【如魔友对本人的行业分析预测持不同意见，欢迎私信交流，本系列讲解秀只讨论英文学习相关内容】

语音：4段

153'

139'

上一次留下了一个问题，
Do you think Spoken English is important for a salesman? And why?

In my opinion, for a Chinese involved in international trading business precisely, many problems and matters in negotiation with customers can be solved by using just simple Spoken English, one of my customers ever told me that it’s not easy to keep your words simple, both speaking and writing, less is more.

一开始我无法理解客户这句话的含义，直到我从业几年之后，我才逐渐领悟到，简单的背后一点都不简单，其实中国也有类似富含哲理的名句，“少食而多滋味”。长期以来，国际贸易中与客户进行沟通洽谈的主要工具是电子邮件，然而互联网的影响远远不止这些，社交应用的流行，实时通讯工具拉近了与客户的距离。邮件和电话成为了必要时刻的“补刀”工具，重要的事情还是靠电话或者视频会议来沟通解决。那么到了这个高度，高质量的口语显得尤为重要，即便是这种情况，中国的国际贸易中也并不常见。

在国际贸易实际应用中，对口语的要求并不是很高，允许有瑕疵，以些许语法错误，非致命错误，不影响沟通为前提，但书面语切忌全数照搬口语表达。

180'

The business we are talking about brings the sales to a bunch of business men from all over the world, they speak English with accents, some even very thick, too thick to recognize, and they have tons of ways to tell you just one thing by using weird English, crappy spoken English never stands in the way of closing a deal. Example from one of my customers from Brazil:

His English is the best in his company, we can imagine what it would look like if I started a discussion with all of them simultaneously. However, he never missed the key words in description of the products he would like to order, that is why he can do business with people on the other side of the planet. All in all, good English is a language that can work in real life, improve communication and help solve problems, great thing is that people never stop learning and trying to be better, language is the 1st incredible tool we learn to use and get to know the world effectively.

其实在我的出口销售职业生涯中也见过不少很厉害的人物，2010年的某展会上，亲眼目睹了一个潮汕老板在只懂得“Yes” “OK”和“No”的情况下，让一个来自北美的客户当场下了订单！也许这只是个例，但是不得不让人深思，在这个行业，除了语言工具之外，我更应该具备的是什么？是嗅觉，是经验，是对行业，产品的了解和把握，还有对客户需求的逻辑推导。销售卖的是什么？很多人有自己的一套说法，但最关键是，要带领客户跟着自己的流程走，将客户以及他的需求引入到自己的程序中，这个手法很微妙，但却是最有效最核心的东西。（详细的案例，后续再详解）

行业展会是最能体现一个销售全面素质的时刻，仪表，谈吐，经验，业务基本功和表达，水平如何，参展便见分晓。
I’ve seen so many sales standing in front of the booth, glancing off the place when no visitors come in and ask, it makes no difference between them and the sales in a department store. It doesn’t hurt to say hello to people passing by, a smile may bring you a surprise that you will never know. People is the core, the most important element in a business, but they always CHOOSE to ignore it, probably, I guess some of them think that it is JUST a job, they never think about the future like in 5 years or even longer.

180'

这一节讲到这里，请大家有空的时候可以想一想，行业展会上我们该和客户交流些什么东西？
Is there any certain sentence we can use in an exhibition? 请留言

下期再见！