„We have the brand-new student loans!” “我们有全新的助学贷款！” Sat Joy one before one bright office listens to insure the manager to say probably soon had heard words, the spirit was somewhat absent-minded. 坐在一间明亮的办公室里的乔伊一家听着保险经理说着好像不久之前才听说过的话,精神有些恍惚。 Joy's mother put out a hand also to take two fruit drops from the table attractive glassware, bared one to admit the mouth, then another in pocket that held the clothes. 乔伊的母亲伸手又从桌子边的好看的玻璃器皿里拿了两颗水果硬糖,剥开了一颗放进嘴里,然后把另外一颗揣进了衣服的口袋中。 She has hidden three, she thought that she can also hide several. 她已经藏了三颗了,她觉得自己还能多藏几颗。 Why although not too interviewed father and son's expression is not successfully unattractive clearly, but she thought that this should be a good deed mostly. 虽然不太明白面试成功了为什么父子两人的表情却不好看,但她觉得这多半应该是件好事。 The sales manager has actually discovered the petty action of woman, but he does not expose, did not think that has anything is not good, after all is only some not valuable fruit drops, compared with his business deducting a percentage......, even if that basin gave this person him not to love dearly. 销售经理其实早就发现了女人的小动作,可他不点破,也不觉得有什么不好的,毕竟只是一些不值钱的水果糖,比起他的业务提成……就算那一盆给了这家人他都不心疼。 He carried the coffee of three cups of cost over two dollars not to place three people of front, later continued to explain, „the beforehand student loans stipulated must all return in six years, this actually resulted in very tremendous repayments pressure on many families.” 他端着三杯成本不超过两块钱的咖啡放在了三人的面前,随后继续解释起来,“以前的助学贷款规定必须在六年内全部归还,这其实对很多家庭都造成了很大的还款压力。” „As far as I know, will have over a thousand people every year because of also this sum of money, finally the bank seized their house.” “据我所知,每年都会有上千人因为还不起这笔钱,最终银行夺走了他们的房子。” „But everyone, please relax, by the day that the capitalist plunders is past tense, new business that because only we bring out!” “但是各位,请放心,被资本家掠夺的日子已经是过去式了,只因为我们推出的新的业务！” The talk skill of sales manager also calculates, pulled the anticipation value and curiosity of people through the contrast, like this they will have the patience to listen to him to say. 销售经理的谈话技巧还算可以,通过对比拉高了人们的期待值和好奇,这样他们就会有耐心听他说下去。 Lynch once also gave these people to attend class, he gave the content that before Richard these people said that with made the example, told these people including him, how made them say patiently the words. 林奇曾经也给这些人上过课,他把以前给理查德那些人说的内容,都拿出来做了例子,包括他告诉这些人,如何让人耐心的让他们把话说完。 Actually every so often sells, no matter sells the insurance or the commodity, after you are facing the customer can listen to all your descriptions when has not pointed at the gate is letting you „rolling out”, they basically are your true customer, of spending. 其实很多时候推销,不管是推销保险还是商品,当你面对着的客户能听完你所有的描述后还没有指着门让你“滚出去”时,他们基本上就已经是你真正的客户了,花钱的那种。 These that his Lynch said that with own experiences a union, rapid rises for the sales manager, there is an own office. 他林奇说的那些,和自己的一些经验一结合,迅速的就升为了销售经理,也有了自己的办公室。 Naturally he sits has the continuous customer to visit here, this decided his not possible person to take the complete advantage, he must in these person of differences from school. 当然他坐在这里都有源源不断的客户上门,这就决定了他不可能一个人拿全部的好处,他要和学校里的那些人分。 To the bystander, this possibly is two systems, but to Lynch, is his business...... 对外人来说,这可能是两个体系,但对林奇来说,都是他的生意…… Does business, must have the appearance of doing business. 做生意,就要有做生意的样子。 