Unit 1 An Image or a MirageThere is a distinct difference between a winning image and mirage. A mirage is an illusion, and in your quest for a winning image, you must be capable of identifying such mirages.成功的形象和表象之间有明显的区别。表象是一种虚假的现象，要想寻求成功的形象，你必须有够识别这类表象。One of a common misread image stems from what people think about eye contact. How many times have you heard, “You can tell hes an honest man because he looks you straight in the eye.” Evidently, many people must believe that a dishonest man feels so ashamed that hes not telling the truth that he cant even face them directly. But what about an honest individual who is too shy to look straight at you? Furthermore, a good con artist knows that many people judge integrity by the way one looks at them, so he deliberately includes eye contact in his act. Because you cant count on eye contact as an infallible test, you should never use it to evaluate another persons honesty. Nonetheless, since most people do judge others by this criterion, be sure that you always look them squarely in the eye.有一种形象常被误识，其根源在于人们对目光接触的看法。“他直视你的眼睛，一定是个老实人。”这类话你不知听过多少遍了。显然，许多人一定认为，不老实的人说假话会感到惭愧，甚至不敢面对别人。可是假如一个老实人因为怕羞而不敢直视你呢？再说，骗人的老手知道，人们通常判断一个人是否诚实，主要看这个人如何打量他们，所以他会故意把目光接触纳入其行为。因为你不能指望靠眼神接触来做出绝对可靠的判断，那么你最好别用这个办法评价别人是否诚实。不过，既然大多数人的确都用这个标准判断他人，你一定要经常直视他们的眼睛。Evaluating a mans honest by the way he looks at you makes no more sense than judging his integrity by the way your dog or cat reacts to him. Yet how many times have you heard a dogs master say, “Thats interesting Thor doesnt take to strangers very often. Hes a good judge of human nature, and the fact that hes friendly with you tells me some good things about you.” Once when I was in the house of a prospect, his cat, Tiger, look such a liking to me that he sat on my shoulder during my entire sales presentation. When I was finished, my prospects wife said, “Mr. Shook, Tiger only does that with members of our immediate family. You must be a very honest person for her to be so friendly to you.”根据对方是否注视你的眼睛来评判他人，与根据你的狗或猫对来客的反映来判断这位客人的人品一样，都是毫无道理的。可是你不止一次的听到狗主人这样说：“真有意思！索尔是不大喜欢陌生人的。他判断人品很在行。他对你友好，这让我知道你身上有优点。”有一次，我来到一个可能成为我客户的人的家中，他的猫“虎仔”对我如此的欢喜，在我对产品经行推销的整个过程中，它竟然一直趴在我肩上。我讲完之后，女主人说道：“舒克先生，虎仔对我们自家人才会这样。一定是因为你为人忠厚，它才对你那么友好。”The truth of the matter was that I refrained from pushing the cat off because I was afraid shed rip my suit or scratch my eyes out. However, I replied, “Yes, maam, Tiger obviously has some kind of instinct that enables her to accurately judge humans. She sure is a good judge of character.” Even though Tiger happened to be right in my case, I personally put very little faith in an animals instinctual ability to judge people. Id say his reactions have more to do with odors and body movement.其实，当时我没把那只猫推开，是因为担心它会撕破我的衣服或抓出我的眼珠。但我却回答说：“是呀，夫人，虎仔显然具有某种本能能对人经行准确的判断。它的确善于判断人品。”虽然，对于我的情况来说，虎仔碰巧判断正确，但我个人并不相信动物具有判断人类的本能。依我看，动物对人做出的反映更多是与人的体味和身体动作有关。Some people judge another person by the way he or she shakes hands. A good, strong grip represents character, while a “dead fish” handshake is a bad sign. I, too, dislike the flabby handshake with no life to it, but I am careful not to use it as a basis of for judging an individual. Again, its too easy for a con artist to put a hearty handshake into his act. Though you should give a firm handshake so youll immediately create a good impression, dont place too much weight on the next fellows grip, it dont tell you anything concrete about him.有些人根据他人的握手方式来判断对方。得体而有力度的握手表现一个人的个性，而“死鱼”般软绵绵的握手方式则不是好迹象。我也不喜欢握手时那种软弱无力毫无生气的样子，但却谨慎小心，不把它作为判断人的标准。早说，骗人的老手在与人握手时很容易装出热情有力的样子。虽说握手时你应该用力，这样就立刻给对方一个良好的印象，但下次有人握紧你的手时，你别太当真，因为这并不能告诉你关于他的具体情况。Theres certain clean-cut appearance that creates an honest image. For example, a blond, blue-eyed young man with a boyish grin and a look that typifies the boy-next-door. All-American type will almost always inspire confidence in others. There is no logical reason for placing such blind faith in a man simply because of the way he looks, yet most people do make such quick judgments. Conversely, the seedy man with dark oily skin, greasy black hair, and a moustache is not considered honest-looking. Similarly, a woman may have the looks which are usually associated with those of a streetwalker, whereas a high-priced call girl may look refined and refreshing. Naturally, clothes and in the case of women cosmetics, have a great deal to do with such aforementioned appearances, but unfortunately a persons natural look, over which he or she has little control, play an important part in the judgments most people will make. I pity the hard-working, honest salesman who was born with the looks that make people automatically think, ”Hes not the kind of man Id want to buy a used car from!” On the other hand, a very devious individual may look like the type you can trust. How can you be sure that the hitchhiker who looks so clean-cut is any less dangerous than the one who, because of his appearance, looks like a risk? And how can