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Перевод статьи, название: What to do at closing time
- 2 страниц
- 2021 год
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Пример перевода первых двух предложений:
Майк Соутон
Самая сложная задача в бизнесе продаж - это говорить об оплате или, если использовать технический термин, «завершении сделки». Даже опытные продавцы сделают все, чтобы избежать этой неприятной части работы.
by Mike Southon
The most difficult sales task is asking for money, or, to use technical term, “closing”. Even experienced sales people will do anything to avoid this unpleasant part of the job. So, for business owner, an important part of sales management is to encourage, or even threaten, sales people to get them to ask for orders.
Part one of the sales cycle is the qualification process: the sales person should listen carefully to the customer’s needs and find a solution that can be delivered quickly. The larger the order, the more likely it is that the buyer may have to get authorisation from someone higher in the organisation, perhaps even the purchasing director. This is probably someone who is only interested in big discounts. It is a good idea to ask a possible buyer how much they are allowed to spend. Then you can offer them products or services that they can afford.
It’s useful to practise a good closing technique in advance of the key moment. This will include a positive summary of the sales process, explaining the benefits for the customer that the proposed solutions will bring.
Then there is the most difficult part of the script, a final question in the style of. “So, do we have a deal?” This should be followed by silence, which may feel uncomfortable, but if the sales person breaks that silence, the deal could easily disappear. Ideally, the customer will break the silence and say yes, a positive outcome for all concerned. But even if the customer says no, it is reasonable to ask why and perhaps work out how to change their mind.
Перевод данной статьи под названием "What to do at closing time" был выполнен квалифицированным и дипломированным переводчиком в 2021 году.
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