跟读练习: Sales Tutorial - Customer problem-solving - 通过视频学习英语口语
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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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关于本课
在本课中，您将学习如何在销售中识别客户的问题，并有效地运用解决方案。通过对客户所需解决方案的深入理解，您可以提升自己在英语口语中的表达能力，掌握销售情境下的对话技巧。这些能力将帮助您在实际交流中更好地传达自己的观点，同时提高英语发音的准确性，提升您的专业形象和沟通效率。
关键词汇与短语
- 解决方案 (solution): 一个能解决客户问题的方法或服务。
- 客户的目标 (customer's objectives): 客户希望达成的具体目标或结果。
- 识别问题 (identify problems): 分析客户所面临的挑战和困难。
- 成本 (cost): 未能解决问题可能带来的经济损失。
- 理想的解决方案 (ideal solution): 能有效解决客户问题的产品或服务。
- 紧迫感 (urgency): 客户需要迅速采取行动以解决问题的感受。
- 能力 (capability): 证明自己能够解决客户问题的能力。
- 管理客户交谈 (manage customer conversations): 有效沟通并引导客户交流。
练习技巧
在观看视频时，采用shadow speak的方法，以帮助您提升英语口语练习的效率。建议尝试以下练习技巧：
- 听并模仿：慢速播放视频，逐句模仿发音和语调。注意每个单词的发音，特别是“解决方案”“成本”等重要短语。
- 重复关键句：在提到客户问题和解决方案的句子中，反复朗读，使自己的发音更加流利。
- 记录反馈：将自己的声音与视频中的发言对比，查找发音中的差异，并进行调整。
- 使用相关短语：尝试将课程中的关键短语应用于自己的对话练习，例如在模拟销售中引用“紧迫感”以吸引客户的注意力。
通过这些技巧，您不仅能提升英语发音，还能更有效地与他人沟通，让您的销售能力得到显著提升。利用看YouTube学英语的平台资源，助您在真实场景中运用英语成为自信的沟通者！
什么是跟读法？
跟读法 (Shadowing) 是一种有科学依据的语言学习技巧，最初开发用于专业口译员的培训，并由多语言者Alexander Arguelles博士普及。这个方法简单而强大：您在听英语母语原声的同时立即大声重复——就像是一个延迟1-2秒紧跟说话者的影子。与被动听力或语法练习不同，跟读法强迫您的大脑和口腔肌肉同时处理并模仿真实的讲话模式。研究表明它能显着提高发音准确性，语调，节奏，连读，听力理解和口语流利度——使其成为雅思口语备考和真实英语交流最有效的方法之一。