{"id":16,"date":"2007-05-13T01:24:06","date_gmt":"2007-05-13T08:24:06","guid":{"rendered":"http:\/\/www.businessenglishpod.com\/learningcenter2\/2007\/05\/13\/bep-47-adv-cold-calling-clarifying-benefits-and-making-a-pitch\/"},"modified":"2007-07-20T23:40:36","modified_gmt":"2007-07-20T15:40:36","slug":"bep-47-adv-cold-calling-clarifying-benefits-and-making-a-pitch","status":"publish","type":"post","link":"https:\/\/www.businessenglishpod.com\/learningcenter2\/2007\/05\/13\/bep-47-adv-cold-calling-clarifying-benefits-and-making-a-pitch\/","title":{"rendered":"BEP 47 (Transcript &#038; Exercises) &#8211; Cold Calling: Clarifying Benefits and Making a Pitch"},"content":{"rendered":"<p><a href=\"http:\/\/www.businessenglishpod.com\/wordpress\/podpress_trac\/web\/156\/0\/BEP047ADV-Cold_Calling2.mp3\">Download the podcast for BEP 47 ADV &#8211; Cold Calling: Clarifying Benefits and Making a Pitch<\/a><\/p>\n<h4><a href=\"https:\/\/www.businessenglishpod.com\/2007\/05\/13\/bep-47-adv-cold-calling-clarifying-benefits-and-making-a-pitch\/\">BEP 47 ADV &#8211; Cold Calling: Clarifying Benefits and Making a Pitch<\/a><\/h4>\n<p> Today is the second in our three-part Business English Podcast series on a useful telephone and sales skill: cold calling. <\/p>\n<p>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&#8217;s concerns and incorporating them into your pitch to make it more persuasive.<\/p>\n<table width=\"100%\" height=\"120\" border=\"0\" align=\"center\" cellpadding=\"0\" cellspacing=\"1\">\n<tr>\n<td height=\"30\" colspan=\"2\" align=\"left\" bgcolor=\"#FFFFFF\"><strong>Premium Members <\/strong> <a href=\"http:\/\/www.businessenglishpod.com\/aMember\/member.php\">(Sign up for access)<\/a>:<\/td>\n<td bgcolor=\"#FFFFFF\"><strong>Online activities:<\/strong><\/td>\n<\/tr>\n<tr>\n<td width=\"25%\" align=\"center\" bgcolor=\"#FFFFFF\"><img loading=\"lazy\" decoding=\"async\" src=\"\/images\/icon_pdf2_1.gif\" width=\"45\" height=\"53\" \/><br \/>\n    <strong><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/StudyNotes\/BEP047SN-Cold_Calling-Pitching.pdf\">Study Notes<\/a> <\/strong><\/td>\n<td width=\"25%\" align=\"center\" bgcolor=\"#FFFFFF\"><img loading=\"lazy\" decoding=\"async\" src=\"\/images\/icon_MP3_1.gif\" width=\"45\" height=\"53\" \/><br \/>\n    <strong><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/PhraseCasts\/BEP047PC.mp3\">Phrases &amp; Practice<\/a><\/strong><\/td>\n<td bgcolor=\"#FFFFFF\"><a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Exercises\/BEP47QIZ.html\">BEP 47: Clarifying Benefits and Making a Pitch &#8211; Quiz<\/a><br \/>\n<br \/>\n<a href=\"http:\/\/www.businessenglishpod.com\/learningcenter\/Exercises\/BEP47CLZ.html\">BEP 47: Clarifying Benefits and Making a Pitch &#8211; Gap-fill<\/a><\/td>\n<\/tr>\n<\/table>\n<p><script>\nfunction showhide(id){\n\tif (document.getElementById){\n\t\tobj = document.getElementById(id);\n\t\tif (obj.style.display == \"none\"){\n\t\t\tobj.style.display = \"\";\n\t\t} else {\n\t\t\tobj.style.display = \"none\";\n\t\t}\n\t}\n}\n<\/script><br \/>\n<strong>Listening Quiz:<\/strong> (Click a question to see the answer)<\/p>\n<p><a href=\"#\" onClick=\"showhide('27'); return(false);\"><strong>1)<\/strong>\tWhat&#8217;s the main issue or problem that Linda sees with her current system?<\/p>\n<div style=\"display: none;\" id=\"27\">\n<font color=\"#ff0000\"><strong> Linda says that it&#8217;s &#8220;unwieldy,&#8221; which means it&#8217;s difficult to use or handle. <\/strong>This is the main issue. As Steve says, Linda&#8217;s current service is not centralized and it&#8217;s too complex. Also, Linda mentions that there are frequent technical problems.<\/font>\n<\/div>\n<p><a href=\"#\" onClick=\"showhide('28'); return(false);\"><strong>2)<\/strong>\tWhat does Steve mean by a &#8220;one-stop&#8221; service?<\/p>\n<div style=\"display: none;\" id=\"28\">\n<font color=\"#ff0000\"><strong> Steve is selling one centralized service that handles all conferencing needs, including booking meeting rooms and audio, video and web conferencing. <\/strong>It&#8217;s a &#8220;one-stop&#8221; service because the customer only needs to use one supplier\u00e2\u20ac\u201done &#8220;stop&#8221;\u00e2\u20ac\u201dto satisfy all its needs. <\/font>\n<\/div>\n<p><a href=\"#\" onClick=\"showhide('29'); return(false);\"><strong>3)<\/strong>\tWhat does Linda suggest instead of meeting with Steve?<\/p>\n<div style=\"display: none;\" id=\"29\">\n<font color=\"#ff0000\"><strong> She wants him just to send her a brochure. <\/strong>But he successfully turns around this negative response in order to schedule a meeting with her.  <\/font>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Download the podcast for BEP 47 ADV &#8211; Cold Calling: Clarifying Benefits and Making a Pitch BEP 47 ADV &#8211; 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 [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_links_to":"","_links_to_target":""},"categories":[11,14,13],"tags":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/16"}],"collection":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/comments?post=16"}],"version-history":[{"count":0,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/posts\/16\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/media?parent=16"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/categories?post=16"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.businessenglishpod.com\/learningcenter2\/wp-json\/wp\/v2\/tags?post=16"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}