TED演讲真正拉开人与人差距的,是知道自己贵在哪里

TED演讲真正拉开人与人差距的，是知道自己贵在哪里

hello大家好，我是达达。你是否偶尔也会觉得，自己干得比拿得多，自己根本没有拿到应得的薪水。但其实这个“定价”并不是源于老板觉得你值多少钱，而是源于你认为你自己值多少钱。今天我们一起来听听定价顾问Casey Brown分享的一些故事和经验，也许可以帮助你更好地传达你的价值，并为您的卓越成就而获得报酬。

演讲者：Casey Brown演讲题目： Know your worth, and then

ask for it 真正拉开人与人差距的 来自TED英语演说优选

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中英文对照翻译

No one will ever pay you what you're worth. They'll only ever

pay you what they think you're worth. And you control

their thinking, not like this, although that would be cool.没有人会为你真正的价值买单，他们只会为他们所认为的你的价值买单，并且你控制着他们的想法，不是像这样的，虽然他看起来很酷。 That

would be really cool. Instead, like this: clearly defining and

communicating your value are essential to being paid well for

your excellence.这样看起来真的很酷，而是，像这样：清楚的定义并传达你的价值，并让你杰出的工作有所回报是非常重要的。 Anyone

here want to be paid well? OK, good,then this talk is for everyone.

It's got universal 's true if you're a business owner,

if you're an employee, if you're a job seeker. It's true if you're a

man or a woman.有人想要一份丰厚的薪水吗？好的，那么，这个讨论适用于每一个人。它是普遍适用的。不管你是商人还是员工，或者正在工作，不管你是男人还是女人，它都是有用的。 Now, I

approach this today through the lens of the woman business

owner, because in my work I've observed that

women under price more so than men. The gender wage gap is

a well-traveled narrative in this country. 我今天是通过一位女商人的视角，来分析这类话题的。因为我在工作中发现，相比男人，女人被低估很多。在这个国家，工资差距是人人皆知的。

According to the Bureau of Labor Statistics, a woman

employee earns just 83 cents for every dollar a man earns. What

may surprise you is that this trend continues even into the

entrepreneurial sphere.根据劳动数据局的调查显示，男人每收入1美元，而女人则只收入83美分。这或许会让你惊讶不已，这种趋势甚至会发生在企业领域。 A woman business owner earns just 80

cents for every dollar a man earns. In my work, I've often heard

women express that they're uncomfortable communicating their

value, especially early on in business ownership. 男商人每收入1美元，而女商人则只收入80美分。在我工作中，经常听到女性说，他们不习惯传达他们的价值。尤其是早期作为企业家时。

They say things like, 'I don't like to toot my own horn.' 'I'd

rather let the work speak for itself.' 'I don't like to sing my own

praises.'他们这样说，我不喜欢自吹自擂，我宁愿让我的工作成绩说话，我不喜欢自夸。 I hear very different narratives in

working with male business owners, and I think this difference is

costing women 20cents on the dollar.和男性商人一起工作时，我听到的话完全不同。我觉着这个不同才是少了那20美分的原因。 I'd like

to tell you the story of a consulting firm that helps their clients

dramatically improve their profitability. That company is my

company. After my first year in business, I saw the profit increases

that my clients were realizing in working with me, 我想告诉你一个帮助客户大幅提升利润的咨询公司，也就是我的公司。我做生意一年后，我看见客户因与我的合作利润得到了增长，

and I realized that I needed to reevaluate my pricing. I was

really under priced relative to the value I was delivering. It's hard

for me to admit to you,because I'm a pricing consultant.然后我意

识到我需要重新估算我的价值。对比我创造的价值我确实是被低估了。向你们承认这点很难，因为我是一位价格顾问。 It's what I do. I help

companies price for value. But nonetheless, it's what I saw, and

so I sat down to evaluate my pricing, evaluate my value, and I did

that by asking key value questions. What are my clients' needs

and how do I meet them?这是我的工作，我帮助公司估价。尽管如此，这是我看到的，所以我坐下来，评估我的价格，评估我的价值。通过问自己这几个关键关键价值问题。我的客户需要什么？我如何满足他们？

