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NARRATOR

Listen to part of a lecture from a business class.

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段落2

FEMALE PROFESSOR

All right, so, um, a good salesperson needs to know how to talk to customers effectively.

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Sometimes, customers looking to buy products will raise concerns,

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things that may be keeping them from buying the product.

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And salespeople stand a much better chance of selling their products

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if they can effectively address these concerns.

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Let's look at a couple of strategies they use to address customers' concerns.

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段落3

OK, now one strategy is to point out something special about the product,

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something that outweighs the customer's concern...

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like a special feature.

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Like, say a customer's in an electronics store,

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and a salesperson's showing her a portable laptop computer.

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The customer expresses a concern,

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saying the computer's expensive.

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Well, that's true.

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But the salesperson can provide information to outweigh the concern about the price

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by pointing out how fast the computer is,

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how much work it can get done in a short time.

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This special feature may outweigh the customer's concern-

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convince her that it's worth the price-

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so she's more likely to buy it.

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段落4

Now, another strategy is to demonstrate something about the product,

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actually use the product in front of the customer in response to a concern.

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Going back to the electronics store example,

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say the customer raises concerns about whether the laptop is portable enough...

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that it looks like it would be difficult to pack up and carry.

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Well, the salesperson could address this concern

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by unplugging the computer,

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putting it into its carrying case, and slinging it over his shoulder...

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right in front of the customer.

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That is, he can demonstrate how easy it is to transport.

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This demonstration may help eliminate the customer's concerns about buying the computer.

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