Emotive Questioning By Carrie Waley

This presentation covers: Key Questions Information questions Emotive questions Clarity questions The Match Exciting Statements The 3 Feelings Deal closing

Information Questions – factual and often about the past When did you arrive UK? What is your undergraduate degree or postgraduate degree? Where did you study these degrees? What GPA have you got? When will your existing visa expire? Do you have any means to extend your visa without a work visa? What types of jobs you are looking for? (Both information and highly emotive)

Emotions Are the Key to Sales Success You need to be in control of the feelings of your warm leads during the whole selling process. Before you ask each question in your consultation, you need to know already what emotion you want the warm lead to feel. If the warm lead gives you surprise answers that are not leading to the right emotion, you need to modify that answer to get the emotions you are aiming for.

Emotive questions – About the future What is important to you in your first job? What type of job do you want to do? What lifestyle do you want to have when you are working? What is important for your parents in terms of your career? Who is your role model? Why? How would your Mum and Dad react if you secured an international job?

Clarity Questions – past and often knowledge and skill set based – lead to concerns? How much do you know about the selection process of international companies? Have you thought about how you are going to achieve getting an internship or job in these companies? If YES, explain to me your strategy, What help do you get from the University or other sources? What have you done so far in trying to make progress? What gaps do you think you have after you learn the selection process of international companies?

Match to a programme that provides a solutions So based on what you have told me today and what we discussed, I believe our programme can offer you the following: You want this – we offer a comprehensive career coaching programme Your lack of this – we offer coaching in this, this and that You are worried about this – our coaches can help you to improve this You are not sure how to approach this – your personal coach can help you with this You are worried that you will be a slow learner – our unlimited interview coaching will make sure you get there eventually

Exciting statements! Think about all that knowledge and skills you will gain! Think about someone so experienced and knowledgeable to be available for you whenever you need help! Think about the excitements of you getting your first offer! Think about all those great companies that you want to work for and all this can become within your reach! Think about the day when you travel the world and seamlessly doing business with the multinational business community!

The 3 feelings that people need in order to feel motivated to buy from someone: Trust - People feel they can depend on you - that you mean what you say and you'll do what you say. Confidence - They feel you have the goods, the knowledge - how, the competence and expertise to meet their needs. A feeling of being taken care of - They feel that you have their interests at heart and that you'll take care of them throughout the transaction, and beyond, if necessary.

Closing the deal Firm and confident Give clear instructions on how to complete the paperwork Provide reassurance and confirmation by using short and positive statements Show your professionalism by being reliable, patient, and a great leader

Any Questions?