{"id":9017,"date":"2016-05-22T00:10:34","date_gmt":"2016-05-22T08:10:34","guid":{"rendered":"https:\/\/www.businessenglishpod.com\/?p=9017"},"modified":"2022-12-22T08:04:22","modified_gmt":"2022-12-22T16:04:22","slug":"business-english-pod-287-sales-process-3-matching-a-solution-to-needs","status":"publish","type":"post","link":"https:\/\/9to5english.com\/wordpress\/2016\/05\/22\/business-english-pod-287-sales-process-3-matching-a-solution-to-needs\/","title":{"rendered":"BEP 287 &#8211; Sales English 3: Matching a Solution to Needs"},"content":{"rendered":"<!--[if lt IE 9]><script>document.createElement('audio');<\/script><![endif]-->\n<audio class=\"wp-audio-shortcode\" id=\"audio-9017-1\" preload=\"none\" style=\"width: 100%;\" controls=\"controls\"><source type=\"audio\/mpeg\" src=\"https:\/\/traffic.libsyn.com\/secure\/bizpod\/BEP287-Sales-Process3.mp3?_=1\" \/><a href=\"https:\/\/traffic.libsyn.com\/secure\/bizpod\/BEP287-Sales-Process3.mp3\">https:\/\/traffic.libsyn.com\/secure\/bizpod\/BEP287-Sales-Process3.mp3<\/a><\/audio>\n<p><a title=\"BEP 287 - Sales Process 3: Matching a Solution to Needs\" href=\"https:\/\/www.businessenglishpod.com\/learningcenter\/Premium2008\/quiz\/BEP287POD\/index.html\" target=\"_blank\" rel=\"noopener noreferrer\"><img fetchpriority=\"high\" decoding=\"async\" src=\"https:\/\/www.businessenglishpod.com\/wordpress\/wp-content\/uploads\/BEP287-Sales-Process-3-Matching-Solutions-Needs-600x259.jpg\" alt=\"BEP287-Lesson-Module-Sales-Process-3-Matching-Solutions-Needs\" width=\"600\" height=\"259\" class=\"aligncenter size-large wp-image-9018\" srcset=\"https:\/\/9to5english.com\/wordpress\/wp-content\/uploads\/BEP287-Sales-Process-3-Matching-Solutions-Needs-600x259.jpg 600w, https:\/\/9to5english.com\/wordpress\/wp-content\/uploads\/BEP287-Sales-Process-3-Matching-Solutions-Needs-300x129.jpg 300w, https:\/\/9to5english.com\/wordpress\/wp-content\/uploads\/BEP287-Sales-Process-3-Matching-Solutions-Needs.jpg 693w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><\/a><\/p>\n<p>Welcome back to Business English Pod for today&#8217;s lesson on matching solutions to customers&#8217; needs during the <a href=\"http:\/\/www.businessenglishpod.com\/category\/sales\/\" target=\"_blank\" rel=\"noopener noreferrer\">sales process<\/a>.<\/p>\n<p>Have you ever been frustrated by a salesperson who tried to sell you something you didn&#8217;t need? Yes, we all have! And so if you&#8217;re the one doing the selling, remember that a one-size-fits-all approach isn&#8217;t likely to work. Instead, you need to build a relationship and learn about your customer&#8217;s needs. Only then can you provide the right solution. <\/p>\n<p>In our last two lessons on the sales process, we looked at how to <a href=\"https:\/\/www.businessenglishpod.com\/2015\/11\/28\/business-english-pod-279-english-for-sales-process-1-making-your-approach\/\" target=\"_blank\" rel=\"noopener noreferrer\">make your initial approach<\/a> and <a href=\"https:\/\/www.businessenglishpod.com\/2015\/12\/06\/bep-280-english-for-sales-process-2-understanding-customer-needs\/\" target=\"_blank\" rel=\"noopener noreferrer\">understand the customer&#8217;s needs<\/a>. So in this lesson, we&#8217;ll look at the next step in the process: matching a solution to those needs. <\/p>\n<p>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&#8217;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&#8217;ve used these techniques, we can finish by summarizing agreement. <\/p>\n<p>In today&#8217;s dialog, we&#8217;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.<\/p>\n<p><strong>Listening Questions<\/strong><\/p>\n<p>1.\tWhat does Aaron advise Eva against doing at the beginning of their conversation?<br \/>\n2.\tWhat point does Aaron emphasize when he recommends the Coil-Pro unit?<br \/>\n3.\tAt the end of the conversation, how does Aaron introduce his summary of their discussion?<\/p>\n<p>[tp no_translate=&#8221;y&#8221;]<strong>Premium Members: <a href=\"https:\/\/businessenglishpod.com\/learningcenter\/Premium2008\/quiz\/BEP287SN-Sales-Process3.pdf\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"color: #800000;\">Study Notes<\/span><\/a> | <a href=\"https:\/\/businessenglishpod.com\/learningcenter\/Premium2008\/quiz\/BEP287QIZ\/presentation.html\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"color: #800000;\">Quizzes<\/span><\/a> | <a href=\"\/learningcenter\/Premium2008\/quiz\/BEP287PC.mp3\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"color: #800000;\">PhraseCast<\/span><\/a> | <a href=\"https:\/\/businessenglishpod.com\/learningcenter\/Premium2008\/quiz\/BEP287POD\/index.html\" target=\"_blank\" rel=\"noopener noreferrer\">Lesson Module<\/a><\/strong><\/p>\n<p><strong>Download: <a href=\"https:\/\/traffic.libsyn.com\/secure\/bizpod\/BEP287-Sales-Process3.mp3\" target=\"_blank\" rel=\"noopener noreferrer\">Podcast MP3<\/a><\/strong>[\/tp]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Learn Business English for matching solutions to your customers needs in the sales process.<\/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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