The sales manager continues saying that „we put out in an unprecedented move the lowest 20 years, the highest 50 years of ultra long-term repayment schedules, divide equally you even unable to feel every month do oneself have payment for this reason!” 销售经理继续说道,“我们史无前例的拿出了最低二十年,最高五十年的超长期还款计划,均摊下来每个月你们甚至都感觉不到自己有没有为此付款！” After Joy's father listens, cannot bear ask, „how many are that?” 乔伊的父亲听完之后忍不住问道,“那是多少？” The sales manager proficiently put out standard official documents very much with the paper, then in detail and starts a row of data clearly. 销售经理很熟练拿出了一张标准的公文用纸,然后详细且清楚地开始列数据。 „I suggested that you make 30 years of repayment schedules, because this is more cost-effective!” “我个人建议你们做一份三十年的还款计划,因为这样更划算！” He writes these data, while provides some plans, he also talked about the currency, consumption level, the growth rule and diagram of curves of minimum pay, finally what sees to this person after is one only needs to pay 400 eighty dollars to be close to 500 bills every month, fell into silent. 他一边写这些数据,一边提供一些方案,他还谈到了通货,消费水平,最低薪资的增长规律和曲线图,到最后这家人看见的是一份每个月只需要支付四百八十几块钱接近五百块的账单后,陷入了沉默当中。 Actually isn't this sum of money...... seems to be unacceptable? 其实这笔钱……似乎也不是不能接受？ Saw the hesitation of family, the sales manager continued to say with a smile, „this was a school expense plan of four years of sum total, the fourth grade time basically will enter the social practice, did not have the expense, therefore it only had 90,000.” 看出了这一家人的犹豫,销售经理继续笑着说道,“这是一份四年全额的学费计划,四年级的时候基本上就会进入社会实习,也就不产生费用,所以它只有九万。” „If you some also deposits, corresponding using judgment reduces some now, possibly every month you only need to pay more than 300 dollars.” “如果你们现在自己也有一些存款,相应的酌情减少一些,可能每个月你们只需要支付三百多块钱。” „But remembers these words that I spoke a moment ago?”, He looks at Joy one, „inflation, does the consumption level, remember?” “但是记得我刚才说的那些话吗？”,他看着乔伊一家,“通货膨胀,消费水准,记得吗？” He gave the family a moment ago the popular science some economics, looks at them to nod, the sales manager continues saying that „you think, 20 years ago, how much money wages does one person one month have?” 他刚才给这一家人科普了一些经济学知识,看他们点头,销售经理则继续说道,“你们想一想,二十年前,一个人一个月有多少钱工资？” Joy's father gawked, subconscious replied, „lowest is 86 35......”, his also saw an own wife, explained why can know this detailed number, „my first wages!” 乔伊的父亲愣了一下,下意识的就回答了出来,“最低是八十六块三十五分……”,他还偏头看了一眼自己的妻子,解释了一下为什么自己能知道这个详细的数字,“我第一份工资！” The sales manager nods again and again, „, only has more than 80 dollars, but now?” 销售经理连连点头,“是的,只有八十多块钱,但是现在呢？” The family members who do not wait for Joy replied, he self-examines to answer, „the state lowest hourly wage law that York State revises this year has risen 279 dollars.” 不等乔伊的家人们回答,他就自问自答起来,“约克州今年修正的州最低时薪法已经涨到了二百七十九块钱。” „That side Bupen has exceeded 320 dollars, Mister, Madame, you know that what this does mean?” “布佩恩那边则已经超过了三百二十块钱,先生,女士,你们知道这意味着什么吗？” „This means the increase of our income cost!” “这意味着我们的收入成本的提升！” „Actually I recommend you to choose this 30-year sum total student loans, perhaps from the beginning you will think its repayments a little are slightly strenuous, but please believe me, it cannot return.” “其实我个人非常推荐你们选这款30年期的全额助学贷款,也许一开始你们会觉得它的还款稍微有一点吃力,但请相信我,它不是还不上。” „After your children graduate had one to be good to work, perhaps his wages can return some loans.” “当你们的孩子毕业之后有了一份好工作,也许他一个人的工资就能还上这部分贷款。” „These that in addition I said a moment ago, perhaps ten years later the lowest hourly wage had 400-500 even 500-600!” “加上我刚才说的这些,也许十年后我们的最低时薪就有400-500甚至500-600了！” „By 20 years later, possibly here 400-500, our minimum wage standard half!” “到了二十年后,可能这里的400-500块,还不到我们最低工资标准的一半！” Joy and his father felt like...... say are reasonable, because this was the current matter. 