几乎其他人所做的事情。

They set lower prices, knock hundreds of dollars off the price of the cars, sometimes sell them for less than they pay Chrysler for them, with the hope that they're going to hit their sales goal and get the bonus to make up the difference.

他们设定较低的价格，将汽车的价格降低数百美元，有时以低于向克莱斯勒支付的价格出售汽车，希望他们能够实现销售目标并获得奖金来弥补差额。

But there's no guarantee we will hit this number.

但不能保证我们会达到这个数字。

So the pressure is huge because we have already given away the money to the consumer, using that to sell the car.

所以压力是巨大的，因为我们已经把钱捐给了消费者，用它来卖车。

So I need a big day today.

所以我今天需要一个重要的日子。

I need a big day, no bull.

我需要一个重要的日子，没有公牛。

I really need a big day today.

今天我真的需要一个重要的日子。

So with 12 days left to go in the month, numbers wobbly, Freddie laid it on thick during his weekly meeting with the sales team.

因此，本月还剩 12 天，数字不稳定，弗雷迪在与销售团队的每周会议上强调了这一点。

He told them he sees them over the dealership's security cams.

他告诉他们，他通过经销商的安全摄像头看到了他们。

I look through the video.

我浏览视频。

I watch you guys in there.

我在里面看着你们。

All on your computers, going to different websites, chilling.

一切都在你的电脑上，访问不同的网站，令人不寒而栗。

Dude, get on higher gear.

伙计，换上更高的档位。

This is no joke.

这不是玩笑。

I've got to be at that number, or I'm telling you, I'm not going to be a nice guy.

我必须达到这个数字，否则我告诉你，我不会成为一个好人。

So put your nose right to the ground and come out shooting today, everybody.

所以今天大家都把你的鼻子放在地上，出来射击。

I want balloons in all the departments.

我想要所有部门都有气球。

I want the radios down on.

我想把收音机关掉。

Put the convertible tops down all over the place.

将敞篷车顶放在各处。

I want tons of balloons in the showroom.

我想要陈列室里有很多气球。

I just don't want one balloon to a car.

我只是不想把一个气球装到一辆车上。

Balloon the whole freaking place so it looks like a circus.

用气球吹爆整个可怕的地方，让它看起来像一个马戏团。

Make it seem like we're having a monster sale and it's a party, because we've got to be at the big number by the 31st, midnight, period, no ands, ifs, and buts.

让我们看起来好像我们正在进行一场特卖，这是一场派对，因为我们必须在 31 号、午夜、句号之前达到大额销售，没有和、如果和但是。

So everybody grabs balloons.

于是大家都抢起了气球。

Grown men inflate and tie and decorate.

成年男子会充气、打结和装饰。

It's a truism in their business, balloons sell cars.

在他们的生意中，这是一条不言而喻的道理：气球可以卖汽车。

And then nobody shows up for an hour, two hours, three hours-- four hours.

然后一个小时、两个小时、三个小时、四个小时都没有人出现。

Saturday should be one of their busiest days, and it's empty.

周六应该是他们最忙碌的日子之一，而且很空。

Hey, Freddie.

嘿，弗雷迪。

How's it going today so far?

今天到目前为止进展如何？

Shit.

拉屎。

Really bad.

真的很糟糕。

Really slow.

真的很慢。

Really, really slow.

真的，真的很慢。

Early afternoon, Freddie told one of our producers, Brian Reed, that it was way slower than usual.

下午早些时候，弗雷迪告诉我们的一位制作人布莱恩·里德，它比平常慢得多。

I don't know if you can catch this, but try to notice the song that is playing over the radio in the background as they talk.

我不知道你是否能听清这一点，但试着注意他们说话时收音机里播放的背景歌曲。

What do you think it is?

你认为它是什么？

What's going on?

这是怎么回事？

Not a clue.

没有任何线索。

With all the advertisings out there and everything else, we should be swamped.

有了所有的广告和其他一切，我们应该被淹没。

I'm stressing.

我压力很大。

Oh, I'm stressing.

哦，我压力很大。

[LAUGHTER] [MUSIC - "DON'T WORRY BE HAPPY" BY BOBBY MCFERRIN]

[笑声] [音乐 - BOBBY MCFERRIN 的“别担心，要快乐”]

Marc, who owns this dealership, and Freddie, who runs it, both know that most people do not trust car dealers.

这家经销店的老板马克和经营这家经销店的弗雷迪都知道大多数人不信任汽车经销商。

Most people think that they're ripping us off, throwing on extra charges, milking us for every dime.

大多数人认为他们在敲诈我们，收取额外费用，榨取我们的每一分钱。

And they say, if you and I only knew the reality, we would see that, in fact, the dealer is not making a killing off us.

他们说，如果你和我了解现实，我们就会发现，事实上，经销商并没有在屠杀我们。

In fact, the dealer is often squeaking by with a very thin profit margin.

事实上，经销商往往只能靠微薄的利润勉强度日。

They say it is all very different from what people think.

他们说这与人们的想法非常不同。

And to prove their point, they let us watch.

为了证明他们的观点，他们让我们观看。

A bunch of us from our radio show, we recorded them as they headed towards the end of the month, trying to make their goal, trying to sell 129 cars, which, you know, you would think that would be very straightforward, very businesslike.

我们广播节目中的一群人，在接近月底时记录了他们的情况，试图实现他们的目标，试图出售 129 辆汽车，你知道，你会认为这将是非常简单、非常务实的。

After all, new cars and trucks, they're 15% of all retail sales.

毕竟，新车和卡车占所有零售额的 15%。

But if what we saw was typical, what that means is that hundreds of billions of dollars in economic activity and nearly 2 million jobs exist thanks only to millions of messy seat-of-the-pants deals, many of which barely come together, as salesmen sweat out their end-of-the-month quotas.

但如果我们所看到的情况是典型的，那就意味着数千亿美元的经济活动和近200万个就业岗位的存在只是由于数以百万计的混乱的凭感觉交易，其中许多交易几乎没有达成，因为销售人员正在努力完成他们的月末配额。

It is way more chaotic than we expected.

这比我们想象的要混乱得多。

And we saw things, it's true, we think will surprise a lot of car buyers.

我们看到的事情是真的，我们认为这会让很多购车者感到惊讶。

From WBEZ Chicago, it's This American Life.

来自芝加哥 WBEZ 的《This American Life》。

Today, one car dealership tries to sell 129 cars.

如今，一家汽车经销商试图销售 129 辆汽车。

We get to know the resolute men and women who try to pull that off.

我们认识了那些努力实现这一目标的坚定男女。

Quick note, this show is a rerun.

请注意，这个节目是重播的。

Everything you'll hear in this hour all happened in October a couple years back.

你在这一个小时内听到的所有事情都发生在几年前的十月。

Stay with us.

留在我们身边。

So I wish I could pretend that we got interested in this subject at our radio show because we realized what an important part of the economy car sales are.

所以我希望我可以假装我们在广播节目中对这个主题感兴趣，因为我们意识到经济型汽车销售的重要组成部分。

And I wish I could pretend that we did a huge survey to find the most typical dealership out there.

我希望我可以假装我们做了一项大规模的调查来找到最典型的经销商。

But in fact, we got interested in this topic and this particular dealership-- Town & Country Jeep Chrysler Dodge Ram is what it's called, in Levittown, New York, on Long Island-- when one of our coworkers here at the radio show, Robyn Semien, bought a used car there.

但事实上，当我们在广播节目中的一位同事罗宾·塞米恩 (Robyn Semien) 在那里购买了一辆二手车时，我们对这个话题和这个特殊的经销店（Town & Country Jeep Chrysler Dodge Ram 就是它的名字，位于纽约长岛的莱维敦）产生了兴趣。

Here's how that happened.

事情是这样发生的。

A friend of hers who knows all about cars told her that the only vehicle that she should even consider for her young family is the Honda Pilot.

她的一位精通汽车的朋友告诉她，她应该为她的年轻家庭考虑的唯一车辆是本田 Pilot。

So she went looking online.

于是她就上网查了一下。

She saw one listed on cars.com.

她在 cars.com 上看到了一辆。

It was at Town & Country.

那是在《城镇与乡村》。

And she called.

她打电话来了。

And she had no intention at all of going to look at the car.

而且她根本没有去看车的意思。

But a salesman convinced her, oh, you know what?

但一位推销员说服了她，哦，你知道吗？

You should come out today, right today.

你应该今天就出来。

Talked her into it, which meant an hour-long ride on a train from Brooklyn with her husband and her four-year-old.

在她的说服下，这意味着她要与丈夫和四岁的孩子从布鲁克林乘坐一小时的火车。

And then once she got there, they upsold her to a newer, more expensive vehicle, a Jeep Liberty, which she drove off the lot 24 hours later.

然后，她一到那里，他们就向她加价购买了一辆更新、更昂贵的汽车，一辆自由吉普车，24 小时后她将其开出了停车场。

Robyn told me this story in the car in question on our first ride out to the dealership.

我们第一次去经销店时，罗宾在这辆车上给我讲了这个故事。

Yeah.

是的。

I mean, the Honda Pilot, I think, is across the board, less problems, lasts longer, better gas mileage.

我的意思是，我认为本田 Pilot 是全面的，问题更少，持续时间更长，油耗更好。

[LAUGHTER] I know.

[笑声]我知道。

I know.

我知道。

I know.

我知道。

I know, but I love this car.

我知道，但我喜欢这辆车。

You got that?

你明白了吗？

These people are such good salesmen, not only did she pay more, not only did they put her into a Jeep, which meant that, since they are a Jeep dealer, they could sell her a warranty, which they also did for a few thousand dollars, she came out of this loving her car and loving them.

这些人都是很好的推销员，不仅她付了更多钱，不仅让她坐上了吉普车，这意味着，既然他们是吉普车经销商，他们就可以向她出售保修，他们也花了几千美元，所以她爱她的车，爱他们。

How did they do this?

他们是怎么做到的？

Well, before we go any further, I think I should give you a quick primer on the basic setup and cast of characters at this dealership.

好吧，在我们进一步讨论之前，我想我应该向您快速介绍一下这家经销店的基本设置和角色阵容。

New cars are sold at Town & Country-- and we're going to be spending most of our time with new cars today-- by seven men and one woman, who, by the way, constantly make fun of each other in this raunchy way that we cannot play you over the radio.

新车在 Town & Country 上出售——今天我们将大部分时间都花在新车上——由七位男士和一位女士销售，顺便说一句，他们不断地以这种不修边幅的方式互相取笑，我们不能在广播中给你玩。

Just know that that's happening.

只要知道那件事正在发生即可。

Plus, there are two guys in the finance department.

另外，财务部门还有两个人。

And then, overseeing all of them, there are the general manager, Freddie, who you already met, and then, out on the showroom floor all day, every day, are two managers who you're going to be hearing from a lot over the course of this hour.

然后，负责监督所有这些人员的是总经理弗雷迪（Freddie），您已经见过他了；然后，每天都在陈列室地板上的两位经理，您在这一小时内会经常听到他们的声音。

These are Mike Perez and Sal Lanzilotta.

他们是迈克·佩雷斯和萨尔·兰齐洛塔。

Of the two, Sal is the more complicated figure.

两者之中，萨尔是更为复杂的人物。

Balding, with a gray goatee, he's got this vibe that is halfway between Ben Kingsley in Gandhi and the laconic hitman Mike from Breaking Bad.

他秃顶，留着灰色山羊胡，给人的感觉介于《甘地》中的本·金斯利和《绝命毒师》中简洁的杀手迈克之间。

When Sal gets up to speak at the weekly sales meetings-- the meeting, by the way, is in the middle of the showroom-- he paces around a red convertible as he talks, reminding everybody of the basic tenets of car sales.

当萨尔在每周的销售会议上发言时——顺便说一句，会议是在陈列室的中间——他一边讲话一边绕着一辆红色敞篷车踱步，提醒每个人汽车销售的基本原则。

Customer says they're not ready to buy a car.

客户表示他们还没有准备好买车。

They're all not ready to buy a car.

他们还没有准备好买车。

Let's go over it again.

让我们再回顾一下。

They're in a car dealership.

他们在一家汽车经销店。

They got in their car, drove through hell to get here, looked for a parking spot for 10 minutes, parked, got out of the car, and walked into a car dealer.

他们上了车，千里迢迢来到这里，找了10分钟的停车位，停好车，下了车，走进了一家汽车经销商那里。

Not because the coffee's good.

不是因为咖啡好喝。

We went over this.

我们回顾了这一点。

Because the coffee here is not good.

因为这里的咖啡不好喝。

They came here because we sell cars, and they want to buy one.

他们来到这里是因为我们卖汽车，他们想买一辆。

Nothing's changed in a hundred years of selling cars, he tells them at one meeting.

他在一次会议上告诉他们，一百年来的汽车销售没有任何改变。

The customer wants to pay as little as possible.

客户希望支付尽可能少的费用。

We want to make as much as we can.

我们希望尽可能多地赚钱。

You guys know the job, right?

你们知道这份工作，对吧？

You've all done it before.

你们以前都做过。

Be aggressive.

要有侵略性。

Sal Lanzilotta Be aggressive.

萨尔·兰齐洛塔 要有侵略性。

ABC, Bob.

美国广播公司，鲍勃。

What's ABC?

什么是ABC？

Always Be Closing.

永远要关闭。

Marc Brodlieb Always be closing.

Marc Brodlieb 总是要关闭的。

OK.

好的。

So these guys, the managers, Sal and Mike, sit near the front door of the showroom at this elevated platform that everybody calls the podium or the desk, and they oversee all the terms of all the deals.

因此，这些人，经理，萨尔和迈克，坐在靠近陈列室前门的这个高架平台上，每个人都称之为讲台或办公桌，他们监督所有交易的所有条款。

And if you've ever bought a car, maybe you've wondered what really happens when the salesman leaves you and they go back and they talk to their manager, they talk to the boss.

如果您曾经买过汽车，也许您想知道当推销员离开您并回去与经理、老板交谈时到底会发生什么。

What do they do?

他们做什么？

Well, what they do is, we were told, they load their lips.

嗯，我们被告知，他们所做的是，他们用嘴唇装东西。

Here's Freddie.

这是弗雷迪。

We tell them what to say to the customer.

我们告诉他们该对客户说什么。

And we load their lips, send it back to the customer, and see where we can commit.

然后我们加载他们的嘴唇，将其发送回客户，然后看看我们可以在哪里做出承诺。

So for instance, when one of the salesmen wants to get a woman to bring her husband in today to test drive the car that she's chosen, they huddle at the desk, a bunch of them, and Freddie starts to improv some lines for the salesman to say.

举例来说，当一位推销员今天想让一位女士带她的丈夫来试驾她选择的汽车时，他们一大群人挤在办公桌前，弗雷迪开始改进一些台词供推销员说。

Listen, if you can take this car by Monday, what happens-- if I can.

听着，如果你能在周一之前坐上这辆车，会发生什么——如果我能的话。

I'm not sure if I can do it.

我不确定我是否能做到。

I have money for the weekend that I'm giving away from Chrysler.

我从克莱斯勒那里捐出了周末的钱。

As long as you purchase it by tomorrow and pick it up by Monday, you win.

只要您在明天之前购买并在星期一之前取货，您就赢了。

He's totally making this up.

这完全是他编造的。

There's no weekend money like this.

没有这样的周末钱。

I've got extra money over the weekend through Chrysler.

周末我通过克莱斯勒得到了额外的钱。

I want to use it.

我想用它。

I want to give it to you.

