Business English Pod / ESL Podcast / Página 29

BEP 64 – Inglês de vendas: Técnicas de Questionamento (1)

Inglês de negócios, Comunicação, ESL Podcast, Inglês de vendas /

Questions are an important part of almost every conversation. So being able to ask good questions is critical to communication. How can we make our questioning more effective and efficient? In this two-part Business English Podcast series we’ll be looking at some answers.

The communication skills we’ll be learning can be used in any situation, but we’ll be focusing in on an area where questioning techniques are particularly important: needs analysis. This refers to analyzing the needs of a customer as part of the sales process. We’ll study a series of questioning techniques that can be used to “drill down to” – isso é, get to or uncover – the information you want.

In today’s Business English listening Brad is a sales manager for Forrest and Brown, a producer of innovative industrial coatings and glues. Coating refers to a chemical that is applied to the outside of something to protect it. Por exemplo, paint is a type of coating. Forrest and Brown produces “conformal coatings”; this type of coating is used to protect printed circuit boards, or PCBs. PCBs are small flat boards covered with wiring and electronic parts. Almost all electronic devices – TVs, CD players, phones – have them.

Today Brad is visiting Andy, who is a production manager for Stratos, an assembler of PCBs that are used in household items. We can say that Andy is Brad’s “prospect” – the person he wants to sell to.

Let’s listen to how Brad asks Andy questions to analyze Stratos’ necessidades.

Perguntas de escuta

1) What does Brad think of the Stratos facility?
2) How long has Stratos been located in its current location?
3) What kind of devices does Stratos produce circuit boards for?

Members: PDF Transcript

Download: Podcast MP3

BEP 63 – Persuasão indireta em um contexto social

Inglês de negócios, ESL Podcast, Persuasão /

Life is actually a constant exercise in persuasion, wouldn’t you say? What I mean is we don’t just need to persuade people in the meeting room; actually, we are constantly using the tools of persuasion across a wide variety of situations ranging from serious to casual. In addition to formal situations, everyday persuasions include when to meet, whether to extend a deadline, and even such common things as where to have lunch or which movie to see.

So the persuasive process we learned in BEP 59 , 60 & 62 is useful not just for formal business situations, but across all sorts of contexts that come up many times every day. You don’t always want to use the indirect approach to persuasion, but it’s often very useful.

Here’s an example of the persuasive process at work in an everyday situation: Julie is persuading her husband, Steve, to try a new vacation spot.

Enquanto você escuta, see if you can identify the five steps of the Monroe sequence:

1) Getting attention
2) Establishing need
3) Satisfying that need
4) Visualizing the future
5) Asking for action

Because this is an informal situation, the language Julie uses is obviously quite casual and she doesn’t include any numbers or statistical data; mas, as always, a convincing description of the problem in the need step is the key to successful persuasion. And it’s important to state the problem from the perspective of the audience, which in this case is Julie’s husband.

Premium Members: PDF Transcript

Download: Podcast MP3

BEP 62 – Persuasão 3: Satisfação, Etapas de visualização e ação

Avançado, Inglês de negócios, ESL Podcast, Persuasão, Apresentações em Inglês, Inglês de vendas /

In the first two ESL lessons (BEP 59 & BEP 60) in this three-part series on persuasion, we saw how getting your audience’s attention e demonstrating a clear need were essential to the persuasive process. We learned that in the indirect method of persuasion you should demonstrate the problem before you offer a solution. This mirrors the psychological process of decision-making: First we feel a need, and then we look for a way to satisfy that need.

After you have established the need, you then describe the future benefits if your proposal is accepted. This is the visualization step: Talk about how accepting your proposal will have positive future outcomes or maybe how not accepting it will have negative outcomes. Finalmente, you need to make a concrete, specific call to action – what the audience can do right now to implement your proposal.

Let’s finish listening to Steve give his proposal to Swift management. See if you can identify the satisfaction, visualization and action steps in his speech.

Perguntas de escuta

1. How long will it take Swift to get back the investment in air conditioning?
2. How much extra profit can Swift make per year by adopting Nick’s proposal?
3. What specific action does Steve ask his manager’s to take?

Premium Members: PDF Transcript

Download: Podcast MP3

BEP 61 – Expressões desportivas americanas em uma reunião de negócios

Inglês de negócios, Idiomas comerciais, Cultura, inglês para reuniões, ESL Podcast /

Este é o primeiro de uma série de Pods de Prática de Inglês para Negócios que revisam e ampliam o idioma abordado no podcast regular. Os diálogos do pod de prática revisarão o idioma principal, mas em situações diferentes. Também, eles lhe dão mais oportunidades de praticar o que você aprendeu.

Ouviremos vários idiomas de Expressões Esportivas 1 (BEP 57) e 2 (BEP 58) sendo usado em um novo contexto no diálogo de hoje:

– jogar bola
– ganhar tempo
– ficar de olho na bola
– para subir ao prato

Veremos como essas expressões são úteis em um contexto diferente, uma reunião de negócios. Depois do diálogo, ouviremos mais alguns exemplos de frases e depois teremos a oportunidade de praticar o uso dessas expressões. Jen, Ken e Ryan da Ambient estão em uma reunião de marketing discutindo a recente compra da Telstar pela Accent.

Members: PDF Transcript

Download: Podcast MP3

BEP 60 – Persuasão 2: Estabelecendo a Necessidade

Avançado, Inglês de negócios, ESL Podcast, Persuasão, Apresentações em Inglês, Inglês de vendas /

Welcome to the second in this three-part Business English Pod series on presenting your ideas presuasively.

Last time we heard a bad example and a good example of persuasion. Then we covered the first step of the Monroe Sequence: We learned that to be persuasive, you first need to get the audience’s attention by establishing the relevance of the topic. We also talked about how it’s extremely important to relate your proposal directly to your audience’s needs.

In today’s show, we will be continuing on that theme by looking in detail at the second step in the Monroe Sequence, the need step. This is where you demonstrate to the audience that there is a serious problem with the current situation. This prepares them psychologically to accept your solution.

Let’s continue listening to the good example of persuasion that we started last time. Lembrar, Steve has just gotten his audience’s attention by pointing out the amount of money that Swift loses every year due to turnover. He has also posed a problem: How can we reverse the trend and turn the situation around?

Perguntas de escuta

1. What’s the highest temperature in the welding room?
2. What does Steve present first – the problem or the solution?
3. What kind of strategies does Steve use to paint a vivid picture of the need for his solution?

Members: PDF Transcript

Download: Podcast MP3