Практика Shadowing: PHONE SALES TECHNIQUES THAT CLOSE (MY TOP 7) - Изучайте разговорный английский по видео
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In this video, I'm going to share with you my seven best tips for selling over the phone and we're starting, you guessed it, right now.
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Hey guys, welcome back to my channel.
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If you're new here and you're in real estate or you're in a sales business and you want to grow your business, start now by subscribing to my channel,
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hitting the notification bell so you never miss one of my training videos
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so today we're talking all about tips strategies
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and tactics for you to get better results selling over the phone
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and at the end of this video head down to the
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comment section I'll be hanging out for about an hour to answer all of your questions
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and on your way make sure you check the description to
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download my free script book starting with number one mirror
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and match the prospect you see there are three things
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that you need to focus on
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when selling over the phone number one is tone right
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so you want to match the prospects tonality okay so
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if they're talking loud like this you want to talk loud like this
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if they're more soft spoken like this you want to match the prospect number two you want to match mirror
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and match their pace their pace of speech so
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if they talk really fast like this you want to make sure
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that you match the the the pace at
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which the prospect is communicating number three is you want to match the personality styles
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and this is why it's so critical that
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if you're in sales you need to study personality types
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if you're talking to an analytical personality you need to make sure
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that you spend a lot of time on the numbers
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and the facts number two is something that i call arping ARPing stands for acknowledge,
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respond, and pivot to another question immediately.
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You see, one of the biggest things
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that salespeople who sell over the telephone struggle with is a prospect will just ask them a simple question.
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Maybe they put up some type of an objection or some type of resistance, and that's it for the salesperson.
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They don't know how to keep the conversation flowing.
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And so what ARPing will teach you to do is simply acknowledge the person's question or objection, respond to that question or objection,
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and simply pivot to another question in your script so you can keep the conversations flowing nicely.
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Number three is asking more questions.
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One of the biggest problems that salespeople have is talking too much and not listening enough.
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Well, in order to listen, what do you have to do? come on, you guessed it.
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You got to ask questions.
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So you got to ask open style questions to get the prospect to talk
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so you can learn more about how you can serve them, not sell them.
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Because as you know, I teach you something called reverse selling, how to serve the prospect.
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So the only way you know how to serve them, how to make an accurate diagnosis,
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how to properly recommend the right solution you have to ask more questions number four is shut up
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and listen when you ask a question so
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if you get good at asking questions the next thing you need to get good at is shutting your mouth
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because god gave us one mouth and two ears and
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so we've got to listen more and the power of silence ladies
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and gentlemen i will tell you it might be the number
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one skill set you can have as a great salesperson is your ability to be quiet.
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And as I'm coaching and training salespeople all over the country, they have a problem with talking too much.
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And so you have to get very comfortable with that uncomfortable silence over the phone to get better results.
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When you ask a prospect a question, especially a tough question, and they don't answer for a minute, don't add anything.
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Just listen.
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Let the prospect sit in the weight of their pain without you adding anything.
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Let them mumble and come up with weird responses and don't say a word until they answer your question.
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Number five is using assumptive language.
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So you have to become an absolute master of what I
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call assumptive language using things like let's do this why don't we do this let's go ahead
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and do this here's what we're going to do next all
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of these types of things keeps you in control of the conversation to take
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that conversation where it needs to go to serve the consumer at the highest level
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if you can't use assumptive language you're going to have a
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very very difficult time either setting appointments over the phone
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or getting someone to buy over the phone number six is gaining
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agreement you see once you start to really hone in your
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sales skills you need to get really good at gaining agreement what is
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that that's when you ask a question or you give a statement of value and you simply say to the prospect, does that make sense?
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Do you see how that could work?
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Fair enough.
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Is that unreasonable?
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And you gain agreement in such a way where you end
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the statement with a question where you know the prospect will agree with you.
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That's called gaining agreement.
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It's a very powerful strategy and tactic in reverse selling to show the prospect
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that you and the prospect are on the same page from a mindset, from a belief standpoint, from a philosophical standpoint,
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it shows the prospect, but they sit back and say, wow, you know what?
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This guy actually gets it.
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This guy actually gets me.
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And number seven is removing the prospect's threat of saying yes.
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You see, one of the biggest, the hardest things, what we're all in sales to do is to help people make sales, make money, and reach the levels of success that we want.
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And getting the prospect to say yes to your product or service is the only way to get there.
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And so how do you get more prospects to say yes?
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You have to remove the threat.
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How do you do that?
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You need to have a strong value proposition.
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What does that mean?
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That means that you remove the risk and the threat
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when the prospect commits to do business with you
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so you need to come up with things inside your sales business
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that removes that threat that could be offering some type of guarantee
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that could be offering some type of flexible compensation structure based
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on how you perform for the prospect there's all kinds of different ways
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and different things that you can come up with
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that are very tangible to get the prospect to say yes without having to worry.
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You see, the reason why a lot of people have to think it over, have to talk to their spouse, give you some type of smokescreen,
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some type of objection is they don't know if they trust you.
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They don't know if what you're saying is true.
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They don't know if what you're saying is going to help them.
