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.