Exhibition kit · Sheet 2 of 4
The question sheet
Fill blocks one and two at your desk. Blocks three and four are filled at the stand, in their words.
Facts you can find before you arrive. Every one of these you ask at the stand is a minute you did not spend on the next three blocks.
The dissatisfaction you are here to test. Write it as a question you can ask, not as a conclusion you already hold.
Where the problem reaches. Their scrap, their line, their customer, their cash. This is the block that decides whether anything happens afterwards.
In their words, and only if they said it. If this block is empty the meeting was a briefing.
One line. Read it before the next stand.
Nothing on this sheet is a script. It is four things to have found out by the time you walk away, in the order that makes the fourth one possible.