أفضل الممارسات البيئية 59 – إقناع 1: الحصول على الاهتمام

Do you ever need to persuade or convince someone of your point of view? Do you need to win support for a proposal, or get backing for a project? Of course you do. إقناع – convincing someone of somethingis an essential part of almost everything we do, from informal discussions to formal negotiations. To be successful, you need to be persuasive. You need to get people to accept a different point view, to see things your way. How can you be more persuasive? In this three-part series, we’ll be giving you some answers.

Throughout the years, many talented speakers and researchers have been developing ways to persuade people effectively. One of the most widely used methods is Alan H. Monroe’s. In the mid-1930s, Monroe created a persuasive process called theMonroe sequencethat has become a standard in business, media and politics. Once you know it, you’ll recognize it everywherein speeches, statements, proposals, advertisements. It’s popular because it is logical and effective.

وبالتالي, over the next three Business English Pod episodes, we’ll be studying language and strategies for persuasion based on the Monroe Sequence.

The Monroe Sequence has five parts.
1) Get the audience’s attention
2) Establish a need
3) Satisfy that need
4) Visualize the future
5) Call for action

This lesson will focus on the first step, getting the audience’s attention.

The listening takes place at Swift, a bicycle manufacturer whose major market is the U.S. We’ll be listening to a good example and a bad example of persuasion. First let’s examine the bad example.

أسئلة الاستماع

Bad example
1. Whose needs does Franz focus on? هذا هو, whose needs is he taking into consideration when he makes the proposal?
2. Why is Franz’s proposal so ineffective?

Good example
1) What does Steve do at the beginning of his presentation?
2) Whose needs does Steve focus onthe workersor the management’s?

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أفضل الممارسات البيئية 48 – نداء بارد: التعامل مع الاعتراضات وإنهاء المكالمة

This is the last in our three-part Business English Podcast series on cold calling. في درس اليوم, you’ll learn how to deal with several typical kinds of objections that a potential customer might raise.

When Steve first asked for an appointment, Linda didn’t agree right away, did she? As you know, it’s normal for even a good prospect to give you one or two negative responses, so it’s important to be ready to deal with these and “turn them around” skillfully.

Today we’ll be listening to the last part of the cold calling dialogue between Linda and Steve. كما يمكنك الاستماع, pay attention to how Steve turns around Linda’s objections.

أسئلة الاستماع

1. When Steve asks for an appointment, what is Linda’s first response?
2. What is Linda’s second objection?
3. How does Steve deal with Linda’s objections?

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أفضل الممارسات البيئية 47 – نداء بارد: توضيح الفوائد وتقديم عرض تقديمي مخطط

هذا هو الجزء الثاني في درس اللغة الإنجليزية للأعمال البودكاست المكون من ثلاثة أجزاء والذي يتناول مهارة الهاتف والمبيعات المفيدة: اتصال بارد.

يمكنك دائمًا أن تجعل نفسك أكثر إقناعًا من خلال طرح أسئلة مدروسة جيدًا والاستماع حقًا إلى الإجابات. هذا المبدأ صحيح سواء كنت تبيع منتجًا أو فكرة. لذلك في الجزء الثاني سنلقي نظرة على بعض مهارات البيع الرئيسية: strategically clarifying and summarizing your prospect’s concerns and incorporating them into your pitch to make it more persuasive.

Where we left off last time, Steve had just introduced his company’s services and asked Linda a needs analysis question. Now lets listen as he clarifies her needs and makes his pitch.

أسئلة الاستماع

1. What’s the main issue or problem that Linda sees with her current system?
2. What does Steve mean by a “one-stop” service?
3. What does Linda suggest instead of meeting with Steve?

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أفضل الممارسات البيئية 46 – نداء بارد: الانطلاق إلى بداية جيدة

Today’s lesson is the first in a three-part Business English Pod series on cold calling, the skill of making unsolicited telephone sales calls. Unsolicited means “not asked for.” So cold calling is the skill of making a sales call to someone who is not expecting you.

Cold calling skills are very useful in many parts of business life. To cold call successfully, you need to be persuasive. And persuasion is fundamental to business success, whether you are trying to convince a customer to buy something or your boss or colleagues to accept your point of view.

In today’s listening you’ll here two examples, one bad one good. We’ll listen to the bad one first. Josh Knight of Nexus Communications International is cold calling Linda Darling, who works for the law firm Drucker and Smythe. So Linda is Josh’s prospect, or potential customer.

أسئلة الاستماع

1. Identify four things that Josh does wrong.
2. What is Josh selling?

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