Download the podcast for BEP 47 ADV – Cold Calling: Clarifying Benefits and Making a Pitch
Today is the second in our three-part Business English Podcast series on a useful telephone and sales skill: cold calling.
You can always make yourself more persuasive by asking well-considered questions and really listening to the answers. This principle is true whether you are selling a product or an idea. So in part two we are going to look at some key selling skills: strategically clarifying and summarizing your prospect’s concerns and incorporating them into your pitch to make it more persuasive.
Listening Quiz: (Click a question to see the answer)
1) What’s the main issue or problem that Linda sees with her current system?
Linda says that it’s “unwieldy,” which means it’s difficult to use or handle. This is the main issue. As Steve says, Linda’s current service is not centralized and it’s too complex. Also, Linda mentions that there are frequent technical problems.
2) What does Steve mean by a “one-stop” service?
Steve is selling one centralized service that handles all conferencing needs, including booking meeting rooms and audio, video and web conferencing. It’s a “one-stop” service because the customer only needs to use one supplier—one “stop”—to satisfy all its needs.
3) What does Linda suggest instead of meeting with Steve?
She wants him just to send her a brochure. But he successfully turns around this negative response in order to schedule a meeting with her.
