Relevant Content
We'll always make sure you know exactly what the lesson is about. You will easily understand whether it is relevant for you.

Sales Part 3: Handling Difficult Leads

Great Hosts
Here at ChinesePod, all our lessons are presented in an entertaining manner by our great hosts. You'll find language learners, teachers, and even professors sharing their insights, ideas, and teaching methods in our video and audio lessons.
Brief Lesson Summaries
A brief introduction of the lesson will always tell you what this lesson is about and what language level is the intended target. If you're interested in the subject, but might not be able to understand it in full, fear not; we have transcripts of lesson dialogues vocabulary so you can follow along.
IN THIS LESSON
ID: 2071 Upper Intermediate
In this lesson, students ask Teacher Chen about how to handle some difficult questions they've encountered when trying to determine qualified leads. Tune in to hear her advice!
Fri Nov 23 2012 | Jenny, John
Awesome Materials
Our lessons contain natural communication in Chinese in video and audio format. We have have lessons focused on video or a podcast format and our lessons have transcripts of Lesson Dialogues, Important Vocabulary, Expanded Materials for a deep dive into the lesson topic and Exercises focused on testing your retention.
Detailed Vocabulary
Each lesson has it's unique vocabulary and will provide you with definitions and recordings so you can practice the pronunciation. You will also be able to grasp the core material of a lesson at a glance. Here we're showing you the Simplified Chinese version.
SIMPLIFIED PINYIN ENGLISH  
勉强 miǎnqiǎng reluctantly
把握 bǎwò to grasp; certainty
瓶颈 píngjǐng bottleneck
犹豫 yóuyù to hesitate
陈老师啊，我这边有一个问题。就是我做销售有一段时间了，然后对于就是确定，可能说潜在的客户这样子，我现在还勉强能够把握。但是我现在遇到的最大的瓶颈就是说，一般来说我确定了客户，他有这个购买能力，而且有这个需求，但是他们可能在一些比如说，还在很犹豫，但是就是很难套出来他们到底在犹豫什么。有些人可能是因为价格呀什么的。有没有什么办法可以就是说在最短的时间内，就是把这个案子给关掉这样子？
Chén lǎoshī a ，wǒ zhèbiān yǒu yī gè wèntí 。jiùshì wǒ zuò xiāoshòu yǒu yī duàn shíjiān le ，ránhòu duìyú jiùshì quèdìng ，kěnéng shuō qiánzài de kèhù zhèyàngzi ，wǒ xiànzài hái miǎnqiǎng nénggòu bǎwò 。dànshì wǒ xiànzài yùdào de zuìdà de píngjǐng jiùshìshuō ，yībānláishuō wǒ quèdìng le kèhù ，tā yǒu zhè ge gòumǎinénglì ，érqiě yǒu zhè ge xūqiú ，dànshì tāmen kěnéng zài yīxiē bǐrú shuō ，háizài hěn yóuyù ，dànshì jiùshì hěn nán tàochūlai tāmen dàodǐ zài yóuyù shénme 。yǒuxiērén kěnéng shì yīnwèi jiàgé ya shénme de 。yǒuméiyǒu shénme bànfǎ kěyǐ jiùshìshuō zài zuìduǎn de shíjiān nèi ，jiùshì bǎ zhè ge ànzi gěi guāndiào zhèyàngzi ？
Teacher Chen, I have a question. It's just that I've been a salesperson for a while, and about being sure, being able to say what a potential customer is like, now I can handle that with a bit of effort. However, the biggest problem that I've encountered is this: usually I'd say that I can judge a customer - he has purchasing power and he has the need, but they could... for example... they're still hesitant, but it's really hard to tell what they are hesitant about. For some people it could be because of price or something. Do you have any way to be able to tell in the shortest amount of time... to resolve this kind of situation?
