Q

Questions

Closed questions are a quick way to end a conversation with a prospect before it’s even begun. For example:

• Are you well?
• Is the exhibition interesting so far?
• Would you like a brochure?
• Did you travel far today?

It’s too easy to answer “yes” or “no” to these closed questions.

Your stand team should receive pre-event guidance on how to engage visitors in conversation and retain their interest. For example, useful “open questions” could be:

• What have you seen at the exhibition that caught your eye?
• What are your goals for attending the show?
• How can I be of assistance to you?
• What products or services are of interest to you today?

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