Английский для продаж | Английский для продаж | Деловой английский Pod

БЭП 325 – Развитие бизнеса 1: Нетворкинг с клиентами

Деловой английский, Продажи, общение / Июнь 2, 2018

Добро пожаловать обратно в Деловой английский Pod для сегодняшнего урока по how to talk with customers in English. Potential customers, то есть.

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. Вместо, you talk about the weather, or sports, or other non-work topics. This is where общение на английском языке 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.

В сегодняшнем диалоге, мы услышим Ника, кто работает в сфере развития бизнеса в кадровой консалтинговой компании. 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.

Вопросы для прослушивания

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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БЭП 299 – Английский для продаж 6: Послепродажное сопровождение

Деловой английский, Продажи / февраль 4, 2017

Добро пожаловать в модуль Business English Pod на сегодняшний урок, посвященный общению с клиентом после продажа на английском.

В продаже, ваша работа не заканчивается, когда покупатель соглашается купить то, что вы продаете. Хорошие продавцы понимают важность последующих действий, чтобы убедиться, что клиент доволен, и помочь им понять свой новый продукт или услугу. В конце концов, счастливые клиенты продолжают оставаться клиентами, и продавать больше существующим клиентам проще, чем находить новых.

Как именно вы обеспечиваете удовлетворение клиентов? Для одной вещи, вам может потребоваться убедить их, что то, что вы им продали, является правильным решением. Они могут беспокоиться о качестве или надежности, и ваша задача - четко сказать им, что им не о чем беспокоиться.

Но иногда у покупателя возникают проблемы с товаром., проблема, которую нужно решить. В этом случае, важно с уверенностью заявить, что они найдут быстрое решение. Помимо этих забот, будет очень полезно, если вы можете ясно показать покупателю, как работает его продукт.. Вы также можете дать дополнительные советы, которые улучшат их впечатление от продукта.. И наконец, мы часто обсуждаем то, что покупателю не следует делать при использовании продукта..

В сегодняшнем диалоге, мы услышим послепродажную беседу между Аароном, Ева, и Дэйв. Ева - управляющая отеля с новым кафеÃ ©, бар, и ресторан. Аарон только что продал им холодильники для кафе и бара.. А Дэйв - подрядчик, работающий над ремонтом отеля.. Аарон разговаривает с Евой и Дейвом, чтобы убедиться, что все прошло хорошо с установкой кулеров..

Вопросы для прослушивания

1. What does Aaron promise when Dave points out that there is a “kick plate” missing?
2. Каким особенным советом делится Аарон по чистке витрин?
3. Какое выражение использует Аарон, чтобы предостеречь Еву от слишком сильного открытия стеклянной двери??

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БЭП 298 – Английский для продаж 5: Работа с неудачами

Деловой английский, Продажи / январь 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.

В некоторых случаях, that means they decide not to buy what you’re selling. В других, it means they don’t completely accept your price or terms. В любом случае, you’ll need to be prepared to deal with these kinds of setbacks. В конце концов, 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. И наконец, at this point in the sales process, you will often have to discuss or make suggestions about the schedule and timelines.

В сегодняшнем диалоге, 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.

Вопросы для прослушивания

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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БЭП 288 – Английский для продаж 4: Имея дело с сомнениями

Передовой, Деловой английский, Продажи / Может 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. В конце концов, 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?

Хорошо, 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. И наконец, we can show them why the other alternatives are not good choices. На сегодняшнем уроке, we’ll learn how to use these techniques.

В диалоге, 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.

Вопросы для прослушивания

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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БЭП 287 – Английский для продаж 3: Соответствие решения потребностям

Передовой, Деловой английский, Продажи / Может 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? Да, 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. Вместо, 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 и understand the customer’s needs. Итак, на этом уроке, 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. Это, 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. И наконец, once we’ve used these techniques, we can finish by summarizing agreement.

В сегодняшнем диалоге, 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, Ева, to talk about some of his proposed solutions.

Вопросы для прослушивания

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. В конце разговора, how does Aaron introduce his summary of their discussion?

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