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第1段
1 .Listen to part of a lecture from a business class.
请听一段商务课程的讲座内容。
第2段
1 .All right, so, um, a good salesperson needs to know how to talk to customers effectively.
好的，那么，嗯，一个优秀的销售人员需要懂得如何有效地与客户交流。
2 .Sometimes, customers looking to buy products will raise concerns,
有时，那些想要购买产品的人会提出一些担忧，
3 .things that may be keeping them from buying the product.
这些担忧可能是导致他们不购买该产品的因素。
4 .And salespeople stand a much better chance of selling their products
而销售人员则有更大的机会将他们的产品推销出去。
5 .if they can effectively address these concerns.
如果他们能够有效地解决这些问题的话。
6 .Let's look at a couple of strategies they use to address customers' concerns.
让我们来看看他们用来解决客户关切问题的一些策略。
第3段
1 .OK, now one strategy is to point out something special about the product,
好的，那么一种策略就是指出该产品的一些独特之处。
2 .something that outweighs the customer's concern...
某件事胜过了客户的担忧......
3 .like a special feature.
就像一个独特的特色。
4 .Like, say a customer's in an electronics store,
比如说，假设一位顾客正在一家电子产品商店里。
5 .and a salesperson's showing her a portable laptop computer.
一名销售人员正给她展示一台便携式笔记本电脑。
6 .The customer expresses a concern,
客户表达了担忧。
7 .saying the computer's expensive.
说这台电脑价格昂贵。
8 .Well, that's true.
嗯，确实如此。
9 .But the salesperson can provide information to outweigh the concern about the price
但销售人员能够提供相关的信息来消除人们对价格的担忧。
10 .by pointing out how fast the computer is,
通过指出这台电脑运行速度之快，
11 .how much work it can get done in a short time.
它能在短时间内完成多少工作呢？
12 .This special feature may outweigh the customer's concern-
这种特殊功能可能会超过客户所担忧的问题——
13 .convince her that it's worth the price-
让她相信这物有所值——
14 .so she's more likely to buy it.
所以她更有可能购买它。
第4段
1 .Now, another strategy is to demonstrate something about the product,
现在，另一种策略是展示产品的某些特性。
2 .actually use the product in front of the customer in response to a concern.
实际上，在回应客户的疑虑时，会在其面前实际使用该产品。
3 .Going back to the electronics store example,
回到之前的电子产品商店的例子来说，
4 .say the customer raises concerns about whether the laptop is portable enough...
假设客户对这款笔记本电脑的便携性表示了疑虑......
5 .that it looks like it would be difficult to pack up and carry.
看起来要打包带走的话会很困难。
6 .Well, the salesperson could address this concern
嗯，销售人员可以解决这个问题。
7 .by unplugging the computer,
通过拔掉电脑的电源插头，
8 .putting it into its carrying case, and slinging it over his shoulder...
将其放入携带箱中，然后把它扛在肩上……
9 .right in front of the customer.
就在顾客面前。
10 .That is, he can demonstrate how easy it is to transport.
也就是说，他能够展示出运输起来是多么的简便。
11 .This demonstration may help eliminate the customer's concerns about buying the computer.
这次演示或许能够消除客户在购买这台电脑时的顾虑。