{"id":2699,"date":"2012-04-08T05:17:47","date_gmt":"2012-04-08T13:17:47","guid":{"rendered":"http:\/\/www.businessenglishpod.com\/?p=2699"},"modified":"2023-01-09T00:34:12","modified_gmt":"2023-01-09T08:34:12","slug":"business-english-pod-206-trade-shows-sales-3-meeting-with-a-prospect","status":"publish","type":"post","link":"https:\/\/9to5english.com\/wordpress\/2012\/04\/08\/business-english-pod-206-trade-shows-sales-3-meeting-with-a-prospect\/","title":{"rendered":"BEP 206 &#8211; Trade Show English 3: Meeting with a Prospect"},"content":{"rendered":"<!--[if lt IE 9]><script>document.createElement('audio');<\/script><![endif]-->\n<audio class=\"wp-audio-shortcode\" id=\"audio-2699-1\" preload=\"none\" style=\"width: 100%;\" controls=\"controls\"><source type=\"audio\/mpeg\" src=\"https:\/\/traffic.libsyn.com\/secure\/bizpod\/BEP206-Mob.mp3?_=1\" \/><a href=\"https:\/\/traffic.libsyn.com\/secure\/bizpod\/BEP206-Mob.mp3\">https:\/\/traffic.libsyn.com\/secure\/bizpod\/BEP206-Mob.mp3<\/a><\/audio>\n<p>This is the third lesson in our Business English Pod series on doing business at a <a href=\"https:\/\/www.businessenglishpod.com\/2012\/02\/12\/business-english-pod-202-trade-shows-1-engaging-potential-customers\/\" title=\"BEP 202 \u2013 Trade Show English 1: Engaging Potential Customers\">trade show<\/a>.<\/p>\n<p>Trade shows are great opportunities for finding potential customers. And if you&#8217;ve got the right attitude and communication skills, you should be able to make some sales.<\/p>\n<p>Now, if you&#8217;ve managed to make a connection with a strong lead and the person comes back for a second appointment, what do you do next? How do you know you&#8217;ve got a real buyer in front of you and not just someone fishing around for information? You can&#8217;t just let a prospect browse your catalog and ask you questions. You need to take charge and find out exactly what and who you&#8217;re dealing with.<\/p>\n<p>Questioning skills are key. And this is what we&#8217;ll focus on today. We&#8217;ll start by looking at how to ask open-ended questions. Then we&#8217;ll get into asking about needs, buying authority, budgets, and timelines. If you can do this right, you&#8217;ll be in a great position to actually make a sale.<\/p>\n<p>We&#8217;ll join Jenny, who works for a packaging company called D-Pack. She&#8217;s sitting down with a potential customer named Andrew who has returned for a chat about D-Pack&#8217;s products. Jenny is going to ask a lot of questions to assess what Andrew needs and how D-Pack can help.<\/p>\n<p><strong>Listening Questions<\/strong><\/p>\n<p>1. What does Andrew say his company&#8217;s needs?<br \/>\n2. Why does Jenny ask Andrew if he&#8217;s a purchasing manager?<br \/>\n3. When does Andrew&#8217;s company need the work done?<\/p>\n<p>[tp no_translate=&#8221;y&#8221;]<strong>Premium Members: <a href=\"https:\/\/businessenglishpod.com\/learningcenter\/Premium2008\/transcripts\/BEP206SN-Trade-Shows3.pdf\"><span style=\"color: #800000;\">PDF Transcript<\/span><\/a> | <a href=\"https:\/\/businessenglishpod.com\/learningcenter\/Premium2008\/quiz\/BEP206QIZ\/presentation.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"color: #800000;\">Quizzes<\/span><\/a> | <a href=\"\/learningcenter\/Premium2008\/phrasecasts\/BEP206PC.mp3\"><span style=\"color: #800000;\">PhraseCast<\/span><\/a><\/strong><\/p>\n<p><strong>Download: <a href=\"https:\/\/traffic.libsyn.com\/secure\/bizpod\/BEP206-Mob.mp3\" target=\"_blank\" rel=\"noopener noreferrer\">Podcast MP3<\/a><\/strong>[\/tp]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Learn how to question a prospect and determine their needs.<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"default","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"default","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center 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