Exhibition Stand People Tip:
No.11 - Top Selling Tips

Exhibition selling skills are different to day to day selling skills. Your sales people need to know those differences

1. Product knowledge
The primary reason for visitors attending a show is to learn about 'what's new' and to try to get detailed product / service information. Make sure your staff have all the information in their head so they can answer questions the moment they are asked. The last thing visitors want is staff without knowledge, they don't have time to wait for answers, they want them there and then.

2. Competitive knowledge
Your visitors will expect you to know how your products compare or differ from competitors so part of your pre-show training needs to be on competitors products. Study the competition and you will then be able to tell your visitors all the differences and the benefits of your products against competitors.

3. Consultative selling
You need to make sure your staff spend the right amount of time with the right people. The skill is to ask powerful questions so that you can qualify or disqualify the visitor straight away.

4. Getting rid of window shoppers
Make sure you have a nucleus of staff who know how to move time wasters on quickly but gently.