QUICK Selling - Qualify
May 27, 2014
Shows are selling at warp speed. If you spend too much time with one prospect, you may miss another five. So over the next five posts, I will describe the QUICK method of selling at shows.
Q stands is for Qualify. If you don’t qualify, you may spend five minutes giving your sales pitch to someone looking for the restroom. You need to find out – quickly – if the person needs, wants, and can afford your product.
You do that by asking questions that call for short answers. Are you looking for a certain color? Are you getting ready to remodel? Would you like to try that on? The questions will be different for each exhibitor, but the response should answer this question: Should I keep talking to this person, or move on?
Next time: U for understand.
David Zimmerman
Southern Shows Inc.