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销售英语：识别需求提供方案 Sales English 3: Matching a Solution to Needs - BEP 287
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Advanced, Business English, Sales English / May 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? Yes, 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. Instead, 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 and understand the customer’s needs. So in this lesson, 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. That is, 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. And finally, once we’ve used these techniques, we can finish by summarizing agreement. In today’s dialog, 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, Eva, to talk about some of his proposed solutions. Listening Questions 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. At the end of the conversation, how does Aaron introduce his summary of their discussion?
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