Addressing Objections and Concerns

处理异议和担忧

One party raises objections or concerns regarding the proposal (e.g., quality, delivery, support), and the other party responds with reassurances or alternative solutions.

一方提出对提案的异议或担忧（例如，质量、交付、支持），另一方则通过保证或替代解决方案作出回应。

对话

聆听并跟进对话

Client Representative (Female)

Thank you for the detailed proposal. We appreciate the effort. However, we have some reservations regarding the proposed delivery timeline, especially for the initial rollout phase. Three months seems a bit optimistic given the complexity.

感谢您提交的详细提案。我们很欣赏您的努力。然而，我们对提议的交付时间表，特别是初始推出阶段，有一些保留意见。考虑到其复杂性，三个月似乎有些过于乐观了。

Sales Manager (Male)

I understand your concern, and it's a valid point. We've certainly factored in the intricacies of the integration. Could you elaborate on what specific aspects of the complexity are giving you pause?

我理解您的担忧，这是一个合理的观点。我们确实考虑了集成的复杂性。您能详细说明是哪些方面的复杂性让您犹豫不决吗？

Client Representative (Female)

Mainly the data migration from our legacy systems and the extensive customization we’ll require for our internal workflows. We've had issues with similar transitions in the past, and we want to ensure a smooth, disruption-free go-live.

主要是从我们旧系统的数据迁移，以及我们内部工作流程所需的广泛定制。我们过去在类似过渡时期出现过问题，我们希望确保顺利、不中断地投入使用。

Sales Manager (Male)

That's perfectly understandable. We have a dedicated team specializing in legacy system data migration, and for customization, our agile development approach allows for significant flexibility. To alleviate your concerns, we could propose incorporating an additional two-week buffer for data validation and user acceptance testing, pushing the initial rollout to 3.5 months.

这完全可以理解。我们有一支专门的团队负责遗留系统数据迁移，而对于定制，我们的敏捷开发方法允许很大的灵活性。为了消除您的担忧，我们可以提议增加两周的缓冲时间用于数据验证和用户验收测试，将首次推出时间推迟到3.5个月。

Client Representative (Female)

An extra two weeks for validation and UAT would definitely be a step in the right direction. What about ongoing support after the initial rollout? Will there be dedicated support personnel assigned, or is it a general support queue?

额外的两周验证和用户验收测试肯定会是正确的方向。那么初始推出后的持续支持呢？会有专职的支持人员吗？还是说会进入一个一般的支持队列？

Sales Manager (Male)

Excellent question. For the first six months post-launch, we assign a dedicated account manager and a technical support specialist to your team. This ensures priority handling and a deep understanding of your specific setup. After that, it transitions to our premium support tier, which still guarantees accelerated response times.

问得好。在推出后的前六个月，我们会为您的团队指派一名专属客户经理和一名技术支持专家。这确保了优先处理并深入了解您的具体设置。之后，它将转为我们的高级支持层，这仍然保证了快速响应时间。

Client Representative (Female)

Okay, that's much more reassuring. The dedicated support in the initial phase is crucial for us. Let's revisit the pricing structure with these adjustments. Does the extended timeline and dedicated support affect the quoted cost?

好的，那让人安心多了。初始阶段的专属支持对我们至关重要。我们根据这些调整再来讨论一下价格结构。延长的时间和专属支持会影响报价成本吗？

Sales Manager (Male)

The dedicated support for six months is already factored into our premium package, so there is no additional cost there. The two-week timeline adjustment also doesn't impact the overall project cost. We're committed to ensuring your satisfaction and a successful implementation.

六个月的专属支持已经纳入我们的高级套餐，所以这方面没有额外费用。两周时间调整也不会影响项目总成本。我们致力于确保您的满意度并成功实施。

词汇

对话中的必备词汇和短语

reservations

Doubts or concerns about something; in business, it means hesitation about a proposal. Use it politely to express worries without rejecting outright.

对某事的疑虑或担忧；在商业中，指对提案的犹豫。礼貌地用来表达担忧，而不直接拒绝。

optimistic

Expecting a positive outcome, but here it means unrealistically hopeful. In negotiations, say something is 'optimistic' to suggest it's too ambitious.

期待积极的结果，但在这里意味着不切实际的希望。在谈判中，说某事是‘乐观的’来暗示它太雄心勃勃。

elaborate

To explain something in more detail. In discussions, ask someone to 'elaborate' to get clearer information and show you're listening.

