Unit 08
Giving a corporate sales pitch
職場攻略/辦公日常
English for the workplace/Communication in workplace
BRAIN STORM
Share your ideas with your teacher and try to make sentences.
What do you think are sales pitches?
VOCABULARY
Repeat these sentences after your teacher.
1. brightest (adj.) 最聰明的
You shine the brightest when you speak.
你說話時會發出最亮的光芒。
2. prospects (n.) 潛在使用者
We have 10 prospects coming to see us.
我們有10個潛在客戶來找我們。
3. mission (n.) 任務
Our mission is to promote healthy lifestyle.
我們的使命是促進健康的生活方式。
4. objections (n.) 異議
Do you have any objections with what was said?
您對所說的內容有異議嗎？
5. slip away (phr.) 逃走
Why did you try to slip away in the program?
您為什麼嘗試在程序中溜走？
6. outcome (n.) 成果
I think there can be but one outcome to this affair.
我認為這件事只可能有一種結局。
7. put my guard up (phr.) 提高警惕
I almost instantly put my guard up.
我馬上就提高警戒了。
8. endlessly (adj.) 不停的
Why are you singing that song endlessly?
你為什麼不停地唱那首歌？
Dialogue
Read the dialogue aloud with your teacher.
Good morning everyone, I’m glad to see you all here. All right, in today’s seminar, we are going to cover a topic that is quite common in this industry. Sales pitches.
Now, you may be the brightest individual with the best idea or product to sell, but when it comes to selling and pitching prospects, it really can be quite a challenge. Where do you start, how do you approach the prospect and what is the first thing you say? Today, we will talk about how you can confidently make a sales pitch and eliminate the common errors.
大家早上好，很高興在這裡見到大家。 好了，今天的研討會，我們要講的主題是在這個產業很常見的推銷詞。
現在，你可能是最聰明的銷售員，有著最好的銷售理念或產品，但是當我們說道給潛在客戶推銷的時候，這個可能也有點難度了。 你從哪裡下手，你怎麼和客戶推銷，你說的第一句話是什麼？ 今天我們就要談談如何讓你的推銷詞聽上去 信心滿滿，不要犯常見錯誤。
一個有效的推銷詞在你見到買家的很久之前就開始了。 你要準備好自己這邊的工作。 你想要什麼？ 從這個簡單的目標開始，不要把門檻定的太高。
Another important part of your preparation is to answer the questions: What do they want? And what do they expect? You need to figure out exactly how your idea or product fits with their mission.
Knowledge about your product and the benefits that it gives to the customer will give you the full confidence that you really know what you are talking about. This added preparation will help you handle objections effectively and not let the sale just slip away.
Now, greeting a client should be a simple thing, right? Well, losing control of your conversation at the very beginning will most likely affect the outcome of your pitch. So it is very important!
你要準備的另一個重要部分是回答問題：他們想要什麼？ 他們期望什麼？ 你要搞清楚你的想法及產品怎麼與他們的需求相結合。
對你自己產品的知識瞭解以及給客戶讓利會讓你說話的時候充滿自信，知道自己要說什麼。 然後再加上充分的準備這能説明你有效地解決對方的疑慮，不讓銷售機會流失。
現在，和客戶見面應該很簡單了，對吧？ 嗯，一開始就失去談話的主動性會影響整個推銷詞的效果。 所以這是很重要的！
We‘re used to hearing that using “ma’am” and “sir” is the polite, respectful approach. However, it‘s better to greet a prospect by their name and title. Simply “Good morning, Mrs. X or Mr. X”. It makes things so much simpler. When I hear someone calling me sir, I immediately assume they want to sell me something and I almost instantly put my guard up.
Next, always remember to make it a two-way conversation, not a lecture. Don’t talk endlessly and then ask “Are you interested?”. From a customer’s point of view, it seems that you really don’t care about what the customer needs and all you want is your own selfish gain. So, instead, consult with the customer and ask questions about their interests and their past experiences.
我們一直聽說”女士”和”先生”是有禮貌的，尊重人的說法。 但是，最好的方法是稱呼他們的名字及頭銜。 簡單的說一句“早上好某某女士或某某先生”。 這樣事情會更簡單一些。 當我聽到有人叫我“先生”的時候，我馬上就覺得他 想推銷給我什麼東西，我馬上就提高警戒了。
接下來，要記住交流總是雙向的，而不是單方面的說教。 不要無休無止的說話然後問「你有興趣嗎？ “從客戶的角度來講，他覺得你完全不關心他的需求，你只關心你自己得到什麼。 所以，你要問問客戶對什麼感興趣，問問他們過去的經歷。
Finally, you need to close that deal! Once you finish your pitch and consult with the client, you run through the benefits of what you are selling and the solutions it will provide for the needs the customer has expressed.
Tell them that you’ll take care of the follow-up, make the needed contacts, send the necessary information… whatever needs to be done. All they should have to do is say yes. Regardless of their initial response, be sure to make a smooth exit and don’t overstay your welcome.
As soon as you get back home or to your office, write a handwritten thank you note to the buyer and drop it in the mail. This means so much more these days than an email!
Many people believe that a good idea will simply sell itself. But that’s not how goods are sold; packaging and presentation matter. It’s the same for an idea or new product, no matter how great it is!
最後，你需要完成這筆交易！ 當你說完你的推銷詞並且給客戶諮詢過了之後，你概括一下你出售給顧客的好處有些什 麼，以及你會怎麼滿足客戶提出的要求。問問他們過去的經歷。
告訴他們你會負責售後服務，作為必要的聯繫人，給出所需的資訊… 無論什麼盡量滿足。 客戶要做的就是同意這筆交易。 不管他們最初的回復是什麼，保證你適時離開，不要賴著不走。
當你回家或回到公司之後，手寫一張感謝紙條給買家寄過去。 現在這比郵件更珍貴！
許多人認為好點子不產自銷，但好產品卻是要叫賣的。 包裝和演講很重要，對於好的點子或是新產品都是這樣，不管它有多好都要叫賣！
Let's Practice
Make it right.
An ____ pitch begins way before the actual meeting with the buyer.
1.affective
2.effective
Another important part of your _______ is to answer the questions:
1.preparation
2.measures
“not let the sale just slip away” means: _____.
A.Not to let the sale go away.
B.Not to let the sale pass by.
C.Not to let the sale outrun you.
D.Not to let the sale slide down.
You need to figure out exactly how your idea or product fits with their _____.
A.want
B.aim
C.mission
D.goal
An effective ___(1.)___ begins __(2.)___before the actual meeting with the buyer. You must be ___(3.)___ for your own task.
speech / ready / away / way / pitch / prepared
DISCUSSION
Make a conversation with your teacher.
1.What do you think convinces you to buy a certain product that is recommended to you?
