Trade Show Display Marketing Tips and Advice

6 Types of Sales Pitches Every Salesperson Should Know

Posted on Thu, Nov 15, 2018

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.

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Topics: trade show selling tips, trade show effectiveness,, selling in your trade show booth, selling on the trade show floor

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Posted on Thu, Aug 23, 2018

Tick tock, tick tock, tick tock. That’s the sound of the countdown that begins each day of every week of every month. It’s the one aspect of sales that just never changes.  Tick tock, tick tock, tick tock.  Sell, sell, sell.  As we’ve all experienced, sales essentially boils down to two things: Numbers, Time.  And those two things often go hand-in-hand. While we (or our team) are racing to hit quota against that clock. But we can save time and maximize our numbers by investing in the right processes, activities, and skills.

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Topics: selling at medical events, pharmaceutical trade show selling, selling in your exhibit space, tips on how to sell at trade shows, selling on the trade show floor, booth selling

How to Talk to Pretty Much Anyone About Pretty Much Anything

Posted on Tue, Aug 07, 2018

Edith Wharton once said, “Ah, good conversation -- there’s nothing like it, is there? The air of ideas is the only air worth breathing.”  Ms. Wharton had a way with words (written and otherwise), but she would likely be horrified to know that most of our daily conversations nowadays start with shorthand texts or three-line emails.

And yet, in spite of the proliferation of texting and emailing in modern conversations, you still have to know how to strike up a conversation to get a raise, build your network, ask someone out, or provide someone with feedback. It's as important now as it ever was to know how to break the ice, get to the point, make a connection, and frame a request.

But it's hard. That's why we put together this handy guide on talking to anyone about anything. We hope these tips help you navigate everything from cocktail parties to conference rooms with the greatest of ease.

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Topics: motivating at trade show events, selling on the trade show floor, tradeshow selling, trade show selling, selling at trade shows, selling in your trade show botoh

Why “Does That Make Sense?” Is the Worst Question You Can Ask in Sales

Posted on Thu, Aug 02, 2018

We’ve all heard it before. You’re deep in conversation or on a demo, being sold to, and the sales rep asks you, “Does that make sense?”   You quickly agree, “Absolutely!” But what you’re really thinking is, “I have no idea what you’re talking about. I can’t wait for this call to end, so yeah, sure, it makes sense.”

What’s worse than hearing this phrase is saying it. And I know you’ve used it too. Asking “Does that make sense?” comes from a place of innocence – maybe even a place of compassion. You want to affirm that your prospect understands what you’re saying, so you ask the question and mean it. Unfortunately, it actually just confuses the prospect, which is the opposite of what you were going for.

Here are three reasons why it’s such a horrid phrase, and three new ways to ensure your prospect is adequately informed.

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Topics: selling at medical events, trade show follow-up, effective trade show marketing, trade show selling tips, interactive marketing at trade shows, selling on the trade show floor

9 Keys to Closing Tough Customers in Sales

Posted on Thu, Jun 21, 2018

While working in your trade show exhibit - you probably are not trying to close a deal.  In a perfect world, all prospects would love you starting the moment they shook your hand -- and then they’d eagerly sign on the dotted line. Unfortunately, deals are almost never that easy to win. And it can seem nearly impossible to close when you’re dealing with tough customers who make everything harder than it needs to be.  If clients try to push you around, or they waffle indefinitely over their next steps, deals can drag on for weeks on end. And, chances are, these interactions won’t even end in a sale.

While you can’t control prospects’ attitudes, you can control your responses. You can take productive steps to increase your chances of closing the sale -- even when you’re dealing with the worst customers imaginable.  With these six keys to closing tough customers in sales, you’ll be more prepared to deal with bullies, noncommittal prospects, and just plain difficult people. Implement them now, and start to crush your competition in sales.

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Topics: trade show booth selling, tips on how to sell at trade shows, selling on the trade show floor, selling at trade shows, trade show selling tips

15 Tips For Asking More Effective Sales Questions

Posted on Tue, May 22, 2018

Sales qualification is a game of questions even when you are standing in your trade show booth at an event.  Unless you ask the right questions, you won't uncover the right needs. Unless you ask the right questions, you won't understand the right problems to solve.  But there's an art to asking sales questions. Which is why I'd like to share these tips for asking more effective sales qualification questions.  Here they are:

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Topics: trade show selling tips, trade show sales, pharmaceutical trade show selling, selling in your exhibit space, selling on the trade show floor

30 Responses to the Dreaded Sales Objection "It Costs Too Much"

Posted on Thu, Mar 29, 2018

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.

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Topics: effective trade show marketing, tips on how to sell at trade shows, selling in your trade show booth, selling in your trade show botoh, selling on the trade show floor, tradeshow tips, selling at trade shows

How to Be Ridiculously Memorable in 4 Simple Steps

Posted on Tue, Mar 06, 2018

Memorability has a ripple effect across your sales career.   Put yourself in the buyer’s shoes. You’ve almost decided between two similarly priced products with nearly identical features. One of the reps you’re working with has a distinct personality and style, while the other is pretty “meh.” You’ll establish a stronger rapport with the first gal. You’ll give her more information and maybe access to other stakeholders. And when it’s decision time, she’s the one you’ll give your business to.

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Topics: marketing effectively at trade shows, effective trade show marketing, selling on the trade show floor, tradeshow selling, selling at trade shows

30 Types of Sales Trigger Events and How to Track Them

Posted on Tue, Jan 23, 2018

Timing is everything. If you contact a prospect right after they buy an expensive competitive product, they're not going to bite.  But if you find out they're in the market for a new vendor, you can reach out to your prospect before they begin researching, which ensures your message will be received with much more interest.  So even when your selling in your trade show booth - you need to know how to trigger the event.

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Topics: marketing effectively at trade shows, selling in your exhibit space, trade show selling tips, trade show sales, selling on the trade show floor, trade show selling

The 5 Most Common Objections During Prospecting and How to Overcome Them

Posted on Thu, Nov 16, 2017

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. We focus on pricing and timing issues -- the types of objections that prevent a deal from closing.   A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Sales reps who do their own prospecting and sales development reps encounter a myriad of objections in their attempts to connect with and qualify prospects.

Prospecting is hard - especially within a trade show booth.   You are typically barging in on someone, so you'll hear objections such as, “I’m too busy, call back next quarter,” “Just send me some information,” “We don’t have budget outlined for this,” and so on. The good news is you will begin to identify a set of common objections during prospecting. The key to success is to be prepared to overcome them and move prospects to the next step.

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Topics: selling at trade shows, selling in your trade show booth, selling in your exhibit space, selling on the trade show floor

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