Inglese per le vendite | Inglese commerciale | Pod di inglese commerciale

BEP 325 – Sviluppo aziendale 1: Networking con i clienti

Inglese commerciale, I saldi, Socializzare / Giugno 2, 2018

Bentornato a Pod di inglese commerciale per la lezione di oggi su how to talk with customers in English. Potential customers, questo è.

If you work in sales or business development, a big part of your job is meeting new people in search of new customers. That might include cold-calling, where you phone someone at work or drop by their office. But often this kind of networking takes place at events, like conferences, forums, and pretty much anywhere else you have a lot of people in one place.

At these events, you don’t usually begin a conversation talking about business. Anziché, you talk about the weather, or sports, or other non-work topics. This is where socializzare in inglese and doing business in English are closely connected. You’ve got to break the ice socially before you introduce your company, the work that you do, and other clients. And then you’ve got to lead into talking about the customer’s needs and asking to follow up at a later time. The trick is doing this naturally.

Nella finestra di dialogo di oggi, sentiremo Nick, che lavora nello sviluppo del business per una società di consulenza HR. Nick is at a dinner event during a big HR conference. He is seated at a table with Andria. Nick clearly demonstrates how an English sales conversation works, as he identifies Andria as a potential customer.

Domande sull'ascolto

1. How does Nick introduce his company?
2. What do Nick’s company and Andria’s company have in common?
3. What does Nick ask to identify a gap in Andria’s HR strategy?

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BEP 299 – Inglese commerciale 6: Follow-up post-vendita

Inglese commerciale, I saldi / Febbraio 4, 2017

Bentornato a Business English Pod per la lezione di oggi su come seguire un cliente dopo un vendita in inglese.

In vendita, il tuo lavoro non finisce quando il cliente accetta di acquistare ciò che stai vendendo. I bravi venditori capiscono l'importanza di dare seguito, di assicurarsi che il cliente sia soddisfatto, e di aiutarli a capire il loro nuovo prodotto o servizio. Dopotutto, i clienti felici continuano ad essere clienti, e vendere di più ai clienti esistenti è più facile che trovarne di nuovi.

Come ti assicuri esattamente che i clienti siano soddisfatti? Per una cosa, potresti aver bisogno di rassicurarli sul fatto che ciò che hai venduto loro è la soluzione giusta. Potrebbero preoccuparsi della qualità o dell'affidabilità, ed è tuo compito dire loro chiaramente che non hanno nulla di cui preoccuparsi.

Ma a volte un cliente ha un problema con il suo prodotto, un problema che devi risolvere. In questo caso, è importante affermare con sicurezza che avranno una soluzione rapida. Oltre a questo tipo di preoccupazioni, è molto utile se puoi mostrare al cliente come funziona il suo prodotto utilizzando un linguaggio chiaro. Potresti anche fornire suggerimenti extra che migliorano la loro esperienza con il prodotto. E infine, spesso discutiamo di cose che il cliente non dovrebbe fare quando utilizza il prodotto.

Nella finestra di dialogo di oggi, ascolteremo una conversazione di follow-up post-vendita tra Aaron, Eva, e Dave. Eva è la direttrice di un hotel con un nuovo caffè, bar, e ristorante. Aaron ha appena venduto loro frigoriferi refrigerati per il caffè e il bar. E Dave è un imprenditore che lavora ai lavori di ristrutturazione dell'hotel. Aaron sta parlando con Eva e Dave per assicurarsi che tutto sia andato bene con l'installazione dei refrigeratori.

Domande sull'ascolto

1. What does Aaron promise when Dave points out that there is a “kick plate” missing?
2. Quale consiglio speciale condivide Aaron sulla pulizia delle vetrine?
3. Quale espressione usa Aaron per mettere in guardia Eva dal forzare troppo l'apertura della porta a vetri?

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BEP 298 – Inglese commerciale 5: Trattare con battute d'arresto

Inglese commerciale, I saldi / Gennaio 28, 2017

Welcome back to Business English Pod for today’s lesson on dealing with setbacks near the end of the sales process.

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.

In alcuni casi, that means they decide not to buy what you’re selling. In altri, it means they don’t completely accept your price or terms. Qualunque sia il caso, you’ll need to be prepared to deal with these kinds of setbacks. Dopotutto, 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. E infine, at this point in the sales process, you will often have to discuss or make suggestions about the schedule and timelines.

Nella finestra di dialogo di oggi, we’ll rejoin Aaron, 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, the hotel manager.

Domande sull'ascolto

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?

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BEP 288 – Inglese commerciale 4: Gestire i dubbi

Avanzate, Inglese commerciale, I saldi / Maggio 29, 2016

Welcome back to Business English Pod for today’s lesson on dealing with a customer’s doubts about a proposed solution during the sales process.

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. Dopotutto, 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?

BENE, 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. E infine, we can show them why the other alternatives are not good choices. Nella lezione di oggi, we’ll learn how to use these techniques.

Nella finestra di dialogo, we’ll rejoin Aaron, 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, the hotel manager, and William, the contractor who’s renovating the hotel.

Domande sull'ascolto

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?

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BEP 287 – Inglese commerciale 3: Abbinamento di una soluzione alle esigenze

Avanzate, Inglese commerciale, I saldi / Maggio 22, 2016

Welcome back to Business English Pod for today’s lesson on matching solutions to customers’ needs during the sales process.

Have you ever been frustrated by a salesperson who tried to sell you something you didn’t need? SÌ, 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. Anziché, 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 e understand the customer’s needs. Quindi in questa lezione, 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. Questo è, 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. E infine, once we’ve used these techniques, we can finish by summarizing agreement.

Nella finestra di dialogo di oggi, we’ll rejoin Aaron, a salesperson with a commercial refrigeration company. 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, Eva, to talk about some of his proposed solutions.

Domande sull'ascolto

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. Alla fine della conversazione, how does Aaron introduce his summary of their discussion?

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