2. How to sell more easily at
Trade Shows and Exhibitions
3. Who is this fella?
Dave Davies
Sandler CertifiedTrainer
Based Reading,Berkshire, UK
30 ¾ Yearsin Sales Leadership
Technology, International
Start-up to NASDAQ Listed
Made everymistake in the book
Married, Fatherof 3
80’s synth music obsessed
Dad dancing
Comic book reading
Lego enthusiast
4. 6 essential steps
for success
3 secret
business
opportunities
5 ways to close
more sales
8. 1: Set & Trackyour specific objectivesfor this event
Sell On-Site?
GatherLeads?
Qualify Leads?
Launch a Product or Service?
Check out Competitors?
Meet existing Customers?
Negotiations?
Or…..??
10. Anyone who maybe, possibly, with a good
following wind, somehow, could or might
someday be willing and able to buy your
service.
What is a SUSPECT?
11. Someone who is qualified today.
Someone who has PAIN.
PAIN that you can solve with them.
Someone who has a BUDGET.
You know TIME, MONEY and RESOURCES.
TIME, MONEY and RESOURCES they are
WILLING and ABLE to spend.
WILLING and ABLE to spend with you.
Someone who can make a DECISION.
Or.
Someone who is WILLING and ABLE to introduce you to someone
who can make a DECISION.
And a PROSPECT is?
14. Write your follow up eMail and Nurture campaigns in
advance of the event.
Block time out in your diary.
Follow up Promptly.
Have time set aside for follow up meetings and calls.
Transcribe, immediately, the data you collect!
17. Who are you?
What you do?
Why do you do it?
(What do you stand for? or Against?)
Who do you do it to?
Why do they let you do it to them?
How they felt afterwards?
18. SILLY SEASON IS OFFICIALLY OPEN!
Don’t sell with Features And Benefits
Nobody ever bought Features and Benefits
21. START with the END in mind
Is your goal to qualify on site and get meetings with
Decision Makers? Or to sell on site?
Manage your time and move on to the next prospect to
qualify them.
Be clear on your objectives and your up-front contract at
the start of your conversation and move to clear next
steps.
23. Developa list of greatqualifyingquestions to use
Whatbringsyoutothisevent(ourstand)today?
Isthisyourfirsttimehere(meetingus)?
Tellmemoreaboutwhatyouarehopingtogetoutoftheevent(meetingus)?
HaveyouusedXbefore?DoyoucurrentlyuseX?
Whathasyourexperiencebeen?
WhatreasonsmightyouhaveforswitchingtoanothercompanyforX?
26. Good morning Sarah,
It was greatto meet you today at the ExecutiveLeaders
Network.
I enjoyed our conversationand hope we can arrange a time to
talkmore.
In themeantimecan we makea connectionhere on LinkedIn.
I hope thatis OK?
27. When they connect follow through with your
30 seconds and see if there is a NEXT STEP!
37. 5 steps toclose more business
EstablishthePURPOSEof themeeting
UnderstandWHO is comingand why
Agreethe TIME availableto you (UninterruptedTime)
Confirm what value THEY are expectingfrom themeeting
Tell them what YOU expectfrom the meeting
EstablishclearOUTCOMEsfrom the meeting
Sharewith them your BIGGESTFEAR