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#56 电话销售实战 Cold Call Solar offer 家用太阳能系统 02
销售员 Jeffrey 向客户电话推销家用太阳能系统。
第 56 集2026年9月11日145 条字幕
美式Sales 销售实战初级Phone Sales 电话销售销售
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共 145 条
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is this a bad time no
现在不方便吗？方便的。
00:03 - 00:05
OK I was curious if you could help
好的，我想看看你能不能帮我个小忙
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me out for just a moment we were
占用你一点时间，我们这边
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we wanted to see if you'd be open to taking
想看看你愿不愿意
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a look at some new state incentives
了解一下一些新的州政府激励政策
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they're meant to help out with like the like
这些政策是为了帮助
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the cost of living for a lot of homeowners
很多房主减轻生活成本负担
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is that something you'd be open to to taking a look at
你愿意花点时间看看这个吗？
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no OK
不愿意 好吧。
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I guess you probably have a reason for saying that
我想你这么说肯定有你的理由
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right
对吧？
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well like why would I what would I need it for
呃，我为什么要看这个？我需要它干嘛？
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well they're meant to give you a refund
这些政策可以给你退款
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on your like your property tax
就是退你的房产税
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depending on where you live
看你住在哪个州
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you get an income tax refund
你还能拿到所得税退税
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they want to help homeowners
政府想帮助房主
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kind of transition away from
逐步摆脱
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from the way that they've been
他们一直以来
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buying like their electricity
购买电力的方式
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so you get a discount on like your monthly power bill
这样你每月的电费就能享受折扣
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unless you're like 100% satisfied with
除非你对现在每月交的电费
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how much you're paying every month
百分之百满意
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are you like pretty satisfied with how much it is or
你对现在的电费金额还挺满意的，是吗？
01:06 - 01:07
yeah so far yeah
是啊，目前为止挺满意的
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I mean I know I changed once before
我是说我知道我以前换过一次
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but I mean I'm pretty set on where I'm at
但我对现在的状态挺满意的，不想再换了
01:12 - 01:13
OK and it
好的，而且
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yeah it was tough doing the change too
是啊，上次换供应商也很折腾
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so I don't want to do all that again
所以我不想再折腾一遍了
01:17 - 01:18
well you're with
那你现在是跟哪家
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yeah so the
对，就是那家
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so do you kind of know
那你知道
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and I this is different than
而且这跟
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than what you've done before
你以前做过的不同
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but do you kind of know where you get your power from
但你知道你家的电是从哪儿来的吗？
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that's that's really what these state incentives are
这些州激励政策真正想做的
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trying to trying to cut out
就是帮大家省掉中间环节
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do you know where your electricity
你知道你的电
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I think I think I'm getting it from
我想我想我是从
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before used to be
以前那家用的
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I don't know what happened with that
我不知道后来怎么回事
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right well well I'm saying
好吧好吧，我是说
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do you know where it your electricity originates from
你知道你的电是从哪儿发出来的吗？
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no I don't so it's a hydroelectric plant
不知道。你家的电来自一个水力发电厂。
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they all do like the the delivery
电力公司负责把电输送到你家
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so your cost of electricity right now is
所以你现在的电费
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it's kind of been going up a lot and it's
已经涨了很多，而且
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going to continue to keep going up
还会继续涨
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so what the state wants to do is make it easier for
所以政府想做的就是让
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homeowners to transition to a cleaner cheaper energy
房主更容易转向更清洁、更便宜的能源
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and they're willing to give them a discount to do it
而且他们愿意为此提供折扣来鼓励大家转换
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so my last customer she she didn't spend anything
我上一个客户她一分钱没花
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she was spending like 440 bucks a month on her power bill
她之前每月电费大概要440美元左右
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she got 23,000 dollars from a tax
她拿到了23,000美元的
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abatement on her property tax
房产税减免
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she doesn't have to pay property taxes for like four years
所以她好几年不用交房产税了
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she got 5 thousand dollar income tax credit
她还拿到了5,000美元的所得税抵免
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she's saving about 1000 dollars a month on her power bill
而且她每月电费还能省下大约100美元
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she didn't like
她不需要
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she shouldn't have to do anything
她不需要做任何事
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she shouldn't have to buy anything
也不需要买任何东西
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you just can't be against the idea of getting
你只需要不排斥现在用电的方式
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like your electricity the way you get it now
就行
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except getting it from solar
只不过换成太阳能
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so nothing changes except your electricity comes
所以除了你家的电
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from solar instead of where you're getting it now
从太阳能来而不是从原来的供应商来，其他什么都没变
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you get a discount on your power bill
你的电费还能打折
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that's pretty significant
这折扣力度相当大
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X they charge you about 39 cents a kilowatt
X公司每千瓦收你大约39美分
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which I don't know if that means
我不知道这对你来说有没有概念
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anything to you but think about the number 39
但你记住39这个数字就行
