The top 1% use words to command attention, build trust, and get people to say yes. And over the last 20 years, I have completely changed the way I speak, write, and operate. These

頂尖的1%用語言來吸引注意力、建立信任，並讓人們說「是」。在過去20年裡，我完全改變了說話、寫作和運營的方式。這些

are the seven techniques that will help you articulate your words like the top 1%. The first technique is so powerful, yet so simple, you can test it right away. It is called resting rich

是七個能幫助你像頂尖1%那樣清晰表達的技巧。第一個技巧非常強大，卻又非常簡單，你可以立刻測試。它叫做「有錢人的放鬆臉」。

face. You're not being ignored because you're boring. You're being ignored because your face looks the wrong way.

你被忽視不是因為你無聊。你被忽視是因為你的表情看起來不對。

Here is what resting rich face means. When you're on camera, whether it's a Zoom sales call or a client meeting, how do you show up? Do you look like you need this work? Like

這就是「有錢人的放鬆臉」的意思。當你在鏡頭前時，無論是Zoom銷售電話還是客戶會議，你是怎麼出現的？你看起來像很需要這份工作嗎？像

you're kind of desperate for it, like, "Oh my gosh, I hope this works out. You're leaning in, or do you look like maybe you have somewhere slightly different to be?" Now, having a

你有點絕望，像是「天啊，我希望這能成功。」你在往前傾，還是看起來像你可能有別的地方要去？擁有

resting, rich face is about giving off a sense of just not needing this. It gives off this energy of I don't need this. I'm not sweating for it to work

「有錢人的放鬆臉」就是給人一種不需要這個的感覺。它散發出這種能量：我不需要這個。我不是在為它能成功而流汗。

out. And this is one of the most powerful ways to actually get what you want. So, here's how to put that into practice. Lean back when they

這是真正得到你想要的東西最有力的方式之一。所以，這是如何把它付諸實踐的方法。當他們

think you should be leaning in and madly taking notes. Sometimes you temple your hands under your chin intentionally. You look into the camera and not at your picture on Zoom. Like,

認為你應該往前傾並瘋狂做筆記時，你往後靠。有時你故意把雙手託在下巴下面。你看向鏡頭而不是看Zoom上自己的畫面。像是，

really try not to look at your picture on Zoom. Go into hide self view.

真的盡量不要看Zoom上自己的畫面。進入「隱藏自我視圖」。

It really helps. And even if your mic doesn't work, you put it in front of you so it looks like you do this for a living. Relax your face. Keep

這真的很有幫助。即使你的麥克風不工作，你也把它放在面前，這樣看起來你是專業做這個的。放鬆你的臉。保持

your eyebrows low. Make eye contact. Have warm water in your glass so your voice is clear when you're speaking.

眉毛放低。保持眼神接觸。杯子裡放溫水，這樣你說話時聲音清晰。

Next up is another super powerful technique and it's also super easy to use. It's mirroring. This is how to get people to say yes to you almost every single time. So, imagine you're

接下來是另一個超級強大的技巧，而且也超級容易使用。那就是鏡像。這是如何讓人們幾乎每次都對你說「是」的方法。所以，想像你

trying to convince someone to go allin on your idea. You ask them, "What's your biggest concern about moving forward with this?" And they say, "Well, I'm worried the timeline is too tight." And,

試圖說服某人全力支持你的想法。你問他們：「你對推進這件事最大的擔憂是什麼？」他們說：「嗯，我擔心時間表太緊了。而且，

you know, we'll end up rushing through the important parts. Now, here's where a lot of people mess up. They respond with their own interpretation.

你知道，我們最後會匆忙處理重要的部分。」現在，這是很多人犯錯的地方。他們用自己的理解來回應。

So, they'll listen to that, they'll hear that, and then they'll say something like, "Oh, so you want more time?" That's not what they said.

