Questions That Qualify Prospects

Thompson/Kerr Displays is proud to present the eighth in a series of informative article summaries from Nomadic Displays, makers of portable trade show displays.

Questions are a formidable business tool. Asking open ended questions that engage a prospect and reveal needs is a powerful way to gather buying information.

"Questions That Qualify Prospects" provides 10 questions to ask visitors of your trade show booth, to help determine their wants and needs, and how you can provide them.

The questions are broken down into a three-step process, which includes:

Opening questions - find out immediately who you are talking to and where they are from. You don't want to spend unnecessary time with visitors you cannot help
Investigating needs - move on to more probing, business-specific questions to create the fuel for your ultimate sale
Closing questions - using well prepared closing questions can help produce appropriate follow-up action

Read the full Nomadic article: Questions That Qualify Prospects. (opens in new window)

Next article: "Trade Show Industry Terms"

Series Archive:

Week 1:	Selecting the Right Trade Show
Week 2:	Getting the Most Out of Trade Show Services
Week 3:	Effective Ways to Cut Trade Show Costs
Week 4:	Techniques For Creating Show-Stopping Graphics
Week 5:	Creating Strong Presentations
Week 6:	Essential Components of Pre-Show Mailings
Week 7:	Use Giveaways Effectively and Leave a Lasting Impression

For more information about how we can provide you with the affordable services to create a trade show exhibit and marketing program that will capture attention and market share, call one of our experienced sales representatives at 317-915-1500 (toll free 800-580-8161), send us an email or submit the Contact Us form.