Don’t Take No for an Answer
497C0091 李麗卉
497C0087 戴乃崢
497C0076 李艷瑩
497C0086 鄭如婷
497J2057 胡家瀞
495C0135 洪慈含
 deal with：處理
David: Good morning, everyone. Today’s seminar will conclude
our series with an open discussion on sales objections
and how to deal with them.
Betty: All right. Let’s get a few questions going to start the
conversation. Hansen.
Hansen: First, thanks for the seminar, David. It’s been very
helpful.
 warhorse：(n.)戰馬、老手、老將
David: My pleasure. It’s great to see so many bright, young
executives listening to an old warhorse.
Hansen: My question is about how to overcome obstacles to
additional and sales.
David: Oh, you mean “Let me think about it, ” or “I’ll back to you,”
or ”it’s not in the budget”－ those types of objections.
Hansen: That’s right. Sometimes my clients resist the full range of
exposure that complements our primary strategy.
When I ask them what they want…
complement：(v.)與…相配、補足、補充
David: Sorry to interrupt there, Hansen, but to begin
with, we need to avoid asking.
Hansen: I’m sorry, I don’t follow you.
pass out：分發
David: Let’s look at the manual I passed out last Tuesday, top of
page ten. Could you read that for us, Hansen?
Hansen: Just a moment. Yes. “A yes or no question will, seventyfive percent of the time, elicit a ‘no’ response.”
elicit：(v.)引出、誘出
David: That’s right. We need to tell our clients what’s needed to
profit from our ad campaigns.
Grant: sorry to butt in, David, but I think this is an important point.
We have to remember we are the ad experts, not our client.
butt in：插話
Betty: And if I may add, our team should never walk into a meeting
without having anticipated all possible objections beforehand.
beforehand：(adv.)預先地、事先地
David: You took the words right of my mouth. Let’s look at how to
answer some of the most common objection.
Betty: Well, I think that went over pretty well, don’t you?
Gant: Yeah, I do. It gave me a better sense of the frustrations
some of the team are having.
frustration：(n.)挫折、挫敗
David: I just hope they take the time to read the manual. I put all I
know into that having.
Betty: Well, you’ll have a chance to put that experience to use this
afternoon.
David: Why? What’s the matter?
Grant: It’s the people from Dorian Fey facial cream again. I told
Hansen he shouldn’t have…
Betty: Sorry to cut you off, Grant, but let’s not play the blame
game here.
cut(someone)off：(ph.)打斷(某人)談話
Grant: You’re right, sorry. Anyway, they’re talking about cutting
back on the ad campaign we’re running for them.
cut back：減少
David: Cutting back? But the Internet ads, promotions, and
television spots we’ve done for them have been a huge success.
 (someone be) of the mind：(某人)認為
Grant: That’s the problem. They’re of the mind they don’t require
such a comprehensive strategy now.
oversee：(v.)監督、管理
comprehensive：(a.)全面的、綜合的
David: What? I oversaw that deal. I had Hansen put together the
bare minimum needed to establish niche based on…
bare minimum：(ph.)最基本、最基礎
niche：(n.)利基、特定、特殊的市場
Betty: let’s hold our horses for a moment, David. You don’t need
to convince me.
Hold (one’s) horses：別急、等一等
Grant: Betty and I think you’d be better suited to convince them
otherwise.
Betty: And I want you to take Hansen along with you.
give (something) (one’s) best shot：費力一搏、盡力一試
David: I’ll give it my best shot, Betty. Dorian Fey’s always been
a tough customer.
tough：(a.)頑固的
Betty: You have my complete trust, David. Take care of it.
Hansen: So, it’s the television ads that you’re reconsidering.
John: We’re just of the opinion that we should concentrate on
efficiency at this stage. We also believe…
David: Well, let me get you to hold your thought there for a
moment, John. I’d like to discuss your first point if I may.
redundancy(n.)重複、重要性
John: Sure. Simply but, marketing sees a great deal of
redundancy in our television-media efforts.
David: Now, your Web site has seen an eighty-five percent
increase in the amount of hits received since our campaign began.
John: Which is exactly why we’d like to concentrate our efforts
there as opposed to television.
as opposed to (something/someone) 相較於、和…相對
David: Well, let me examine that point if I may. The most popular
page on your Web site is the “Watch-Your-Skin-Age” tool.
John: Exactly. People upload their pictures and watch the
program show how their faces age. They love it.
Hansen: Mr. Williams, I’d like to point out that all components of the
campaign are closely linked to drive sales.
expand on：詳述
David: And if I may expand on what Hansen is sating, it’s the television
ads that are driving nearly two-thirds of your new clients to your Web
site for orders.
hinder(v.)妨礙、阻礙
Hansen: Removing that component would greatly hinder our efforts to
keep you relevant in a tough market.
John: I see what you’re saying.
 (be) on the same page 立場、看法一致
David: Good, we’re on the same page. Now, let’s look at
some other options available to us in our television campaign.