An "Ideal Selling Situation"

The largest sale that I ever closed was negotiatedfound that over 80% of the decision-makers
over hot dogs and a soft drink at a refreshmentattending a show were not even contacted by an
stand, just off the exhibit floor, at a Superintendentexhibitor's representative prior to a given event. Yet,
of School Convention in Atlantic City, New Jersey. I75% of the attendees left an exhibit area having
met an educator who was interested in the summermade a commitment (i.e. agreeing to taking the next
study abroad programs that I was selling at thestep or setting an appointment) or actually concluding
show. He saw my nametag for the Foreign Studya purchase. As these statistics illustrate, often it's the
League and wanted to learn more about mylittle things you do prior to the show or with your
products. His school district filled two and a half jetexhibit that can make the difference in your level of
airplanes with over 400 students (at more thansuccess. To make the most of a tradeshow
$1,000 each) who enrolled in my firm's summer studyopportunity, you might want to call in an expert to
programs in Europe. Exhibiting and selling athelp you orchestrate the many small details that can
tradeshows, if handled properly, is the mostmake the show a profitable event. Just go to to
cost-effective selling tool in which a business orlearn more about the expertise and programs
professional organization can invest.By attractingavailable to businesses and professional organizations
prospects, clients or customers to a single location, athat want to generate the most business from a
tradeshow exhibit is an "ideal selling situation,"tradeshow event.Obtain Free The $elling Edge(R), Inc.
because you can sell at your booth, meet prospectsSales Myths E-Training Program At: THORNTON is
at vendor sponsored cocktail parties or eventhe founder and President of The $elling Edge(R), Inc.
promote your products or services during the downa firm specializing in sales, customer relations,
times when the show attendees are supposed to betradeshows and management training and
in meetings--like the school superintendent that cut adevelopment. Clients have included Sears Optical,
convention session to learn more about my highEastman Kodak, IBM, Deloitte & Touché, Bank
school summer study abroad programs. In a day orOne, Jefferson Wells, and Wal-Mart to name a few.
two at a tradeshow, you can meet moreVirden is the author of Prospecting: The Key To
decision-makers than you can contact over manySales Success and the best selling Building & Closing
weeks of cold calling and/or in-person meetings. And,the Sale, Fifty-Minute series books and Close That
participants who visit your exhibit are for the mostSale, a video/audio tape series published by
part pre-qualified, with an interest in or a need forThompson Learning. He has also authored a
what you are selling, giving you access toSelf-Directed Learning series of sales, coaching &
decision-makers in a non-threatening and funteam development, telemarketing, and personal
environment.Research shows that tradeshowproductivity training guides. Check them out at:
participants rarely see the meetings and exhibits as ateaches for the Center For Professional
selling event, so there is less resistance to yourDevelopment, Texas Tech University at Lubbock,
product or service promotions. Also, TradeshowTexas and in the School Of Entrepreneurship, J.
Weekly magazine reports that: 86% of aWillard And Alice S. Marriott School Of Management
tradeshow's attendees make or influence buyingat Brigham Young University, Provo, Utah. You can
decisions for their business or professionalcontact Virden at: or learn more about him at: .
organization. The magazine's researchers have also