What is my unique skill set that makes me better qualified to

serve my clients? What do I do that no one else does? What

problems do I solve for clients? What value do I add?我有什么独特技能使我更好的服务我的客户？有什么是只有我自己会做的？我为客户解决了什么麻烦？我增加了什么价值？ I answered these

questions and defined the value that my clients get from working

with me, calculated their return on investment, and what I saw

was that I needed to double my price, double it. Now, I confess

to you, this terrified me. 我回答了这些问题，然后评估出我的客户通过和我合作得到的价值。计算了他们的投资回报，我发现我的价格需要翻倍。我承认，这把我吓坏了。

I'm supposed to be the expert in this, but I'm not cured. I

knew the value was there. I was convinced the value was there,

and I was still scared out of my wits. What if nobody would pay

me that? What if clients said, 'That's ridiculous. You're ridiculous.'我应该是这方面的专家，但我不自信。我知道他的价值就摆在那，我确信我值那么多钱。但我仍然非常害怕。如果没人付我那么多钱呢？如果我的客户说：这真的很荒谬。 Was I really worth that? Not my

work, mind you, but me. Was I worth that? I'm the mother of two

beautiful little girls who depend upon me. I'm a single mom.

What if my business fails? What if I fail?我真的值这个价吗？提醒

你，不是我的工作，是我。我值这么多吗？我是两个小女孩的妈妈，我们依靠我抚养，我是个单亲妈妈。如果我的生意失败了呢？或者如果我失败了呢？ But I know how to take my own medicine,

the medicine that I prescribe to my clients. I had done the

homework. I knew the value was there. So when prospects came,

I prepared the proposals with the new higher pricing and sent

them out and communicated the value. How's the story end? 但是我知道如何解决这个问题，我为我的客户提供的解决方法。我做足了功课，我知道价值就在那。所以当顾客前来的时候，我准备了价格更高的提案寄给他们，同时表达了我的价值。故事结局怎么样呢？

Clients continued to hire me and refer me and recommend

me, and I'm still here. And I share this story because doubts and

fears are natural and normal. But they don't define our value, and

they shouldn't limit our earning potential.客户继续雇佣我，委托我，推荐我，而我在经营着公司。我分享这个故事是因为有疑虑有恐惧很自然很正常，但是别让它们决定你的价值，他们也不应该限制你赚钱的潜力。 I'd like to share another story, about a woman who

learned to communicate her value and found her own voice. She

runs a successful web development company and employs

several people. 我想和你们分享另外一个故事，关于一个女人学会传达自我价值，并到自己说话方式的故事。她经营着一家成功的网站开发公司，雇佣了几个员工。

When she first started her firm and for several years

thereafter, she would say, 'I have a little web design

company.'She'd actually use those words with clients.'I have a

little web design company.'在她公司起步的初期以及之后的几年，她会说：我拥有一家小小的网站设计公司。他甚至对客户也这样说，我拥有一家小小的网站设计公司。 In this and in many other small

ways, she was diminishing her company in the eyes of prospects

and clients, and diminishing herself. It was really impacting her

ability to earn what she was worth. 通过这样以及其他一些不起眼的方法，在潜在客户和她客户的眼中，公司的价值被轻视了，她也被轻视了。这确实影响了她让自己物有所值的能力。

I believe her language and her style communicated that she

didn't believe she had much value to offer. In her own words, she

was practically giving her services away. And so she began her

journey to take responsibility for communicating value to clients

and changing her message.我认为她的语言和风格传达的是她不相信自己有如此高的价值。用她的话说，她简直在赠送服务。于是她开始了一段旅程开始承担向客户传递价值的责任，并且开始改变她所传达的信息。 One thing I shared with her is that it's so important to

find your own voice, a voice that's authentic and true to 't

try to channel your sister-in-law just because she's a great

salesperson or your neighbor who tells a great joke if that's not

who you are. 我和她分享的一件事是，到自己的说话方式是非常重要的。一个忠于自身，代表自我的说话方式，不要因为你的嫂子是个不错的售货员，或是你的邻居很会讲笑话，如果这不是真实的你，就不要试图模仿他们的说话方式。

Give up this notion that it's tooting your own horn. Make it

about the other party. Focus on serving and adding value, and it

won't feel like do you love about what you do?

