Business English · B1–B2
The Sales Meeting
1
Warm Up
Read the questions below and discuss them in pairs.
- 1What attracts customers to your product or service rather than to your competitor?
- 2Do you participate in many meetings at your company?
- 3How can people ensure everyone feels included and engaged in sales meetings?
- 4How can you tell if a meeting was successful?
- 5How can feedback from participants help improve future sales meetings?
- 6What follow-up actions can people take after meetings to ensure tasks are completed as planned?
2
Unique Selling Points (USPs)
Part A: Tap a word to select it (it turns yellow ✦), then tap a category row to place it. Words can belong to more than one category — placed words turn green but stay available. Tap ✕ to remove a word from a category.
Now tap a category row to place: “”
Tap a word to select it
a) maintenance and servicing
b) reliable
c) option to pay in instalments
d) convenient
e) guarantee
f) value for money
g) cost-effective
h) able to meet customers’ needs
i) 24-hour technical support
j) quality control procedures
k) durable
l) central
m) well-established
n) a multinational brand
| Category | ← tap here after selecting a word |
|---|---|
| 1. Price | empty — tap to place |
| 2. Customer Service | empty — tap to place |
| 3. Quality | empty — tap to place |
| 4. Flexibility | empty — tap to place |
| 5. Location | empty — tap to place |
| 6. Credibility | empty — tap to place |
Part B: Complete the sales pitch. Choose from the words below.
Choose from
24-hour technical support
able to meet the customer’s needs
convenient
cost-effective
durable
guarantee
option to pay in instalments
well-established
- 1.Our service is extremely . You will save a lot of time and money.
- 2.We are a company with a long tradition of success.
- 3.Help is always at hand — we offer .
- 4.We offer a 2-year for your peace of mind.
- 5.Our product is very — you can use it for up to 5 years without replacement.
- 6.You don’t have to pay for everything at once — we offer you the .
- 7.Our location is very . You won’t need to travel too far.
- 8.If you have any particular requirements, don’t worry — we are .
3
Successful Selling
Part A: Complete the rules for making a good sales pitch.
Word Bank
attentionincentive
needsobjections
solutiontestimonies
touch
- 1.Get the of your prospect with a good opening statement.
- 2.Listen carefully to your prospect’s .
- 3.Demonstrate that you have a .
- 4.Give from other customers.
- 5.Listen to and answer the that your prospect raises.
- 6.Provide an to take action.
- 7.Stay in with your customer after the sale.
Part B: Which rule (1–7) does each sentence relate to?
- a.“Yes, you are right. It’s true that we cannot compete with our competitor’s prices, but what we can offer is quality customer service.”
- b.“I’m looking for a reliable supplier. Our last supplier went bankrupt.”
- c.“Well, in that case, we are the right company for you. We have been operating in the market for over 10 years and we are trusted by over 20 large retailers.”
- d.“Take a look at the references of some of our main customers.”
- e.“We offer the largest range of stationery products on the market.”
- f.“Since you are a first-time customer, I’d like to give you a 10% discount if you buy today.”
- g.“Are you pleased with your first order? Thank you again for your business.”
4
Role Play
Practise a sales meeting with your partner. Change roles when you have finished.
Student A
Choose a product or service that you offer. Student B is your potential customer. Prepare for the sales meeting — your opening statement, your unique selling points, answers to possible objections, etc.
Student B
You are interested in Student A’s product or service. Prepare questions that you need to ask, as well as your needs and possible objections that you may raise.