You might not know right away what it is that your prospect is buying, but don’t ever try to persuade the to buy what you’re selling. You, Mr. Salesman, are the one who needs convincing. Take notes, notice what they respond best to, and keep hammering it home.
This is part 2 of the series “Maximizing Trade Shows.” Too many people go to trade shows not knowing exactly what they hope to accomplish. “We always have a booth at this show.” “This is THE show for our industry.” “Our competition always has a big booth there, so we need to have one, too.” [...]
. . . . but they are a necessary evil. To the extreme minority who keep up with this blog regularly, I apologize for being MIA the last week and a half. I’m currently in Orlando at my third trade show in 2 weeks. Since last Sunday, I’ve been to Chicago, Orlando, then back to [...]