所以，他們聽到那些話，然後會說：「哦，所以你想要更多時間？」那不是他們說的。

Here's what you should do instead. Mirror back their exact words. You say, "So, you're worried the timeline is too tight and we'll end up rushing through the important parts." Is that

這是你應該做的。把他們的確切話語鏡像回去。你說：「所以，你擔心時間表太緊，我們最後會匆忙處理重要的部分。」對嗎？

right? Notice the difference. Those were their exact words, not your interpretation. And when you repeat their language back to them, something shifts. They feel heard. They nod. They lean in. Because

注意到區別了嗎？那些是他們的確切話語，不是你的理解。當你把他們的語言重複給他們聽時，某些東西就會改變。他們感到被聽到了。他們點頭。他們往前傾。因為

when you mirror someone's language right back to them, you're doing two things. First, you're proving that you actually listened. Most people do not listen. They just wait for their

當你把某人的語言直接鏡像回去時，你在做兩件事。首先，你證明了你真的在聽。大多數人不聽。他們只是等輪到

turn to talk. And second, you are speaking in their language, not yours.

自己說話。其次，你在用他們的語言說話，而不是你的。

And this makes your solution, your brand, feel customuilt for their specific problem, even if it's something you offer to everyone. Number three, most people don't realize that they are sabotaging themselves with every

這讓你的解決方案、你的品牌感覺像是為他們的具體問題量身定制的，即使它是你提供給每個人的東西。第三，大多數人沒意識到他們每句話都在自我破壞。

sentence. That's why you have got to be precise. Picture this. Someone asks you for a restaurant recommendation. You say, "Oh, I think you might like that new Italian place. Maybe you could try

這就是為什麼你必須精確。想像一下：有人問你推薦一家餐廳。你說：「哦，我覺得你可能會喜歡那家新的義大利餐廳。也許你可以試試。

it. Maybe you'll enjoy it." Now imagine someone else says, "You have to try Bellanote. The pasta is incredible and they have the best tiramisu I've ever had." Now, which

也許你會喜歡。」現在想像另一個人說：「你一定要試試Bellanote。義大利麵太棒了，他們有我吃過的最好的提拉米蘇。」現在，哪個

recommendation are you more likely to follow? When you say things like, "I think you might be, perhaps, maybe," you are telling your audience that you don't believe what you

推薦你更可能會聽？當你說「我覺得」、「你可能」、「也許」這樣的話時，你在告訴你的聽眾你自己都不相信你

are saying. Whether you're pitching an idea at work, giving advice to a friend, or expressing your opinion in a conversation, these words kill your credibility. If you were writing a

說的話。無論你是在工作中推銷一個想法，給朋友提建議，還是在對話中表達你的觀點，這些詞都會扼殺你的可信度。如果你在寫

sales page trying to convince somebody to buy something, you would never write it might work. Or perhaps give this a shot or trust me, this will work.

一個銷售頁面試圖說服某人買東西，你永遠不會寫「它可能有效」。或者「也許試試這個」或「相信我，這會有效。」

Those phrases add nothing. They just fill the silence. But this is not just about cutting out filler words.

那些短語什麼都沒加。它們只是填補沉默。但這不僅僅是刪除填充詞。

Being precise means being intentional about every single thing you choose to say. So before you say something, before you share something, ask yourself, does this belong on the

精確意味著對你選擇說的每一件事都有意識。所以在你說什麼之前，在你分享什麼之前，問問自己：這屬於這一頁嗎？

page? If it doesn't help the argument, if it doesn't help get people nodding along with you, it doesn't belong on the page. That means defaulting to not sharing something that doesn't

如果它對論點沒有幫助，如果它不能幫助人們跟著你點頭，它就不屬於這一頁。這意味著默認不分享那些不

actively support the argument you are trying to make. So, here is the technique I use to eliminate filler words and be more precise. Keep your mouth closed and your tongue pressed to

積極支持你正在提出的論點的東西。所以，這是我用來消除填充詞並更精確的技巧。閉上嘴，把舌頭頂在

the roof of your mouth. Then, when you're ready to speak, you don't do so until you're actually ready. You have to lower your tongue from the roof of your mouth, open your lips,

