Shadowing Practice: Sales Tutorial - Customer problem-solving - Learn English Speaking with Video
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(bright music) - I'd like to ask you a simple, but very important question.
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Do you sell a product or a solution?
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If you answered solution, then I have a very important follow-up question.
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What's the definition of a solution?
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Now if you said something that solves a problem, you get a prize.
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But here's the issue.
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Most salespeople think they're selling a solution, but the reality is they really only talk about their product.
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Now in order to make an impact with the C-suite, you have to be an expert at their problems, the cost of not solving those problems, and then how your product serves as a solution to those problems.
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If your customer doesn't believe or agree that they have a problem, guess what they're not looking for?
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That's right, a solution.
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Being perceived as a credible problem-solver means your customer perceives you as knowledgeable, skillful and capable of solving those problems.
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So how do you ensure that you drive that perception?
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Step one, understand exactly what your customer is trying to accomplish and the problems that may be preventing them now or in the future from accomplishing those objectives.
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Step two, search for third-party insights that highlight or underscore those problems and reinforces the urgency to solve them.
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Step three, help the customer quantify the cost to them and their organization should they not solve those problems or if they solve them incorrectly.
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And then finally, in step four, position your product or service as an ideal logical solution to those very problems.
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Now I recommend you spend as much time as possible talking about the customer's problems and the cost associated with them.
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The longer you can keep the customer discussing their problems, the more likely they are to desire a solution.
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Problems are personal and emotional to your customer and that's what drives urgency to change.
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Think beyond your products' features and benefits training and really try to understand your customer's point of view.
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Once you can do this regularly, you will naturally begin to speak their language and be viewed as someone who completely understands their business and the threats that prevent them from being successful.
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If you don't focus on your customer's problems, you will commoditize yourself and not be able to establish real value.
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Let me give you an example.
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If you sell elevators for commercial office buildings, your customer's problem is not that they need an elevator.
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Their problem is they're trying to design and build a Class A office building that generates top lease rates, operates as efficiently as possible and builds long-term value in the resale of the building.
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Now how does your elevator solve for those?
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Let's say you sell CRM systems.
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Your customer's problem isn't that they need one more database to manage with loads of bells and whistles.
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Their problem is they need to increase sales and find a better way to manage their customer conversations in the buyer journey.
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Now tell me how your CRM system solves for that.
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I think you get the point.
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Always remember, problem-solvers rule the world and the C-suite.
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Be one of those.
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(bright music)
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Vocabulario y notas de pronunciación para esta lección
Este vídeo tiene 34 frases y 532 palabras para practicar shadowing. La parte hablada dura 3:12. El hablante habla a un ritmo natural de unas 166 palabras por minuto, cercano a una conversación cotidiana. El 84 % de las palabras está entre las 3.000 más comunes del inglés; conviene repasar el resto antes de empezar.
Vocabulario clave de este vídeo
15 palabras menos comunes del vídeo, con su pronunciación y significado:
- solve /sɒlv/ (verbo) — resolver, solucionar. To find an answer or solution to a problem or question; to work out.
- suite /swiːt/ (sustantivo) — séquito. A group or train of attendants, servants etc.; a retinue.
- perceive /pɚˈsiv/ (verbo) — percibir, apercibirse de. To become aware of, through the physical senses, to see; to understand.
- urgency /ˈɜː.d͡ʒən.si/ (sustantivo) — urgencia, premura. The quality or condition of being urgent.
- naturally /ˈnæt͡ʃ.(ə.)ɹə.li/ (adverbio) — naturalmente, a natura. In a natural manner.
- establish /ɪˈstæb.lɪʃ/ (verbo) — establecer, establir. To make stable or firm; to confirm.
- ideal /aɪˈdi(ə)l/ (adjetivo) — ideal, idóneo. Pertaining to ideas, or to a given idea.
- associate /əˈsoʊʃi.ət/ (sustantivo) — asociado. A person united with another or others in an act, enterprise, or business; a partner or employee.
- objective /ɒbˈd͡ʒɛk.tɪv/ (sustantivo) — objetivo. A material object that physically exists.
- database /ˈdeɪtəˌbeɪs/ (sustantivo) — base de datos, banco de datos. A collection of (usually) organized information in a regular structure, usually but not necessarily in a machine-readable format accessible by a computer.
- generate /ˈd͡ʒɛn.ə.ɹeɪt/ (verbo) — generar. To bring into being; give rise to.
- highlight /ˈhaɪˌlaɪt/ (verbo) — resaltar, enfatizar. To make prominent; emphasize.
- perception /pɚˈsɛpʃ(ə)n/ (sustantivo) — percepción. The organisation, identification and interpretation of sensory information.
- lease /liːs/ (sustantivo) — arrendamiento, arrendación. An interest in land granting exclusive use or occupation of real estate for a limited period; a leasehold.
- logical /ˈlɑd͡ʒɪkəl/ (adjetivo) — lógico. In agreement with the principles of logic.
Phrasal verbs que vas a escuchar
- talk about (verbo) — hablar de, hablar sobre. Used to draw attention to the speaker's characterization of someone or something.
- follow up (verbo) — dar seguimiento, dar un seguimiento. To take further actions remaining after an event; to continue, revisit, or persist; especially, to maintain communication or verify.
- look for (verbo) — buscar, lambisquear. To seek.
Pronunciación a tener en cuenta
El hablante usa 7 contracciones y formas reducidas, como they're, doesn't, don't. Dilas en su forma corta, tal como las oyes.
- Los sonidos de “sh” y “zh”: accomplish /əˈkɑm.plɪʃ/, establish /ɪˈstæb.lɪʃ/, associate /əˈsoʊʃi.ət/, perception /pɚˈsɛpʃ(ə)n/
- Palabras largas — cuida el acento: elevator /ˈɛləˌveɪtɚ/, naturally /ˈnæt͡ʃ.(ə.)ɹə.li/, associate /əˈsoʊʃi.ət/, incorrectly /ˌɪnkəˈɹɛk(t).li/, knowledgeable /ˈnɑ.lɪ.d͡ʒə.bəl/
Cómo practicar con este vídeo
- Escucha el vídeo entero una vez sin hablar y anota las palabras que no conoces.
- Empieza a velocidad 0,75×, haz shadowing frase por frase y vuelve a la velocidad normal cuando te resulte fácil.
- Grábate y compara con el original, prestando atención a palabras como solve, suite, perceive.
¿Qué es la Técnica de Shadowing?
Shadowing es una técnica de aprendizaje de idiomas respaldada por la ciencia, desarrollada originalmente para la formación de intérpretes profesionales y popularizada por el políglota Dr. Alexander Arguelles. El método es simple pero poderoso: escuchas audio en inglés nativo y lo repites en voz alta de inmediato, como una sombra que sigue al hablante con solo 1-2 segundos de retraso. A diferencia de la escucha pasiva o los ejercicios de gramática, el shadowing obliga a tu cerebro y músculos de la boca a procesar y reproducir simultáneamente patrones de habla reales. Las investigaciones muestran que mejora significativamente la precisión de la pronunciación, la entonación, el ritmo, el habla conectada, la comprensión auditiva y la fluidez al hablar, convirtiéndola en una de las metodologías más efectivas para la preparación del IELTS Speaking y la comunicación en inglés en el mundo real.