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Open the conversation with neutral remarks. This can include comments on the traffic, the weather, and so on. Or you can compliment them on their directions, their building, their receptionist, and the awards displayed on the wall in reception before moving into the sales presentation and the area of Discussion. – 54 – AT AN E XHIBITION At an Exhibition Before we move onto the next stage in our sales structure it is worth mentioning a few additional points on selling at an exhibition. For a start never sit on your stand and wait for people to come up to you, they won’t.
The basic rule is the more flesh you show the less credible you will be. You need to look professional and competent, not as if you are about to go to the beach or nightclub. Alright, so some male buyers might be impressed and persuaded by a flash of leg and a glimpse of cleavage but we’re talking different tactics here and I will leave these to your imagination! The group sales presentation If you are giving a sales presentation to a group of people then you need to project authority. If you are a woman then dress classically rather than too fussily.
If the prospect is visiting you at your premises or coming on to your exhibition stand, how welcoming are your premises or your stand and how welcoming are you? Let’s take a look at the Approach in more detail. ’, what would be your answer? Well, the correct answer is you begin to close the sale during the first few seconds of meeting the prospect. You never get a second chance to make a first impression. When you meet someone they will sum you up in the first five seconds. They will assess your appearance, your body language and the way you speak.