在今天的 925 英文影片 課, we’re going to learn how to use questions in English to ask for details.
It would be great if everyone always told us exactly what we need to know. But it doesn’t usually happen. When we want detailed information, we need to go out and get it. And that means asking people questions.
You can confirm information with simple yes / no questions, like “Do you sell printers?” 或者 “Are you the manager?” But I want to start by looking at questions that get different kinds of information, not just a “yes” 或者 “沒有” answer. And one of the best ways to get information is with WH questions. We have five WH words in English: who, 什麼, 在哪裡, 什麼時候, 以及為什麼. You might also use “how,” which has a “w” and an “H” but not in that order.
Welcome back to Business English Pod for today’s lesson on understanding your customer’s needs in thesales process.
As a salesperson, you can’t just walk up to a customer and start pitching your products. How do you know the customer actually needs your products? And why would the customer buy from you without knowing anything about you? 沒有, the sales process doesn’t start with a pitch. It starts with making your initial approach and getting to know your customers, which is what we looked at in our last lesson.
So what come’s next? 出色地, once you’ve made your initial approach, you can move on to understanding the customer’s needs. And that’s what we’ll focus on in this lesson, because if you understand what the customer needs, then you can offer them the right solutions.
What are the techniques we can use to learn about a customer’s needs? 出色地, today we’ll cover several, including how to ask direct questions, present alternatives, and ask about priorities. We’ll also look at proposing the next step and asking about buying authority. 一旦你完成了這些事情, you can move on confidently to matching your solutions to their needs.
1. Which area of the hotel does Aaron present an alternative option for? 2. What are Eva and Robin’s two major priorities? 3. What does Aaron say he is going to do next?
歡迎回到今天的商務英語播客 商務英語課on making your initial sales approach.
Sales is right at the core of business. It’s how you connect people with products, and turn products into profits. But most sales aren’t made with a single conversation. There’s a process involved. This process involves many different steps, and at each step, a good salesperson has to use their skills to keep the process moving forward.
在本課中, we’ll focus on the initial step of thesales process: making the approach. This is when you talk to the potential customer for the first time. You want to establish a good rapport and ask some questions to start learning about their needs. We’ll learn how to compliment a prospect and ask open-ended questions. We’ll also cover how to show interest to get more information, show that you’ve done some background research, and reference other business connections. 具備這些技能, you can get off to a good start with your prospect.
在今天的對話中, we’ll hear a salesperson named Aaron, who works for a company that sells refrigeration and cooling equipment. Aaron is visiting a new hotel in Thailand and talking with Eva, the hotel’s manager and Robin, the head chef. He has arranged to visit the hotel and hopes to start building a relationship and finding out about their needs.
聽力問題
1. How does Aaron compliment his prospective customers? 2. What does Aaron show interest in to get more information? 3. What business connection do Aaron, Robin, and Eva have in common?
歡迎回到 商務英語播客for today’s lesson on using diplomatic, 或間接, 語言.
What do I mean by外交辭令? 出色地, 想像您正在開會，但您不同意某人. Is it okay to say “I disagree with you?” 出色地, 也許在某些情況下. 但是通常我們需要減少直接性. 例如, you could say “I’m not so sure I agree with that.” Using “not so sure” makes it softer, 或更多外交.
當我們談論問題時，這種語言真的很重要, 正確的? 我們可以用謹慎的語言淡化問題. What is “downplay?” That means to make a problem seem less serious. 例如, 也許您的同事擔心計算機問題. You could downplay the problem by saying “there’s no reason to think it will happen again.” You didn’t say there isn’t a problem, 正確的? 你只是讓它看起來不太嚴重.
