Tradeshows are dressed up in flashy graphics, entertaining interactivity and endless hype.
But the real reason you’re there is to SELL. So how are your tradeshow sales skills? Are you asking the right questions? Are you qualifying and disqualifying visitors with ease?
Since selling is generally not a one-step process, do you have the logical steps laid out for company reps? The steps might look like this: engage, qualify, assess interest (cool, warm, hot), gather contact information, agree upon the next step and when that will take place, turn the lead over the sales person.
The steps are flexible depending on your type of service or product. But you’re generally building a relationship to the point where the prospect likes and trusts you and values your product enough to make a commitment to buy.
Tradeshows offer a lot of distractions to visitors and staffers, but by focusing on the end goal – the SALE – you’ll come away with better results.
