In fact, in the show, the audience came to the booth is not necessarily talk about the business, to be an exhibitor you need to ask more about what help they need, listen more about the issues raised by customers about the products.
As an exhibitor should do what points: First, to know that your guests what kinds of requirements they need about the product. Second, if they do not understand the product, we must follow our own ideas to guide guests. Of course, if you already make an appointment before the show with a good client, before the customer to view exhibitions, it is necessary for you to get a detailed understanding of the product, then we can give customers a satisfactory answer.
"Positive question" is nothing new. Before seeking for the understanding from others, you have to understand others. Before responding to the customer's words, you need to make sure you have already understood their words.
The basic strategy of "positive question" behind is the "safe zone" concept. It enables you to search for specific information which can be quantified, such as what the client's goals are, what his selection criteria, which he hopes to quantifiable gains, what's evaluation system he uses. As a result, customers will treat you as a real expert.
Following will be continued in next chapter.
Shirley Xia
Wonderful PCB
P +8613480796172
e wonderful25@wonderfulpcb.com |
w www.wonderfulpcb.com | Skype:wonderful-pcb02
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