Qualifying Questions for Trade Shows
Feb 10, 2019
Questions are the keys to unlocking many doors in any sales situation. Asking open ended questions that engage a prospect and reveal needs is a powerful way to gather buying information. Let prospects know you are sincerely interested in helping them solve their problems.
Find out immediately who you are talking to and where they are from. You can’t spend unnecessary time with those you cannot help.
Ice Breakers to engage visitors.
Since they are wearing a name tag use their first name. As Dale Carnegie, says, "Your name is the sweetest sound in the world" And asking proper questions shows you're interested in them. He also said imagine there's a sign on their forehead that says, "Make me Feel Special"
"Hello Tom! I've been in my booth all day, what have you seen that's interesting?"
"Hi Debbie, have you seen some new ideas that you are excited about?"
"Hey David, what motivated you to be here?"
Why did they take time to attend the show?
Then ask open ended questions.
"Why are you attending this show and what specific products or services are you looking for?
""Tell me about the project you’re presently working on."
"What are some of the major challenges you’re experiencing?"
Investigating needs by asking business-specific questions to create the fuel for your ultimate sale.
"Are you part of the buying team and, if so, what specific information are you looking for?"
During your demonstration, keep the prospect involved and interested.
"What do you think of this product's performance and how does it compare with what you are currently using?"
"Any initial concerns do you have regarding our products, services, and doing business with us?"
Using well prepared closing questions can help produce appropriate follow-up action.
"How does your company decide which vendors to work with?"
"What else would be important for you to know and what would you like to see as the next step?"