The Right

Posted by Toni - January 29th, 2017

That can be loosened so that if the first view of the visitor, for example, on a screen saver with a emotional image and a friendly greeting: I’m glad you’re here! “Only three questions, we go.” Learn why the visitor there is. Part of the welcome, it is important to find out which occasion the visitors to the stand has come. He cares for what, what motives drive him? He has a firm date? These questions must be clarified before talking about content. Find out who the visitor is. Who is the guest of the fair: A hot prospect, a customer, a partner, or even a Scout from the competition? This applies to figure it out before show time is wasted. Already at the beginning of the conversation should so business cards are exchanged and the Department / position of the person within the company be accurately obtained. Clarify time window. The visitor is asked at the beginning of the conversation, how much time he has and he learns how much can take the salespeople for the conversation.

The salespeople can control this deliberately and deliberately time shorten the deadline for visitors without real need. Already ten minutes usually sufficient to determine the first requirements and to outline possible solutions. With important interested parties, the deadline can be extended up to 20 minutes. “It is important to use the available time for many and especially the right” to use contacts. Ask questions. Listen to the interested party is more important than even to talk about and present. Through targeted questions about the intentions of the visitor you can safely, how interested he really is and whether he has a specific need. In the fair survey a project qualification can be in many cases already undertake. So important A leads can be securely identified and distinguished from B and C leads.

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