更详细地解释某事。在讨论中，向某人要求“阐述”以获取更清晰的信息，并显示你在倾听。

legacy systems

Old computer systems or software still in use. Common in IT business talks when discussing upgrades or migrations.

仍在使用的旧计算机系统或软件。在讨论升级或迁移时，IT业务谈话中常见。

data migration

The process of moving data from one system to another. It's a key term in tech projects to ensure data isn't lost during changes.

将数据从一个系统移动到另一个系统的过程。这是技术项目中的关键术语，用于确保在变更过程中数据不会丢失。

customization

Modifying a product or service to fit specific needs. In sales, offer 'customization' to address client requirements and build trust.

修改产品或服务以适应特定需求。在销售中，提供“定制化”来满足客户要求并建立信任。

buffer

Extra time or resources as a safety margin. In project planning, propose a 'buffer' to handle unexpected delays and reassure clients.

作为安全余量的额外时间或资源。在项目规划中，建议使用‘缓冲’来处理意外延误并安抚客户。

dedicated

Assigned specifically to one task or client, not shared. Use 'dedicated support' in business to emphasize personalized service.

专门分配给一个任务或客户，不共享。在业务中使用 'dedicated support' 来强调个性化服务。

premium

High-quality or top-level service. In contracts, 'premium support' means better service for a possibly higher price.

高质量或顶级服务。在合同中，“premium support”意味着可能更高价格的更好服务。

factored into

Included or considered in a calculation or plan. Say something is 'factored into' the price to explain no extra costs.

包含或考虑在计算或计划中。说某物已 'factored into' 价格，以解释没有额外费用。

关键句型

需要记住和练习的重要短语

We have some reservations regarding the proposed delivery timeline.

This sentence politely expresses concerns about a plan. It's useful in negotiations to raise issues without being confrontational. Note the use of 'regarding' for 'about' and 'proposed' to refer to a suggestion.

这个句子礼貌地表达了对计划的担忧。它在谈判中很有用，可以在不引起对抗的情况下提出问题。请注意使用 'regarding' 表示 'about'，以及 'proposed' 指代一个建议。

I understand your concern, and it's a valid point.

A reassuring response that acknowledges the other's worry. Great for building rapport; 'valid point' shows respect. Use it to start addressing objections positively.

一个安慰性的回应，承认对方的担忧。非常适合建立融洽关系；'valid point' 显示尊重。使用它来积极开始处理异议。

Could you elaborate on what specific aspects are giving you pause?

This asks for more details on concerns. 'Giving you pause' is an idiom meaning causing hesitation. It's professional for clarifying issues in business talks.

这是在询问更多关于担忧的细节。'Giving you pause' 是一个习语，意思是引起犹豫。它在商业对话中用于澄清问题时很专业。

To alleviate your concerns, we could propose incorporating an additional two-week buffer.

Offers a solution to ease worries. 'Alleviate' means to reduce; 'incorporating' suggests adding to the plan. Useful for suggesting compromises in negotiations.

提供缓解担忧的解决方案。“Alleviate”意为减轻；“incorporating”暗示添加到计划中。在谈判中建议妥协时很有用。

An extra two weeks for validation and UAT would definitely be a step in the right direction.

Shows partial agreement and positivity. 'Step in the right direction' is an idiom for progress. Use it to encourage further discussion without full commitment.

显示部分同意和积极性。“朝着正确方向迈出的一步”是表示进步的习语。使用它来鼓励进一步讨论，而不完全承诺。

For the first six months post-launch, we assign a dedicated account manager.

Describes support details clearly. 'Post-launch' means after starting; it's reassuring in contracts. The structure uses time periods to outline commitments.

清晰描述支持细节。'Post-launch' 意为启动后；在合同中让人放心。结构使用时间段来概述承诺。

The dedicated support for six months is already factored into our premium package.

Explains no extra cost. 'Factored into' means included; useful for pricing discussions to maintain value perception. Simple past passive for facts.

解释没有额外成本。'Factored into' 意思是包括在内；在定价讨论中有助于维持价值感知。简单过去被动语态用于事实。

We're committed to ensuring your satisfaction and a successful implementation.

A closing reassurance emphasizing dedication. 'Committed to' shows promise; use at the end of negotiations to build trust and end positively.

强调奉献的结束保证。'致力于'显示承诺；在谈判结束时使用，以建立信任并以积极方式结束。