An upper intermediate business English course Listening & Speaking Mo Qunli (Diana) Ningbo University of Technology

Pre- work: Preview Lesson 6 Persuasion

． Shopping ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ Discuss these with your partner, please. 1. What plays an important role in your purchasing decision? 2. What role did advertising, salesperson play in your last decision? 3.When was the last time that you were persuaded to buy something that you didn’t really want? Tell the story.

． Shopping ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ ~ 1. What plays an important role in your purchasing decision? 2. What role did advertising, salesperson play in your last decision? 3.When was the last time that you were persuaded to buy something that you didn’t really want? Tell the story.

Watch several minutes of a film & Let’s see how to persuade the others Buying something & whether it’s easy or not.

buying a car 1. Read Buying a car on P 58 Selling. & see whether the salesperson was successful or not . Why? 2.Listen to No.2 & Find out the differences between the salesperson in 1 and 2.

The differences between the salesperson in 1 and 2. 1. greeting or not 2 refuse or invite to see the car 3.how far is the Mahopac

P58-59 Overcoming objections. how to overcome the objections? Practice three situations with your partner ( customer & salesperson) Then listen and compare with yours. Please write down the sentences that you think are much better than yours.

1. I quite understand… …go away for a cup of coffee… 2. You don’t have to make a firm decision now… 3.But don’t you think it’s worth a little bit extra to get the kind of TV that you want?... 4. You don’t buy one every day 5.There could be some flexibility here…

Ideas: Situation 1: It gives the buyers a chance to make a decision right after the sales pitch, while the benefits are still clear in their minds. It gives the impression that the saleswoman is not placing them under a lot of pressure. Situation 2: The idea of a free trial period is often used to sell computer games, memebership of a club, health and fitness equipment and many other things. Situation 3: He turns a “no” into a “maybe”__ so opening up the possibility of making a sale. He will almost certainly have to drop the initial asking price for the TV.

To practice: (Using the ideas & sentences on three situations above) 1. Please try to sell one of the things around you to your partner. Please think about selling which thing around you & how to persuade the others to buy. Then try 2. Please walk around the classroom and try to sell it to more of your classmates.