The 37 Magic Selling Questions - Malaysian Airports Concessionaires Converence 2013
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Closing general session keynote presented by Orvel Ray Wilson, CSP for the Malaysian Airport Holdings Berhad annual Concessionaires Conference, September 12, 2013, at the Sama-Sama Hotel in Kuala Lumpur.
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The 37 Magic Selling Questions - Malaysian Airports Concessionaires Converence 2013
- 1. Orvel Ray Wilson, CSP
- 2. Orvel Ray Wilson, CSP The 37 Magic Selling Questions Orvel RayWilson, CSP Sr. Partner The Guerrilla Group, inc.
- 3. Orvel Ray Wilson, CSP The Aladdin Factor
- 4. Orvel Ray Wilson, CSP • Why Ask Questions? – It forces you to focus – It flatters the customer – You’ll pick up their Buying Strategy and their Criteria Words – You’ll hear buying signals you’d otherwise miss.
- 5. Orvel Ray Wilson, CSP • Why Salespeople Don’t Ask Questions? – They’re afraid the customer will say “no” – They’re afraid the customer will feel pressed or pressured. – They’ve never been taught how.
- 6. Orvel Ray Wilson, CSP “Is anyone sitting here?”
- 7. Orvel Ray Wilson, CSP • Asking the Wrong Questions
- 8. Orvel Ray Wilson, CSP • One question you should never ask: “May I help you?”
- 9. Orvel Ray Wilson, CSP • One Very Important Question: – “What time is your flight?”
- 10. Orvel Ray Wilson, CSP • Questions to soothe an upset Customer: – “Want could we do to make this right?” – “If you were in my position, what would you do?” – “How might we avoid this problem in the future?”
- 11. Orvel Ray Wilson, CSP • 5 Fundamental Questions, & one to avoid: – Who? – What? – When? – Where? – How? – Avoid asking “Why?”
- 12. Orvel Ray Wilson, CSP • Vocal Mirroring – “I’m looking for a gift for my daughter.” “What sort of gift do you think your daughter would enjoy?”
- 13. Orvel Ray Wilson, CSP • The 37 magic selling questions
- 14. Orvel Ray Wilson, CSP
- 15. Orvel Ray Wilson, CSP 1. What is your main objective?
- 16. Orvel Ray Wilson, CSP 2. How do you plan to achieve that goal?
- 17. Orvel Ray Wilson, CSP 3. What is the biggest problem you currently face? 4. What other problems do you experience?
- 18. Orvel Ray Wilson, CSP 5. What are you doing currently to deal with this? 6. What is your strategy for the future?
- 19. Orvel Ray Wilson, CSP 7. What other ideas do you have?
- 20. Orvel Ray Wilson, CSP 8. What role do others play in creating this situation? 9. Who else is affected?
- 21. Orvel Ray Wilson, CSP 10. What are you using now? 11. What do you like most about it? 12. What do you like least about it?
- 22. Orvel Ray Wilson, CSP 13. If you could have things any way you wanted, what would you change?
- 23. Orvel Ray Wilson, CSP 14. How will this affect the present situation?
- 24. Orvel Ray Wilson, CSP 15. What would motivate you to change?
- 25. Orvel Ray Wilson, CSP 16. Do you have a preference? 17. What has been your experience? 18. How do you know?
- 26. Orvel Ray Wilson, CSP Tom Dickson CEO K-Tek Corporation “Will it Blend?”
- 27. Orvel Ray Wilson, CSP
- 28. Orvel Ray Wilson, CSP 19. Is there anything else you’d like to see? “What else can I get you?”
- 29. Orvel Ray Wilson, CSP 20. How much would it be worth to you to solve this problem? 21. What would it cost, ultimately, if things remained as they are?
- 30. Orvel Ray Wilson, CSP 22. Are you working within a budget?
- 31. Orvel Ray Wilson, CSP 23. How do you plan to finance it?
- 32. Orvel Ray Wilson, CSP 24. What alternatives have you considered?
- 33. Orvel Ray Wilson, CSP 25. What benefit would you personally realize as a result? 26. How would others benefit?
- 34. Orvel Ray Wilson, CSP 26. How can I help?
- 35. Orvel Ray Wilson, CSP 29. Are there any questions you’d like to ask?
- 36. Orvel Ray Wilson, CSP 30.What do you see as the next step?
- 37. Orvel Ray Wilson, CSP 31.Who else, besides yourself, will be involved in making the decision?
- 38. Orvel Ray Wilson, CSP 32. On a scale of 1 to 10, how confident do you feel doing business with us? What would it take to get that up to a 10?
- 39. Orvel Ray Wilson, CSP 33. Are you working against a deadline? 34. How soon would you like to start? 35. When would you like to take delivery?
- 40. Orvel Ray Wilson, CSP 36.When should we get together to discuss this again?
- 41. Orvel Ray Wilson, CSP 37. Is there anything else you’d like for me to take care of?
- 42. Orvel Ray Wilson, CSP • Just Ask: – Ask the right person – Ask someone else – Ask for the right things – Ask for more – Ask for less – Ask three times – Keep asking until they say, “No.”
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- 56. Orvel Ray Wilson, CSP Ives Mares
- 57. Orvel Ray Wilson, CSP
- 58. Orvel Ray Wilson, CSP Runa Mares
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- 74. Orvel Ray Wilson, CSP • Send your questions to: OrvelRay@GuerrillaGroup.com • Link up on LinkedIn • Follow on Facebook • Tweet me @OrvelRay • Call with your questions: 00 1 303-642-0510