我想把它给你。

Get your husband in here.

把你丈夫叫到这里来。

That's loading the lips.

那是在嘴唇上加载。

You've just seen it.

你刚刚已经看到了。

Loading your lips.

加载你的嘴唇。

But before the managers can load their lips, they have to figure out what price they're going to ask for and the terms of the deal and all that.

但在经理们开口说话之前，他们必须弄清楚他们要索要的价格以及交易条款等等。

And this works differently, I think, than the way that most of us imagine is happening when we buy a car.

我认为，这与我们大多数人在购买汽车时想象的方式不同。

We assume that the managers and the salesmen are a unified team, and it's us versus them.

我们假设经理和销售人员是一个统一的团队，是我们与他们的对抗。

But in fact, managers and salespeople are often at odds with each other, and they spin information and they lie to each other.

但事实上，经理和销售人员常常意见不合，他们编造信息，互相撒谎。

Here's Peter Possas, a very experienced salesman, who, at the time of this recording, was three cars shy of the 18 that he was supposed to sell in October.

彼得·波萨斯 (Peter Possas) 是一位非常有经验的推销员，在录制本录音时，他比 10 月份应售出的 18 辆汽车还少了 3 辆。

And what he's doing here is he's asking a couple what they want their monthly payments to be on a new car.

他在这里所做的是询问一对夫妇他们希望每月支付多少费用来购买一辆新车。

What if I can get you the same payment you're at now?

如果我能为您提供与现在相同的付款怎么办？

$199 for 39 months, something like that?

39 个月 199 美元，类似的东西吗？

OK, hear that?

好吧，听到了吗？

$199 a month.

每月 199 美元。

Then Peter marches over to talk to the managers at the desk.

然后彼得大步走过去与办公桌前的经理交谈。

And listen to the number that he tells Sal that the customer wants.

并听他告诉萨尔客户想要的号码。

$150.

150 美元。

Not $199.

不是 199 美元。

As soon as Sal is out of earshot, Peter turns to the reporter who's trailing him, Sean Cole.

萨尔一听不见，彼得就转向跟踪他的记者肖恩·科尔。

You see what I did?

你看到我做了什么吗？

Sean Cole So talk me through it.

肖恩·科尔 跟我说说吧。

You heard-- well, you saw what-- she told me she wants to be at $199 a month.

你听到了——嗯，你看到了——她告诉我她想要每月 199 美元。

Right.

正确的。

Peter Possas But I'm telling him $150 because I've got to work him, too, at the same time I'm working her.

Peter Possas：但我告诉他 150 美元，因为我也必须为他工作，同时我也为她工作。

Why do this?

为什么要这样做？

Well, later, when the negotiations get tough, the manager, Sal, may ask Peter to squeeze the customers for a lower number on their trade-in, or maybe a higher price for the car, something that might be hard to talk the customer into.

好吧，稍后，当谈判变得艰难时，经理萨尔可能会要求彼得以较低的价格以旧换新，或者可能提高汽车的价格，这可能很难说服客户。

But Peter now has wiggle room.

但彼得现在有回旋余地。

He knows he can push the couple up to $199 a month in payments because they already said yes to it.

他知道他可以将这对夫妇每月的付款金额提高到 199 美元，因为他们已经同意了。

He can make up the difference there.

他可以弥补那里的差额。

In fact, as the deal proceeds, it runs into a problem.

事实上，随着交易的进行，它遇到了问题。

The desk, the couple, and the salesman cannot come to an agreement about how much the dealership should pay the couple for their trade-in.

服务台、这对夫妇和推销员无法就经销商应向这对夫妇支付多少以旧换新费用达成一致。

Sal says it is worth one price.

萨尔说，一分价钱一分货。

The customers say that another Jeep dealer offered them a lot more than that for the trade-in.

顾客表示，另一家吉普车经销商为他们提供的价格远高于以旧换新的价格。

But of course, that may be a lie.

但当然，这可能是一个谎言。

There's a saying in the business-- buyers are liars.

业内有句话——买家都是骗子。

Or maybe the other dealership is lying to the customers.

或者其他经销商可能在向顾客撒谎。

Maybe the other dealership told them an unrealistically high price that they never intend to pay.

也许另一家经销商告诉他们一个不切实际的高价，而他们永远不想支付。

That happens, too.

这种情况也会发生。

Everyone is playing everyone.

每个人都在玩每个人。

Sal, at the desk, tells Peter, the salesman, that the customer cannot be getting that trade-in price from the competitor.

办公桌旁的萨尔告诉推销员彼得，客户无法从竞争对手那里获得以旧换新的价格。

It can't be true.

这不可能是真的。

Stop believing what the customer's telling you.

不要相信客户告诉你的话。

That car does $16,500 at the auction.

那辆车在拍卖会上的售价为 16,500 美元。

There's no way they're paying him $20,000 grand on a car that they could sell at auction for $16,500.

他们不可能花 20,000 美元买一辆可以在拍卖会上以 16,500 美元出售的汽车。

Then I guess he's a better negotiator than me.

那么我想他是比我更好的谈判者。

I think he's just a better liar, and you're buying it.

我认为他只是一个更好的骗子，你也相信了。

Yeah.

是的。

Sal Lanzilotta That's the difference.

萨尔·兰齐洛塔 这就是区别。

So to summarize, the managers and the salespeople are playing each other.

总而言之，经理和销售人员是在互相较量。

The customer is playing them both.

客户正在玩它们。

Each dealership is playing the other dealerships.

每个经销商都在与其他经销商竞争。

And the manufacturer is playing all the dealerships, with its quotas and its incentives.

制造商正在利用其配额和激励措施与所有经销商进行竞争。

Chrysler sold 140,083 cars and trucks in October.

克莱斯勒 10 月份销售了 140,083 辆汽车和卡车。

This is what it took to sell one of them.

这就是出售其中一件所需的费用。

Like I said earlier, several of us came and recorded at this dealership and each of us chose different salespeople to follow.

就像我之前说的，我们几个人来到这家经销店进行录制，我们每个人都选择了不同的销售人员来跟随。

Robyn Semien chose Bobby Tantillo.

罗宾·塞米恩选择了鲍比·坦蒂罗。

A warning to listeners, somebody uses a word in an offensive way in her story.

向听众发出警告，有人在她的故事中以攻击性的方式使用了一个词。

We're going to leave that in because we're trying to document what really happened.

我们将保留这一点，因为我们正在尝试记录真正发生的事情。

Robert Tantillo-- Bobby T around the dealership-- is in last place.

罗伯特·坦蒂罗（Robert Tantillo）——经销商周围的鲍比·T（Bobby T）——位居最后。

He doesn't like talking about it.

他不喜欢谈论这件事。

How many cars have you sold?

你卖了多少辆车？

Bob Tantillo I can't keep track.

鲍勃·坦蒂罗 我无法追踪。

I didn't have to ask them.

我不必问他们。

Freddie makes it clear in that weekly speech he gives every Saturday.

弗雷迪在他每周六发表的每周演讲中明确表示了这一点。

Remember that meeting?

还记得那次会议吗？

He goes over everyone's individual sales, gives them new goals.

他检查了每个人的个人销售情况，给他们设定了新的目标。

Bob's there that morning, too.

那天早上鲍勃也在那里。

Freddie is keeping track.

弗雷迪正在追踪。

Bob T, you're at three.

鲍勃·T，你已经三岁了。

Thanks for stopping by.

感谢您的光临。

Bob doesn't flinch.

鲍勃没有退缩。

He sits poker-faced in a chair.

他面无表情地坐在椅子上。

A couple of guys look down or stare at their hands.

几个人低下头或盯着他们的手。

I want 15, Bob.

我想要 15 个，鲍勃。

12 more.

还有12个。

Robyn Semien Bobby T's new here.

罗宾·塞米恩·鲍比·T (Robyn Semien Bobby T) 是新来的。

Before this, he was in the wholesale food business for three decades, became a car salesman a few years ago after he retired.

在此之前，他在食品批发行业工作了三十年，几年前退休后成为一名汽车推销员。

Bob says last month, he had the most sales for a couple weeks.

鲍勃说，上个月，他的销售额创下了几周以来的最高纪录。

But last month was last month.

但上个月就是上个月。

Freddie needs this month.

弗雷迪需要这个月。

Bob says the issue is, there's just so much about selling cars that's out of his control.

鲍勃说，问题是，销售汽车的很多事情都是他无法控制的。

He says his biggest problem this month is a lack of leads.

他说他这个月最大的问题是缺乏线索。

One way salesmen get leads is from the internet.

销售人员获得销售线索的一种方式是通过互联网。

Town & Country lists all the cars it has online.

Town & Country 列出了其在线拥有的所有汽车。

When people see one they like, they usually call before they come in to make sure the car is really there.

当人们看到自己喜欢的车时，他们通常会在进来之前打电话以确保这辆车确实在那里。

But those calls go to guys in the back, in the internet department.

但这些电话是打给后面的互联网部门的人的。

Then when the customers show up at the store, they meet whoever they talk to on the phone, and one of the bosses at the desk hands them over to a real salesperson, like Bob.

然后，当顾客出现在商店时，他们会遇到通过电话交谈的任何人，办公桌上的一位老板将他们交给真正的销售人员，例如鲍勃。

Except that Bob says he's never been handed one of those leads.

只是鲍勃说他从未获得过其中任何一条线索。

They're going to give it to a guy that they know is-- that's been here.

他们会把它交给一个他们认识的人——那个人曾经在这里。

And they feed him the deal.

他们向他提供这笔交易。

That's pretty much how it works.

这就是它的工作原理。

You have to really be tight with the desk.

你必须真正紧握桌子。

Yeah.

是的。

Robyn Semien Bob's not tight with the desk.

罗宾·塞米恩·鲍勃 (Robyn Semien Bob) 的办公桌并不紧。

But Freddie, in an attempt to help out, gives Bob exactly what he wants-- his first internet lead.

但弗雷迪试图提供帮助，给了鲍勃他想要的东西——他的第一个互联网线索。

He tells Bob, go on back, get Dan.

他告诉鲍勃，回去吧，去找丹。

Dan works in the internet office, so these words-- "go get Dan"-- that's the signal for taking over an internet lead.

丹在互联网办公室工作，所以这句话——“去找丹”——这是接管互联网领导的信号。

Freddie raises his eyebrows at Bob and nods his head slowly like, you got that?

弗雷迪对鲍勃扬起眉毛，慢慢地点点头，好像在说，你明白了吗？

Bob misunderstands the cue.

鲍勃误解了这个暗示。

He gets Dan from the internet office, who comes up to the desk to greet the customers and hand them off to Bob, who has suddenly disappeared.

他从互联网办公室找到了丹，丹来到办公桌前迎接顾客，并将他们交给突然消失的鲍勃。

No one knows where he went, so Freddie gives the customers to another salesman.

没有人知道他去了哪里，所以弗雷迪把顾客交给了另一位推销员。

A bewildered Freddie calls over to Dan.

困惑的弗雷迪打电话给丹。

And I sent Bob T over there to get you or whatever and then come back.

我派鲍勃·T 去那里接你什么的，然后再回来。

Where'd he go?

他去哪儿了？

He buzzed.

他嗡嗡地响。

So I said, you busy?

于是我说，你忙吗？

Come on.

快点。

He kept going to the office.

他继续去办公室。

He came over to me.

他向我走过来。

Freddie Hoyt I know.

弗雷迪·霍伊特我知道。

I told him, go get Dan.

我告诉他，去找丹。

Come right back.

马上回来。

Bob walks up minutes later.

几分钟后鲍勃走了过来。

Freddie Hoyt The whole idea was to get Dan and come back and then take over the sale.

弗雷迪·霍伊特（Freddie Hoyt）整个想法是让丹回来，然后接管销售。

That's what Dan does.

这就是丹所做的。

I thought you wanted me to get him.

我以为你想让我去找他

That's what I thought.

我就是这么想的。

Well, that's what Dan does.

嗯，这就是丹所做的。

He comes in.

他进来了。

He gets the sale, and then he gives it to the salesman.

他得到了销售，然后将其交给推销员。

So instead, now Manny got it.

所以现在曼尼明白了。

I'm sorry.

对不起。

I was talking to Chris about the [INAUDIBLE].

我正在和克里斯谈论[听不清]。

It's hard to watch someone with a lot of experience berate someone with much less experience for not knowing better.

看着经验丰富的人斥责经验少得多的人，因为他们不了解情况，这很难受。

There's a line from the movie Glengarry Glen Ross.

电影《格伦加里·格伦·罗斯》中有一句台词。

"You never open your mouth till you know what the shot is." When you don't know the shot, it's not like you don't want to know the shot.

“在你知道镜头是什么之前，你永远不会张开嘴。”当你不知道这个镜头时，并不是你不想知道这个镜头。

Bob doesn't know the shot.

鲍勃不知道这个镜头。

But he's trying.

但他正在努力。

He didn't say, there's a customer here.

他没有说，这里有顾客。

Take care of the customer.

照顾顾客。

He said, go get Dan.

他说，去找丹。

So I went and got Dan.

所以我去找丹。

I was supposed to know what he's thinking.

我应该知道他在想什么。

It's hard.

这很难。

You get bullied.

你会被欺负。

You get pushed around.

你被推来推去。

But you let it go, move on.

但你还是放手吧，继续前进。

It's a tough job, and it's not for everybody.

这是一项艰巨的工作，并不适合所有人。

I told you that.

我告诉过你了。

You've got to be thick-skinned.

你脸皮一定要厚。

You've got to be able to take a lot, absorb a lot.

你必须能够吸收很多，吸收很多。

He said, well, now we gave it to the other guy.

他说，好吧，现在我们把它给了另一个人。

OK.

好的。

What do you want me to say?

你想让我说什么？

So there actually is a place at Town & Country where they keep score of who has sold what.

因此，Town & Country 确实有一个地方，他们可以记录谁卖出了什么。

It's in Freddie's office, the general manager's office.

地点在弗雷迪的办公室，总经理办公室。

It's a whiteboard with each person's sales for the month to date on it.

这是一块白板，上面写着每个人当月迄今为止的销售额。

Every car or truck that they've sold is represented by a little magnetic rectangle that's roughly the size of a 9-volt battery.

他们出售的每辆汽车或卡车都由一个小磁性矩形代表，其大小大致相当于 9 伏电池。

Everybody calls these chips.

大家都称这些为芯片。

And the different colors of the chips stand for different models of cars and trucks.

芯片的不同颜色代表不同型号的汽车和卡车。

And throughout the day, salesmen come and they hover around the whiteboard, seeing where everybody stands.

一整天，销售人员都会来，他们在白板周围徘徊，看看每个人的立场。

And generally, everybody is shooting for at least 15 sales a month.

一般来说，每个人的目标是每月至少销售 15 笔。

At 15 sales, your commission for the next month jumps from 20% to 30%.

销售 15 次时，您下个月的佣金将从 20% 跃升至 30%。

There's also a bonus of $600 when you hit 10 cars, $250 if you sell seven cars in the first two weeks of the month.

当你达到 10 辆汽车时，还有 600 美元的奖金；如果你在本月的前两周卖出 7 辆汽车，则可以获得 250 美元的奖金。

There's money you get directly from Chrysler, and that could be anywhere between $50 and $250 per car.

您可以直接从克莱斯勒获得资金，每辆车可能在 50 美元到 250 美元之间。

Mid-level salesmen here and Town & Country make around $60,000 a year.

这里以及 Town & Country 的中层推销员年薪约为 60,000 美元。

Top performers are closer to $100,000.

