In a world where retail eCommerce sales surpassed $2.3 billion this year, touting your products at fairs, trade shows, and festivals might seem like an outdated tactic to grow your business. However, showcasing your product or service in real life still has high sales potential today. 82% of trade show attendees are directly involved in their teams’ purchasing decisions, so setting up shop at fairs, trade shows, and festivals is one of the best ways to connect with your target accounts’ key decision makers. Trade shows can also help you connect with other players in your industry, market your brand to a large audience, and gather feedback about your products. To help you get the most out of your next trade show, we’ve compiled five effective strategies for selling your products at your booth. And hopefully, they can help you instantly attract your visitors’ attention and convince them to buy on the spot.Read More
Trade Show Display Marketing Tips and Advice
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.
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.Read More
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.Read More
Sometimes a salesperson gets lucky with an ultra-responsive prospect even while in their trade show booth. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat. No matter when or how the rep reaches out, the prospect is sure to return a prompt reply. Unfortunately, this is the exception rather than the rule. It’s far more common for a prospect to go dark after being responsive for a while. When this happens, the salesperson has to come up with creative ways to rekindle the conversation before the deal dies.Read More
We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for: senior decision-maker involvement, buying authority, customer consensus, approved budget, and a clearly articulated need. However, in a world where customers learn far more on the their own and progress further along a purchase path before reaching out to reps, yesterday’s winning playbook is today’s losing recipe.
Why? These attributes are symptomatic of “Established Demand” -- meaning customers have not only figured out exactly what they need, but how much they’ll pay. The more boxes your opportunity checks, the less likely there’s anything left to discuss but price. Sure, the likelihood of a win might be high, but the likelihood of a great deal is incredibly low. In this world, the sales team is little more than the customer fulfillment team. What’s a better alternative for effective opportunity qualification?Read More
Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. This is the biggest deal in your pipeline, you’ve been forecasting it for nine months, and, suddenly, it’s being threatened. Maybe this CEO asks why your widget factory doesn’t have an API, or why you don’t offer to send someone to install your SaaS on their internal server (think about it). These are extreme examples, but most salespeople have faced something similar when trying to hit quota.
So, how do you respond when a customer makes a point, raises a concern, or critiques your product/service in a way that’s fundamentally inaccurate? I’ve got a few ideas.Read More
This article is focused on how to grab attention with emails mostly - but I do think that you can apply a few of these tips to your pitch at the trade show event - cause everyone knows you only have a few seconds to grab the attention of a prospect in your trade show booth! According to a recent study by Microsoft, humans now have attention spans shorter than that of a goldfish. A mere eight seconds is all we can muster, while our fish friends can concentrate for nine. But this is no big surprise. We prefer food delivery in less than 30 minutes, videos under two, and laughs in 140 characters or less.
What does this mean for salespeople? We have less time to capture our prospects' curiosity than ever before. So, like the best bull riders, saddle up, and use these eight tactics to grab a prospect’s attention in eight seconds or less.Read More
Topics: motivating at trade show events, marketing effectively at trade shows, effective trade show marketing, trade show booth selling, tips on how to sell at trade shows, selling in your trade show botoh
Let’s be real: Most salespeople are annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your business is a chess match and a signed contract means they “won the game.” However, the average prospect doesn't know how to purchase anything that falls outside their area of expertise. Think about it. Do you really know how to buy a TV? Do you know what precise technical questions to ask? You’d probably like some help, right?Read More
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: 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