乔伊和他的父亲觉得好像……说得很有道理,因为这就是正在发生的事情。 Joy's father could not have borne say, „the present almost will adjust lowest hourly wage standard every year one time, every year is rising, more than ten, 20, ten years are more than 200......” 乔伊的父亲还忍不住说道,“现在几乎每年都会调整一次最低时薪标准,每年都在涨,十几块,二十来块,十年就是两百多……” He discovered that these unexpectedly and insured to that the manager said! 他发现这些居然和保险经理所说的对上了！ The change of such flash look, by the sales manager capture, „looked, I have not lied, bitter is also present several years, when the child university graduated, all will be good.” 就这么一瞬间眼神的变化,被销售经理捕捉到了,“瞧,我没有说谎吧,苦的也就是现在几年,等孩子大学毕业了,一切就都会好起来了。” „Moreover I believe that some of some of your savings, it actually to your such families, does not have too tremendous repayments pressure!” “而且我相信你们也有一些积蓄,它其实对你们这样的家庭来说,是没有太大还款压力的！” At this time Joy asked suddenly, „why that did not discuss for 50 years with us?” 这个时候乔伊突然问道,“那为什么不和我们谈一谈五十年的呢？” „According to the view that you said that actually 50 years will be better!” “按照你说的说法,其实五十年的会更好！” The sales manager shakes the head, „your very intelligent child, no wonder you can go to college......” 销售经理摇了摇头,“你很聪明孩子,难怪你能上大学……” This small commendation makes Joy very happy, this praising his does not know many girlfriend very attractive youth were of pleasant to hear than! 这句小小的称赞让乔伊很高兴,这比夸他那个不知道多少手的女朋友很漂亮青春好听多了！ „But, you are clear, I with am basing on Mr. Lynch who you discussed to your help!” “但是,你要明白,我正在和你们谈的都是基于林奇先生对你们的帮助！” „Mr. Lynch is at first same as you, does not have money to go to college, therefore his very clear this feeling, this had our student loans.” “林奇先生最初和你们一样,也没有钱上大学,所以他很清楚这种感觉,这才有了我们的助学贷款。” „It to let more people not because in the pocket does not have enough money to lose the right of chase dream to establish, this is the original words of Mr. Lynch.” “它是为了让更多人不会因为口袋里没有足够的钱就失去追逐梦想的权利而建立的,这则是林奇先生的原话。” „Help, does not represent Mr. Lynch is a fool, if in fact you must apply for 50 years, I am very happy, because my deducting a percentage will be more, but your actual repayments pressures will not reduce, instead will increase!” “帮助,不代表林奇先生是傻子,实际上如果你们要申请五十年的,我是非常高兴的,因为我的提成会更多,但是你们实际的还款压力不会减少,反而会增多！” „And such plan may is only temporary, perhaps next year, will perhaps have some changes year after next, for example raising of interest rate, or the change of repayments age limit......” “并且这样的计划有可能只是暂时的,也许明年,也许后年就会发生一些变化,比如说利率的上调,或者还款年限的改变……” He presented a string data, „, if 30 years of your total repayments approximately when hundreds of thousands, then 50 years your total repayments approximately over 350,000......” 他又罗列了一串数据,“如果说三十年时间你们总还款大约在十几万,那么五十年时你们的总还款大约在三十五万以上……” A big skewer number displays, looks at the whole family cold sweat to brave! 一大串数字罗列下来,看得一家人冷汗直冒！ However they are somewhat hesitant, because if now defers to 30 years of repayments, they need the repayments 180,000, this turns one time more than more than 80,000 school expenses that in fact they calculated! 不过他们还是有些犹豫的,因为现在如果按照三十年还款,他们需要还款十八万,这比实际上他们计算的八万多学费翻了一倍还多一点！ The sales manager knows oneself said enough many, said again can only play the reaction, some people were inexpensive. 