表现最好的人接近 100,000 美元。

Most of that is commissions and bonuses.

其中大部分是佣金和奖金。

The number one salesman at Town & Country is always the same.

Town & Country 的第一推销员总是一样的。

Some months, he has twice as many sales as whoever's in second place.

有几个月，他的销售额是第二名的两倍。

I've been doing this 28 years.

我这样做已经28年了。

This guy is one of the best I've ever seen.

这家伙是我见过的最好的人之一。

That's salesman Peter Possas standing at the board.

那是站在董事会上的推销员彼得·波萨斯。

It's the middle of the month.

现在是月中旬。

He's got 1, 2, 3, 4, 5, 6, 7, 8-- 15, two pending.

他有 1、2、3、4、5、6、7、8——15 个，还有两个待定。

17 cars.

17辆车。

Unbelievable.

难以置信。

This guy's a born salesperson.

这家伙是天生的推销员。

All the veteran sales guys at Town & Country say these things about this guy.

Town & Country 的所有资深销售人员都这样评价这个人。

He also happens to be the youngest salesman of dealership.

他也恰好是经销商中最年轻的推销员。

He's 28.

他28岁了。

Jason Mascia.

贾森·马西亚.

Reporter Sean Cole followed him around.

记者肖恩·科尔跟着他四处走动。

Jason stands out from everybody else on the sales floor in pretty much every way.

杰森几乎在各个方面都比销售现场的其他人脱颖而出。

He's taller than everybody else and way more focused on his appearance-- always a full suit and tie, double Windsor knot, gelled hair.

他比其他人都高，也更注重自己的外表——总是穿着全套西装，打着领带，打着双温莎结，头发涂了发胶。

He's handsome.

他很帅。

And he isn't just the best seller at Town & Country.

他不仅是《Town & Country》中的畅销书。

He's one of the best sellers of Jeeps, Chryslers, Dodges, and Rams in America.

他是美国最畅销的吉普车、克莱斯勒汽车、道奇汽车和公羊汽车之一。

So I'm going to go on my login here.

所以我要在这里继续登录。

And then, boom.

然后，繁荣。

He showed me this internal Chrysler company website that ranks all the salespeople.

他向我展示了克莱斯勒公司的内部网站，其中对所有销售人员进行了排名。

I'm talking thousands of people.

我说的是成千上万的人。

You see this national number?

你看到这个国家号码了吗？

There is 29,000 salespeople in the whole entire country.

全国有29,000名销售人员。

108 out of 29,000.

29,000 名中的 108 名。

Sean Cole You have a shocked look on your face.

肖恩·科尔 你脸上露出震惊的表情。

Yeah, because I look at it and I say, that's freaking crazy.

是的，因为我看着它，我说，这太疯狂了。

You know what I'm saying?

你知道我在说什么吗？

You would think a guy that's in this business for 15 to 20 years should be doing that stuff.

你可能会认为一个在这个行业工作了 15 到 20 年的人应该做这些事情。

Jason's barely been in this business for four years.

杰森从事这个行业才四年。

When I met him in the last weekend of October, he had already outsold everybody for the month, including a guy who's been doing this since Jason was a toddler.

当我在十月的最后一个周末见到他时，他这个月的销量已经超过了所有人，其中包括一个从杰森还是个小孩时就开始这样做的人。

But he says he's not competing with the others.

但他表示，他并不与其他人竞争。

He's competing with himself.

他在和自己竞争。

I'm trying to excel.

我正在努力表现出色。

I have my own goals that nobody would even know about.

我有自己的目标，但没人知道。

You know what I mean?

你知道我的意思？

So I'm like my own little celebrity in my own little body.

所以我就像我自己小小的身体里的小名人。

As we're sitting there talking, he pulls out a piece of paper and starts writing down everything he's saying as he says it.

当我们坐在那里谈话时，他拿出一张纸，开始写下他所说的一切。

He always does this.

他总是这样做。

I have 10 pages of notes from this interview-- his notes.

我有 10 页这次采访的笔记——他的笔记。

So most of the salespeople at Town & Country are shooting for 15 to 20 sales in a month.

因此，Town & Country 的大多数销售人员的目标是每月销售 15 至 20 笔。

That's considered a solid performance.

这被认为是可靠的表现。

And Jason is not satisfied with a solid performance.

而杰森并不满足于扎实的表现。

There's a number that I really want to hit.

有一个数字我真的很想达到。

He writes down that number and circles it and then moves on.

他写下这个数字并圈出它，然后继续前进。

And I would love to just achieve-- I have achieved 30 cars several times.

我很想实现——我已经多次实现了 30 辆汽车。

Writes down 30, underlined "several." That is, 30 cars a month.

写下 30，并在“几个”下划线。也就是一个月30辆车。

All right?

好的？

So I've done that enough to say I could do it.

所以我已经做了足够多的事情，可以说我可以做到。

Now I'm trickling--

现在我正在流淌——

Writes down 30, plus sign.

写下 30，加号。

Jason Mascia --30-plus.

贾森·马西亚（Jason Mascia）——30 岁以上。

For October, hoping to finish the month in the mid-30s somewhere.

对于 10 月份，希望能在 30 多岁左右结束这个月。

But Jason's own personal Olympic goal?

但杰森自己的个人奥运目标是什么？

Say what this number is that you wrote down.

说出你写下的这个数字是多少。

This is 40.

这是40。

40's a big number.

40是一个很大的数字。

You know what I mean?

你知道我的意思？

If you could hit 40 cars, that's more than a car per day.

如果你能打到 40 辆汽车，那就比每天一辆汽车还多了。

That's sick.

那是病了。

That's crazy, especially when you're selling cars.

这太疯狂了，尤其是当你销售汽车时。

You know what I mean?

你知道我的意思？

It's not like I'm selling suits.

我又不是卖西装的。

What took me a while to understand is how Jason sells so many cars, or what he's doing differently than everybody else.

我花了一段时间才明白杰森是如何卖出这么多汽车的，或者他的做法与其他人不同。

And we asked pretty much everybody else this question, but their answers were kind of generic.

我们问了几乎所有人这个问题，但他们的答案都很笼统。

He's a good-looking kid, good personality, got the gift of the gab.

他是个英俊的孩子，性格很好，有能说会道的天赋。

Even Jason sort of defaults to truisms when you ask him what his secret is.

当你问杰森他的秘密是什么时，即使是杰森也会默认老生常谈。

Says he treats every customer like he would want to be treated.

他说他对待每一位顾客就像他希望别人对待他一样。

But as much as you can figure out anybody in less than a week, I think Jason's success is due to three basic attributes, three characteristics he has that have propelled him to the top.

但尽管你可以在不到一周的时间内了解任何人，我认为杰森的成功归功于三个基本属性，他所拥有的三个特征将他推向了顶峰。

So I'll go through those now.

所以我现在就讲一下这些。

Number one, constructive delusion.

第一，建设性妄想。

Now, Jason knows that a certain percentage of customers, depending on the month, will walk away from him without buying a car.

现在，杰森知道，根据月份的不同，一定比例的客户会离开他而不买车。

Of course that happens.

当然会发生这种情况。

And yet, paradoxically, he enters every negotiation full in the knowledge that it will not happen.

然而，矛盾的是，他在参加每一次谈判时都知道这不会发生。

As we're sitting there, he drew a picture of a very lopsided hourglass with a line across the skinny part.

当我们坐在那里时，他画了一幅非常不平衡的沙漏图，沙漏的细长部分有一条线。

You know, are you looking at it half empty or half full?

你知道，你看的是半空还是半满？

You know what I mean?

你知道我的意思？

Are you optimistic or are you-- what's the other word?

你是乐观还是——换句话说是什么？

To Jason, the glass is not half empty, and it is not half full.

对于杰森来说，杯子不是半空的，也不是半满的。

Me, I'm always at 100.

我呢，一直都是100。

Sean Cole It is 100% full.

肖恩·科尔 100% 满了。

Yeah, it's full.

是的，已经满了。

And you're like, what the hell?

你会想，到底是什么？

No, it's not.

不，不是。

There's only half of the water there.

那里只有一半的水。

No, no, no.

不，不，不。

No, it's full to me.

不，对我来说已经很满了。

Sean Cole But for someone who barely possesses the word pessimistic in his vocabulary, that's not always how he seems on the sales floor.

肖恩·科尔 (Sean Cole) 但对于一个词汇中几乎没有悲观这个词的人来说，他在销售楼层的表现并不总是这样。

More than any of the other sellers, Jason's anxious.

杰森比其他卖家都更焦虑。

I'm going crazy right now.

我现在快要疯了。

I'm biting my nails.

我正在咬指甲。

Biting my nails off because I'm stressed.

因为压力大所以咬指甲。

Biting his nails, hovering around the manager's desk.

咬着指甲，在经理办公桌周围徘徊。

It's like the dealership making its quota is personal to him.

就好像经销商制定的配额对他来说是个人的。

Jason-- and this is number two on our list of attributes.

杰森——这是我们属性列表中的第二位。

Jason doesn't just want to sell cars.

杰森不仅仅想卖汽车。

Jason needs to sell cars.

杰森需要卖车。

Case in point, I watched him work this one deal, a lease on a Jeep Liberty.

举个例子，我看到他完成了一笔交易，租赁一辆吉普自由人。

He played it totally cool at first.

一开始他表现得非常冷静。

But when the haggling started, it was like someone had clamped a set of jumper cables to his ankle.

但当讨价还价开始时，就像有人将一组跨接电缆夹在他的脚踝上一样。

And between 375 and 329 is 46 times 39 is another 1,700.

375 和 329 之间是 46 乘以 39 又是 1,700。

But you've got to put the value point on it.

但你必须把价值点放在它上面。

You now have a sunroof.

你现在有一个天窗了。

The guy insists for an hour that he can't leave a deposit without talking to his wife.

那家伙坚持了一个小时，说他不能在不与妻子交谈的情况下留下押金。

And then he leaves a deposit.

然后他留下了押金。

Jason wins.

杰森获胜。

Anthony, I really like you.

安东尼，我真的很喜欢你。

I really do.

我真的这么做。

He runs outside to chat with another customer that he's already closed.

他跑到外面与另一位已经关门的顾客聊天。

We're getting there.

我们快到了。

Sean Cole And at this point, he's completely dosed up on adrenaline, jabbering like a speed freak.

肖恩·科尔（Sean Cole） 此时，他的肾上腺素已经完全耗尽，像速度狂一样喋喋不休。

I just-- I just-- I just-- I just closed one-- I just closed one that I didn't think I was going to close.

我只是——我只是——我只是——我刚刚关闭了一个——我刚刚关闭了一个我认为我不会关闭的地方。

Really?

真的吗？

Jason Mascia Yeah.

贾森·马西亚 是的。

The guy was on the fence.

那家伙在栅栏上。

He's like, my wife, my wife, my wife, my wife, my wife.

他就像，我的妻子，我的妻子，我的妻子，我的妻子，我的妻子。

I threw something at him and he was like-- and you know those intense moments, where you're like, fuck, is he going to do it?

我向他扔了一些东西，他就像——你知道那些紧张的时刻，你会想，操，他会这么做吗？

And we did it.

我们做到了。

So exciting.

太令人兴奋了。

It doesn't matter how many cars you do.

你有多少辆车并不重要。

It's like the first deal of your life.

这就像你人生中的第一笔交易。

Two hours later, he's already crashed.

两个小时后，他已经坠毁了。

It's like that deal never happened.

就好像那笔交易从未发生过一样。

I'm struggling right now to get these deals out, man.

我现在正在努力完成这些交易，伙计。

I'm really strapped.

我实在是束手无策了。

I feel like I told you.

我感觉就像我告诉过你的一样。

I'm back on that feeling-- I'm back on that grind again.

我又回到了那种感觉——我又回到了那种磨难的状态。

I feel like I need another 10 cars.

我觉得我还需要10辆车。

The high is fleeting.

高潮转瞬即逝。

Jason Mascia Yeah, the high's gone.

Jason Mascia 是的，兴奋已经过去了。

I'm ready for the next dose.

我已准备好接受下一剂。

Yeah.

是的。

Sean Cole So that's two.

肖恩·科尔：那就是两个。

And then the third and final attribute that I think has led Jason to being the top seller of Town & Country, ABC.

我认为第三个也是最后一个属性使杰森成为美国广播公司《城镇与乡村》的畅销书。

Always Be Calling your girlfriend to say, baby, I just have a couple more things to take care of and then I'll be home.

总是打电话给你的女朋友说，宝贝，我还有几件事要处理，然后我就会回家。

We got into an argument about it last night.

昨晚我们因为这事吵了一架。

This is Jason's girlfriend, Gena.

这是杰森的女朋友吉娜。

She stopped by to say hi to him at the shop one of the days we were there.

我们在那里的一天，她顺便到店里向他打招呼。

The night before that, he had come home too late and screwed up their dinner plans.

前一天晚上，他回家太晚了，搞砸了他们的晚餐计划。

Gena says they're always running into a store five minutes before it closes.

吉纳说，他们总是在商店关门前五分钟跑进商店。

She's imposed a no-work-talk-over-dinner rule, but Jason always has just one last thing to tell her about something that happened at work.

她规定了晚餐时不得谈论工作的规定，但杰森总是只有最后一件事要告诉她工作中发生的事情。

And they've only been together a year, so they can both still laugh about it, at least with me.

而且他们才在一起一年，所以他们俩仍然可以笑起来，至少对我来说。

But of course, working long hours can threaten everything else in your life, and the entire business of selling cars is built on working long hours, working weekends, when more customers come in, coming in on your day off, when the store needs to meet its quota.

但当然，长时间工作可能会威胁到你生活中的其他一切，而整个销售汽车的业务都是建立在长时间工作、周末工作的基础上的，当更多的顾客进来时，在你休息日进来时，当商店需要满足其配额时。

And the damage that can do is all around Jason.

而能造成的伤害全在杰森周围。

The sales guy in the cubicle next to him, Peter Possas, told me managing a sales team at a dealership in Florida is what led to his divorce.

他旁边的小隔间里的销售人员彼得·波萨斯 (Peter Possas) 告诉我，他在佛罗里达州的一家经销店管理销售团队是导致他离婚的原因。

Yeah, of course it did.

是的，当然是这样。

I was never home.

我从来不在家。

I missed all functions and stuff because I married my job.

我错过了所有的功能和东西，因为我嫁给了我的工作。

Manny, who sits next to Peter, is separated from his wife partly due to the business.

坐在彼得旁边的曼尼由于工作原因与妻子分居。

Theresa in finance said her job caused her divorce.

金融界人士特蕾莎表示，她的工作导致了她的离婚。

Sal, one of the managers you heard from before, says the job was a factor in both of his divorces.

萨尔是你之前听说过的经理之一，他说这份工作是他两次离婚的一个因素。

Still, Jason and Gena wouldn't even be together if it weren't for the job.

尽管如此，如果不是因为这份工作，杰森和吉娜甚至不会在一起。

They met at the dealership when she was buying from another salesperson.

当她从另一位销售人员那里购买商品时，他们在经销店相遇了。

And now here they are, both driving the exact same kind of car.

现在他们都在这里，都驾驶着完全相同的汽车。

It's funny.

很有趣。

We both got white Jeeps.

我们都有白色吉普车。

We love them.

我们爱他们。

She has a '12 I got a '14.

她有'12，我有'14。

And we just have a good time.

我们只是玩得很​​开心。

And they're great trucks.

