Welcome back to 925 English for another lesson on English phrasal verbs. In today’s lesson we’re going to look at phrasal verbs for changing the topic.
Remember, a phrasal verb is just a combination of a verb and a preposition with a special meaning. Last time we looked at some phrasal verbs related to beginnings. Today, I want to turn to phrasal verbs for changing the topic of conversation.
No doubt you’re aware of different communication styles, but do you think everyone has just one style? More likely your style on a good day looks different from your style on a bad day. Your style during a regular staff meeting might be different from a meeting where you’re going to read the riot act. Indeed, your style in a crisis should be different from your day-to-day communication.
Clearly, different situations require different approaches and different kinds of language. And underlining everything here is the importance of relationships. If you’re a solo entrepreneur working with your own money and with no staff, well, chances are you’re not listening to a podcast about communication styles!
Think about the different conversations you had at work yesterday, with your boss, with colleagues, with clients, and with your direct reports. Think about how those people spoke to you. Guaranteed, you will notice that these different people had different communication styles. One person might have been cheery and chatty while another was brusque and efficient.
Now, think about how you responded to these people. Was your communication style consistent in all situations? Probably not. And it shouldn’t be! The best workplace communicators are adaptable. They change their style to suit the situation and the audience. And that adaptability is critical for success.
In business development, as you build relationships with prospects, you’re on the look-out for problems you can solve or gaps you can fill. And when you find one, you’ll likely want to submit a proposal to the potential client. But clients rarely come back and accept your proposal as it is.
Indeed in the consulting world, it can take a lot of work just to get from the proposal to signing the contract. You need to discuss your proposal and close the deal. To help you get there, it’s a good idea to show enthusiasm for the project and invite questions. And during this process you’ll most likely need to educate the client about costs. You may also find yourself managing client expectations and asking some of your own questions.
In today’s dialog, we’ll listen to a conversation between Nick, an HR consultant, and Andria, an HR manager. Andria’s company is experiencing high turnover, and she’s looking for an outside perspective. Nick has submitted a proposal to help Andria’s company understand staff engagement. Now they’re discussing the specifics of the proposal with the aim of coming to an agreement.
Listening Questions
1. When Nick invites questions, what does Andria ask about?
2. What does Nick say to manage Andria’s expectations about the timeline?
3. What important information does Nick ask for at the end of the conversation?
Once you’ve done the hard work in business development of attracting prospects and building relationships, what comes next? The ultimate goal, of course, is to make a sale. And the best business development professionals know how to turn a prospect into a client.
In the consulting world, making a sale isn’t simply about touting the benefits of a product. It’s more about understanding your client and matching support and solutions to their specific needs. So when it comes to an initial conversation, you need to ask about the background, goals and budget. That will help you suggest the right approach. And as part of building rapport, you might want to normalize the client’s problems and show understanding by echoing their words.
In today’s dialog, we’ll listen to Nick, an HR consultant, as he talks with a potential client, Andria. Nick met Andria at an event and has been slowly building a relationship with her. They’re now discussing a specific project.
Listening Questions
1. What problem does Nick tell Andria is quite common?
2. What words does Andria use that Nick repeats back to her as he confirms his understanding?
3. What expression does Nick use to diplomatically raise the issue of budget?
