在今天的對話中, 我們會聽到亞倫之間的售後跟進對話, 伊娃, 和戴夫. Eva is the manager of a hotel with a new café, 酒吧, 和餐廳. Aaron has just sold them refrigerated coolers for the café and bar. 戴夫（Dave）是負責酒店裝修的承包商. 亞倫正在與伊娃（Eva）和戴夫（Dave）交談，以確保安裝冷卻器後一切正常.
聽力問題
1. What does Aaron promise when Dave points out that there is a “kick plate” missing? 2. 亞倫在清潔展示櫃時有什麼特別提示? 3. 亞倫用什麼表情來警告伊娃不要將玻璃門強行拉開?
Welcome back to Business English Pod for today’s lesson on dealing with setbacks near the end of the銷售流程.
Working in sales can be really tough. Sometimes you put a lot of hard work into the process but still things don’t work out the way you want. You might understand your customer’s needs and propose a great solution. But still, some customers might not see the value of what you’re offering.
在某些情況下, that means they decide not to buy what you’re selling. 在其他人, it means they don’t completely accept your price or terms. 無論如何, you’ll need to be prepared to deal with these kinds of setbacks. 畢竟, a good salesperson is not just a good talker, they can adapt and face challenges with confidence.
One part of dealing with setbacks is responding to the bad news with understanding and a positive attitude. Tell the customer you understand their concerns and let them know you’re still interested in doing business in the future. And you should be careful not to use language that shows disappointment or frustration.
If you have to negotiate on the price or terms, you need to proceed carefully. Sometimes you might agree with hesitation, making sure to tell the customer why something might be difficult. And sometimes you’ll need to stay firm, while remaining polite and friendly. It’s also a good idea to know the language we use to offer something, such as little extras that will make the customer happy. 最後, at this point in the sales process, you will often have to discuss or make suggestions about the schedule and timelines.
在今天的對話中, 我們將重新加入亞倫, who works in sales for a commercial refrigeration company. Aaron has been trying to sell cooling systems to a hotel undergoing remodeling. He has offered some great solutions and overcome some obstacles, and now he’s about to hear the customer’s decision. Aaron is talking on the phone with Eva, 酒店經理.
聽力問題
1. How does Aaron respond when he first hears Eva’s decision? 2. What does Aaron emphasize about the deli cases in response to Eva’s concerns about the price? 3. What extra does Aaron offer to Eva to help push her to accept the price?
Welcome back to Business English Pod for today’s lesson on dealing with a customer’s doubts about a proposed solution during the銷售流程.
Customers rarely agree to buy after an initial pitch. Sales typically involves a lot more work than just the initial approach. You need to get to know the customer, understand their needs and offer them good solutions. And somewhere along the way, you’ll have to deal with their questions and doubts. 畢竟, people want to be sure they’re making the right choice, and that they’re spending their money wisely. And even when you’ve shown them all the right reasons to buy from you, they might still be on the fence. So what can you do?
出色地, there are a few useful techniques that can help you deal with a customer’s doubts. We can ask about reasons, and propose solutions. We can also relieve their fears and anticipate their concerns. 最後, we can show them why the other alternatives are not good choices. 在今天的課程中, we’ll learn how to use these techniques.
在對話方塊中, 我們將重新加入亞倫, a salesman at a commercial refrigeration company. He’s been talking with a hotel about providing cooling systems for their restaurant and bar. Aaron has taken the time to get to know his customer, and he’s submitted a proposal that he thinks matches their needs. But now the customer has some doubts. Besides Aaron, you’ll hear Eva, 酒店經理, and William, the contractor who’s renovating the hotel.
聽力問題
1. What is Aaron’s solution to Eva’s first concern? 2. What other concern of Eva’s is Aaron able to guess? 3. Why does Aaron think that not choosing his solution for the freezer is a bad idea?
Welcome back to Business English Pod for today’s lesson on matching solutions to customers’ needs during the銷售流程.
Have you ever been frustrated by a salesperson who tried to sell you something you didn’t need? 是的, we all have! And so if you’re the one doing the selling, remember that a one-size-fits-all approach isn’t likely to work. 代替, you need to build a relationship and learn about your customer’s needs. Only then can you provide the right solution.
There are several techniques we can use to offer a solution to a customer. We can warn them against doing things a certain way. 那是, we can advise them against solutions that don’t match their needs. We can also emphasize cost benefits or quality, and ask hypothetical questions in order to persuade them. 最後, once we’ve used these techniques, we can finish by summarizing agreement.
在今天的對話中, 我們將重新加入亞倫, 商業冷凍公司的銷售人員. He has been talking to customers at a new hotel who need equipment for their bar and restaurant. Aaron has visited the hotel to meet them and talk about their needs. Now Aaron is putting together a proposal, and he calls the hotel manager, 伊娃, to talk about some of his proposed solutions.
聽力問題
1. What does Aaron advise Eva against doing at the beginning of their conversation? 2. What point does Aaron emphasize when he recommends the Coil-Pro unit? 3. 談話結束時, how does Aaron introduce his summary of their discussion?
