If you’ve ever worked or attended a trade show, you know that there are a lot of people and companies competing for attention. And you can stand there all day having casual conversations with people but never make a solid business connection, let alone sign a deal.
That’s why first you have to separate the good prospects from the bad. Then you have to make a connection with the good prospects and find out what they need. If you can manage that, then you’re on your way to closing a deal. And this is what we’ll be looking at today.
Closing a deal at a trade show requires a few essential steps. You need to show a customer that you are listening to them, build trust, and offer good solutions. Then you will be in a good position to ask the person to buy. These are all ideas that we’ll hear in today’s dialog.
We are going to rejoin Jenny, who works for a packing company called D-Pack. She is talking with Andrew, whose company is looking for a redesign of their packaging. Jenny has assessed Andrew’s needs and now wants to make a deal.
听力问题
1. What concerns does Andrew have? 2. What solution does Jenny offer? 3. What is Andrew’s final decision?
Welcome back to Business English Pod for today’s lesson on doing business at a贸易展览会.
If you can connect with the right people at a large event like a trade show, you can get a lot of great sales leads and maybe even close some deals. Making these connections is all about your attitude and the way you communicate.
But trade shows come with challenges. One of these difficulties is focusing your time on those good prospects. This means that you need to be able to identify a bad prospect and to make your conversation with him brief. Doing this requires a combination of common sense, a focus on business, and some tact.
Today we will learn how to disengage from a bad prospect. But first, we’ll hear how to engage in small talk, 展示兴趣, and get people to talk as these are all essential steps in determining if a prospect is worth pursuing.
We’ll rejoin Kevin, 谁在一家名为 D-Pack 的包装公司工作. He is talking with Mick, who represents ElectroHome Cleaning. Kevin is going to both begin and end a conversation with Mick, who turns out to be not such a great prospect.
听力问题
1. Why does Kevin ask Mick about ‘product demos’? 2. What does Mick say about cleaning products? 3. How does Kevin bring the conversation to a close?
欢迎回到 商务英语播客. My name’s Atalie, and I’ll be your host for today’s lesson on working at a trade show.
Trade shows can be fantastic opportunities to meet good prospects, network with others in the biz, and even close sales. But there are definite dos and don’ts about working the trade show circuit.
At a trade show, there are a lot of people. That means a lot of potential customers and leads, but it can also be easy to waste time on bad prospects. So you have to be outgoing to draw people in, but you also have to figure out quickly who is really worth talking to. And to engage good prospects and get rid of bad ones, you need excellent communication skills.
在本课中, we’ll look at how to be approachable, connect with customers, and make a quick pitch. We’ll also learn how to pass a prospect off to another team member and how to set up an appointment.
We are going to hear Kevin and Jenny, who work for a Chinese packaging company called D-Pack. They’re working a booth at a large trade show. They are dealing with Andrew, who works for a manufacturing company. Andrew has come by D-Pack’s booth, and Kevin and Jenny have to work their magic.
听力问题
1. What does Andrew’s company want to do? 2. Why does Kevin talk about their big US clients? 3. What are Jenny and Andrew going to do at 10:00 the next day?