上顎。然後，當你準備好說話時，你不會在真正準備好之前開口。你必須把舌頭從上顎放下來，張開嘴唇，

and now you're ready to speak. And that pause honestly gives you enough time to prepare what you're going to say and choose that first word, which

現在你準備好說話了。那個停頓實際上給了你足夠的時間準備你要說什麼，並選擇第一個詞，那個詞

will not be um or uh or I think. And it also helps ensure you are only saying what matters. Number four is to always sell. Speaking like the top 1% isn't

不會是「嗯」或「呃」或「我覺得」。它還幫助確保你只說重要的話。第四是永遠在銷售。像頂尖1%那樣說話不是

about sounding smart. It's about selling without anyone realizing you are. Now, here is something most people don't realize. You are always trying to get someone to say yes to you.

關於聽起來聰明。而是關於在沒人意識到你在銷售的情況下銷售。現在，這是大多數人沒意識到的事情。你總是在試圖讓別人對你說「是」。

Whether you're convincing your partner where to go for dinner, pitching an idea at work, or persuading a friend to join you for an event, you're selling. Now, imagine this. Your colleague just shared

無論你是在說服伴侶去哪裡吃晚餐，在工作中推銷一個想法，還是說服朋友和你一起參加活動，你都在銷售。現在，想像這個：你的同事剛剛分享了

a concern about something. Now, here's what most people do. They immediately jump to their solution. But watch what happens when you do this instead. You say, "It's a really smart

對某事的擔憂。現在，這是大多數人會做的。他們立刻跳到自己的解決方案。但看看當你這樣做時會發生什麼。你說：「這是一個非常聰明的

observation. You are good at spotting things other people miss." Now, immediately something shifts. They like you more. They're more likely to hear you out because you've made them feel

觀察。你很擅長發現其他人錯過的東西。」現在，某些東西立刻改變了。他們更喜歡你了。他們更可能聽你說，因為你先讓他們感覺

good first. Now, here's what you don't do. You don't criticize them to get them to say yes. You don't tear down their idea to make yours look better. Others might do that,

很好。現在，這是你不應該做的。你不應該批評他們來讓他們說「是」。你不應該貶低他們的想法來讓你的看起來更好。其他人可能會這樣做，

and it might even work sometimes, but I have seen repeatedly that building people up works 100 times better than beating them down, especially when you are going to want them on

有時甚至可能有效，但我一再看到建立人們比打擊他們效果好100倍，特別是當你想要他們

your side. Being in sales means understanding that people make decisions based on how they feel about you, not just the logic of your argument. When you make someone feel

站在你這邊時。做銷售意味著理解人們根據對你的感覺做決定，而不僅僅是你論點的邏輯。當你讓某人

valued before you ask for what you want, they're already leaning toward the yes. Next up is number five. You have to overprepare. I was so shy as a

在你要求你想要的東西之前感到被重視，他們已經傾向於說「是」了。接下來是第五個。你必須過度準備。我小時候非常

kid, but today I'm a toprated speaker. And here's how I did it. Now, I used to be a pleaser. I was a good Canadian, friendly, polite, apologetic, and I've

害羞，但今天我是一個頂級演講者。這是我如何做到的。我曾經是一個討好者。我是一個好加拿大人——友好、禮貌、愛道歉。我

had to work against all of that to find my voice, share it clearly with confidence in noisy, eggofilled, and fastpaced boardrooms. And the secret was to prepare and practice

不得不克服所有這些來找到我的聲音，在嘈雜、充滿自我、節奏快的會議室裡自信清晰地分享它。秘訣是在實際說之前

everything I had to say before actually saying it. Most people who are good at this stuff are not naturalborn gifted speakers. They overprepare until they get really good at it. And this can

準備和練習我要說的一切。大多數擅長這些東西的人不是天生的演講天才。他們過度準備直到變得非常擅長。這可以

mean preparing what you'll say the way a copywriter might do. Start with the problem you want to hook your listener with. Agitate that. Bring it to life quickly, then propose the solution.