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you're buying your electricity from solar at ¢26 is
你用太阳能的话每千瓦最高也就26美分
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the highest it goes so you're saving automatically
所以你自动就省钱了
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that is that something kind of like you'd be totally
那你会完全
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against at least taking a look at the numbers on
拒绝至少看看这些数字吗？
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well is this like the solar panels
这是像太阳能电池板
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that you putting on the houses exactly
装到屋顶上那种吗？对
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yeah have you like kind of seen those
对，你见过那种东西吗
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or do you know anything about how that works
或者你知道那是怎么运作的吗？
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so I do um there's somebody on the block that
我见过，嗯，我们街区有户人家
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got some on on their house on the corner
在拐角那栋房子的屋顶上装了一些
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yeah um somebody was talking to me about it
对，嗯，有人跟我聊过这个
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the only thing is is that something
唯一的问题是
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that if um we were interested in
如果我们感兴趣的话
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it's something that I need my
我需要让我
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husband to talk to you about 100% 100%
丈夫跟你谈，对吧？对，完全正确。
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most people this is kind of a new thing
对大多数人来说这是个新事物
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a few people in your area have it
你们那片有几户人家装了
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but kind of what makes our job difficult
但正是这让我们的工作变得困难
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and why we have to call is
也是为什么我们得打电话的原因
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in most states that I work in
在我工作的大多数州
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they have slanted roofs
人们的屋顶是斜的
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you guys have flat roofs
你们这里是平屋顶
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so that means if all of your neighbors have solar
这意味着如果你所有邻居都装了太阳能
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you're not gonna know
你也看不出来
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you know what I mean right
你懂我意思吧？
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the person I see they have a slanted roof
我看到的人家是斜屋顶
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my roof is flat
我家是平屋顶
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so no one's gonna know I would have them exactly
所以没人会知道我家也装了太阳能
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so it's like it makes our job difficult
所以这让我们的工作很难做
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to hey all your neighbors have solar and
比如跟你说"你邻居都装了太阳能"
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it's like well I've never seen them
对方就会说"我从没见过啊"
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no no my neighbor on the corner has it
不不，我街角的邻居装了
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but they have slanted roof right
但他们家是斜屋顶，对吧？
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so the only thing that I'm proposing
所以我唯一的提议是
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is if you think it's appropriate
如果你觉得合适的话
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I will build a system on my software
我在软件上给你做一个方案
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I'll see how much you qualify for
看看你能申请到多少优惠
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how much electricity I can produce for you
我能为你发多少电
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how much tax incentives you're gonna get
以及你能拿到多少税收激励
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I think worst worst case scenario
我想最坏的情况下
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my last customer he got
我上一个客户他拿到了
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thirteen thousand dollars on his property tax
13,000美元的房产税减免
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and 5 thousand dollar income tax credit
和5,000美元的所得税抵免
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and their bills lower
而且他们的电费更低了
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you know if you like the numbers and you qualify
你知道，如果你喜欢这些数字而且符合条件
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like if everything checks out
如果一切都合适的话
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you don't spend any money
你不用花一分钱
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there's no money out of pocket no nothing
不用自掏腰包，什么都不用付
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you're just gonna have a cheaper bill for your electricity
你只需要享受更便宜的电费
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and you'll get all the other benefits as well
你还能拿到所有其他的好处
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that's it
就这样
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now if we decide in a couple years down the line
如果我们几年后决定
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my husband should be out for retirement a couple years
我丈夫再过几年就该退休了
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that that like what happens then
那到时候会怎样？
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like in other words
换句话说
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it aren't we kind of like
我们是不是
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what do you mean
什么意思？
05:25 - 05:27
buying them or renting them like the solar panels
是在买或者租那些太阳能板吗？
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like aren't we have don't have we
我们是不是
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have to pay something into them don't we
得往里投钱？不是吗？
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see if we can help you out
看看我们能不能帮上忙
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and then um it was nice talking to you
很高兴跟你聊天
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we can we can chit chat tomorrow
我们明天再聊
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OK sounds good
好，听起来不错
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have a good one bye
祝你愉快，再见
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OK you too
好的，你也是
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what was your name I forgot Jeffrey
你叫什么名字来着？我忘了。Jeffrey。
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oh Jeffrey yes when you
哦Jeffrey，对，你
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my name so it's pretty easy to remember
我的名字很好记
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oh OK bye
哦好的，再见
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have a good one
祝你愉快
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OK bye
好的，拜拜
05:48 - 05:49
have a good one bye
祝你愉快，再见
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销售员 Jeffrey 试图向客户推销家用太阳能系统。
销售员以"州政府新的激励政策"为切入点，向房主介绍安装太阳能板可以获得的房产税减免、所得税抵免和电费折扣；房主多次以"目前挺满意的""不想再折腾"为由拒绝.
销售员则通过追问理由、讲上一个客户的数字案例、把决策成本降到"零花费"等方式持续推进，最后争取到"先出个方案、明天再聊"的约定。整段对话完整呈现了电话销售从开场到收尾的全过程，也完整呈现了客户从拒绝到松动的话术拉锯。
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