More from: Selling

How to visit a tradeshow

According to study, 39% of attendees spend less than eight hours visiting a show. As with exhibiting, planning and preparation are essential to maximizing time on the trade show floor. The following 30 points will help simplify the process next time you find yourself playing visitor: Before the Show: 1. Know what you want to […]


Why sales 101 no longer works

To me, it’s ironic that the world of strategic sales training has stayed prettymuch the same over the last 15 years, but for most companies, the sellingenvironment has changed dramatically. Consequently, salespeople are having towork harder to penetrate new accounts, while prospective customers are workingeven harder to keep salespeople at bay. Don’t blame the customer. […]


SELLING: THE TEN COMMANDMENTS

1. Never fail to turn up for an appointment 2. Never promise anything you cannot deliver 3. Never knock the competition 4. Never argue with a prospective client 5. Never leave a lost sale thinking it is gone forever 6. Never turn up for an appointment reeking of alcohol 7. Never deviate from the purpose […]


5 Silver Bullets for Stopping Sales and Marketing Leaks

It’s a sad fact of our profession, but the truth is that more than 70 percent of leads generated by marketing lies untouched by sales. Such sales and marketing “leakage” occurs when marketing spends significant dollars on large-scale campaigns that deliver large volumes of leads but very few bona fide prospects. This, in turn, causes […]


5 Silver Bullets for Stopping Sales and Marketing Leaks

It’s a sad fact of our profession, but the truth is that more than 70 percent of leads generated by marketing lies untouched by sales. Such sales and marketing “leakage” occurs when marketing spends significant dollars on large-scale campaigns that deliver large volumes of leads but very few bona fide prospects. This, in turn, causes […]


Selling to new exhibitors

Pinpoint prospects. Looking for new customers? Consider these sources: Referrals. Nothing beats word of mouth, so tap your existing exhibitors and attendees for referrals. Sweeten the deal with an incentive like a discount on next year’s booth or on registration. Grass root sources. For regional shows, contact state or local economic development councils and ask […]


How to do a 60 second pitch Going up? The elevator pitch explained

The “elevator pitch” is one of the more controversial aspects of business promotion. British business culture has always been uncomfortable with this American form of blowing one’s own trumpet, perceiving it as insincere, shallow and opportunistic. However, over the last few years, a growing number of UK-based businesses, both large and small, have made the […]


Can I have a discount?

When you hear this, what do you do?  Usually, we react in one of two ways, either with disappointment that we hadn’t built up the value in the customer’s eyes before discussing price, or with anticipation that we may get a sale if we both negotiate to an agreeable figure.  How about trying something different […]


Selling isn’t telling

When talking about your events you need to understand that they have one thing on their mind: “So what’s in it for me?”. Many organisers neglect this all-important question. Don’t sell features sell benefits – how it’s going to help your prospective buyer. Benefits are the reason that people buy a product. They give the […]


Why sales 101 no longer works

To me, it’s ironic that the world of strategic sales training has stayed pretty much the same over the last 15 years, but for most companies, the selling environment has changed dramatically. Consequently, salespeople are having to work harder to penetrate new accounts, while prospective customers are working even harder to keep salespeople at bay. […]