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Selling - Trade Shows Vs. Regular Sales Calls
Remember those school exercises that started "Compare and contrast....yada yada yada". Well, here's an exercise to get your sales brains moving. There are major differences between how you sell in a Regular Sales Call versus at a Trade Show. In other words, just because you can sell well, doesn't mean you can sell well in the trade show environment. I've identified five major areas which cause concern for professional sales staff who have booth duty. This has nothing to do with the ability 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 because of hard work before the show. The purpose of a show is to advance the sales process, so plan where the show fits into your sales cycle, and pass these tips along to your sales staff. Face-to-Face Time Regular Sales Call - Trade Show - Location Regular Sales Call - Trade Show - Who Initiates Contact? Regular Sales Call - Trade Show - Prospect Information Regular Sales Call - Trade Show - Time and Money Regular Sales Call - Trade Show - When you understand that you make a 180 from your regular job and comfort zone. then you will be more effective at trade shows. Julia O'Connor - Speaker, Author, Consultant - writes about practical aspects of trade shows. As president of Trade Show Training, inc,, now celebrating its 10th year, she works with companies in a variety of industries to improve their bottom line and marketing opportunities at trade shows. Julia is an expert in the psychology of the trade show environment, and uses this expertise in sales training and management seminars.
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