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Get these 2 things right when having a first time conversation with a potential client at a trade show - or first meeting.

This is my Steps to WIN™  Methodology. 

It is a map to help you build a Client Centric Sales Process.

Don't WING it!

Prepare in advance what questions you want to ask.  

Know what you want to walk away with.

Be strategic in your approach.

Be curious. :)

#tradeshows #salestips #salesteamdevelopment

A Sales Kick Off (SKO) is an opportunity to rally your sales team and get them pumped up, confident and ready for a new fiscal year.

Listen in to my ideas on the 3 main areas to train your sales team on to be able to navigate the challenging market place for next year.

I love to work with sales leaders in designing and running sales kick-offs. 

Connect with me for a conversation around how I can help you meet and beat revenue goals next year - while building strong client relationships.

I just finished a sales training and these are the 3 big areas and "aha" moments the sales team had.

They are fundamental areas to ensure your sales team are getting right.

1. The need to Stand-OUT and see their business from the clients point of view.

2. Stop selling via email

3. Personalization.

Listen to the video for more details on these 3 areas.  If you want to enable your sales team to be more productive, happier and convert more deals - this is for you.

 If you really want to help your team (or yourself) master these 3 areas - this is how I can help you.

I train all of these 3 areas in my Steps to WIN sales skills course. Discover more details on this virtual training here.

It is the most important thing to do at a tradeshow.  Contrary to most people's beliefs that you do most of the talking.... the most important thing to do is to LISTEN. 

I teach a 4 step process on how to Lead a High Converting Client Conversation  - weather at a trade show, on sales calls, in a virtual meeting or on the phone.  Read more about my process here.

 Tip #4 for winning more business at trade shows:

Follow the hashtags for that particular event and engage in the conversation beforehand.

Anytime I am at a trade show I can't help but think that loads of potential clients are walking past me!  So, I have created this trade show tip to help avoid that wasted opportunity.

>> Start the conversation with them before the show.  See who's talking online.

>> Follow the #hashtag for the show.

>> Be present and active in any social media groups related to the show.

>> Post regularly on LinkedIn to let people know you will be there and would welcome a conversation.

I met a great contact a few years ago via Twitter and arranged to meet him at the trade show.  We met up for a glass of wine and I felt like I had known him for years. Why? Just because we had an online conversation first.

We've been great friends since. I subsequently interviewed him for my book and this year a business opportunity has...

Tip #1 to Make your Investment in Trade Shows Pay Off Quicker

Once you've confirmed an appointment, connect with them before the Show

Don't wait until the show to make a connection. Get them excited to show up to your appointment.  Here are a few ideas on how to do that.

> Send them a personalized video. LinkedIn is great for that.

> Send them photographs that may be of interest, something different.

> Send them something fun, something relevant to start the trust-building earlier on.  This may have nothing to do with business.  Thread carefully - you will need to research their social media channels to know what is of interest to them. 

The result is that, when they sit down to meet you, they'll at least feel that they know you and some of that chit chat will be over with and they'll feel that connection so it'll make your in-person meeting more productive.

When I worked with Karin to help her make a significant investment in a trade show pay off, she...

This week I really want to talk about the client conversation and leading a client conversation.

There's a methodology that I teach that has 4 specific parts to it. We're talking about Step 1 of it today. It's about the importance of being able to take control and lead the conversation.

Has it ever happened to you that you get in a call with the client and they're in control, and all of a sudden they're asking, "tell me all about this", "I just want to know about this product/service" then they're asking you about price? You realise you are on the back foot a little bit -- you've probably lost the opportunity of a sale there.  It is frustrating. Well you can do something about that.

In this methodology, I'll teach you how to - in a very nice way -  take control of the conversation. 

You want to be able to lead them through certain stages to be able to set them off so you can understand what's important to them so that you can figure out how you can help them. The...