Selling in a retail setting is different from selling at a trade show. You can spend your time and resources effectively and efficiently by making the required changes.
Training your booth staff, sales executives, and possibly even yourself is the best method to improve the outcomes of your exhibitions. Due to a lack of training in effective booth management and lead generation, many businesses never reach their full potential.
Pearl Lemon Sales’ specialized exhibition sales training programs address this issue by ensuring that your company’s time and financial investment in attending events pays off through improved leads, sales, and even higher industry reputation and visibility.
While each exhibition sales training program we design is tailored to the specific needs of each client (more on that later), there are several fundamental elements that remain the same. And you’re probably thinking what your sales staff would gain from an investment in exhibition sales training. Here’s a quick rundown of some of the things they’ll learn:
The people attending exhibitions look for products and services they can use. They are looking for radical innovations that can simplify, improve, and reduce the cost of operating their company. Many salespeople frequently miss opportunities to win contracts because they don’t grasp their importance.
If a salesperson spends too much time discussing what they consider to be their prospect’s or someone else’s problem, they will not complete a deal or generate leads.
Trade shows have a definite value in terms of sales. During industry events, you can speak with attendees one-on-one and away from gatekeepers about their specific challenges, enabling you to customize your sample to meet their needs precisely. We show sellers how to capitalize on this opportunity.
We make sure that salespeople realize how crucial consultative selling is at each event as part of our exhibition sales training. Prospects may feel uneasy at trade exhibitions if they believe no one is interested in truly helping them solve their problems, but rather in selling them ‘stuff.’
We ensure that attendees of our exhibition sales training programs acquire the abilities needed to capitalize on this advantage. A salesperson who can come across as helpful and ensure that their goods and services satisfy the prospect’s needs will already be at an advantage over those who are more focused on providing quotes for the details and cost structure.
To sell a product at a lower price than the competitors, you don’t need a fantastic salesperson.
What separates decent selling from extraordinary selling is the ability to illustrate how your product offers value, even though it might even cost more than your competitor’s.
Most salesmen are aware of and grasp this notion, but find it difficult to put into practice in reality. Yes, they understand their product, but demonstrating its value to buyers is where they fall short.
One of the key goals of our exhibition sales training is to assist salespeople gain confidence in what they’re selling and what they’re saying so they can effectively explain its value. We do this through real demonstrations and role play. It’s a difficult skill to perfect, but our skilled sales trainers have done so and can assist your sales team do so as well.
Too many salespeople on the trade show floor give up on a prospect, say goodbye, and wait for the next one to come along when they run across a sales roadblock. The problem with sales objections is that the people who make them are sincere in their concerns.
These are valid worries, and a skilled salesperson knows how to address them confidently and leverage them to close the sale. We’ll walk your salespeople through the process and then work with them to ensure they can complete it independently.
Attending any show is a large financial investment, but in some areas, your firm will already be behind the competition if it does not exhibit at the major events. Exhibitions, on the other hand, are about more than just being seen; they also provide a terrific opportunity to sell.
Companies frequently send employees out onto the exhibition floor with little to no preparation. They should be able to sell since they are salespeople. However, the particular nature of exhibition selling is often something they are unprepared for, and they struggle with it, resulting in a poor return on investment.
Investing in exhibition sales training will ensure that your team is ready, understands the particular obstacles they’ll face, and is prepared to meet them, allowing your company to see the return on investment they anticipated.
Why should you bring your sales staff to our training centre to prepare for show sales? Although we are not the only provider of sales training, we are one of the few that takes the time to tailor it to your specific requirements.
We take the time to speak with you, learn about your exhibition sales-related pain points, and develop a product that mainly addresses those issues. This tailored approach outperforms any one-size-fits-all approach by a wide margin.
Our sales training is interactive and even pleasant. We understand that people need to be interested to learn and retain nearly anything efficiently, especially in sales.
Let’s talk about how it – and Pearl Lemon Sales – can benefit you now.