销售经理知道自己说得足够多了,再说下去只能起到反作用,有些人就是贱。 You and he said well, he feels your pit he, but you must look cold and indifferent to him, he instead pays a visit asked you. 你和他好好说,他觉得你坑他,但你要对他爱答不理,他反而上杆子的求你。 „These materials you can take to consider, to beginning school to return sometime, you do not need to do in haste make the decision.” “这些材料你们可以拿回去考虑考虑,离开学还有一段时间,你们不用这么急就作出决定。” He lifted the wrist/skill to look at a watch, „, moreover our time were also up, outside also had others.” 他抬起手腕看了一眼手表,“而且我们的时间也差不多了,外面还有其他人。” Joy father who also wants to consider again, at this time inexplicable is somewhat anxious, „when can we ask you to handle this loan?” 原本还想再考虑考虑的乔伊父亲,此时又莫名的有些紧张起来,“我们什么时候都可以来找你办理这份贷款吗？” Sales manager nod of a laugh, „naturally, at any time, this is a long-term business.” 销售经理笑呵呵的点着头,“当然,任何时候都可以,这是一项长期的业务。” „I a little need to remind you, the recruitment of students target of new university is full, because if others paid tuition to account for ahead of time the quota, making you miss this opportunity.” “不过我有一点需要提醒你们,新大学的招生指标早就爆满了,如果因为别人提前交学费把名额都占完了,让你们错失了这次机会。” „Even if you have not gone to college with this sum of money when the time comes, we still need according to performance of contract......” “即便到时候你们没有用这笔钱去上大学,我们也需要按照合同履行……” Joy's father gawked, „can also...... make a payment ahead of time?” 乔伊的父亲愣了一下,“还能……提前交钱吗？” The sales manager smiles, has not said anything, but is telling this person with his look and expression, you can go out. 销售经理笑了笑,没说什么,只是用他的眼神和表情在告诉这家人,你们可以出去了。 Joy's father also wants to say anything, but the sales manager broke him, „our time really ended, if you have anything to discuss that after I receive others , we discussed again.” 乔伊的父亲还想说什么,但销售经理打断了他,“我们的时间真的结束了,如果你们还有什么想谈的,等我接待完其他人之后我们再谈。” „Relax, even after getting off work, I meet you!” “放心,就算是下班之后,我都会等你们！” Joy whole family can only first leave. 乔伊一家人只能先离开。 Goes out . Moreover the whole family walked impatiently, the father who this lets Joy clutched, turned very quiet! 一出门,另外一家人就迫不及待的走了进去,这让乔伊的父亲心里一揪,屏住了呼吸！ He somewhat shames angry, „I should make the decision a moment ago......” 他有些羞恼,“我刚才就应该做决定的……” In the next room, the family of three was delivered by the sales manager, they as if signed the student loans agreement evidently, the father who this lets Joy was more tense. 隔壁房间里,一家三口被销售经理送了出来,看样子他们似乎签订了助学贷款的协议,这让乔伊的父亲更紧张了。 Joy also becomes anxious, but his anything had not said. 乔伊也变得紧张起来,但他什么都没有说。 The whole families arrive in the corner, what to do starts to discuss. 一家人走到角落里,开始讨论怎么办。 „Now two methods, the first method is the sum total, 30 years we almost must also 180,000.” “现在两种方法,第一种方法是全额,三十年我们差不多要还十八万。” „A method is the difference, we can first give, insufficient is left by the insurance company.” “还有一种方法是差额,我们可以自己先缴,不够的由保险公司出。” Joy's mother touched the fruit drops in pocket, she stares slightly, „, if we first give, in the pocket didn't have money?” 乔伊的母亲摸了摸口袋里的水果糖,她微微一愣,“如果我们先缴,口袋里不就是没有钱了吗？” „Now the tax rate is so high, our shop also can only maintain is not losing money, no one knows how long the war must continue, if in our hands does not have money......” “现在税率这么高,我们的店也只能维持着不亏本,谁都不知道战争要持续多久,如果我们手里没有钱……” At this moment, Joy's father suddenly thought that his wife said very right, he clenches teeth, „that on sum total!” 这一刻,乔伊的父亲突然觉得他的妻子说得很对,他咬了咬牙,“那就全额吧！”