When you have a prospect at your booth and they are actively looking at your services, it can seem like things are going really well. However, the goal is to close the deal and get a sale, not have a fruitful conversation. Of course, you don’t want to put the pressure on them too much, but that isn’t necessary to lead to a sale. Instead, asking the right questions can guide the conversation toward a sales conversion naturally while identifying the exact needs they have to make this into a sale.

Are there any possible challenges in the plan I’ve laid out?

You have laid out the plan. It addresses the needs they said they have. What could go wrong? That’s exactly what you should ask them. This will identify any issues that could happen, letting you get ahead of them beforehand. By addressing all possible pain points, they are likely to move forward with the sale. After all, you have come up with a plan together that takes the issues out of the process for them or for their company.

Are you evaluating any other solutions?

Consumers tend to shop around, especially at a trade show. Knowing what else they are considering is a huge tool that can be used to your advantage. This can also show whether their interest is authentic. If you have made it to this point of the potential sale, you may think you are home free but they could have another service in mind entirely. They could be using your services to lower the price of a competitor while not actually interested in your company. On the other hand, they could be lightly considering a competitor that doesn’t offer what you do, which could be a good start to a conversation that could lead to a conversion.

What success are you looking for, both qualitative and quantitative?

Showing interest in their actual success makes your brand look good, and understanding what success looks like for them can help you create an individual plan. For instance, if you are selling a service and they are looking to be as hands-off as possible, they will be looking for a different sales pitch than someone who wants to be involved. It can also show if they are a good match for what you are looking for in a possible sale.

The first challenge is to be noticed at such an event. Contact us today to find out how we can create a trade show display to put your brand’s best foot forward.