Keynote Speaker – Professor Geoffrey H. Lipman
Opening General Session
Saturday, 31 October
8:30 – 10:00
Geoffrey Lipman is Assistant Secretary General and Spokesperson of UNWTO, the World Tourism Organization. He is Chair of the Advisory Board of the DeHaan Institute at Nottingham University UK: Adjunct Professor at Victoria University and Griffith University Australia and Senior Tourism Research Fellow at George Washington University US. He is a Director of STDI Research Group.
He was the first President of WTTC (World Travel & Tourism Council) 1990 to 99: Chair of Green Globe 2000-07 and Executive Director IATA (International Air Transport Association) where he worked from 1966 - 85 as well as a founding partner in Global Aviation Associates, specialising in aviation, government relations and competition.
Lipman has written and lectured around the world on tourism strategy, sustainability, climate change and airline liberalization, co-authored books on opening up European Aviation and established a Think Tank on Free Trade in the Air. He was a member of 2 European Union High Level Commissions - on Airline Liberalization and on Tourism Employment as well as the UK Roundtable on Sustainable Development, the President of Zambia’s Business Advisory Council and the Ethiopia Think Tank. He is a Fellow of the Tourism Society.
Strategic Questions: Asking the Questions that Sell
Track: YLP Pre-conference class
Friday, 30 October
16:30 – 17:50
Speaker: Maura Schreier-Fleming, President, Best@Selling
What's one of the biggest mistakes in sales? Presenting your products/services too soon. You can avoid this mistake in sales when you ask strategic questions. These are the questions that guide your customers to buy. When you uncover your prospects' needs and buying strategy they will have a reason to buy from you. When you ask the right questions, the answers will help guide your customers to buy. Your customers will sell themselves.
Learning Objectives
- The process to uncover your prospects' or clients' needs and buying strategy.
- The questions that showcase you as the preferred supplier
- How to create questions that reduce customer objections