Advertising - trade shows vs. accepted sales calls - sales
Remember those drill exercises that in progress "Compare and contrast. . . . yada yada yada". Well, here's an assignment to get your sales brains moving.
There are major differences amid how you sell in a Regular Sales Call versus at a Trade Show. In other words, just as you can sell well, doesn't mean you can sell well in the trade show environment.
I've identified five major areas which cause affect for professional sales staff who have booth duty. This has nothing to do with the aptitude of the sales person, only that they often have to do a 180 to accommodate their concerns.
Above all this - note that many trade shows are not hard sell arenas but are marketing venues. If you make a sale, it's probably since of hard work ahead of the show. The purpose of a show is to build up the sales process, so plan where the show fits into your sales cycle, and pass these tips along to your sales staff.
Regular Sales Call -
Trade Show -
Regular Sales Call -
Trade Show -
Who Initiates Contact?
Regular Sales Call -
Trade Show -
Regular Sales Call -
Trade Show -
Time and Money
Regular Sales Call -
Trade Show -
When you be au fait with that you make a 180 from your regular job and comfort zone. then you will be more effectual at trade shows.
Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As leader of Trade Show Training, inc,, now celebrating its 10th year, she works with companies in a category of industries to convalesce their bed line and marketing opportunities at trade shows.
Julia is an knowledgeable in the psychology of the trade show environment, and uses this expertise in sales education and management seminars.
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