QUICK Selling - Identify

In the last two blogs, we have Qualified the prospect in your exhibit space, and have then asked questions to Understand what they need.  The next step in the QUICK method of selling at shows is to Identify how you can help them.

One of the top reasons show guests come to shows is to find someone who can help solve a problem.  So the ‘Identify’ stage is when you become the expert.  You prove to them you know what to do.  You impress them with your knowledge.  You get them comfortable they have come to the right exhibit. You solve their problem.

Next time: Create a Plan.

David Zimmerman
Southern Shows Inc.

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