意味著像文案撰稿人那樣準備你要說的話。從你想用來吸引聽眾的問題開始。激化它。快速把它帶到生活中，然後提出解決方案。

It's absolutely okay to practice talking to yourself in the mirror. It's okay to memorize notes and practice those notes before you go into a meeting. Now, here's what that preparation actually

對著鏡子自言自語練習是完全可以的。記住筆記並在開會前練習那些筆記是可以的。現在，這是那種準備實際上

does for you. When you're in a room with leaders, prepare to be just bowled over by how they talk without thinking about whether anybody else should be talking

為你做的事。當你和領導者在一個房間裡時，準備好被他們如何不假思索地說話而震驚——不考慮是否還有其他人應該現在說話。

now. They just speak. And that's what your preparation allows you to do, too.

他們就是說。而這就是你的準備讓你也能做到的。

Now, this can be really quite difficult for women in particular who are used to observing the room to see if it's okay that they're talking or if anybody else wants to chime in.

現在，這對女性來說可能特別困難，因為她們習慣於觀察房間，看看她們說話是否可以，或者是否有其他人想插話。

You do not want to do this. To fit in this sort of room, you need to speak confidently and actually keep talking even when someone is trying to interrupt you. Get your full thought

你不想這樣做。要融入這種房間，你需要自信地說話，即使有人試圖打斷你也要繼續說。完整表達你的想法。

out. Finish with a strong period. And you can only do that when you've practiced enough that you know exactly what you're going to say. The next technique is the one most people

以一個強有力的句號結束。只有當你練習得足夠多，知道你確切要說什麼時，你才能做到這一點。下一個技巧是大多數人

refuse to do. It is this. Stand out.

拒絕做的。那就是：脫穎而出。

People don't start listening when you speak louder. They listen when you take up space. Here's what I see happen all the time. Someone tells me, "I just want nobody to really notice me,

人們不是在你說話更大聲時開始聽的。他們在你佔據空間時才聽。這是我一直看到的情況：有人告訴我：「我只是想沒人真正注意到我，

but I want things to go splendidly. I want the best job. I want a promotion. I want $10 million in sales for this launch, but I don't want to say anything

但我想一切都進展順利。我想要最好的工作。我想要升職。我想要這次發布達到1000萬美元的銷售額，但我不想說任何

that sounds too different. I don't want to really offer anything that different.

聽起來太不同的話。我不想真的提供任何不同的東西。

And I really just kind of like to flow into the background." That never ever works. You want to be like liquid death.

我真的只想融入背景。」那永遠行不通。你要像Liquid Death那樣。

They took water, they put it in a can, and they made it stand out so much that people couldn't ignore it. You're going to take what you are, what you're trying

他們把水裝進罐子裡，讓它如此突出以至於人們無法忽視它。你要把你是什麼、你想傳達什麼，

to communicate, and you're going to make sure that you do it differently. So differently that it absolutely stands out. Now, I know it's scary to stand out because I have done the

確保你用不同的方式做。如此不同以至於絕對脫穎而出。現在，我知道脫穎而出很可怕，因為我做過

opposite. I've hidden I've gotten on stage and, you know, tried not to be that noticeable. I'm tall, so I like didn't wear heels on stage, and that's

相反的事。我躲起來。我上臺，你知道，試圖不要太引人注目。我很高，所以我在臺上不穿高跟鞋，那是

silly. I wore casual clothing so I feel more like, you know, a member of the crowd. Also silly. This is a thing I had to train myself out of. I'm tall. I need

很傻。我穿休閒服裝，這樣我感覺更像是人群中的一員。也很傻。這是我不得不訓練自己克服的事情。我很高。我需要

to take up space, any space, not shy away, and I need to own it. Very few people will do this, and that is your advantage if you're willing to do it.

佔據空間，任何空間，不要退縮，我需要擁有它。很少有人願意這樣做，如果你願意做，這就是你的優勢。

Here's what I do to help me when I speak to crowds or big meetings. I pick one person in my imagined audience.

