Though many salespeople despise prospecting, it’s an important part of sales. That is why trade shows are so important to the growth of your company. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of well-qualified leads. Just like every other aspect of the sales process, you need to put in the effort and focus required. This is the only way to prospect efficiently so that you don’t waste your time on unqualified leads that aren't suited for your product or service.Read More
Trade Show Display Marketing Tips and Advice
Topics: selling in your trade show booth, trade show sales strategy, trade show sales, trade show selling tips, tips on how to sell at trade shows, selling in your exhibit space, trade show booth selling
Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone or walk into your trade show booth. Because that doesn't work. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills.
So when are elevator pitches effective? When you're talking to a stranger (at a networking event, in line, while riding public transit, or yes, on an elevator), and they ask, "What do you do?" or "Where do you work?" In situations like these, you need a short, snappy, easy-to-grasp explanation of your company and its products. The person you're speaking with might turn out to be a perfect fit -- or know someone who is.Read More
Salespeople are constantly on the go, whether they're meeting with clients, flying out to give a presentation, or running to a team training. With this in mind, mobile access to sales systems aren't just a nice to have -- they're a necessity.
But besides company software, salespeople can also download productivity, educational, travel, sales tools, and other just plain useful apps for work to optimize their time away from their desks. Here are some of our favorites.Read More
When attempting to determine whether a question is aggressive or assertive, length is your first clue. In general, longer questions feel more aggressive than assertive ones. When the salesperson leads with intent or context, prospects can feel pressured to respond a certain way. Getting right to the point, on the other hand, makes prospects feel like they can answer however they’d like.
The term "sales pitch" might be a little old school, but the concept is not. At its core, a sales pitch is just a way to explain your product or service's value to the buyer. Call it what you will, but educating prospects on an offering's worth is still central to sales. What has gone out of style are sales pitches that are long, product-focused, and boring. In fact, we have a separate article all about the essential elements of a sales pitch.
In his book To Sell is Human, Daniel Pink presents six types of modern day sales pitches that act as updates to the classic elevator pitch. Translate your product or service's value proposition into each of these six formats so you can whip out one or another when appropriate.Read More
Success in selling belongs to those who can balance the roles of analyst and storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. But where to start?
Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale.Read More
At some point in the near future, regardless of whatever industry you are in, you will realize that a large percentage of your buyers are millennials. After all, there are more than 80 million millennials in America right now and they outnumber baby boomers. But marketing to millennials is different than traditional marketing, so without the right strategies, you could be at a real competitive disadvantage.
Generally speaking, millennials are currently in the age group between 18 and 35 as cited here by the University of Southern California and they make up about 40% of the American population. With those kinds of numbers, it is reasonable to conclude that millennials presently hold a large number of leadership positions in American businesses and that number will continue to grow.
Topics: selling in your trade show booth, interactive marketing at trade shows, trade show selling tips, drawing prospects into a booth, marketing effectively at trade shows, motivating at trade show events
Price objections are common in sales -- primarily because most prospects have learned pushing back on cost will get them a discount. That makes it difficult to respond to a pricing objection if you don’t want to immediately lower your price. While discounting has its place in the sales process, being too discount-happy will destroy your margins and lower your product’s perceived value.Read More
Topics: selling at trade shows, tradeshow tips, selling on the trade show floor, selling in your trade show botoh, selling in your trade show booth, tips on how to sell at trade shows, effective trade show marketing
So you've done the preliminary research on a prospect and it looks like you could really help their company. Next step? Get them on the phone.Read More
Figuring out whether the buyer can afford your solution is nearly as important as figuring out whether they can use it - even when you working a prospect in your trade show booth. After all, need doesn’t matter without the ability or desire to buy. But talking about money with your prospect can be tricky. Not only can these conversations feel awkward, but you may not know exactly what to say or how to say it. That’s where this list can help. To identify whether a buyer can -- and will -- pay for your product, use these 50 questions.Read More