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January 15-17, 2014 | Hilton Americas Houston and the George R. Brown Convention Center | Houston TX
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2012 AED Summit - CONDEX
Maximize Your Trade Show Success
Recognize Buying Signals
It will be helpful to you to learn how to recognize buying signals, and ask for the sale as soon as you notice signals in your customer's verbal or nonverbal communication. For example, ask for the business in any of the following situations: - You notice they’re nodding their head, or rubbing their chin (This would be an indication that they are seriously thinking about what you are saying.)
- They listen to you and ask, "What’s the price?" or "How long for delivery?"
- They want something you said repeated: "What was that you said about shipment again?"
- They ask who else is carrying your line.
- They say, "It looks good," or "This is really nice!"
- They ask, "What would my monthly fee be?"
Be sensitive to these verbal and nonverbal signals, and don't be afraid to ask for the business at the show. Lower your voice when asking, and remember to refrain from sounding too aggressive.
Do you remember this "ABC" acronym you learned in "Sales 101?"
Always
Be
Closing
It applies during a trade show too.
If the dealer is not ready to sign on the dotted line, get a commitment as to what will happen next. Make sure you bring your calendar and set up a phone appointment for three days after the show. Or, ask, "Would you like me to arrange a demo sometime in the next two weeks?"
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