Weekly Insights: How to Understand Prospects’ Needs

It’s a question I get from exhibitors all the time: “What questions should I ask in the booth in order to qualify the leads?”

Now while those specific questions may vary from one exhibitor to another, depending on your actual business and what you provide, there are some common starter questions. This infographic from HubSpot.com offers a great starting point. Pay particular attention to questions number 2, 4, 7, and 11. By getting your prospect thinking about these questions, you want them to verbalize their needs and the ramifications of failing to take action.

Please include attribution to Blog.HubSpot.com with this graphic.

understanding-need

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