This is the last in our three-part Business English Podcast series on cold calling. Dans la leçon d'aujourd'hui, 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. Pendant que vous écoutez, pay attention to how Steve turns around Linda’s objections.

Questions d'écoute

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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Ceci est la deuxième de notre leçon de podcast d'anglais des affaires en trois parties sur une compétence téléphonique et commerciale utile.: appel à froid.

Vous pouvez toujours vous rendre plus persuasif en posant des questions réfléchies et en écoutant vraiment les réponses. Ce principe est vrai que vous vendiez un produit ou une idée. Donc, dans la deuxième partie, nous allons examiner certaines compétences de vente clés: 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.

Questions d'écoute

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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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.

Questions d'écoute

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

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Download: Podcast MP3