這是我在對人群或大型會議講話時幫助我的方法。我在想像的聽眾中選一個人。

I talk to that person, and I see that she is nodding with me. She's smiling at me. She's open to what I'm saying. That immediately makes you feel more

我對那個人說話，我看到她在跟我點頭。她對我微笑。她對我說的話很開放。這立刻讓你感到更

confident and it keeps you from getting distracted by, you know, the one person who you worry will like be looking at their phone. Pick one person in your next meeting or presentation and speak

自信，它讓你不會被分心——你知道，那一個你擔心會在看手機的人。在你的下一次會議或演講中選一個人，對

to them. Let them be your anchor and don't be afraid to sound different from everyone else in this very boring boardroom. The last technique is to become an expert. I made

他們說話。讓他們成為你的錨點，不要害怕在這個非常無聊的會議室裡聽起來和其他人不一樣。最後一個技巧是成為專家。我

$20,000 in three A's because I was an expert at just one thing. When I started my business, Copy Hackers, in its very first year, I started it by

在三天內賺了20,000美元，因為我只在一件事上是專家。當我創辦我的公司Copy Hackers時，在第一年，我開始

writing a book about copywriting. I then turned that into four ebooks, which I sold on Hacker News, and I made about $20,000 in 3 days. But what was most

寫一本關於文案寫作的書。然後我把它變成了四本電子書，在Hacker News上賣，三天賺了大約20,000美元。但最

important was that I was getting leads like just bananas out of that.

重要的是我從中獲得了大量的潛在客戶。

Now, this was just a self-published series of micro ebooks. But the moment I put my name on those books, something shifted in how I carried myself. I wasn't pretending to be an

現在，這只是一系列自出版的微型電子書。但當我把名字放在那些書上的那一刻，我對自己的看法發生了變化。我不是在假裝成

expert. I wasn't secondguessing myself before I spoke. I had codified my knowledge. I had put it out into the world. And that changed everything about how I walked into rooms, how I spoke in

專家。我在說話前不再質疑自己。我把我的知識編纂成冊。我把它發布到世界上。這改變了我走進房間的方式、我在

meetings, and even how I pitched clients. Creative types who find themselves in leadership positions or standing in front of a room often struggle with the idea of being

會議上說話的方式，甚至我向客戶推銷的方式。發現自己處於領導位置或站在房間前面的創意型人士經常掙紮於自信的

confident. When people see your name on something you created as an expert, you're the expert. But more importantly, you feel like an expert. And when you feel like an expert, you stop hedging.

概念。當人們看到你的名字在你作為專家創建的東西上時，你就是專家。但更重要的是，你感覺自己是專家。當你感覺自己是專家時，你停止猶豫。

You stop apologizing for your ideas. You speak with conviction because you've done the work to earn it. Now, I know writing a book sounds complicated and maybe it's not for you right this

你停止為你的想法道歉。你帶著信念說話，因為你做了工作來贏得它。現在，我知道寫一本書聽起來很複雜，也許這

second, but here's the thing. You don't need a 300page traditionally published book. You could write a 20page guide on one specific thing you are good at. You could create a series of three short

秒鐘對你來說不合適，但這是事情的關鍵。你不需要一本300頁傳統出版的書。你可以寫一本20頁的指南，關於你擅長的一件具體事情。你可以創建一系列三本短

ebooks instead of one long one. You could record a workshop. You could build a course. You could publish a framework. The point is this. Create something that forces you to organize

電子書而不是一本長的。你可以錄製一個工作坊。你可以建立一個課程。你可以發布一個框架。關鍵是：創建一些東西，迫使你組織

and articulate your expertise. Put your name on it. Share it. Because the act of doing that doesn't just position you as an expert to others. It makes you internalize that

和表達你的專業知識。把你的名字放在上面。分享它。因為這樣做不僅僅是把你定位為他人眼中的專家。它讓你內化

expertise. These seven techniques will change the way people listen to you and respond to you. Start with just one, master it, then add the next. And if you like this video, watch this

這種專業知識。這七個技巧將改變人們傾聽你和回應你的方式。從一個開始，掌握它，然後添加下一個。如果你喜歡這個視頻，接下來看這個

next one here. And I'll see you

視頻。我們下次見。