How to Sell Your Trade Show Exhibits to a Skeptical Prospect
If you’re concerned about how to sell to a skeptical prospect, it is possible, but it’s not always easy. You must consider some selling tips to help you sell to these types of prospects. Here are some of our suggestions that may help you if you’re in one of these difficult selling situations.
Identify Needs
When you identify the needs of your customers, you know what problem you can solve for your customer. When you speak of the advantages of your product that will solve a particular need, you’ll be in a better position to sell your product to a skeptical client. Your pitch will be tailored to your customer’s needs, and you’ll have the leverage you need to sell the product.
Identify Objections
When you identify objections early in the process, you’ll know how you need to tailor your pitch to convince your skeptical prospect that your trade show exhibits are superior to the competition. Not all people recognize how good a product is until they know how it can benefit their lives. Show them why their objections are not really objections at all. They may not fully understand the benefits, which will eliminate the objections. Whether the objections are price, fit, or timing, you should have an answer to each objection once they are identified.
Listen
Listen to your prospects. If you just pitch to your prospect without listening, they will be less likely to buy your trade show exhibits. What are their concerns? How can your product address their concerns? You should always listen to you customers to ensure that you can do whatever it takes to provide them with a quality product that will meet all of their needs. Listening is an important skill to have when selling trade show exhibits.
Find Out Who Your Competitor Is
Always find out whom your customer considers your competitor and what they like and dislike about the product. Indicate how your product can meet some of the preferences that they like and how it’s not like the preferences they don’t like. Is your product superior to the competitor’s product? How can you prove that you stand out above and beyond your competitor? With these questions answered, you’ll be better poised to handle your customers.
Adhere to Providing the Best Customer Service
Always provide the best customer service. When you’re busy making the sell, your prospects are also evaluating how you treat them as customers. When you treat them well and your trade show exhibit is equal to the competitor’s, they are more likely to choose you over the competitor because you gave them good customer service. Many salespeople think good customer service is under-rated, but it’s simply not true.
How to Sell Your Trade Show Exhibits to a Skeptical Prospect
When you keep these tips in mind, you’re more likely to sell your trade show exhibits to a skeptical prospect. While it’s not always a “slam dunk,” it will put you one step closer to selling your product or service. Try incorporating some of these tips to improve your chances of selling to a skeptical prospect. You’ll be surprised at the outcome.
