跟讀練習: Sales Tutorial - Customer problem-solving - 通過影片學習英語口語
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34 句
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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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關於本課
在本課中，您將學習如何在銷售中識別客戶的問題，並有效地運用解決方案。通過對客戶所需解決方案的深入理解，您可以提升自己在英語口語中的表達能力，掌握銷售情境下的對話技巧。這些能力將幫助您在實際交流中更好地傳達自己的觀點，同時提高英語發音的準確性，提升您的專業形象和溝通效率。
關鍵詞彙與短語
- 解決方案 (solution): 一個能解決客戶問題的方法或服務。
- 客戶的目標 (customer's objectives): 客戶希望達成的具體目標或結果。
- 識別問題 (identify problems): 分析客戶所面臨的挑戰和困難。
- 成本 (cost): 未能解決問題可能帶來的經濟損失。
- 理想的解決方案 (ideal solution): 能有效解決客戶問題的產品或服務。
- 緊迫感 (urgency): 客戶需要迅速採取行動以解決問題的感受。
- 能力 (capability): 證明自己能夠解決客戶問題的能力。
- 管理客戶交談 (manage customer conversations): 有效溝通並引導客戶交流。
練習技巧
在觀看影片時，採用shadow speak的方法，以幫助您提升英語口語練習的效率。建議嘗試以下練習技巧：
- 聽並模仿：慢速播放影片，逐句模仿發音和語調。注意每個單詞的發音，特別是“解決方案”“成本”等重要短語。
- 重複關鍵句：在提到客戶問題和解決方案的句子中，反覆朗讀，使自己的發音更加流利。
- 記錄反饋：將自己的聲音與影片中的發言對比，查詢發音中的差異，並進行調整。
- 使用相關短語：嘗試將課程中的關鍵短語應用於自己的對話練習，例如在模擬銷售中引用“緊迫感”以吸引客戶的注意力。
通過這些技巧，您不僅能提升英語發音，還能更有效地與他人溝通，讓您的銷售能力得到顯著提升。利用看YouTube學英語的平臺資源，助您在真實場景中運用英語成為自信的溝通者！
什麼是跟讀法？
跟讀法 (Shadowing) 是一種有科學依據的語言學習技巧，最初開發用於專業口譯員的培訓，並由多語言者Alexander Arguelles博士普及。這個方法簡單而強大：您在聽英語母語原聲的同時立即大聲重複——就像是一個延遲1-2秒緊跟說話者的影子。與被動聽力或語法練習不同，跟讀法強迫您的大腦和口腔肌肉同時處理並模模擬實的講話模式。研究表明它能顯著提高發音準確性，語調，節奏，連讀，聽力理解和口語流利度——使其成為雅思口語備考和真實英語交流最有效的方法之一。