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1、NewInternationalBusinessEnglishUnit14Salesandnegotiation
14.2Thesalesprocess
Youwillhearpartofaworkshoppeoplewhoarestartinguptheirownbusinessesandtohavelittleornoexperienceofselling.
Workshopleader:...Allrighttheneverybody,if...um...welookatatypicalsalesinterviewwhereyoume
2、etaclientorwhereasales-personvisitsyoutosellyousome-thing,weseethattherearethreestages:theOpeningStage,theBuildingStageandtheClosingStage.Andweshouldaddtothesestagesotheractivitiesthatwilltakeplacewhenyouarenotactuallymeetingortalkingtoaclient:PreparationandPlanning.
Solet
3、'slookatthesestagesonebyone.Ifyouhaveanyquestionsdon'tbeafraidtointerrupt.Now,thefirststage,one,istheOpeningStage.Usuallythisisaphonecall.Butyoumightbeprecedingitwithaletter,orabrochureorsomethinglikethat.Thefirstthingyouhavetodoisgetpastthesecretary,that'sthemostimportant
4、.Findoutwhenexactlyyoucantalktoyourprospect.Don'tacceptapromisetoringyouback,ever.Andyouneedtoexplainwhoyouareandwhatyou'reselling.Andarrangeanappointment.Right?
AndtwoiswhatwecalltheBuildingStage.Inotherwordsthesalesinterviewitself.It'simportanttopreparewellandrehearsedoi
5、ngthissalesinterview.OK?Andyoucanrole-playitwithafriendorarelation.Erm...andnowthispersonshouldtrytobeunfriendlyanduncooperativeanddifficult,togiveyoutherightsortofpractice.OK?Thendresssuitablyfortheoccasion.OK,thinkaboutthat.Behaveina...inafriendly,confidentbutbusiness-li
6、kemanner.Right?Andremembernottospendtoolongonsocialconversation,itmakespeopleimpatient,beforegettingdowntobusiness.Andrememberthatyourclientisabusyperson.Sorespectthat.Tryandshowtheclientthatyou'rearesponsible,trustworthyperson,whichofcourseyouare.Telltheclientaboutalltheo
7、therwell-knownfirmswhouseyourproduct.Lettheclientknowthebenefitsoftheproduct.But,makecare...becarefulthatyoudon'tdoallthetalking.Askhimquestions.Andmakesurethey'reopenquestions,notoneshecanjustanswerwithayesorno,tofindoutwhathisneedsare.Sothatyoucanmatchyourproducttothosen
8、eedsandtofindouthowlargeandhowfrequentanorderhemayplace.That'simportant.Youshouldtalkonly