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And so you need to create a concrete value proposition to help the consumer believe
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that what you're saying is the truth otherwise you would have risk as well
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so next head down to the comment section
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so i can answer all of your questions about your sales business
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and on your way make sure
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that you download my script book i'll put a link in the description below
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so there you have it there are my seven tips for phone selling
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if you like this video make sure you hit
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that like button subscribe to my channel thank you so much for watching and i'll see you next time.
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Лексика и советы по произношению к этому уроку
Этот урок разговорной практики уровня B2 построен на видео «PHONE SALES TECHNIQUES THAT CLOSE». Чаще всего повторяются слова: prospect, type, sales, match, selling. В этом видео 105 предложений и 1318 слов для шедоуинга. Речь длится 8:06. Говорящий говорит в естественном темпе, около 163 слов в минуту, близком к повседневной речи. 89% слов входят в 3000 самых частых слов английского языка, поэтому лексика простая.
Ключевая лексика этого видео
Самые сложные слова из видео (15), с произношением и значением:
| Слово | Произношение | Значение |
|---|---|---|
| prospect существительное | /ˈpɹɑspɛkt/ | вид |
| salesperson существительное | продаве́ц, продавщи́ца | |
| objection существительное | /əbˈd͡ʒɛkʃən/ | возраже́ние |
| pivot существительное | /ˈpɪv.ɪt/ | сте́ржень, штырь |
| standpoint существительное | /ˈstændpɔɪnt/ | то́чка зре́ния |
| proposition существительное | /ˌpɹɑpəˈzɪʃən/ | предложе́ние, утвержде́ние |
| subscribe глагол | /səbˈskɹaɪb/ | подпи́сывать, подписа́ть |
| acknowledge глагол | /əkˈnɑ.lɪd͡ʒ/ | признава́ть, призна́ть |
| mumble глагол | /ˈmʌmbəl/ | бормота́ть, пробормота́ть |
| smokescreen существительное | /ˈsmoʊkˌskɹin/ | дымова́я заве́са |
| tonality существительное | /toʊnˈæl.ɪ.ti/ | тона́льность |
| tangible прилагательное | /ˈtæn.d͡ʒə.bəl/ | осяза́емый, ощути́мый |
| tactic существительное | /ˈtæktɪk/ | та́ктика |
| unreasonable прилагательное | /ʌnˈɹiːz.(ə)nə.bl̩/ | неразу́мный |
| mindset существительное | /ˈmaɪn(d)ˌsɛt/ | склад ума́, о́браз мы́слей |
Фразовые глаголы, которые вы услышите
| Слово | Произношение | Значение |
|---|---|---|
| come up with глагол | придумывать, приходить в голову | |
| go ahead глагол | /ˌɡoʊ əˈhɛd/ | дава́й, приступа́йте |
| put up глагол | ста́вить | |
| shut up | /ʃʌt ʌp/ | заткни́сь, заткни́тесь |
| sit back глагол | откинуться |
Фразы, которые стоит повторять
Короткие законченные фразы из видео, которые пригодятся в повседневном разговоре:
- Do you see how that could work?
- How do you do that?
- They don't know if what you're saying is true.
Произношение, на которое стоит обратить внимание
Говорящий использует 30 сокращённых и редуцированных форм, например you're, don't, we're. Произносите их коротко, так, как слышите.
- Звуки «sh» и «zh»: objection /əbˈd͡ʒɛkʃən/, proposition /ˌpɹɑpəˈzɪʃən/, notification /ˌnoʊtɪfɪˈkeɪʃn̩/
- Длинные слова — следите за ударением: proposition /ˌpɹɑpəˈzɪʃən/, tonality /toʊnˈæl.ɪ.ti/, analytical /ˌæn.əˈlɪt.ɪ.kəl/, unreasonable /ʌnˈɹiːz.(ə)nə.bl̩/, notification /ˌnoʊtɪfɪˈkeɪʃn̩/
Звуки, трудные для русскоязычных:
- Звонкие согласные в конце слова — не оглушайте их: subscribe /səbˈskɹaɪb/, acknowledge /əkˈnɑ.lɪd͡ʒ/
Как заниматься с этим видео
- Прослушайте всё видео один раз молча и выпишите незнакомые слова.
- Начните со скорости 0,75×, повторяйте предложение за предложением и вернитесь к обычной скорости, когда станет легко.
- Запишите себя и сравните с оригиналом, обращая внимание на такие слова, как prospect, salesperson, objection.
Что такое техника Shadowing?
Shadowing — это научно обоснованная техника изучения языка, изначально разработанная для подготовки профессиональных переводчиков и популяризированная полиглотом доктором Александром Аргуэльесом. Метод прост, но эффективен: вы слушаете аудио на английском от носителей языка и немедленно повторяете вслух — как тень, следующая за говорящим с задержкой в 1–2 секунды. В отличие от пассивного прослушивания или грамматических упражнений, Shadowing заставляет мозг и мышцы рта одновременно обрабатывать и воспроизводить реальные речевые паттерны. Исследования показывают, что это значительно улучшает точность произношения, интонацию, ритм, связную речь, понимание на слух и беглость речи — что делает его одним из самых эффективных методов для подготовки к IELTS Speaking и реального общения на английском.