Engaging is everything. Soliciting the sale may appear too pushy, especially on the show floor. Assembling additional sales information is essential, but not as critical as engaging the customer. Asking questions that qualify the buyer (Does our product fit your needs? Do you have a budget for our product? Are you the decision maker?) as a rule are invasive and none of your business. So, don’t qualify anybody. Just enjoy them. If you engage them in a friendly manner, prospects will tell you everything in less than two minutes. Your initial engaging questions set the tone for the entire sale. That is the key – winning questions!