What excites you about the work that you do? If you connect with

that communicating your value will come naturally.不要认为这是自吹自擂，把重点放在第三方身上，聚焦在提供增加价值。这样就不会是像自夸了。你为什么喜欢你的工作，你的工作哪方面让你兴奋，如果你联系到这一点，传达自身价值就显得很自然了。 So she

embraced her natural style, found her voice and changed her

message. For one thing, she stopped calling herself a little web

design company. She really found a lot of strength and power

in communicating her message. She's now charging three times

as much for web design, and her business is growing.所以她拥抱了自然的纯粹风格，到了她想说的话，改变了她的信息。首先，她不再称自己的公司为小小的网站设计公司，她在传达信息时，真的发现了很多力量和能量。现在他的网页设计收费翻了两倍，她的公司在扩大。 She told me about a recent meeting with a gruff and

sometimes difficult client who had called a meeting

questioning progress on search engine optimization. She said in

the old days, that would have been a really intimidating meeting

for her, but her mindset was different. She said, she prepared the

information, 她告诉我最近和一个暴躁、有时很难搞的客户的会议。对方召开了一个询问搜索引擎优化进展的会议。她说要放在以前，她会觉得这次会议非常吓人。但她的思维不一样了。她说她准备好信息，

sat down with the client, said this isn't about me, it's not

personal, it's about the client. She took them through the data,

through the numbers, laid out the trends and the progress in her

own voice and in her own way, but very directly said, 'Here's what

we've done for you.'和客户坐下来。她说这不是关于我，不是私事，这是有关客户的。她把数据、数字给他们看，用她自己的话语、自己的方式展示说明了趋势和进展。但是非常直接地说：这是我为你做的事。 The client sat up and took notice, and said, ' OK, I got it.'

And she said in describing that meeting,' I didn't feel scared or

panicky or small, which is how I used to d I feel like,

'OK, I got this. I know what I'm doing. I'm confident.''客户坐正了，注意到她，然后说好的，我懂了。她是这样描述那次会议的：我没有感到害怕或惊慌，或是渺小，而我过去常常有这种感受。反而我觉得我能搞定，我知道我在做什么，我很自信。 Being properly valued is

so important. You can hear in this story that the implications

range far beyond just finances into the realm of self-respect and

self-confidence. Today I've told two stories, one about defining

our value and the other about communicating our value, and

these are the two elements to realizing our full earning

's the equation.价值被正确对待是非常重要的，在这个故事中你能知道，这不仅影响到财务，还影响到自尊和自信的问题。今天我分享了两个故事，一个关于定义价值，另一个关于传递价值。这是了解我们完全的收入潜力的两个因素。这就是等式。 And if

you're sitting in the audience today and you're not being paid

what you're worth, I'd like to welcome you into this equation. Just

imagine what life could be like, 如果你今天坐在观众席里，并且收入和价值不相等，我希望你加入这个等式，想象人生会变成什么样，

how much more we could do, how much more we could give

back, how much more we could plan for the future,

how validated and respected we would feel if we could earn our

full potential,realize our full value.我们还能多做多少，我们还能回报什么，我们为未来能做怎样更精细的打算，我们会觉得自己有价值被尊重，如果我们能实现我们的全部潜力，充分认识我们的价值。 No

one will ever pay you what you're 'll only ever pay you

what they think you're worth, and you control their thinking.没有人会为你真正的价值买单，他们只会为他们认为的你的价值买单，而你控制着他们的想法。

Thank you.谢谢。