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Unit 16 克服业务困难

May I ask why?

我可以问原因吗?

超级业务必备口语

01 I am sorry.

很抱歉。

02 May I ask why?

可以问为什么吗?

03 AbsoIuteIy.

当然了。

04 We can decrease your monthIy payment.

我们可以降低您每一个月的付款额。

Let me caII my 05 supervisor.

我来跟我的主管打个电话。

06 I am wiIIing to come down a IittIe.

我很愿意把价格降低一点。

07 That's fine.

那样很好。

业务必用词汇(VocabuIary)

no Ionger 不再

continue 继续

monthIy payment 每月付款额

make ends meet 收支相抵

be wiIIing to 愿意

decrease 降低

warranty 保证

绩效业务会话(DiaIog)

⊙客户因价格而决定终止合约:

W:I am sorry.

(很抱歉。)

I can no Ionger(不再)continue(继续)with your service.

(我不能再用您的服务了。)

M:May I ask why?

(我能问为什么吗?)

W:Honestly,I just can't afford the monthIy payments.(每月付款额)

(老实说,我实在付不起每个月的付款。)

I am having problems just making ends meet.(收支相抵)

(我现在是捉襟见肘。)

M:Well, we here at ABC Accounting Service know your needs.

(是吗,我们ABC会计公司最清楚顾客的需求了。)

We understand where you are coming from.

(您的处境我们很了解。)

W:So you would be wiIIing to(愿意)work with me?

(那您愿意跟我们商量出一套办法来吗?)

M:Absolutely.

(当然。)

We can decrease(降低)your monthly payment by extending the time you have to pay us off.

(我们可以用延长偿还时间的方式,把您每月付款金额降低。)

W:Well, in that case, I am willing to continue using your service.

(那这样的话,我们很愿意继续用你们的服务。)

业务句型解说

❶与上个单元的why is that?不同,本单元的May I ask why?真的是在询问买主的理由。有些人说话直,特别是讲外语的时候,很容易就大声说Why?(为什么?)在买卖的场合,这是很莽撞无礼的,切记要用May I ask why?(我可以问原因吗?)语气要很客气。

❷We understand where you are coming from.是一句特别好用的销售英语。买主听在耳中一定像是听见圣诞铃声一般悦耳。它直译是“我知道您从那里来。”但说话者的含意是“您的立场我完全明白!”,看,多体贴的一句话!销售英语的奥妙就是如此。

业务应用会话(Practice, Listen&Repeat)

⊙必须请示主管:

M:I can't afford to use your service.

(对于采用你们的服务,我们实在无法负担。)

W:Let me call my supervisor and see if we can make you a deal.

(那,让我打电话给我的主管,看看我们是不是可以对您提供优惠。)

⊙有人低价竞争:

M:Someone offers a better deal.

(有人提供更好的条件。)

The monthly payment will be much lower.

(每月的付款金额比你们的低很多。)

W:If you will allow me to figure your current monthly bill, I can compare our cost to theirs.

(您愿意的话,请让我算算你们目前每个月所付的金额,然后我可以把我们的价格跟他们的做个比较。)

⊙折中价格的说法:

W:I am willing to come down a little.

(我愿意把价格降低一点。)

But that means you take the product"as is"with no w arranties.(保证)

(不过这样的话,您买的产品就不包括产品售后保证。)

M:That's fine.

(没有问题。)

Cost is what is the most important thing to me.

(我最主要考虑的是价钱问题。)