Business English – Page 44 – BEP Dev (9to5English)

BEP 288 – Sales English 4: Dealing with Doubts

Advanced, Business English, Sales / May 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. After all, 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?

Well, 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. And finally, we can show them why the other alternatives are not good choices. In today’s lesson, we’ll learn how to use these techniques.

In the dialog, 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.

Listening Questions

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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BEP 287 – Sales English 3: Matching a Solution to Needs

Advanced, Business English, Sales / 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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Business English News 36 – Internet of Things

Business English, Business English Vocabulary, Business News, IT and Computers / May 15, 2016

If you’re a fan of technology, you’ve likely come across the term Internet of Things, or IoT. It’s the connection of everyday devices to the Internet and has already started to change the way we interact with each other and the online world, and as Business Insider explains, it’s just getting started.

The Internet of Things has been labeled as “the next Industrial Revolution” because of the way it will change the way people live, work, entertain, and travel, as well as how governments and businesses interact with the world. In fact, the revolution has already started.

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BEP 23c – Telephone English: Getting Action

A2, Business English, Telephone English / May 8, 2016

Welcome back to Business English Pod for today’s lesson on how to get action over the telephone in English.

Being productive at work means getting stuff done. And sometimes to get our own work done, we need other people to get things done. So when you need action from someone, what’s the best or quickest way to get it? Well, often we just pick up the phone and call the person.

And what do you say? Is it okay to just come out and say “hey, do this” or “hi, do that?” Not really. You need to be firm and direct, but not that firm and direct. You might need to emphasize how important the issue is. Next, you might lead into the main issue before you actually talk about what you want or need done.

But that’s not all! If you want action, you want to make absolutely sure you’re going to get it. That’s why you might ask for a guarantee, which is like a promise from the other person. And finally, just to be 100% sure, you should finish off by confirming the action. In this way, you’re not being too direct or bossy, but you’re still firmly doing more than just making a polite request.

In today’s dialog, we’ll hear Nathan, who works for an aircraft company called Cyclops. Nathan is calling George at a company called Airtronics. Nathan is calling because he wants to get action on a proposal from George. More specifically, he wants to make sure George is going to submit the proposal to Cyclops today.

Listening Questions

1. Why does Nathan think it’s important for George to submit a proposal today?
2. What important question does Nathan ask that relates to whether George can complete his proposal?
3. Near the end of the conversation, Nathan asks George to do something just to confirm that the proposal is being sent. What does he ask George to do?

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BEP 22c – Telephone English: Making Enquiries

A2, Business English, Intermediate English, Popular Lessons, Telephone English / April 24, 2016

Welcome back to Business English Pod for today’s lesson on how to make an enquiry on the telephone in English. Making an enquiry means that you want to ask a question, or questions, to get information.

Getting information over the telephone in English can be challenging! You need to be very clear about what you need, and sometimes you need to ask the other person for clarification when you can’t hear or don’t understand. If information isn’t correct, or if it’s misunderstood, there could be big trouble. So it’s important that you learn good ways of making telephone enquiries.

What do you actually do when you make an enquiry? Well, to begin, you will want to ask for information. That could simply mean telling the other person what you want to know more about. Sometimes you might also use an alternative choice question, like “is it A or is it B?” Giving limited options like that can help make things clear.

Now, what if you can’t hear the other person correctly? Well, you might have to use an expression like “sorry, what did you say?” to get the other person to repeat himself. And sometimes a word or abbreviation might not be clear and you might have to spell it out, letter by letter. All of these are ways of making sure your enquiry and the information is clear.

In today’s dialog, we’ll hear George, who works for a company called Airtronics. George’s company is writing a proposal to make radios for an aircraft company called Cyclops. George is talking to Simon at Cyclops Aircraft to get some information he needs for his proposal. The telephone connection isn’t always clear, which creates some difficulty in the call.

Listening Questions

1. George asks Simon about “shipping,” or delivering the radios. What are the two choices George gives Simon about shipping?
2. At one point, George can’t hear what Simon says. How does George ask Simon to repeat himself?
3. Simon uses two words to make it clear to George that he means “XV.” What are the two words?

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