Shadowing Practice: Sales Tutorial - Customer problem-solving - Learn English Speaking with Video
Les maken...
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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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Woordenschat en spreektips bij deze les
Deze video bevat 34 zinnen en 532 woorden om na te spreken. Het gesproken deel duurt 3:12. De spreker praat in een natuurlijk tempo van ongeveer 166 woorden per minuut, dicht bij een alledaags gesprek. 84% van de woorden hoort bij de 3.000 meest gebruikte Engelse woorden; de rest kun je beter vooraf bekijken.
Belangrijke woorden in deze video
15 minder gangbare woorden uit de video, met uitspraak en betekenis:
- solve /sɒlv/ (werkwoord) — oplossen. To find an answer or solution to a problem or question; to work out.
- suite /swiːt/ (zelfstandig naamwoord) — reeks. A group or train of attendants, servants etc.; a retinue.
- accomplish /əˈkɑm.plɪʃ/ (werkwoord) — volbrengen. To finish successfully.
- perceive /pɚˈsiv/ (werkwoord) — waarnemen. To become aware of, through the physical senses, to see; to understand.
- naturally /ˈnæt͡ʃ.(ə.)ɹə.li/ (bijwoord) — natuurlijk. In a natural manner.
- establish /ɪˈstæb.lɪʃ/ (werkwoord) — oprichten, stichten. To make stable or firm; to confirm.
- ideal /aɪˈdi(ə)l/ (bijvoeglijk naamwoord) — ideaal, optimaal. Pertaining to ideas, or to a given idea.
- objective /ɒbˈd͡ʒɛk.tɪv/ (zelfstandig naamwoord) — object. A material object that physically exists.
- database /ˈdeɪtəˌbeɪs/ (zelfstandig naamwoord) — database, databank. A collection of (usually) organized information in a regular structure, usually but not necessarily in a machine-readable format accessible by a computer.
- highlight /ˈhaɪˌlaɪt/ (werkwoord) — naar voren halen, benadrukken. To make prominent; emphasize.
- insight /ˈɪnsaɪ̯t/ (zelfstandig naamwoord) — inzicht. A sight or view of the interior of anything; a deep inspection or view; introspection; frequently used with into.
- perception /pɚˈsɛpʃ(ə)n/ (zelfstandig naamwoord) — perceptie, gewaarwording. The organisation, identification and interpretation of sensory information.
- lease /liːs/ (zelfstandig naamwoord) — pacht, lease. An interest in land granting exclusive use or occupation of real estate for a limited period; a leasehold.
- logical /ˈlɑd͡ʒɪkəl/ (bijvoeglijk naamwoord) — logisch. In agreement with the principles of logic.
- buyer /ˈbaɪ.əɹ/ (zelfstandig naamwoord) — koper, koopster. A person who makes one or more purchases.
Phrasal verbs die je zult horen
- look for (werkwoord) — zoeken. To seek.
Uitspraak om op te letten
De spreker gebruikt 7 samentrekkingen en verkorte vormen, zoals they're, doesn't, don't. Spreek ze kort uit, zoals je ze hoort.
- De klanken “sh” en “zh”: accomplish /əˈkɑm.plɪʃ/, establish /ɪˈstæb.lɪʃ/, associate /əˈsoʊʃi.ət/, perception /pɚˈsɛpʃ(ə)n/
- Lange woorden — let op de klemtoon: elevator /ˈɛləˌveɪtɚ/, naturally /ˈnæt͡ʃ.(ə.)ɹə.li/, associate /əˈsoʊʃi.ət/, incorrectly /ˌɪnkəˈɹɛk(t).li/, knowledgeable /ˈnɑ.lɪ.d͡ʒə.bəl/
Zo oefen je met deze video
- Luister de hele video één keer zonder te spreken en noteer de woorden die je niet kent.
- Begin op 0,75× snelheid, spreek zin voor zin na en ga terug naar normale snelheid zodra het makkelijk gaat.
- Neem jezelf op en vergelijk met het origineel; let daarbij op woorden als solve, suite, accomplish.
Wat is de Shadowing-techniek?
Shadowing is een wetenschappelijk onderbouwde taalleermethode die oorspronkelijk is ontwikkeld voor professionele tolkentraining en gepopulariseerd door polyglot Dr. Alexander Arguelles. De methode is eenvoudig maar krachtig: je luistert naar native Engelse audio en herhaalt het onmiddellijk hardop — als een schaduw die de spreker volgt met slechts 1–2 seconden vertraging. In tegenstelling tot passief luisteren of grammaticadrills, dwingt shadowing je hersenen en mondspieren om echte spraakpatronen tegelijkertijd te verwerken en te reproduceren. Onderzoek toont aan dat het de uitspraaknauwkeurigheid, intonatie, ritme, verbonden spraak, luisterbegrip en spreekvaardigheid aanzienlijk verbetert — waardoor het een van de meest effectieve methoden is voor IELTS Speaking-voorbereiding en echte Engelse communicatie.