More business English para Dummies Read Online Free

Even the question about making a price concession is a
distinct
buying signal. In Peter W.’s experience, this question is usually asked at the close, when the customer has already made the decision and now tries
to gain
further advantages.
    If the customer doesn’t provide any clear signals, it helps to ask him questions.
It goes without saying
for Peter W. to ask the customer which other suppliers he is in contact with,
“It doesn’t make any difference what the customer’s reaction is: You can always draw your conclusions . If he is evasive , it is obvious that he compares offers, and if he says ‘no’ you usually notice if this is true or not.”
Definite clues are also if the customer
feels
clearly
uneasy, makes a face
or tries hard to keep a certain look on his face.
“Grab it” straightaway
    If the customer provides clear buying signals (“
Well, everything is alright then,
”
“Yes, that’s how we’ll do it,”
etc.) you have to
“seize the opportunity immediately,”
says Peter W. In this case, the biggest problem for him is that he, as a sales representative, is sometimes “programmed” differently.
“One assumes that one still has to make this or another sales argument or one reckons that there is going to be an objection. If there is none, one is so dumbfounded that the customer’s quick decision seems suspicious .”
However, reactions such as
“That was quite a quick decision – it’s not a problem if you think it over till tomorrow,” are a no-no
forPeter W.
“That may only happen to you if you’re a beginner,”
he says. Sometimes, though, Peter W. has to
restrain himself
from following up with more sales arguments.
     
Palabras para recordar
to recognise: to identify, to make out, to spot, to detect, to pinpoint
to fall through: to come to nothing, to fail to happen, to not come off, to fall flat
related to: connected with, linked to, associated with, affiliated with
brand: make, product, trade name, trademark, brand name
merely: only, simply, just, purely
to be very determined: to be enormously set, bent, or intent
to meet: to fulfil, to satisfy, to fill
obvious: clear, evident, noticeable, apparent, perceptible
mistake: blunder, inaccuracy, miscalculation, slip-up
to reconsider: to rethink, to go back over, to re-evaluate, to reassess, to have second thoughts about
doubts: a lack of confidence or faith, uneasiness, apprehension, misgivings
to assume: to take for granted, to presuppose, to believe, to imagine
award of contract: contract award process, placing of orders
to come away empty-handed: to miss out, to fail to benefit, to lose out
clue: sign, hint, evidence, indication, pointer
in favour of: for, pro, in support of, on the side of, giving backing to
to intently concern oneself with: to be very interested in or involved with
distinct: clear, unmistakeable, definite, recognisable, palpable, noticeable, plain
to gain: to get, to win, to secure, to obtain, to capture, to pick up, to procure
to go without saying: to be a given, to be a normal thing, to be completely natural
to draw one’s conclusions: to come to a deduction, assumption, presumption, or inference
to be evasive: to be hard to pin down, vague, equivocal, or indirect
to feel uneasy: to feel tense, ill at ease, anxious, apprehensive, uncomfortable, or edgy
to make a face: to grimace, to frown, to have a distorted expression, to scowl
grab it straightaway: seize the opportunity immediately, at once, right away, or without delay
to reckon: to be of the opinion, to believe, to suppose, to surmise, to deem
to be so dumbfounded: to be so flab-bergasted, astonished, astounded, taken aback, or stunned
to seem suspicious: to appear to be dubious, to give the impression of being suspect
to be a no-no for someone: to be a taboo, unmentionable, banned, or prohibited for someone
to restrain oneself: to hold back, keep back, contain, or hinder oneself
Speeding up decision-making processes
    There are customers who try
to feed a