BEP 332 – Business Development 3: Following Up with Prospects

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Sales English - BEP 332 Business Development 3: Following up with Customers
Welcome back to Business English Pod for today’s lesson on following up with prospects.

English for Business development is all about the art of conversation. A smile, some chit chat, and a few good questions should be able to tell you if someone’s worth following up with. And when you do follow up, you’ll need to take your English conversation skills to next level.

When you’re following up with a prospect, you’ll likely start off with some English small talk. But pretty soon you’ll have to steer the conversation toward business. More specifically, you might ask leading questions to get the prospect to talk about their challenges. From there, you can set up solutions, and connect these solutions to their goals. If they have doubts along the way, you’ll need to address them. And if you’re successful, you should be able to arrange a follow-up meeting.

In today’s dialog, we’ll hear Nick, who works in business development for an HR consulting company. He is talking on the phone with Andria, the HR manager for a manufacturing company. Nick met Andria at a conference, and now he’s trying to find out more about Andria’s potential as a customer.

Listening Questions

1. What does Nick say he wants to understand about HR departments?
2. What does Nick say engagement surveys can help with?
3. What doubts does Nick ask Andria to explain in more detail?

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