TED | 认清自己的价值

演讲精彩片段（节选）欣赏

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 you. Don’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. 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 bragging.What 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.

我和她分享的一件事是，找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。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.

所以她拥抱了自我的纯粹风格，找到了她想说的话，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, 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.”

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，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 feel. Instead 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 potential. That’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, 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.

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，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 worth.They’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。