How to say it

In this section, you’ll find a collection of the phrases and expressions used in the extracts on the previous pages (pp. 6–11). The numbers (1–13) after each of the phrases refer to the extract it was taken from.

Introducing yourself

Hi, I’m Terry May from Sanhealth. [3]

Nice to meet you. [3]

Building rapport

Thanks for agreeing to meet me today. [3]

Would you mind if I asked you a few questions to get started? [4]

How long have you had the business? [4]

How’s business right now? [4]

It was a pleasure talking to you yesterday. [13]

Discovering problems

Could you be more specific? [4]

Can you tell me more about that? [4] What’s your biggest issue? [5]

Can you give me an example? [5] How satisfied are you with…? [7] Please let us know… [13]

Finding out about needs

Why is that important to you? [5] Why is it a priority today? [5] What’s your timeline for implementation? [12]

Identifying issues that need solving

Do you think your current system has led to this situation? [6]

How often does it take…? [6]

Does that mean you have to…? [6] Is there any way you think this could be improved? [6]

Would it help if…? [7]

How would an integrated purchasing system help you to save time and money? [7]

Would it be useful to…? [8]

Talking about your solutions

Our program is designed specifically to... [2]

I’d like to talk about why... [9]

Our solution can provide... [9] We can guarantee... [10]

If you don’t sell any items within a month, you can return them at our expense. [10]

Summarizing pain points

You say you need to... [5]

You also mentioned stronger competition. [8]

What you would like to see is a reduction in costs, correct? [9]

And, from what you said earlier, you would be interested in... [9]

Highlighting benefits

We’ve seen how the new system could... [11]

Talking about price and budgets

How much of a price reduction can we offer on the new portfolio? [1] How about if we offered a significant trade discount? [8]

Let me show you some figures. [9] We have a special introductory offer. [10]

Checking for reactions

How does that sound? [9]

Is there anything you would like to learn more about? [10]

Would you agree? [11]

Would that be worth doing for you? [11]

Are you happy with that? [12]

Suggesting actions

If they meet our revenue targets, we can go as high as 30 per cent. [1] If preferred, we can arrange a free trial. [2]

We could arrange for a free trial. [11] If you prefer, we could... [12]

Confirming actions

I’ll set up a free trial next week. [12] I’m pleased to confirm that… [13] I will call you tomorrow to arrange an appointment at your convenience. [13]

Ending positively

You’ve made a good decision. [12] Feel free to contact me at any time if you require any further information. [13]

We look forward to working with you. [13]