QUICK Selling - Create

So far, we have Qualified the show guest, Understood what they need, and Identified how we can help them.  The next step in the QUICK method of selling is to Create an Action Plan.

I’m going to ship you these slacks in the pattern you want.  I’m going to come to your house at 2 pm on Wednesday. I’m going to sell you three of these right now.  Whatever the action is, it should be decisive, and specific.  “I’ll follow up with you later on” is not what they want to hear.

Now you’re ready for the K in QUICK– and you’ll get it in exactly two weeks.

David Zimmerman
Southern Shows Inc.

Previous tips on improving your show presentation and results can be found at www.SouthernShows.com/blog

QUICK Selling - Kick

We’re down to the end of the QUICK method of selling at shows.  We have Qualified the show guest, Understood what they need, Identified how you – the expert – can help them, Created a plan of action, and now it’s time to Kick them out.

A great sales person told me long ago that after you have made the sale, stop selling!  In this case, once you have your plan, stop talking. And while ‘kick them out’ is not literally what you want to do, this whole QUICK method is designed to speed the process along so you can move on to the next potential customer.  So a nice “It’s been great to meet you.  I look forward to helping you.  Please enjoy the rest of the show.” will give them the message their time is done.

David Zimmerman
Southern Shows Inc.

Previous tips on improving your show presentation and results can be found at www.SouthernShows.com/blog