Selling at an exhibition is not the same as selling in the real world. All kinds of adjustments must be made in order to be both effective and efficient with your time and resources.
Training your booth staff, sales executives, and possibly even yourself is the most effective technique for improving the outcomes of your exhibitions. Because their employees never learn how to properly operate a booth and produce leads, many firms never realize their full potential.
Pearl Lemon Sales provides bespoke exhibition sales training programs that address this issue and ensure that your company’s investment of time and money in attending exhibitions pays off in the form of more leads, sales, and even greater 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:
Attendees of exhibitions are looking for products and services that will benefit them. They’re on the lookout for new ideas that will make running their firm easier, more efficient, and cost-effective. Many salesmen are unaware of the significance of this, and as a result, they are prone to missing sales opportunities after sales opportunities.
If a salesperson wastes time chatting about what they assume might be their prospect’s problem, or about somebody else’s problem, they will not make a sale or even generate a lead.
Trade exhibitions provide a distinct advantage in terms of sales. During industry events, you can ask visitors about their individual difficulties face to face, away from gatekeepers, allowing you to tailor your demo to their exact needs. We show sellers how to make the most of 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.’
A salesperson who can demonstrate that they are helpful consultants interested in ensuring that their services and products fit the prospect’s requirements will already have an advantage over those who are only interested in quoting specs and cost structure, and we help make sure that people in our exhibition sales training classes have the key competencies to reap the benefits of that advantage.
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.
When faced with a sales objection on the trade show floor, too many salespeople give up on a prospect, say goodbye, and wait for the next one to come along. The problem about sales objections is that they are made by people who are interested enough to make them.
These are valid questions, and a skilled seller not only knows how to confidently answer them, but also how to turn them into sales advantages that clinch the purchase. We’ll demonstrate how it’s done and then work with them to make sure they can do it themselves.
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 send your sales team to train for exhibition sales with us? We are not the only sales training firm that offers it, but we are one of the few that takes the time to personalize it to your exact needs.
We take the time to talk to you, find out what your pain points are in terms of exhibition sales, and then build the product to specifically solve them. This customized strategy is significantly more effective than any one-size-fits-all solution.
Did we mention that our sales training is also interactive and even enjoyable? To learn and retain practically anything effectively, people must be interested, and this is especially true in sales.
Let’s talk about how it – and Pearl Lemon Sales – can benefit you now.