它们是很棒的卡车。

They got everything you need, all the luxury, the right size, and they last forever.

它们拥有您需要的一切，所有的奢华，合适的尺寸，而且它们永远耐用。

Yeah.

是的。

And if you've ever been-- yeah, you're going to go out and buy a car before the end of the night.

如果你曾经——是的，你会在晚上之前出去买一辆车。

You're going to be like, Ira, you know what?

你会说，艾拉，你知道吗？

I'll be back at the office in about two hours.

大约两个小时后我会回到办公室。

I'm picking up my new Jeep.

我正在拿起我的新吉普车。

I mean, this product is like on fire.

我的意思是，这个产品就像着火了。

In the second half of October at Town & Country, sales stay slow.

十月下半月，Town & Country 的销售依然缓慢。

And going into the last two days of the month, they still have so many cars to sell that when Freddie sees me arrive in the morning on the next to last day of the month, knowing what it is that I'm about to ask him, he starts laughing.

进入这个月的最后两天，他们仍然有很多汽车要卖，以至于当弗雷迪看到我在这个月的倒数最后一天早上到达时，知道我要问他什么，他开始大笑。

[LAUGHTER] Oh, boy.

[笑声]哦，孩子。

Here we go.

开始了。

We're behind 16 cars for the month so far.

到目前为止，我们这个月落后了 16 辆汽车。

And that's not good.

那不好。

That means I need 16 cars between today and tomorrow.

这意味着从今天到明天我需要 16 辆车。

Here's how hard that number is.

这就是这个数字有多难。

Freddie tells me that he only expects 15 or 16 customers to show up in the store each day, which means that to get to his number, he's going to have to sell a car to every other person who walks in the door.

弗雷迪告诉我，他预计每天只会有 15 或 16 名顾客出现在商店里，这意味着要获得他的号码，他必须向每一个走进店里的其他人卖一辆车。

And what my fellow radio producers and I witness over the next two days-- OK, some deals do go through, but it's almost a catalog of all the ways that a car deal can fall apart.

在接下来的两天里，我和我的广播制作人同事们目睹了——好吧，有些交易确实完成了，但这几乎是汽车交易可能失败的所有方式的目录。

There were the obvious ways.

有一些显而易见的方法。

A young woman doesn't get approved for her car loan.

一名年轻女子的汽车贷款未获批准。

A father and son promise to come back tomorrow to sign the papers and take the car.

一对父子承诺明天回来签署文件并取车。

They never come back.

他们永远不会回来。

But there turn out to be all sorts of other ways that a car deal can implode that we had never imagined or conceived.

但事实证明，汽车交易还有很多其他我们从未想象或设想过的方式可能会破裂。

For instance, Bob T.

例如，鲍勃·T.

You remember Bob T, the salesman with the lowest sales of anybody this month.

您还记得鲍勃·T (Bob T)，他是本月销售额最低的推销员。

A deal of his starts to unravel after the paperwork is signed, after the deposit is paid.

在签署文件、支付押金后，他的一笔交易开始瓦解。

Basically, what happens is he told a couple that their new car is $2,000 cheaper than it actually is.

基本上，他告诉一对夫妇，他们的新车比实际便宜 2,000 美元。

They found out the truth while talking to Rich, the finance manager, and kind of hit the roof.

他们在与财务经理里奇交谈时发现了真相，并有点愤怒。

Why am I thinking I'm getting screwed here?

为什么我觉得我在这里被搞砸了？

Bob T was also surprised.

鲍勃·T也很惊讶。

He himself thought it was $2,000 cheaper.

他自己认为便宜了2000美元。

The finance manager, Rich, tells Bob T that Bob T should have, first, better understood which rebates the couple's qualified for.

财务经理 Rich 告诉 Bob T，Bob T 首先应该更好地了解这对夫妇有资格获得哪些回扣。

That's where the mistake was.

这就是错误所在。

And second, he should have explained it to the couple.

其次，他应该向这对夫妇解释一下。

You left the middle out.

你把中间的部分漏掉了。

You left the meat of the sandwich out.

你把三明治的肉漏掉了。

That wasn't told to me.

那没有告诉我。

It was that we were going to give him the same discount.

我们要给他同样的折扣。

That's what I understood.

这就是我的理解。

I'm only going by the numbers that were given to me, and I gave him the numbers, and he signed it.

我只根据给我的号码，我给了他号码，他签了字。

It started with $28,960.

起价为 28,960 美元。

Rich manages to save this deal, but barely.

里奇设法挽救了这笔交易，但勉强成功。

They have to pick out another car because the other car was sold and nobody marked it.

他们必须挑选另一辆车，因为另一辆车已售出，但没有人标记。

That's right.

这是正确的。

They accidentally sold the same car twice to two different customers.

他们不小心将同一辆车两次卖给了两个不同的客户。

Here's how it happened.

事情是这样发生的。

Scott had sold a red Jeep Grand Cherokee to this customer, this guy who came in with his dad.

斯科特把一辆红色吉普大切诺基卖给了这位顾客，这位顾客是和他爸爸一起进来的。

They left a deposit.

他们留下了押金。

But another salesman, Mike Lester-- everybody calls him Mike L-- had already sold that same car the day before.

但另一位推销员迈克·莱斯特（Mike Lester）——大家都叫他迈克·L——在前一天就已经卖掉了那辆车。

The customer hadn't picked up the car yet.

客户还没有提车。

And the little magnetic chip that they use to keep track of the sales, the one for this car, nobody had put it on the whiteboard in Freddie's office, the board that keeps track of who sold what.

还有他们用来跟踪销售情况的小磁性芯片，就是这辆车的那个，没有人把它放在弗雷迪办公室的白板上，即跟踪谁卖了什么的黑板上。

Scott is not happy.

斯科特不高兴。

I want a drink.

我想喝一杯。

You're welcome to come over for a fucking drink.

欢迎你过来喝一杯。

Or maybe this does a better job capturing his mood.

或者也许这样可以更好地捕捉他的情绪。

An hour later, the customer is back on the lot with his dad, and Scott walks up to him.

一小时后，顾客和他的父亲回到停车场，斯科特走到他面前。

And maybe this is the time to tell you that Scott moonlights as a mortician, which means he's used to handling all kinds of situations with customers.

也许现在是时候告诉你斯科特兼职做殡葬师，这意味着他习惯于与客户处理各种情况。

And so even though he did absolutely nothing wrong, here's what he says.

因此，即使他绝对没有做错任何事，这就是他所说的。

Hope you got the customer's Godfather reference there.

希望您能在那里找到客户的教父参考资料。

Scott tells him that if the other sale falls through, the car is his.

斯科特告诉他，如果另一次销售失败，这辆车就是他的了。

But the other deal does not fall through, so Scott and the guy go wandering around the lot in the dark, looking for another Grand Cherokee-- red.

但另一笔交易并没有成功，所以斯科特和那家伙在黑暗中在停车场里闲逛，寻找另一辆大切诺基——红色。

The guy is set on red.

这家伙被设置为红色。

And they find one.

他们找到了一个。

What is this one?

这是什么？

Ira Glass Yes, it is another red Grand Cherokee.

Ira Glass 是的，这是另一款红色大切诺基。

Scott writes down the stock number, runs to the desk to check it out, and it has also been sold.

斯科特记下库存编号，跑到柜台查看，结果也已售出。

Scott's only hope is that that deal will fall apart and he can sell the car to this customer, who he sends home.

斯科特唯一的希望是这笔交易会失败，他可以将汽车卖给这位客户，然后将客户送回家。

Fingers crossed.

手指交叉。

The night, however, is still not over.

然而，夜晚还没有结束。

Then around quarter to 8:00 that night, something happens at the desk that really, really ticks off the manager, Sal.

然后那天晚上 8:00 左右，办公桌上发生了一些事情，这让经理 Sal 非常非常恼火。

The amount of stupidity that just happened far exceeds anything I have ever experienced in the car business.

刚刚发生的愚蠢行为远远超过了我在汽车行业经历过的任何事情。

OK, here's the short version.

好的，这是简短的版本。

Stephen Brown, a computer engineer from New Jersey, has come in to finalize a deal on a new Dodge Challenger coupe.

来自新泽西州的计算机工程师斯蒂芬·布朗 (Stephen Brown) 前来敲定一辆新型道奇挑战者轿跑车的交易。

Sal greets him.

萨尔向他打招呼。

How you doing?

你好吗？

Stephen Brown I'm all right.

斯蒂芬·布朗 我很好。

Stephen is Lori's customer, the one woman on the sales team.

斯蒂芬是洛里的客户，也是销售团队中唯​​一的女性。

But Lori is out sick.

但洛瑞生病了。

Stephen tells Sal that she texted him that somebody else was going to be taking care of the deal.

斯蒂芬告诉萨尔，她给他发短信说会有其他人来处理这笔交易。

She didn't tell you who?

她没告诉你是谁？

Stephen Brown No. She just texted a message about--

史蒂芬·布朗 不。她刚刚发了一条短信，内容是——

All right, Give me a few minutes.

好吧，请给我几分钟。

If you want, you can grab a seat in the waiting area over there.

如果你愿意的话，你可以在那边的等候区找个座位。

Stephen sits down.

斯蒂芬坐下。

Sal gets Lori on the phone.

萨尔给洛瑞打电话。

I have a customer of yours here says someone else is supposed take care of him.

我这里有一位顾客说应该由其他人来照顾他。

Who's supposed to take care of him?

谁应该照顾他？

All right, good.

好吧，很好。

Mike Lester's gone for the night.

迈克·莱斯特过夜了。

So now what do I do?

那么现在我该怎么办？

Well, he's gone, too.

嗯，他也走了。

Sal pages Scotty, but he's not around.

萨尔呼叫斯科蒂，但他不在。

Peter's around, but he's working another deal.

彼得就在附近，但他正在做另一笔交易。

Then, you know how in every shop of every kind everywhere there is that one team-playing, late-staying, extra go-gettery kid you can turn to who will always help clean up whatever weirdo mess just erupted one hour before closing?

然后，你知道在任何地方的每家商店里，都会有一个团队合作、迟到、特别有干劲的孩子，你可以向他求助，他总是会帮助清理关门前一小时爆发的奇怪混乱吗？

Yeah.

是的。

In this case, that would happen to be--

在这种情况下，情况可能是——

Jason comes over to the podium.

杰森走到讲台上。

Sean Cole, who is trailing Jason, picks up the story from here.

跟踪杰森的肖恩·科尔从这里开始讲述这个故事。

So Jason comes over to the desk, and Sal explains what's going on.

于是杰森来到办公桌前，萨尔解释了发生的事情。

Here's the rundown.

这是概要。

You ready?

你准备好了吗？

This is Lori's customer.

这是洛瑞的顾客。

The customer came in to see Lori.

顾客进来见洛瑞。

Lori's not here today, so she set it up with Mike Lester.

洛瑞今天不在，所以她和迈克·莱斯特安排了这件事。

Mike Lester went home.

迈克·莱斯特回家了。

Mike Perez knew about the deal.

迈克·佩雷斯知道这笔交易。

Mike Perez went home.

迈克·佩雷斯回家了。

TK's a finance manager on the deal.

TK 是该交易的财务经理。

He's off today.

他今天休息。

So now I'm supposed to piece this together.

所以现在我应该把它拼凑起来。

What are we doing?

我们在做什么？

Sal Lanzilotta I'm not quite clear.

Sal Lanzilotta 我不太清楚。

Is the thing billed out?

东西已经结帐了吗？

Sal Lanzilotta I'm not quite clear.

Sal Lanzilotta 我不太清楚。

It's not quite clear.

还不太清楚。

Jason Mascia He's not quite clear.

Jason Mascia 他不太清楚。

I know the call was ready last-- how you doing, sir?

我知道电话最后已经准备好了——您好吗，先生？

Good.

好的。

I'm Jason.

我是杰森。

Sean Cole Now, this isn't a situation where Stephen just needs to sign some papers and pick up the keys to his new car.

肖恩·科尔：现在，史蒂芬不需要签署一些文件并领取他的新车钥匙。

There are still a lot of steps to march through.

还有很多步骤需要走。

He finds the folder and learns that Stephen and Lori never got to a final final offer for his trade-in.

他找到了文件夹，并得知斯蒂芬和洛里从未就他的以旧换新达成最终报价。

In order to do that, the car has to go up on the lift for a full inspection in the service department, which is inexplicably closed on this, the second-to-last day of the month, when they need absolutely every sale they can get.

为了做到这一点，汽车必须上电梯到服务部门进行全面检查，而服务部门在这个月的倒数第二天莫名其妙地关闭，而此时他们绝对需要他们能得到的每一笔销售。

They didn't call me to see if they could leave.

他们没有打电话给我询问是否可以离开。

We're going to lose this deal.

我们将会失去这笔交易。

With no inspection, there's no trade-in.

没有检查，就没有以旧换新。

And with no trade-in, there's no deal.

如果没有以旧换新，就没有交易。

Somebody finally does a cursory inspection on the car, without the lift, in the dark.

终于有人在黑暗中对没有电梯的汽车进行了粗略的检查。

All the while, Stephen is getting more and more anxious that no one seems to know what's going on.

一直以来，史蒂芬越来越焦虑，因为似乎没有人知道发生了什么事。

Jason tries to get him in with the finance guy to work out the terms of the deal, but the finance guy's busy.

杰森试图让他与财务人员一起制定交易条款，但财务人员很忙。

Jason explains this to Sal, which sets Sal off again.

杰森向萨尔解释了这一点，这再次激怒了萨尔。

He needs to sit with that customer.

他需要和那个顾客坐在一起。

This is a--

这是一个——

No, don't worry.

不，别担心。

Don't get excited.

别激动。

Don't get excited.

别激动。

Dude, I'm about ready to walk the fuck out.

老兄，我他妈的已经准备好走出去了。

No, don't get-- Sal Lanzilotta Like, no bullshit.

不，别听—— Sal Lanzilotta 就像，不是废话。

No, don't get excited.

不，别激动。

Sal Lanzilotta OK?

萨尔·兰兹洛塔 可以吗？

I've never been in a store this fucked up in my life.

我这辈子从来没有去过这么糟糕的商店。

Don't get excited.

别激动。

I don't want you to get excited.

我不想让你兴奋。

I want you to just remain calm.

我希望你保持冷静。

This is actually the third time Stephen's made the trek out here from New Jersey.

这实际上是斯蒂芬第三次从新泽西长途跋涉来到这里。

It's a two-hour drive he does not want to make again.

两个小时的车程他不想再走了。

[LAUGHTER] They're going to have to get it done.

[笑声]他们必须完成它。

They cannot lose this deal.

他们不能失去这笔交易。

They're still 10 cars short of their monthly goal.

他们距离每月目标还差 10 辆车。

When Stephen does sit down with the finance manager, he can't get the interest rate he wanted, 3.3%.

当斯蒂芬与财务经理坐下来时，他无法获得他想要的利率 3.3%。

They finally resolve that, but then he doesn't have insurance for the new vehicle, or he hasn't called Geico to transfer the policy from his old car, and he takes care of that, too.

他们最终解决了这个问题，但他没有为新车买保险，或者他没有打电话给 Geico 从他的旧车上转移保单，他也处理了这个问题。

But then, as he's transferring his stuff from the trunk of his old car into the new one, the billing office notices a glitch.

但随后，当他将东西从旧车后备箱转移到新车时，计费办公室发现了一个小故障。

Something's wrong with the new insurance card from Geico.

Geico 的新保险卡有问题。

Stephen's address isn't on it.

