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第1段
1 .<-NARRATOR:-> Listen to part of a lecture from a business class.
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第2段
1 .<-FEMALE PROFESSOR:-> All right, so, um, a good salesperson needs to know how to talk to customers effectively.
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2 .Sometimes, customers looking to buy products will raise concerns,
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3 .things that may be keeping them from buying the product.
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4 .And salespeople stand a much better chance of selling their products
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5 .if they can effectively address these concerns.
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6 .Let's look at a couple of strategies they use to address customers' concerns.
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第3段
1 .OK, now one strategy is to point out something special about the product,
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2 .something that outweighs the customer's concern...
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3 .like a special feature.
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4 .Like, say a customer's in an electronics store,
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5 .and a salesperson's showing her a portable laptop computer.
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6 .The customer expresses a concern,
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7 .saying the computer's expensive.
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8 .Well, that's true.
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9 .But the salesperson can provide information to outweigh the concern about the price
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10 .by pointing out how fast the computer is,
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11 .how much work it can get done in a short time.
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12 .This special feature may outweigh the customer's concern-
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13 .convince her that it's worth the price-
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14 .so she's more likely to buy it.
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第4段
1 .Now, another strategy is to demonstrate something about the product,
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2 .actually use the product in front of the customer in response to a concern.
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3 .Going back to the electronics store example,
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4 .say the customer raises concerns about whether the laptop is portable enough...
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5 .that it looks like it would be difficult to pack up and carry.
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6 .Well, the salesperson could address this concern
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7 .by unplugging the computer,
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8 .putting it into its carrying case, and slinging it over his shoulder...
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9 .right in front of the customer.
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10 .That is, he can demonstrate how easy it is to transport.
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11 .This demonstration may help eliminate the customer's concerns about buying the computer.
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