Booth Staffing: The Short Form
Create a "Comfort Zone" for booth staffers with the 4-step booth staffing process:
1. Engage: 30 seconds
Prepare and practice questions that won't get a yes or no answer.
2. Qualify: 2 minutes
Determine if the prospect is worth presenting to … and what to present.
3. Present: 10 minutes
Demo on just the prospect's needs, not everything you know. Prepare for common objections and questions.
4. Close: 1 minute
Lead card complete? Agree on the next step and go on to the next lead!