上面没有斯蒂芬的地址。

And the date on it says October 31, even though it's October 30.

上面的日期写着10月31日，其实是10月30日。

That means Stephen won't be able to legally drive the car until the following day.

这意味着斯蒂芬直到第二天才能合法驾驶这辆车。

Tiffany, good aft-- good evening.

蒂芙尼，船尾好——晚上好。

This is Jason.

这是杰森。

I'm a sales representative at Town & Country Jeep.

我是 Town & Country Jeep 的销售代表。

Jason gets on the phone with Geico, thinking maybe it'll be an easy fix.

Jason 与 Geico 通电话，心想也许这个问题很容易解决。

It won't be.

不会的。

We all stand around and watch him work this thing.

我们都站在旁边看着他做这件事。

I'm sitting with a client of yours, and he's purchasing a vehicle, picking it up tonight.

我正和你的一位客户坐在一起，他正在购买一辆车，今晚就要提车。

I have the ID card.

我有身份证。

But it's not like he's opening up a new policy.

但这并不像是他正在制定一项新政策。

So what are we doing here?

那么我们在这里做什么？

Then it's 10:26.

然后是10点26分。

Jason Mascia Well, we've got to try to make an exception, if you can.

Jason Mascia：好吧，如果可以的话，我们必须尝试破例。

Please talk to your supervisor one more time, if you can.

如果可以的话，请再与您的主管交谈一次。

Oh, my god, you're the best.

天哪，你是最棒的。

Sean Cole Geico says it'll email a new insurance card.

Sean Cole Geico 表示将通过电子邮件发送一张新的保险卡。

Jason keeps Tiffany, the operator, on the line until everything is squared away with the billing office.

杰森（Jason）让接线员蒂芙尼（Tiffany）保持在线，直到一切都与计费办公室协调一致。

How long you been working for Geico?

您在 Geico 工作多久了？

You sound like you really got a lot of enthusiasm for what you do.

听起来你对自己所做的事情确实充满了热情。

(LAUGHING) Thank you.

（笑）谢谢。

Sean Cole Billing gives the all clear.

肖恩·科尔·比林 (Sean Cole Billing) 澄清一切。

We all follow Stephen out to the parking lot.

我们都跟着斯蒂芬去了停车场。

It's about 11 o'clock at this point.

此时已经是11点左右了。

Jason giddily watches him tear out of the parking lot and hang a right.

杰森头晕目眩地看着他冲出停车场，然后右转。

Jersey's that way!

泽西就是这样！

He went east.

他往东走。

Jersey's west.

泽西岛在西边。

Oh, my goodness.

哦，我的天啊。

Well, coming up, car talk continues.

好吧，接下来，汽车话题继续。

That feels really weird to say.

说起来真的感觉很奇怪。

But it's true.

但这是真的。

That's in a minute from Chicago Public Radio when our program continues.

芝加哥公共广播电台一分钟后我们的节目仍在继续。

It's This American Life.

这就是美国生活。

I'm Ira Glass.

我是艾拉·格拉斯。

Today's program is a rerun.

今天的节目重播。

We did all the reporting for today's show a few years ago during a month, October 2013, when car sales were strong, up over 10% what they were a year before around the country.

我们在几年前的一个月（即 2013 年 10 月）期间完成了今天展会的所有报道，当时全国汽车销量强劲，比一年前增长了 10% 以上。

That's 1.2 million new vehicles sold that month.

那个月售出 120 万辆新车。

But that doesn't mean that every dealership in every town had an easy time of it.

但这并不意味着每个城镇的每个经销商都过得轻松。

And today on our program, we watch one dealership, just one, on Long Island-- Town & Country Jeep Chrysler Dodge Ram is what it's called-- as they try to make their sales goal of 129 cars for the month.

今天，在我们的节目中，我们看到了长岛的一家经销店（Town & Country Jeep Chrysler Dodge Ram，就是它的名字），他们正在努力实现本月 129 辆汽车的销售目标。

If they sell 129 cars, Chrysler is going to pay them a big bonus, and they need that money to be in the black for the month.

如果他们卖出 129 辆汽车，克莱斯勒将向他们支付一大笔奖金，而他们需要这笔钱才能在这个月实现盈利。

If they just sell 128, bupkis.

如果他们只卖 128，布基斯。

So it's 9:15 in the morning on the 31st.

现在是31号早上9点15分。

How many cars do you got to get?

你要买几辆车？

Nine.

九。

Ira Glass That's Freddie, the general manager here.

艾拉·格拉斯（Ira Glass） 这是弗雷迪（Freddie），这里的总经理。

Nine more.

还有九个。

Ira Glass And what do you have to say about that?

Ira Glass 对此你有什么想说的？

God help us.

上帝帮助我们。

I don't know.

我不知道。

It's going to be-- it's going to be hard.

这将会是——这将会是困难的。

On a good month, he would start the last day with just two or three cars to sell.

天气好的时候，他会在最后一天开始时只卖两三辆车。

Nine.

九。

That's crazy.

太疯狂了。

And it's Halloween, which means that lots of potential customers are going to be out with their kids today.

今天是万圣节，这意味着很多潜在客户今天将与孩子一起出去。

Everybody is so tense that it's not even 10:00 in the morning and a customer walks out without buying a car.

大家都很紧张，早上不到10:00，就有顾客没买车就走了。

No, we're done.

不，我们已经完成了。

Sorry, but we're done.

抱歉，但我们已经完成了。

I came in to make a deal, and that's not what I was expecting.

我进来是为了做一笔交易，但这不是我所期待的。

And one of the managers, Sal, has this edgy little conversation with the salesman who let him walk out.

其中一位经理萨尔与让他走出去的推销员进行了一番紧张的谈话。

What happened to that guy you were working?

你工作的那个人怎么了？

He left.

他离开了。

Sal Lanzilotta You've got to stop doing that, bro.

Sal Lanzilotta 你必须停止这样做，兄弟。

How do I stop doing that?

我怎样才能停止这样做？

You don't help.

你不帮忙。

You got a meeting--

你有一个会议——

You didn't even come up here.

你根本就没有上来。

How am I supposed to help?

我该怎么帮忙？

Where's my crystal ball, in the shop?

我的水晶球在商店里呢？

Do it again, you're following him.

再做一次，你就跟着他了。

Go ahead.

前进。

Pack up.

收拾行李。

Go.

去。

Ira Glass He doesn't go.

艾拉·格拉斯：他没有走。

Un-fucking-real.

不他妈的真实。

Ira Glass The morning's still young when I find Freddie in his office selling a car to himself-- a loaner car for the maintenance department to lend out to customers who are getting their cars repaired.

艾拉·格拉斯 (Ira Glass) 清晨，我发现弗雷迪在他的办公室里向自己推销一辆汽车——一辆供维修部门借用的汽车，借给正在修理汽车的顾客。

He's allowed to count that in his sales total.

他可以将其计入他的销售总额中。

So now we only need eight more.

所以现在我们只需要八个。

See, it's starting to come together already.

看，它已经开始融合在一起了。

By mid-afternoon, he'll buy a second loaner car for the dealership.

下午三点左右，他将为经销商购买第二辆借用汽车。

Back in February, Freddie bought a Durango for his wife to make the number that month, replacing a car that he had just bought a year before for her for the same reason.

早在二月份，弗雷迪为他的妻子买了一辆杜兰戈，以实现当月的目标，取代了他一年前出于同样原因刚刚为她买的一辆汽车。

Freddie is calling Joe Monti, one of the guys who runs the used car side of the business at Town & Country.

弗雷迪正在给乔·蒙蒂打电话，他是 Town & Country 二手车业务的负责人之一。

Joe has got his own goal to hit for the month that is separate from the new car goal.

乔有自己的本月目标，与新车目标分开。

70 used cars.

70辆二手车。

That's the number Freddie set for him.

这是弗雷迪为他设定的号码。

Is any of them going out yet or what?

他们中有人出去了吗？

What are we doing?

我们在做什么？

They're all going out, boss.

他们都出去了，老板。

Freddie Hoyt OK, but how come none was even delivered yet?

弗雷迪·霍伊特 好的，但为什么还没交付呢？

I'm still sitting at six.

我仍然坐在六点。

Hold on.

坚持，稍等。

What?

什么？

Ira Glass While we were at Town & Country, we asked everybody what it would mean for him or her personally if the team did not make its sales goal.

Ira Glass 在 Town & Country 期间，我们询问每个人，如果团队没有实现销售目标，这对他或她个人意味着什么。

And it was actually this guy, Joe Monti, over in used cars, who gave us the best picture of that.

事实上，正是开着二手车的乔·蒙蒂（Joe Monti）给了我们最好的照片。

Sarah Koenig hung out with him for a while.

莎拉·科尼格和他一起出去玩了一段时间。

Joe's particularly stressed out this month.

乔这个月压力特别大。

Half the time I'm with him, it feels like he's fighting, even with customers.

我和他在一起的一半时间里，感觉他都在打架，即使是和顾客也是如此。

Nobody's giving you a runaround, Jessica, OK?

杰西卡，没人会绕你，好吗？

Yelling and screaming and being rude and threatening is not going to get you anywhere.

大喊大叫、粗鲁和威胁不会给你带来任何好处。

The car-- the car-- the car is a great car.

这辆车——这辆车——这辆车是一辆很棒的车。

Next fight, he calls a woman in the back office who he thinks ratted to Freddie about a deal she didn't like.

在下一次战斗中，他给后台办公室的一位女士打电话，他认为她向弗雷迪透露了她不喜欢的交易。

Theresa?

特蕾莎？

Well, can you pick up the phone?

嗯，你能接电话吗？

Nails could get done later.

指甲可以稍后再做。

Why did you run-- why did you run to Freddie?

你为什么跑——为什么跑去找弗雷迪？

Why did you run to Freddie and tell Freddie about a Chrysler 300?

你为什么跑去找弗雷迪并告诉弗雷迪有关克莱斯勒 300 的事？

Whose conversation?

谁的谈话？

Why were you talking to Eddie?

你为什么要和艾迪说话？

First of all, if a manager writes off on a deal and signs it-- she hung up the phone.

首先，如果经理注销一笔交易并签字——她就会挂断电话。

I'm sort of surprised anyone would have the balls to fight with Joe.

我有点惊讶居然有人有胆量和乔打架。

He's a big man-- 350 pounds.

他是个大块头——350磅。

Large and in charge.

大且负责。

The day I meet him, he's wearing a gray tracksuit,

我见到他那天，他穿着灰色运动服，

but what I quickly find out is that he's wearing a tracksuit because it's his day off.

但我很快发现他穿着运动服，因为今天是休息日。

He's supposed to be at his son Mike's football game against Malvern.

他应该参加他儿子迈克对阵马尔文的橄榄球比赛。

He hasn't been able to catch an away game all season, and he took this one Sunday off to do it.

整个赛季他都没能赶上客场比赛，所以他在周日请了假来观看客场比赛。

It was important to him.

这对他来说很重要。

For so many years, he wasn't around enough for his kids.

这么多年，他陪伴孩子的时间不够。

He's working all the time.

他一直在工作。

Joe knows Mike will be looking for him in the stands right about now.

乔知道迈克现在就会在看台上寻找他。

And he's not going to be there because he's here at the car lot.

他不会去那里，因为他在停车场。

We're a little shorthanded, so I've got to be here, which is not a problem.

我们有点缺人，所以我必须在这里，这不是问题。

Listen, if I'm making money, I'm making money.

听着，如果我赚钱，我就赚钱。

Just it's a catch-22.

只是这是一个第22条军规。

You're missing a game, but that's the car business.

你错过了一场比赛，但这就是汽车行业。

[LAUGHTER] That's the car business.

[笑声] 这就是汽车行业。

I'll make it up to him later.

稍后我会补偿他的。

Yesterday, Joe was late to his mother-in-law's surprise 70th birthday party.

昨天，乔在他岳母惊喜的 70 岁生日聚会上迟到了。

And last week, he was late for his own mother's 60th.

上周，他在自己母亲的 60 岁生日那天迟到了。

The used car side of Town & Country is supposed to sell 70 cars by the end of the month.

Town & Country 的二手车方面预计到本月底将售出 70 辆汽车。

That's Joe's version of the 129 on the new side.

这是 Joe 版本的 129 新款。

When I first met Joe, used was at 35.

当我第一次见到乔时，他已经35岁了。

At stake is Joe's big year-end bonus.

乔的巨额年终奖金岌岌可危。

Joe wouldn't tell me the amount of the bonus, but he made it clear it's very, very nice.

乔没有告诉我奖金的金额，但他明确表示奖金非常非常好。

Down-payment-on-a-house nice.

房子首付不错。

Since he fell so behind the last couple months, this month, October, is make or break for Joe.

由于过去几个月他的表现如此落后，十月这个月对乔来说是成败的关键。

He's got to get to at least 70 cars if he wants any hope of reaching that bonus by the end of the year.

如果他想在年底前获得奖金，他必须拥有至少 70 辆汽车。

And it's not looking good.

而且看起来不太好。

20 years in the business, Joe's never seen a stretch this slow for this long.

乔从业 20 年，从来没有见过这么慢的时间。

Joe blames it mostly on Hurricane Sandy.

乔将其主要归咎于飓风桑迪。

A year ago, tens of thousands of people lost their cars all at once.

一年前，数万人一下子失去了汽车。

And they got new ones all at once.

他们一下子就得到了新的。

So now, a year later, tens of thousands of people are out of the used car market who normally would be buying and selling right now.

因此，一年后的现在，数以万计的人退出了二手车市场，而他们通常会立即进行买卖。

We had two weekends in a row we sold one car.

我们连续两个周末卖掉了一辆车。

Oh, my god.

我的天啊。

Joe Monti For two Saturdays and two Sundays, and we sold one car.

乔·蒙蒂 两个周六和两个周日，我们卖掉了一辆车。

In the whole weekend?

整个周末？

Joe Monti The whole weekend.

乔·蒙蒂整个周末。

The whole two weekends, we sold one car.

整个两个周末，我们卖掉了一辆车。

There was days we didn't see a customer.

有几天我们没有见到顾客。

Joe goes outside to do an appraisal on a Nissan Quest.

乔出去对一辆日产 Quest 进行评估。

This also gives him a chance to have a cigarette, one of about 40 Parliaments he'll smoke today.

这也让他有机会抽烟，这是他今天要抽的大约 40 支议会香烟中的一支。

His wife and kids get on him about the smoking.

他的妻子和孩子因为他抽烟而对他不满。

He's got six kids.

他有六个孩子。

Six kids-- two are grown, four of them still at home.

六个孩子——两个已经长大，四个还在家里。

Joe's the only breadwinner in the family-- always has been-- so it's all on him.

乔是家里唯一养家糊口的人——一直都是——所以一切都在他的身上。

Even in the best of times, Joe's a worrier, like his grandmother.

即使在最好的时候，乔也是一个爱担心的人，就像他的祖母一样。

He's 42 years old, but he looks older.

他已经42岁了，但看上去更老了。

In the past year, he's gained about 80 pounds.

去年，他体重增加了约 80 磅。

In the parking lot, Joe throws away a half-smoked cigarette and then looks over the Nissan Quest.

在停车场，乔扔掉了一根抽了一半的香烟，然后看了看那辆日产 Quest。

Tires are so-so.

轮胎马马虎虎。

Needs some detailing.

需要一些细节。

It's got a cracked taillight and a bad CARFAX report, meaning it's been in an accident.

