The ability of booth staffers lies in the best utilization of available time. Also, they should posses the skill to identify and concentrate on potential booth visitors. It won’t be wise to state that people who visit the booth after finding the banners and trade show displays of your company are necessarily potential visitors. There might be some who just wanted to have a look at stalls or trade show booths, who do not really wanted to purchase something from you. Here, the staffers should be good and smart enough to save their time by not spending time explaining and detailing the stuffs for them. Here, qualifying questions do play a pivotal role.

Qualifying questions can be thrown at customers to know their mentality. There is nothing wrong in giving away some polite questions like “what would you like to have from our company?” The answer would help you understand whether the customer is really looking for some stuff from your company or he/she just wanted to pass you by. If the trade shows staffers still can’t make anything from their reply, further questions can be asked to figure out, what they exactly want.

Booth staffers should properly be trained to attain this skill. When asking, questions should sound polite enough. The worst thing that can happen is to lose a potential customer when you are spending some time with someone who doesn’t really want anything from you. That can happen if the staff is not good in his business.