场景七：针对业务知识的提问。

Linda: What do you think are the crucial steps of effective sales?

Linda: 你觉得要做好销售应该有哪些关键步骤？

Steve: I believe that analyzing clients, gaining client confidence, exploring client needs, demonstrating value to the client, getting clients to commit, and providing services to the client are the six key steps of becoming an effective sales person.

Steve: 我认为分析客户、建立信任、挖掘需求、呈现价值、赢取承诺、跟进服务是成为成功的销售员的六个重要步骤。

Linda: How do you gain the customers’ confidence?

Linda: 你通过哪些手段来获取客户的信任？

Steve: First, I will work to fully understand our potential customers, including their strengths, advantages and disadvantages. Meanwhile, knowing something about the project owner on the client side is also very important. Second, I will focus on increasing the depth of my knowledge of the project manager. Through this we can create a more rapport atmosphere. We should also know our competitors, inside and out.

Steve: 首先，我会对潜在客户进行多方的了解，包括他们的企业实力、优势劣势，了解他们的项目负责人也很重要。第二步，我会集中深入了解项目负责人，建立一种和谐的氛围。同时还要对竞争对手了如指掌。

场景八：针对抗压能力的提问。

Linda: What serious setbacks have you experienced in sales? How did you overcome these setbacks?

Linda: 你在做销售的经历中有什么样比较大的挫折？怎么克服的？

Steve: At the beginning of my career, customers often hung up and told me not to call again. At the time I felt very upset about it and almost gave up on multiple occasions. But after a period of time I grew to understand the customers’ angle. Little by little, I established the right attitude and at last gained a host of loyal customers through my persistence.

Steve: 刚开始做销售的时候经常被客户直接挂电话，说不要再打过来了，当时我特别灰心，好些次几乎都要放弃了。但经过一段时间我能够站在客户的角度来考虑问题，逐步建立了良好的心态，最终通过我的毅力赢得了许多忠诚的客户。

Linda: We establish a fairly high target sales quota and you must achieve this volume in a short amount of time. How can you ensure that we reach our sales goals?

Linda: 我们制定的销售任务很高，完成任务的时间又很短，你会用什么办法来确保达到销售任务目标呢？

Steve: I will draft a day-to-day schedule in advance and stick to the plan. Having a plan is the guarantor of success.

Steve: 我会事先把每天的工作都安排好，然后严格按照计划去做，有计划地工作是成功的最大保障。

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