它的尾灯破裂了，CARFAX 报告也很糟糕，这意味着它发生了事故。

$2,000 is fair for this car, Joe says.

乔说，这辆车 2,000 美元的价格还算合理。

It's what these are going for at auction.

这就是这些在拍卖会上的用途。

He tells me the customers are going to want at least $2,500, but there's no way he can do that.

他告诉我顾客至少要 2,500 美元，但他不可能这么做。

$2,500 is just too much.

2,500 美元实在太多了。

He heads back inside.

他回到里面。

$2,500, that's everything.

2,500美元，这就是一切。

Sarah Koenig Instantly caves.

莎拉·科尼格立即屈服了。

That's what I will do.

这就是我要做的。

Sarah Koenig He needs the deal.

莎拉·科尼格（Sarah Koenig） 他需要这笔交易。

They shake on it.

他们对此感到震惊。

Joe was about 22 when he started in the car business.

乔大约 22 岁时开始涉足汽车行业。

He had a baby at 18-- his son, Joseph-- and then four more kids-- Dean, Chris, Michael, and Adriana, plus his stepson, Louis.

18 岁时，他生了一个孩子——他的儿子约瑟夫——然后又生了四个孩子——迪恩、克里斯、迈克尔和阿德里安娜，还有他的继子路易斯。

Joe himself was one of five kids.

乔本人是五个孩子之一。

His mom raised them by herself, no dad around, no money.

他的妈妈独自抚养他们，没有爸爸在身边，没有钱。

He moved around a lot.

他经常搬家。

With his own kids, he's the uptight parent, the one who doesn't laugh enough, the one who hammers them about consequences.

对于自己的孩子来说，他是一位紧张的父母，一个笑得不够多的人，一个对后果严厉批评他们的人。

He wants his kids to fear his wrath but also to know he loves them.

他希望他的孩子们害怕他的愤怒，但也知道他爱他们。

Sometimes, it's tricky for him to balance that or even to talk about it.

有时，他很难平衡这一点，甚至很难谈论它。

I have a good relationship with my children.

我和我的孩子们关系很好。

I didn't have a father.

我没有父亲。

So it's hard to do something when you don't know how to do it.

所以当你不知道如何做某事时，就很难去做。

Sometimes you don't know how to do-- I'm like a manly man.

有时候你不知道该怎么办——我就像一个有男子气概的男人。

So I love them very much, but I don't know how to sometimes show it to them.

所以我很爱他们，但有时我不知道如何向他们表达。

I kiss them.

我亲吻他们。

I hug them.

我拥抱他们。

But you know what I'm saying?

但你知道我在说什么吗？

Something that I have to adapt to.

我必须适应的事情。

But that's it.

但仅此而已。

They're good.

他们很好。

They're good kids.

他们是好孩子。

Joe wants his kids to have more stability than he had growing up and a better standard of living.

乔希望他的孩子们比他成长过程中更加稳定，生活水平更高。

For 16 years, they all lived in a big house in Smithtown in a fairly wealthy neighborhood.

16年来，他们都住在史密斯敦一个相当富裕的社区的一栋大房子里。

And Joe says there was pressure there.

乔说那里有压力。

Some other kids at school had fancy clothes and extravagant vacations, blow-out sweet 16 parties.

学校里的其他一些孩子穿着漂亮的衣服，享受奢侈的假期，举办甜蜜的十六岁派对。

He didn't want his kids to feel less-than, so he made sure, within reason, that they had what the other kids had.

他不想让他的孩子们感到低人一等，所以他在合理的范围内确保他们拥有其他孩子所拥有的东西。

But three years ago, he left Town & Country for another job at a Toyota dealer, and it didn't go well at all.

但三年前，他离开Town & Country，到一家丰田经销商换了一份工作，但进展并不顺利。

He lost-- well, he says he lost everything.

他输了——好吧，他说他输了一切。

But in any case, it was a lot of money.

但无论如何，这都是一大笔钱。

They sold their big house in Smithtown and moved to a smaller house in Levittown, about five minutes from the dealership.

他们卖掉了史密斯敦的大房子，搬到了莱维敦的一栋小房子，距离经销店约五分钟路程。

And in a lot of ways, Joe's glad about that.

从很多方面来说，乔对此感到很高兴。

It's made them closer as a family, he says.

他说，这让他们作为一个家庭更加亲密。

But he's also trying to work his way back up.

但他也在努力重新站起来。

He'd like to be able to buy them all a bigger house, give everyone a little more room.

他希望能够给他们所有人买一所更大的房子，给每个人多一点的空间。

That's why he's so worried about this bad stretch of business and about getting that bonus.

这就是为什么他如此担心这段糟糕的生意和拿到奖金。

Toward the end of the day, his son Mike calls.

一天快结束时，他的儿子迈克打来电话。

Joe's already spoken to the coach about how the football game went.

乔已经和教练谈论了橄榄球比赛的进展情况。

Two sacks and two tackles.

两次擒杀和两次擒抱。

That's great.

那太棒了。

Do you think [INAUDIBLE] to your job so you can give us some money so we can go get something to eat?

您是否认为[听不清]您的工作对您有利，因此您可以给我们一些钱，以便我们可以去吃点东西？

Yeah.

是的。

All right.

好的。

I'll be home in probably, hopefully, like 20 minutes, and I'll give you money to go out to eat.

我希望大概 20 分钟后就能到家，我会给你钱出去吃饭。

OK.

好的。

[INAUDIBLE].

[听不清]。

Joe Monti All right.

乔·蒙蒂 好吧。

Bye.

再见。

Every one of them.

他们每一个人。

And it's hard to say no. You try your best.

很难说不。你尽力而为吧。

When you're doing well, it's no big deal, and you can take care of them.

当你做得好的时候，没什么大不了的，你可以照顾他们。

And then there's just doing well to where you're making it by.

然后就是在你所达到的目标上做得很好。

What is it?

它是什么？

Today's October.

今天是十月。

What's going to happen in a couple of months when my son's get ready to leave for college?

当我儿子准备上大学时，几个月后会发生什么？

Am I going to have the money?

我会有钱吗？

It's mid-afternoon on the new car side of Town & Country.

现在是下午三点左右，Town & Country 的新车一侧。

So what do you do all day on the last day of the month when you need to sell everything you possibly can?

那么，当你需要卖掉所有能卖的东西时，在这个月的最后一天你会做什么呢？

Well, instead of waiting for customers to come into the store, you call up any lead you have and try to close deals right over the phone if you can.

那么，您不必等待顾客进入商店，而是致电您拥有的任何潜在客户，并尝试通过电话（如果可以的话）完成交易。

One of the salespeople, Lori, does this with a previous customer.

其中一名销售人员洛里 (Lori) 与以前的客户进行了此操作。

Jason also sells to a guy he knows over the phone.

杰森还通过电话向一个他认识的人出售产品。

Peter gets a lead from a cop upstate that he sold a Durango truck to.

彼得从他向其出售一辆杜兰戈卡车的北部警察那里得到线索。

The lead is a friend of the cop's, also a cop, who wants the same deal his friend got.

主角是警察的朋友，也是一名警察，他想要他的朋友得到同样的交易。

Peter gets him on the phone and says he'll give him the deal for two reasons.

彼得给他打电话，说他会同意这笔交易，原因有两个。

One of them, you were referred.

其中之一，你是被推荐的。

And the other one is you're an officer of the law, and we respect that over here, big time, just so you know.

另一个是你是一名执法人员，我们在这里非常尊重这一点，只是让你知道。

Of course, this leaves out the third and main reason for the great deal that he's getting-- they need eight more sales by 9 o'clock.

当然，这忽略了他能获得如此大优惠的第三个也是主要原因——他们需要在 9 点之前再销售 8 笔。

And the cop ends up buying his Durango for $2,214 less than the dealership paid for it.

警察最终以比经销商支付的价格低 2,214 美元的价格购买了他的 Durango。

Even after finance charges and holdback and all the other ways they make money, they still lost on this one.

即使在扣除财务费用和扣留以及所有其他赚钱方式之后，他们仍然在这一点上失败了。

Ditto this guy, Richard Massana.

同上这个人，理查德·马萨纳。

He was going to get an oil change this morning and stepped in on a whim and they showed him numbers way lower than any other dealer that he'd been to.

今天早上他要去换机油，一时兴起就介入了，他们向他展示的数字远低于他去过的任何其他经销商。

Richard called up his wife to let her know, hey, surprise, we're getting a new truck.

理查德打电话给他的妻子，让她知道，嘿，令人惊讶的是，我们要买一辆新卡车。

On his test drive, he still seemed amazed at what was happening.

在试驾过程中，他似乎仍然对所发生的事情感到惊讶。

Who would have thought Halloween, buying a truck?

谁会想到万圣节，买一辆卡车？

I never thought it would happen.

我从没想过会发生这种事。

His payment will be $425 a month.

他每月的付款为 425 美元。

The salesman says later that it should have been $525, but it's the end of the month.

销售员后来说，应该是 525 美元，但现在已经是月底了。

Turns out, yes, it is true that you do get a better deal at the end of the month at Town & Country-- at least any month that they're struggling to make their goal.

事实证明，是的，在 Town & Country，你确实会在月底得到更好的交易——至少在他们努力实现目标的任何一个月都是如此。

When you actually look at the numbers, the cars that they sell on the last two days, the average deal actually loses money versus the deals that they make at the beginning of the month, where they made about $900 per car.

当你实际查看这些数字时，他们在过去两天销售的汽车，与他们在月初进行的交易相比，平均交易实际上是亏损的，当时他们每辆车赚了大约 900 美元。

OK, for car people, I'm now going to say these words.

好吧，对于汽车人来说，我现在要说这些话。

I am factoring in everything they made on financing and warranties and extras and holdback and the 1% they get from Chrysler on every car when I make that statement.

当我发表声明时，我考虑了他们在融资、保修、额外费用和保留方面所做的一切，以及他们从克莱斯勒获得的每辆车的 1% 的佣金。

I am not factoring in any money that they would get if they hit their number and get their bonus from Chrysler.

我没有考虑到如果他们达到目标并从克莱斯勒获得奖金，他们会得到什么钱。

That would add about $500 per car, which still does not give them a huge profit per car.

这将使每辆车增加约 500 美元，但这仍然不能给他们带来每辆车的巨额利润。

It used to be a lot higher.

以前要高很多。

But today, because people research prices on the internet, profit margins on new cars are lower than what they used to be, not just here at this dealership, but everywhere in the car business.

但如今，由于人们在互联网上研究价格，新车的利润率比以前低了，不仅在这家经销店，而且在汽车行业的任何地方都是如此。

The owner of Town & Country told me that he used to make $500 more per car, and each salesman made more per car.

Town & Country 的老板告诉我，他以前每辆车多赚 500 美元，每个推销员每辆车赚的钱也更多。

Now they all have to make it up in volume.

现在他们都必须通过数量来弥补。

So it's more of a grind, a harder job with tighter deals and less reward.

因此，这更像是一项苦差事，一项更艰巨的工作，交易更紧，回报更少。

And if you're wondering, car dealerships make less profit than other businesses.

如果您想知道的话，汽车经销商的利润比其他企业要少。

A recent study by an outfit called Sageworks found that car dealers end up with less than $0.03 on every dollar they make as profit, which is less profit than furniture stores, office supply stores, restaurants.

一家名为 Sageworks 的公司最近的一项研究发现，汽车经销商每赚 1 美元的利润最终不到 0.03 美元，这比家具店、办公用品店和餐馆的利润还要低。

Lower than pretty much everything but grocery stores.

比杂货店以外的几乎所有地方都低。

When car dealers say that they are not making a killing, on average, it's true.

当汽车经销商说他们平均来说没有赚大钱时，这是真的。

At some point during this last day of the month, one of the deals that they had been counting on falls through.

在这个月最后一天的某个时候，他们一直指望的一项交易落空了。

Mike Lester's sale of a red Grand Cherokee.

迈克·莱斯特出售一辆红色大切诺基。

But turns out that's no problem for the dealership because Scott has a customer who wants that exact same truck.

但事实证明，这对经销商来说不是问题，因为斯科特有一位客户想要那辆完全相同的卡车。

You remember that deal the day before, where two salesmen sold the same car to two different customers.

您还记得前一天的那笔交易，两名推销员将同一辆车卖给了两名不同的客户。

The mortician?

殡葬师？

It's that salesman and that customer, and the salesman, Scott, is very, very happy.

就是那个推销员和那个顾客，推销员斯科特非常非常高兴。

And the only bad news about all of this is what it does to Mike Lester's sales total for the month.

所有这一切唯一的坏消息是它对迈克·莱斯特本月的销售总额的影响。

That drops me down to 14.

这让我的分数下降到了 14 分。

Ira Glass 14 sucks because, like I said earlier, 15 is the magic number.

Ira Glass 14 很糟糕，因为正如我之前所说，15 是一个神奇的数字。

15 is where the serious bonuses and commissions kick in.

15 号是巨额奖金和佣金开始发挥作用的地方。

Most of the guys count on getting those.

大多数人都指望得到这些。

But then, Scott, whose customer is now going to get the red Grand Cherokee, Scott realizes what this means for Mike and says to Mike--

但是后来，斯科特，他的客户现在将获得红色大切诺基，斯科特意识到这对迈克意味着什么，并对迈克说——

Wait, is that your 15th car?

等等，那是你的第 15 辆车吗？

Mike Lester Yeah.

迈克·莱斯特 是的。

You take the chip.

你拿着芯片。

Give him the chip.

把芯片给他。

Switch it around.

切换一下。

OK.

好的。

Scott Froehlich And split it with me.

Scott Froehlich 并与我分摊。

OK.

好的。

Ira Glass Now Mike will get the credit for the sale.

Ira Glass 现在迈克将获得这次销售的功劳。

He's at 15 again.

他又回到了15岁。

OK, yeah.

好的，是的。

Love you, Scott.

爱你，斯科特。

Ira Glass Scott kisses Mike on the cheek.

艾拉·格拉斯·斯科特亲吻迈克的脸颊。

Producer Brian Reed witnesses all this.

制片人布莱恩·里德见证了这一切。

Did he owe you one, or?

他欠你的吗？

Mike Lester No, but we always help each other out, especially on the last day of the month.

迈克·莱斯特 不，但我们总是互相帮助，尤其是在这个月的最后一天。

[LAUGHTER] Act Nine: Act Nine Ira Glass So amidst anxious salesmen and salesmen literally running to the desk or to finance, there is one salesman who is a model of calm.

[笑声] 第九幕：第九幕 Ira Glass 因此，在焦虑的推销员和奔向办公桌或财务的推销员中，有一位推销员是冷静的典范。

Even his cubicle is different from everybody else's.

就连他的小隔间也和其他人的不一样。

There's no swag.

没有赃物。

There's no pictures of family.

没有家人的照片。

There are no good luck charms.

没有好运符。

It's bare.

它是光秃秃的。

The salesman, his name is Manny Rosales, says he doesn't like the distractions.

推销员名叫曼尼·罗萨莱斯（Manny Rosales），他说他不喜欢这种干扰。

One of our producers, Brian, who you just heard, got to know him.

您刚刚听说的我们的一位制作人布莱恩认识了他。

Manny is 58, born in Peru.

曼尼 (Manny) 58 岁，出生于秘鲁。

He has gray hair and glasses.

他有一头灰色的头发，戴着眼镜。

One morning at the showroom, he gestured cryptically for me to come over to his desk, as if he had a secret to tell me.

一天早上，在陈列室，他神秘地示意我到他的办公桌前，好像他有一个秘密要告诉我。

Turn that off, he said, pointing to my tape recorder.

