Pratique du Shadowing: Sales Tutorial - Customer problem-solving - Apprendre l'anglais à l'oral avec la vidéo

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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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Context & Background

In today's fast-paced business environment, effective communication is essential, especially for sales professionals. This video tutorial emphasizes the importance of understanding customer problems rather than merely selling a product. By focusing on solution-based selling, the speaker illustrates how establishing yourself as a credible problem-solver can significantly influence customer perception. Understanding the nuances of what clients truly need enables sales professionals to connect more deeply and present their offerings in a relatable manner.

Top 5 Phrases for Daily Communication

  • “Do you sell a product or a solution?” - This question is crucial for understanding the focus of your sales strategy.
  • “What’s the definition of a solution?” - This engages customers to think critically about their needs.
  • “If your customer doesn’t believe they have a problem…” - Highlighting the importance of identifying problems to drive sales.
  • “Help the customer quantify the cost…” - Stressing the need to communicate the potential ramifications of inaction.
  • “Problem-solvers rule the world.” - A motivational reminder of the value of addressing customer challenges directly.

Step-by-step Shadowing Guide

To effectively improve your English and adopt the skills demonstrated in this tutorial, follow this step-by-step shadowing guide. By practice and repetition, you'll enhance your English pronunciation and speaking abilities.

  1. Watch the Video: Begin by watching the video multiple times. Pay attention to the tone, pacing, and intonation of the speaker.
  2. Listen and Repeat: Use the shadow speech technique. Pause the video after each sentence or phrase, then repeat what you hear. Focus on mimicking the speaker's delivery.
  3. Highlight Key Phrases: Make a list of the top phrases provided above. Practice these specific phrases daily, integrating them into your vocabulary.
  4. Record Yourself: As you practice, record your voice. Listen back to identify areas for improvement in your pronunciation and clarity.
  5. Engage with a Partner: If possible, practice speaking with a partner. Discuss the concepts of solutions and customers' problems, using vocabulary from the video.

By incorporating this shadow speak method into your English learning routine, you will not only improve your language skills but also gain valuable insights into effective communication in sales. Tailor your practice with these techniques to enhance your overall learning experience and make a significant impact in your conversations.

Qu'est-ce que la technique du Shadowing ?

Le Shadowing est une technique d'apprentissage des langues fondée sur la science, développée à l'origine pour la formation des interprètes professionnels. Le principe est simple mais puissant : vous écoutez de l'anglais natif et le répétez immédiatement à voix haute — comme une ombre suivant le locuteur avec un décalage de 1 à 2 secondes. Les recherches montrent une amélioration significative de la précision de la prononciation, de l'intonation, du rythme, des liaisons, de la compréhension orale et de la fluidité.

Technique du shadowing : lire le guide complet étape par étape →