Business English para Dummies by Varios autores Page B

grumble, grouse, moan, or lament about
    a lack of: an absence of, a deficiency in, a shortage of, a scarcity of
    prerequisite: requirement, necessity, precondition
    to consist of: to be made up of, to be formed of, to comprise, to contain, to include
    security need: requirement, demand, or wish for safekeeping
    to approach: to deal with, to tackle, to handle, to set about
    to be covered against something: to be insured against, provided for, or protected against something
    to entail: to involve, to require, to call for, to necessitate
    frame: condition, state, situation, circumstance
    to envision: to imagine, to picture, to visualise, to envisage
    to attach great importance to something: to think or consider something to be essential
    to raise someone’s anticipation: to boost someone’s joyful expectancy
    to be an integral part: to be a basic, fundamental, or essential element
    to be responsible for: to be in charge of, accountable for, or in control of
    to take advantage of something: to profit from, cash in on, or make the most of something
    to attend: to be present at, to go to, to visit, to turn up at
    structurally completed home: bare brickwork house, building shell
    to be proud of something: to be pleased with, happy about, appreciative of, or satisfied with something
    referral: recommendation, reference, good word
    to check out: to look into, to take a look at, to examine, to research
    to nudge someone onto something: to gently push or urge someone onto something
    to haggle the price down: to bargain or negotiate for lowering the cost by
    to re-examine: to reconsider, to reassess, to re-evaluate, to check again

Capítulo 4
    . . . . . . . . . . . .
    Atender al cliente y tratar con él
    . . . . . . . . . . . .
    En este capítulo
    • Saber qué quieren los clientes
    • Cómo ganarte su confianza
    • Mantener los clientes
    • No perder el contacto con los clientes
    . . . . . . . . . . . .
    Primero está el vendedor, luego el producto o el servicio que se ofrece y, finalmente, la persona a quien se destina dicho producto o servicio: el cliente, tercer gran pilar de todo negocio.
    De entrada, el cliente no es sino un ente abstracto que se materializará, a lo largo de nuestra carrera como vendedores, en infinidad de personalidades diferentes: el cliente serio, el desenfadado, el inseguro, el puntilloso y un largo etcétera imposible de enumerar.
    En este capítulo aprenderás, entre otras muchas cosas, a tratar con todos esos clientes potenciales, a saber qué quieren y cómo debes tratarlos, y también a aprovechar sus reclamaciones y sus ideas en beneficio de tu empresa. Y recuerda esta máxima: El cliente siempre tiene la razón. Aunque eso no signifique que sea imposible hacerle cambiar de idea...
    Find out what prospective customers want
    “Send me something in writing” can be a potential customer’s legitimate request, or a stall to get rid of you. Try this response, “I will. What specifically would you like to see?” This can be a major door-opener, will help determine if the prospect is sincere , and give you an idea of his interest level. If he can’t describe what he is looking for, it is apparent he doesn’t have a desire to see anything. If he mentions specifics, you might be able to answer his request by phone. Either way , you have a better idea of where you stand with him.
    Palabras para recordar
    a stall: delaying tactics, a pretext
    to get rid of someone: to free or unburden oneself of someone
    major: important, great, weighty, prime
    sincere: honest, straightforward, plain-dealing, not deceitful
    apparent: obvious, clear, evident, plain, discernible
    to mention: to talk about, to bring up, to call attention to, to point out
    either way: one way or another, whichever way you look at it, somehow or other

    Being present without pressuring
    Salespeople who put their customers under pressure and push them to make the buying decision, attain only short-term success, if any at all. It’s much