QUICK Selling - Understand

Last time, we introduced the QUICK method of selling, with the first step being to Qualify the person you’re speaking with.  After the show guest has given you the answers you’re looking for to qualify them, the next step is to Understand what they need.

This is where you change from asking yes or no questions to ones that require detail.  Tell me about your planned remodeling project.  Tell me about the outfit you need this blouse for.  What does your backyard look like now?

Once you have gathered the information you need, it’s time to move on to the next step.

Next time: Identify

David Zimmerman
Southern Shows Inc.

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.