Welcome back to Business English Pod for today’s lesson on matching solutions to customers’ needs during the 销售流程.

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.

In our last two lessons on the sales process, we looked at how to make your initial approach 和 understand the customer’s needs. 那么在这节课中, we’ll look at the next step in the process: matching a solution to those needs.

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. 最后, once we’ve used these techniques, we can finish by summarizing agreement.

在今天的对话中, 我们将重新加入亚伦, 商业制冷公司的销售人员. 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.

听力问题

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. 在谈话结束时, how does Aaron introduce his summary of their discussion?

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