把它关掉，他指着我的录音机说。

I explained that I was a radio reporter and I needed to record whatever he was going to tell me for it to be useful, but he wasn't having it.

我解释说，我是一名广播记者，我需要记录他要告诉我的一切，以便有用，但他没有这样做。

He seemed unimpressed by our little radio story.

他似乎对我们的广播小故事不感兴趣。

He said my colleagues and I were like fishermen who had no idea what we were angling for.

他说我和我的同事就像渔夫一样，不知道自己要钓什么。

We had no focus.

我们没有焦点。

We were just casting blindly.

我们只是盲目地选角。

Manny, I soon learned, is a man of many metaphors.

我很快了解到，曼尼是一个有很多隐喻的人。

I put down my recorder.

我放下录音机。

The thing you need to be paying attention to, he said, is the negotiation.

他说，你需要关注的是谈判。

The salesman is the tiger, and the customer is the deer.

推销员是虎，顾客是鹿。

The tiger has to eat, and you can't eat if you don't kill that deer.

老虎要吃饭，不杀掉那只鹿你就吃不饱。

He moved his right hand up and then clamped his fingers around his own neck.

他抬起右手，然后手指掐住了自己的脖子。

You have to go for the neck, he said.

你必须瞄准脖子，他说。

But if you try to kill him too early, the deer will wake up and run away.

但如果你太早杀死他，鹿就会醒来并逃跑。

As the day went on, I kept trying to get Manny to let me record him, but he wouldn't.

随着时间的推移，我一直试图让曼尼让我给他录音，但他不肯。

Instead, he'd come up to me while I was interviewing someone else, point to his head very deliberately, presumably to his brain, give me a knowing look, and then walk away.

相反，当我采访别人时，他走到我面前，故意指着他的头，大概是指着他的大脑，给我一个会意的眼神，然后走开。

At one point, we found ourselves facing each other at his desk.

有一次，我们发现自己在他的办公桌前面对面。

He asked me if I had read the greatest book ever written about car sales.

他问我是否读过有史以来最伟大的关于汽车销售的书。

I don't think so, I told him.

我不这么认为，我告诉他。

What is it?

它是什么？

The Art of War, he said, by Sun Tzu.

他说，《孙子兵法》。

Sun Tzu, as you maybe know, was a military general and strategist in ancient China.

您可能知道，孙子是中国古代的军事将领和战略家。

The Art of War is his magnum opus, where he lays out his tactics for how to succeed in conflict.

《孙子兵法》是他的代表作，书中他阐述了如何在冲突中取得成功的策略。

And though Sun Tzu was writing about actual war, the book has become well known in business and sales circles.

尽管《孙子》写的是真实的战争，但这本书在商业和销售界已广为人知。

It's kind of like The Seven Habits of Highly Effective People, if that had been written in the fifth century BC on individual strips of bamboo.

这有点像《高效人士的七个习惯》，如果它是在公元前五世纪写在单独的竹条上的话。

So I went to the bookstore and bought a copy and then headed back to Town & Country.

所以我去书店买了一本，然后返回《Town & Country》。

Manny, how are you, sir?

曼尼，你好吗，先生？

Can I show you the homework I've been doing?

我可以给你看看我一直在做的作业吗？

Please.

请。

Brian Reed I handed him my copy of The Art of War, which I'd marked up with notes about its relevance to car sales.

布莱恩·里德（Brian Reed） 我把我的《孙子兵法》交给了他，我在其中标记了它与汽车销售的相关性。

I could see why Manny felt that it spoke to his profession.

我明白为什么曼尼觉得这符合他的职业。

Lines like, "draw them in with the prospect of gain," "take them by confusion" seemed especially on point.

诸如“以获利的前景吸引他们”、“以混乱吸引他们”之类的台词似乎特别切中要害。

How far are you?

你有多远？

Brian Reed I finished it.

布莱恩·里德 我完成了。

You finished it?

你做完了吗？

OK.

好的。

I want to ask you a question.

我想问你一个问题。

What have you learned?

你学到了什么？

What have I learned?

我学到了什么？

Well, I'm here to learn some more.

嗯，我来这里是为了了解更多。

And I was in.

我也进去了。

For two days, Manny took me under his wing with my recorder running and became my sales sensei.

两天来，曼尼一直在照顾我，让我的录音机运转起来，并成为我的销售老师。

Manny's kind of an unusual car salesman because he has no affection for cars at all.

曼尼是一位不寻常的汽车推销员，因为他对汽车根​​本没有感情。

If a customer asks him how much horsepower a car has or how quickly it can go from 0 to 60, usually he has to look up the answer or go ask a coworker.

如果顾客问他一辆车有多少马力，或者从0到60需要多长时间，通常他必须查找答案或去问同事。

He has no interest in that stuff.

他对那些东西没有兴趣。

So instead, Manny developed a way to sell the customer using a different approach.

因此，曼尼开发了一种使用不同方法向客户推销的方法。

The psychology.

心理学。

How you penetrate his brain.

你如何渗透他的大脑。

To help me understand this-- how to penetrate the brain of one's opponent-- Manny showed me a couple of movies on YouTube.

为了帮助我理解这一点——如何洞察对手的大脑——曼尼在 YouTube 上给我看了几部电影。

One was a re-enactment of the Second Punic War in the third century BC, Hannibal's campaign against the Romans.

其中之一是公元前三世纪第二次布匿战争的重演，即汉尼拔对抗罗马人的战役。

Manny wanted me to pay attention to one battle in particular from that war, the Battle of Cannae.

曼尼希望我关注一场战役，特别是那场战争中的一场战役，坎尼战役。

At Cannae, Hannibal's troops were vastly outnumbered.

在坎尼，汉尼拔的军队寡不敌众。

He had about 40,000 men versus Rome's army, which had roughly 85,000.

他有大约 40,000 人，而罗马军队大约有 85,000 人。

The Romans will have the confidence that comes only with greater numbers.

罗马人只有更多的人才能拥有信心。

We'll present them with the unexpected and watch them fall apart.

我们将为他们呈现意想不到的东西，然后看着他们分崩离析。

See, that is the secret.

看，这就是秘密。

Present the unexpected.

呈现意想不到的东西。

The details of Hannibal's strategy are a bit complicated to go into here.

汉尼拔策略的细节在这里讨论有点复杂。

Manny had to draw me a diagram to help me get it.

曼尼必须给我画一张图表来帮助我得到它。

But let's just say it involves an unusual troop formation that made the Romans think they were gaining ground when really they were at Hannibal's whim.

但我们只能说，这涉及到一种不寻常的部队编队，使罗马人认为他们正在取得进展，而实际上他们是汉尼拔的心血来潮。

At this point, the Romans will think they have won.

此时，罗马人会认为他们赢了。

Let them taste victory.

让他们尝到胜利的滋味。

We're watching this, remember, on a laptop on the showroom floor.

请记住，我们是在展厅地板上的笔记本电脑上观看的。

Customers are milling about, checking out the new cars, as Hannibal's mercenaries and cavalry encircle the Romans and trap them for good.

顾客们四处闲逛，检查新车，汉尼拔的雇佣兵和骑兵包围了罗马人，将他们永远困住。

[BATTLE SOUNDS] Manny Rosales And now the killing has started.

[战斗声音] 曼尼·罗萨莱斯 现在杀戮已经开始。

[BATTLE SOUNDS CONTINUE] Brian Reed So how does Manny use this to sell Dodge Chargers?

[战斗声音继续] Brian Reed 那么曼尼如何利用它来销售道奇充电器呢？

Well, just like Hannibal would, he presents the customer with the unexpected.

嗯，就像汉尼拔一样，他为顾客呈现了意想不到的东西。

What they expect is for the salesman to be pushy and try to coerce them into buying a car at a certain price.

他们期望推销员咄咄逼人，试图强迫他们以一定的价格购买汽车。

So Manny does the opposite.

所以曼尼反其道而行之。

He acts as if he doesn't even want to sell the car.

他表现得好像他甚至不想卖掉这辆车。

He agrees with the customer, uses a similar tone, repeats words the customer says.

他同意顾客的观点，使用相似的语气，重复顾客说的话。

If someone comes in and says he's just there to browse, not to buy, that's totally fine, Manny will say, and he'll back off.

如果有人进来说他只是来浏览，不是来买的，那完全没问题，曼尼会说，然后他就会退缩。

The idea is to make them believe that he's doing everything from his point of view.

这个想法是让他们相信他从他的角度做每件事。

So he's thinking he's playing his game.

所以他认为他正在玩他的游戏。

But he's really not?

但他真的不是吗？

Manny Rosales Absolutely not.

曼尼·罗萨莱斯 绝对不是。

My game.

我的游戏。

Simple.

简单的。

Simple.

简单的。

Brian Reed Manny gave me an example of this that he'd executed a few days earlier with a customer named Julio, who was looking for a Jeep Grand Cherokee.

布莱恩·里德·曼尼 (Brian Reed Manny) 给我举了一个例子，这是他几天前与一位名叫胡里奥 (Julio) 的客户一起执行的，该客户正在寻找一辆吉普大切诺基 (Jeep Grand Cherokee)。

Julio runs warehouses for a living and negotiates for his company, so Manny knew he'd be a formidable opponent.

胡里奥以经营仓库为生，并为他的公司进行谈判，所以曼尼知道他将是一个强大的对手。

Julio told me later that he'd already visited seven other Jeep dealerships by the time he got to Town & Country and was calling and texting with another three.

胡里奥后来告诉我，当他到达 Town & Country 时，他已经拜访过另外七家吉普车经销店，并正在与另外三个经销店打电话和发短信。

When he sat down across from Manny, Julio made the first offer, $36,000.

当他在曼尼对面坐下时，胡里奥提出了第一个报价：36,000 美元。

The Jeep was listed at $45,000, so Julio's offer was absurdly low.

吉普车的标价为 45,000 美元，因此胡里奥的报价低得离谱。

Julio knew it was unrealistic.

胡里奥知道这是不现实的。

He expected Manny to say no way, that he could never give it to him for that price.

他预计曼尼会说不行，他永远不可能以这个价格把它给他。

But then listen to what Manny did instead.

但接下来听听曼尼做了什么。

I said, all right.

我说，好吧。

If I can sell it to you for $36,000, are you ready to do it right now?

如果我能以 36,000 美元的价格卖给你，你现在准备好了吗？

Show me the money.

给我看看钱。

Where's the credit card?

信用卡在哪里？

Where's the credit card.

信用卡在哪里。

Manny says this was the key move, the unexpected move.

曼尼说，这是关键举措，是出人意料的举措。

Because they never thought I would say yes.

因为他们从没想过我会答应。

Suddenly, they don't know what to do or what to say.

突然间，他们不知道该做什么或该说什么。

They get confused.

他们感到困惑。

He cannot back up because that's what he said to me.

他无法支持，因为他就是这么对我说的。

If you give me $36,000, I'll buy the car.

如果你给我 36,000 美元，我就买这辆车。

[BATTLE SOUNDS] Hannibal At this point, the Romans will think they have won.

[战斗声音] 汉尼拔 此时，罗马人会认为他们赢了。

Let them taste victory.

让他们尝到胜利的滋味。

Absolutely.

绝对地。

He gave it to me.

他把它给了我。

And I said, all right, let me take the offer to my manager, even though I knew that we cannot do it.

我说，好吧，让我把这个提议交给我的经理，尽管我知道我们做不到。

After days of negotiation, Manny ended up scoring this deal.

经过几天的谈判，曼尼最终达成了这笔交易。

Julio paid $40,000 for the Jeep, which was low.

胡里奥花了 4 万美元买了这辆吉普车，这个价格很低。

The dealership lost money on the car.

经销店在这辆车上赔了钱。

But after it was all over, Julio told me that this move, when Manny pretended to take his low offer seriously, he said, without that, he would have walked out of Town & Country immediately, which would have meant no sale, nothing towards the monthly quota.

但一切结束后，胡里奥告诉我，这一举动，当曼尼假装认真对待他的低报价时，他说，如果没有这个，他会立即走出Town & Country，这意味着没有销售，对每月配额没有任何影响。

By 4:00 PM, the hustling in the showroom is paying off.

到下午 4:00，陈列室里的喧嚣已得到回报。

Chips are going up on the board in Freddie's office.

弗雷迪办公室的筹码正在上涨。

Even one of the guys in the back rooms is pitching in-- a finance guy, Terrance Kelly, TK.

甚至连后面房间里的一个人也参与其中——一位财务人员，Terrance Kelly，TK。

He's reaching for the phone.

他伸手去拿电话。

So basically, the numbers are down.

所以基本上，数字下降了。

They need all the deals.

他们需要所有的交易。

So they made me call my niece in Las Vegas, believe it or not.

所以他们让我给我在拉斯维加斯的侄女打电话，不管你信不信。

She's been trying to buy a car anyway.

不管怎样，她一直在想买辆车。

How are you?

你好吗？

I have you on the speakerphone.

我用免提电话接听你的电话。

OK.

好的。

Ira Glass TK's got 34 nieces and nephews.

Ira Glass TK 有 34 个侄女和侄子。

Katie is his goddaughter, though, so he keeps a special eye out for her.

不过，凯蒂是他的教女，所以他对她特别留意。

At the time that this was recorded, the rest of the family didn't know that she was pregnant, though he did.

在录制这段视频时，家里的其他人并不知道她怀孕了，但他知道了。

Even though he did not know, until he picked up the receiver and started filling out the forms for the car sale, her fiance's last name.

尽管他并不知道，直到他拿起听筒并开始填写汽车销售表格时，她的未婚夫的姓氏。

OK.

好的。

Charles Parker?

查尔斯·帕克？

You're getting married to somebody with the last name of Parker?

你要和姓帕克的人结婚？

Oh, Barker.

哦，巴克。

Oh.

哦。

Is he related to Bob at all?

他和鲍勃有关系吗？

What does he do, by the way?

顺便问一下，他是做什么的？

I never asked you.

我从来没有问过你。

Ooh.

哦。

HVAC company?

暖通空调公司？

Nice.

好的。

I like that.

我喜欢这样。

Well, as long as he's happy.

嗯，只要他开心就好。

You're in the right area for air conditioning, I guess.

我猜你所在的区域正好有空调。

The dealership is selling the car to Katie below cost at a $900 loss.

经销店以低于成本的价格将汽车卖给凯蒂，损失了 900 美元。

And TK is going to end up spending $1,200 of his own money to ship the car out to her in Las Vegas.

TK 最终将花费 1,200 美元将汽车运送到拉斯维加斯给她。

And this?

还有这个？

This is the sale that puts him over the top.

这次出售使他名列前茅。

This is the 129th sale of the month.

这是本月第 129 次销售。

Just a few minutes before 5 o'clock, right after this happens, I stop by Freddie the general manager's office.

就在离五点钟还有几分钟的时候，就在这件事发生之后，我来到了总经理弗雷迪的办公室。

Nobody is running into high fives.

没有人击掌。

There's not even a staff announcement on the PA saying they made it.

广播电台甚至没有发布员工公告说他们做到了。

I've got to say, it's weirdly anticlimactic.

我不得不说，这太奇怪了。

There's no hurrah.

没有欢呼。

There's no balloons falling from the ceiling.

没有气球从天花板掉下来。

We did our job.

我们做了我们的工作。

Everybody earned their paycheck.

每个人都赚到了薪水。

That's the bottom line.

这是底线。

And then the clock starts ticking tomorrow morning on next month?

