The 37 Magic Selling Questions - Malaysian Airports Concessionaires Converence 2013
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Transcript of The 37 Magic Selling Questions - Malaysian Airports Concessionaires Converence 2013
![Page 1: The 37 Magic Selling Questions - Malaysian Airports Concessionaires Converence 2013](https://reader031.fdocuments.us/reader031/viewer/2022012916/54b7668a4a795957768b45cd/html5/thumbnails/1.jpg)
Orvel Ray Wilson, CSP
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Orvel Ray Wilson, CSP
The 37 Magic Selling Questions
Orvel Ray Wilson, CSPSr. PartnerThe Guerrilla Group, inc.
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Orvel Ray Wilson, CSP
The Aladdin Factor
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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.
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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.
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Orvel Ray Wilson, CSP
“Is anyone sitting here?”
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Orvel Ray Wilson, CSP
• Asking the Wrong Questions
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Orvel Ray Wilson, CSP
• One question you should never ask:
“May I help you?”
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Orvel Ray Wilson, CSP
• One Very Important Question:– “What time is your flight?”
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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?”
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Orvel Ray Wilson, CSP
• 5 Fundamental Questions, & one to avoid:– Who?– What?– When?– Where?– How?– Avoid asking “Why?”
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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?”
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Orvel Ray Wilson, CSP
• The 37 magic selling questions
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Orvel Ray Wilson, CSP
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Orvel Ray Wilson, CSP
1. What is your main objective?
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Orvel Ray Wilson, CSP
2. How do you plan to achieve that goal?
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Orvel Ray Wilson, CSP
3. What is the biggest problem you currently face?
4. What other problems do you experience?
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5. What are you doing currently to deal with this?
6. What is your strategy for the future?
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Orvel Ray Wilson, CSP
7. What other ideas do you have?
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Orvel Ray Wilson, CSP
8. What role do others play in creating this situation?
9. Who else is affected?
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10. What are you using now?
11. What do you like most about it?
12. What do you like least about it?
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Orvel Ray Wilson, CSP
13. If you could have things any way you wanted, what would you change?
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Orvel Ray Wilson, CSP
14. How will this affect the present situation?
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Orvel Ray Wilson, CSP
15. What would motivate you to change?
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Orvel Ray Wilson, CSP
16. Do you have a preference?
17. What has been your experience?
18. How do you know?
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Orvel Ray Wilson, CSP
Tom DicksonCEO K-Tek Corporation
“Will it Blend?”
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Orvel Ray Wilson, CSP
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Orvel Ray Wilson, CSP
19. Is there anything else you’d like to see?
“What else can I get you?”
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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?
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Orvel Ray Wilson, CSP
22. Are you working within a budget?
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Orvel Ray Wilson, CSP
23. How do you plan to finance it?
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Orvel Ray Wilson, CSP
24. What alternatives have you considered?
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Orvel Ray Wilson, CSP
25. What benefit would you personally realize as a result?
26. How would others benefit?
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Orvel Ray Wilson, CSP
26. How can I help?
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Orvel Ray Wilson, CSP
29. Are there any questions you’d like to ask?
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Orvel Ray Wilson, CSP
30.What do you see as the next step?
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Orvel Ray Wilson, CSP
31.Who else, besides yourself, will be involved in making the decision?
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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?
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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?
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Orvel Ray Wilson, CSP
36.When should we get together to discuss this again?
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Orvel Ray Wilson, CSP
37. Is there anything else you’d like for me to take care of?
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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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Orvel Ray Wilson, CSP
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Orvel Ray Wilson, CSP
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Orvel Ray Wilson, CSP
Ives Mares
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Orvel Ray Wilson, CSP
Runa Mares
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Orvel Ray Wilson, CSP
• Send your questions to:[email protected]
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