其实这个问题是牵涉到我们下一节课要谈的内容，就是有关于如何把需求转化为你的销售订单，也就是一个说服的过程。这个里边又会有很多的技巧。当然我现在可能不方便谈，因为这个谈的话可能又是一节课了。
qíshí zhè ge wèntí shì qiānshèdào wǒmen xiàyī jié kè yào tán de nèiróng ，jiùshì yǒu guānyú rúhé bǎ xūqiú zhuǎnhuà wéi nǐ de xiāoshòu dìngdān ，yějiùshì yī gè shuōfú de guòchéng 。zhè ge lǐbiān yòu huì yǒu hěn duō de jìqiǎo 。dāngrán wǒ xiànzài kěnéng bùfāngbiàn tán ，yīnwèi zhè ge tán dehuà kěnéng yòu shì yī jié kè le 。
The truth is that this question involves what we're going to talk about next class which is about how to turn a need into a sales order. It's also a process of persuasion. There's a lot of skill involved in this. Of course, now isn't a good time to talk about this, since talking about this is a class in itself.
但是我觉得有一点还是可以重申的，就是你要学会倾听，你要学会用一些开放式的问题问清楚，判断客户到底有什么问题。还有一件事情，我觉得，也许我提醒你的可以是说，你在第一步的时候，也就是在确认需求的时候，是不是真的完完全全确认了他的需求。
dànshì wǒ juéde yǒu yī diǎn háishì kěyǐ chóngshēn de ，jiùshì nǐ yào xuéhuì qīngtīng ，nǐ yào xuéhuì yòng yīxiē kāifàngshì de wèntí wèn qīngchǔ ，pànduàn kèhù dàodǐ yǒu shénme wèntí 。háiyǒu yī jiàn shìqíng ，wǒ juéde ，yěxǔ wǒ tíxǐng nǐ de kěyǐ shì shuō ，nǐ zài dìyībù de shíhou ，yějiùshì zài quèrèn xūqiú de shíhou ，shìbushì zhēnde wánwánquánquán quèrèn le tā de xūqiú 。
However, I think there's something I should reiterate. You need to master listening attentively. You need to master using open-ended questions to question clearly, to determine exactly what a customer's problem is. And there's something else, I think perhaps I should remind you of, and that's when you're at the first step, when you've confirmed a need, whether or not you've completely confirmed his need.
因为在这种情况基本上是两种可能性。一种可能性就是说他可能对你提供给他的那个解决方案还不是特别满意。第二种可能性也许是价格上的可能性。那么如果你在第一步，也就是我们说的确认需求，qualified leads这一步如果做得很好的情况下，那么后面这一步就会越来越省力。所以我说对于销售来说，第一步是非常重要的，也就是说你判断需求，判断他的购买力。我感觉就是说如果是碰到这种情况，可能还是在这两点上面有问题。
yīnwèi zài zhèzhǒng qíngkuàng jīběn shang shì liǎng zhǒng kěnéngxìng 。yīzhǒng kěnéngxìng jiùshìshuō tā kěnéng duì nǐ tígōng gěi tā de nàge jiějué fāng‘àn háibùshì tèbié mǎnyì 。dì èr zhǒng kěnéngxìng yěxǔ shì jiàgé shàng de kěnéngxìng 。nàme rúguǒ nǐ zài dìyībù ，yějiùshì wǒmen shuōde quèrèn xūqiú ，qualified leads zhè yībù rúguǒ zuò de hěn hǎo de qíngkuàng xià ，nàme hòumian zhè yībù jiù huì yuèláiyuè shěnglì 。suǒyǐ wǒ shuō duìyú xiāoshòu láishuō ，dìyībù shì fēicháng zhòngyào de ，yějiùshìshuō nǐ pànduàn xūqiú ，pànduàn tā de gòumǎilì 。wǒ gǎnjué jiùshìshuō rúguǒ shì pèngdào zhèzhǒng qíngkuàng ，kěnéng háishì zài zhè liǎng diǎn shàngmian yǒu wèntí 。
Because in this situation there are basically two possibilities. One possibility is that he is not particularly satisfied with the solutions you've been providing him. The second possibility might be due to price. So if you're at the first step, and you've determined needs like we've said - this step, Qualified Leads - if you're doing this well in this situation, then in later steps you'll be able to save yourself more and more effort. So I've said concerning sales, the first step is very important, and that's that you determine needs and determine a customer's purchasing power. I think if you run into this sort of situation, it's likely that the question concerns these two things.
Natural Dialogues
Each lesson is centered around a natural dialogue with key vocabulary directly prepared and translated for your use. You can also listen to each sentence as an individual recording to improve your listening and comprehension skills.
Try It For Free
ChinesePod is 100% Free to Try. Create an account today and get started!