然后时钟从下个月的明天早上开始滴答作响？

We're all a bunch of losers tomorrow morning.

明天早上我们都是一群失败者。

You start all over again.

你重新开始。

That's how it goes.

事情就是这样。

Oh, the wife.

哦，妻子。

Oh, my god.

我的天啊。

Don't get married.

别结婚。

We're fighting because I told-- she says to me, what time are you getting home?

我们吵架是因为我告诉——她对我说，你什么时候回家？

I said, what time do I usually get home at the end of the month?

我说，月底我一般几点回家？

Whenever I get home.

每当我回到家。

What, do you want a time card?

什么，你想要考勤卡吗？

What, am I in punching in?

什么，我这是在打卡吗？

I said, when I get home, I get home, and I hung up on her.

我说，我到家了，我到家了，我就挂了她的电话。

So now she's pissed and she's texting.

所以现在她很生气并且正在发短信。

"OK, so why do you have to bite my head off?" I told her she should've married a plumber.

“好吧，那你为什么要咬掉我的头呢？”我告诉她她应该嫁给一个水管工。

9:00 to 5:00, OK?

9:00 到 5:00 可以吗？

Weekends off, OK?

周末休息，可以吗？

He texts her back.

他给她回短信。

This fight actually continues for the next few hours over text message.

这场战斗实际上通过短信持续了接下来的几个小时。

Then, at 6:57, two hours before closing, one of the managers, Mike Perez, and Jason start huddling the desk, a little freaked out.

然后，在 6 点 57 分，也就是关门前两小时，一位经理迈克·佩雷斯 (Mike Perez) 和杰森 (Jason) 开始挤在办公桌前，有点惊慌失措。

Mike walks to Freddie's office to explain the problem to Freddie.

迈克走到弗雷迪的办公室，向弗雷迪解释问题。

Their count is wrong.

他们的计数是错误的。

They're not at 129 because there's an extra chip on the board.

他们不是 129，因为板上有一个额外的芯片。

There was a chip up here that was supposed to be pulled off.

这里有一个芯片应该被拉下来。

Yeah.

是的。

This was up there.

这是在上面的。

It should have been off of there because the customer switched cars.

它应该离开那里，因为顾客换车了。

But someone put the new chip up but didn't take the old chip off.

但有人把新芯片放上去，却没有把旧芯片取下来。

So I'm still at 128?

所以我还是128？

Ira Glass Freddie does know that, at this moment, there is another deal being negotiated that could possibly get them back up to 129.

艾拉·格拉斯·弗雷迪 (Ira Glass Freddie) 确实知道，目前正在谈判另一项协议，这可能会让他们回到 129。

Peter is the salesman for that one.

彼得是那家公司的推销员。

But the deal is stuck over the price of the customer's trade-in, what they should pay for it.

但交易陷入了客户以旧换新的价格，即他们应该为此支付的费用。

Go make that deal right now.

现在就去做这笔交易吧。

Whatever it is, just make the fucking deal.

不管是什么，只要达成他妈的交易就可以了。

But that deal is not too easy to settle.

但这笔交易不太容易达成。

And while they're waiting, more bad news.

当他们等待的时候，更多的坏消息传来。

You remember that red Grand Cherokee that Scott and Mike Lester each had sold to different people and then Mike Lester's guy dropped out and Scott got the deal, and there was the kiss?

你还记得斯科特和迈克·莱斯特各自把那辆红色大切诺基卖给了不同的人，然后迈克·莱斯特的人退出了，斯科特得到了这笔交易，然后就有了吻？

Now Scott's guy also drops out.

现在斯科特的人也退出了。

He doesn't want to buy tonight because he wants his mom to see the car tomorrow.

他今晚不想买，因为他想让他妈妈明天看车。

Freddie overhears Scott saying this to one of the managers.

弗雷迪无意中听到斯科特对其中一位经理说了这句话。

What, you have a problem?

什么，你有问题吗？

What's the matter with it?

这是怎么回事？

What's the matter with it, Scotty?

这是怎么回事，斯科蒂？

The guy wants to show his mom tomorrow the car.

这家伙想明天带他妈妈看这辆车。

Originally--

本来——

I thought it was, but-- Freddie Hoyt Are you fucking kidding me?

我以为是，但是—— Freddie Hoyt 你他妈在开玩笑吗？

You have insurance on this car and everything?

你对这辆车和所有东西都有保险吗？

I don't even-- he didn't even send it into the bank because we don't have his prior employer.

我什至没有——他甚至没有把钱存入银行，因为我们没有他以前的雇主。

What are we doing?

我们在做什么？

I thought these all went into the bank today!

我以为今天这些都进银行了！

I asked you, all the cars have insurance and went into the bank?

我问你，所有的车都有保险，都进银行了吗？

You've got to be fucking kidding me!

你他妈的一定是在开玩笑！

Scott's deal is dead.

斯科特的交易失败了。

They're at 127 with just two hours left before closing.

距离打烊仅剩两个小时，目前已达到 127 点。

I'm fucked.

我完蛋了。

I just lost Scott's.

我刚刚丢了斯科特的。

I'm fucked.

我完蛋了。

So now they scramble to figure out, OK, there was Mike Lester's customer for that red Grand Cherokee.

所以现在他们忙着弄清楚，好吧，迈克·莱斯特的客户买了那辆红色大切诺基。

Could they possibly give him better terms that would bring him back to the table?

他们能否给他更好的条件，让他回到谈判桌？

Freddie orders one of the managers, Mike Perez, to make that happen.

弗雷迪命令其中一位经理迈克·佩雷斯来实现这一目标。

Just do it.

去做就对了。

It's going to be too late.

那就太晚了。

You're going to wait a half hour longer.

你还要再等半个小时。

It's getting later and later.

时间越来越晚了。

I'd rather have a sure thing than not.

我宁愿有确定的事情，也不愿没有。

Just fucking do it.

就他妈的做吧。

How much does that lose?

那要损失多少呢？

Yeah.

是的。

The only question is, how much does the deal lose, not whether it loses.

唯一的问题是，这笔交易会损失多少，而不是是否会损失。

So Mike Perez calls Richie in finance.

因此，迈克·佩雷斯 (Mike Perez) 给里奇 (Richie) 打电话，让他​​负责财务工作。

Richie tells him he's in luck.

里奇告诉他他很幸运。

The guy actually called back saying that he would agree to the terms but-- OK, here's the catch-- he just wants 24 hours to think about this.

那个人实际上回电说他会同意这些条款，但是——好吧，问题是——他只是想要 24 小时来考虑这个问题。

Mike Perez asks, OK, if we sweeten the terms, can we get him to decide right now?

迈克·佩雷斯 (Mike Perez) 问道，好吧，如果我们改善条件，我们能让他现在就做出决定吗？

Rich doesn't think so.

里奇不这么认为。

It's not going to change anything tonight.

今晚不会改变任何事情。

For me to pull down my pants, you don't need to.

让我脱下裤子，你不需要。

But Freddie's telling me to.

但弗雷迪告诉我这样做。

Literally, he's telling me to, so I need to just--

从字面上看，他告诉我这样做，所以我需要——

Bro, whatever you need to do.

兄弟，你需要做什么就做什么吧。

But I'm telling you, if I told him it was free and the same, you're going to get the same answer anyway-- 24 hours.

但我告诉你，如果我告诉他这是免费的并且是一样的，你无论如何都会得到同样的答案——24小时。

All is lost.

一切都失去了。

And then, in just six minutes, they turn it around.

然后，仅仅六分钟，他们就扭转了局面。

Rich offers a better deal to that guy on the red Grand Cherokee after all and yes, he takes it.

毕竟，里奇向那个开红色大切诺基的人提供了更好的交易，是的，他接受了。

And Peter's deal that was stuck over the price of the trade-in gets unstuck when the managers suck it up and pay $1,500 more for the trade-in than they think it's worth.

当经理们忍气吞声并为以旧换新支付比他们认为的价值多 1,500 美元时，彼得的交易因以旧换新的价格而陷入困境。

Back to 129.

回到129。

Everybody seems a little stunned by what just happened when it's done.

当事情完成后，每个人似乎都对刚刚发生的事情感到有点震惊。

Freddie and Sal look out at the showroom from the desk like old sailors on the deck of a 19th century ship that just got thrashed around by a hurricane and also a murderous white whale.

弗雷迪和萨尔坐在办公桌上看着陈列室，就像一艘 19 世纪的船甲板上的老水手，这艘船刚刚遭到飓风和凶残的白鲸的袭击。

Do you believe this shit, Sal?

萨尔，你相信这个鬼话吗？

I feel like back in fucking Infiniti days.

我感觉就像回到了他妈的英菲尼迪时代。

Oh, my god.

我的天啊。

Freddie Hoyt This is ridiculous, this month.

弗雷迪·霍伊特 这个月这太荒谬了。

The month wasn't bad enough.

这个月还不够糟糕。

We've got to suffer a little more the last day of the month.

这个月的最后一天我们还得再受点苦。

Freddie's phone, of course, doesn't stop with the text messages through all this.

当然，弗雷迪的电话在这一切过程中并没有停止发送短信。

[SIGHS] God damn.

[叹气]该死的。

The wife, who else?

老婆，还有谁？

I don't know what she's even fighting for.

我不知道她到底在为什么而战。

They get their bonus from Chrysler, $68,000.

他们从克莱斯勒获得了 68,000 美元的奖金。

And because of it, the dealership ends up in the black, not the red, for the month.

正因为如此，经销商这个月最终实现了盈利，而不是盈利。

Jason finishes the month at 29 cars, almost twice anyone else, as usual.

Jason 这个月的成绩是 29 辆车，几乎是其他人的两倍，和往常一样。

Manny has 10; Mike L, 15; Scott, 18.

曼尼有10个；迈克 L，15 岁；斯科特，18 岁。

The used car side, Joe Monti's side, did not meet its goal.

二手车方面，乔·蒙蒂的球队，没有达到目标。

They were hoping for 70.

他们希望能达到70。

They got 57, meaning Joe Monti probably will not be getting his year-end bonus this year.

他们得到了 57 分，这意味着乔·蒙蒂今年可能拿不到年终奖金。

And Bob T, the salesman at the bottom of the board with the least sales this month, well, the night isn't over for Bob T.

鲍勃·T (Bob T) 是本月销售额最低的销售员，好吧，鲍勃·T 的夜晚还没有结束。

Where'd you put the key?

你把钥匙放哪儿了？

Where'd you put the car?

你把车放在哪儿了？

I've got the key.

我有钥匙了。

Where's the car?

车在哪儿？

Not long after they reached 129, a couple walks in wanting to buy a Dodge Dart for their 19-year-old son.

刚满 129 岁不久，一对夫妇走进来，想给 19 岁的儿子买一辆道奇 Dart。

Bob T rushes them through the test drive, has the husband sit at his computer and use his phone to quickly call the insurance company and then runs-- literally runs-- to get their new car prepped and inspected in the garage.

鲍勃·T催促他们进行试驾，让丈夫坐在电脑前，用手机快速打电话给保险公司，然后跑——真正的跑——去车库准备好并检查他们的新车。

He says to bring it right over to service.

他说立即将其送去维修。

Yeah, but is it going, or is it a paper delivery?

是的，但是是继续，还是纸质递送？

I don't know if it's going.

我不知道是否会进行。

Speaker 2 Find out.

演讲者 2 找出答案。

It should go.

应该走了。

Speaker 1 Who the fuck wants to take a car home at 10 o'clock at night?

演讲者1 晚上十点谁他妈想开车回家？

You still got the receipt for them?

你还有他们的收据吗？

Bring them back!

把他们带回来！

These guys could say what they want.

这些人可以畅所欲言。

This old timer, nobody works as fast as me here.

这个老家伙，这里没有人工作得比我快。

You notice that?

你注意到了吗？

Huh?

啊？

Yes or no?

是还是不是？

And with that, Bob T lands Town & Country's last sale of the month, number 130, one car past the goal of 129.

就这样，Bob T 获得了 Town & Country 本月最后一次销售，销量为 130 辆，超过了 129 辆的目标。

Or anyway, that's what they thought that night.

或者无论如何，那天晚上他们就是这么想的。

The next morning, when everybody comes in, they look at Chrysler's official count on the computer.

第二天早上，当每个人进来时，他们都会在电脑上查看克莱斯勒的官方计数。

And according to Chrysler, no, their count was wrong.

根据克莱斯勒的说法，不，他们的计数是错误的。

One of their sales should not have been counted in October, which means that they did not have 130 cars like they thought.

他们的一辆销量不应该算在10月份，也就是说他们并没有像他们想象的那样拥有130辆汽车。

They had only 129, exactly 129.

他们只有 129 个，正好 129 个。

Which means, yes, it was Bob T and his very last sale of the month that took them across the finish line.

这意味着，是的，正是鲍勃·T 和他本月的最后一次销售帮助他们冲过终点线。

Bob T saved the day.

鲍勃·T 挽救了局面。

Special thanks to Marc Brodlieb and the entire staff at Town & Country Jeep Chrysler Dodge Ram in Levittown for letting us hang out for days and barely ever suggesting during that time that one of us might help them reach their goal for the month by buying a new Grand Cherokee.

特别感谢马克·布罗德利布 (Marc Brodlieb) 和莱维敦 Town & Country Jeep Chrysler Dodge Ram 的全体员工让我们出去玩了几天，在那段时间里我们几乎没有建议我们中的一个人可以通过购买一辆新的大切诺基来帮助他们实现这个月的目标。

We sent a photographer who does celebrity photographs-- his name is Jeff Minton-- out to Levittown to photograph the sales staff at Town & Country.

我们派了一位专门拍摄名人照片的摄影师——他的名字叫杰夫·明顿——前往莱维敦拍摄 Town & Country 的销售人员。

You can see the results at our website, thisamericanlife.org.

您可以在我们的网站 thisamericanlife.org 上查看结果。

Today's program was produced by Robyn Semien and myself with Alex Blumberg, Ben Calhoun, Sarah Koenig, Miki Meek, Jonathan Menjivar, Brian Reed, Alissa Shipp, and Nancy Updike.

今天的节目由 Robyn Semien 和我本人以及 Alex Blumberg、Ben Calhoun、Sarah Koenig、Miki Meek、Jonathan Menjivar、Brian Reed、Alissa Shipp 和 Nancy Updike 共同制作。

Our senior producer for this episode was Julie Snyder.

我们本集的高级制片人是朱莉·斯奈德。

Production help from BA Parker and Diane Wu.

BA Parker 和 Diane Wu 提供制作帮助。

Matt Tierney is our technical director.

马特·蒂尔尼是我们的技术总监。

This American Life is delivered to public radio stations by PRX, the Public Radio Exchange.

《美国生活》由公共广播电台 PRX 向公共广播电台播出。

Thanks, as always, to our program's co-founder, Mr. Torey Malatia.

一如既往地感谢我们项目的联合创始人 Torey Malatia 先生。

On a vacation this month in Rome, he stood in line for three hours-- three hours-- at the Colosseum then gave up, went back to his hotel.

本月在罗马度假时，他在罗马斗兽场排了三个小时——三个小时——然后放弃，回到了酒店。

At this point, the Romans will think they have won.

此时，罗马人会认为他们赢了。

Let them taste victory.

让他们尝到胜利的滋味。

Don't worry.

不用担心。

He'll be back.

他会回来的。

I'm Ira Glass.

我是艾拉·格拉斯。

We will also be back next week with more stories of This American Life.

下周我们还将带来更多《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。