Best Way to Close Sales!

The best way to close sales?

PROVE IT!

This is a simple, powerful approach to selling exhibit space in our shows.  You need to PROVE to them the will be profitable for them BEFORE they buy a booth in the show.

Start by asking questions.  Remember, in a sales situation, the person ASKING the questions is in control of the conversation.  As soon as you say "Do you have any questions for me?" then you have just relinquished control of the conversation and most likely it will result in a "NO".

Ask questions....lots and lots of questions.

What do you sell?

Who do you sell to?

When you make a sale, what is the average profit you generate from that sale?

Therefore, how many sales will you need from the show to justify the cost?

For example, if you are calling on a coffee distributor and you can find out from them that for a new customer, they would make $40.00 in profit each week from them by adding them to an existing route.  $40.00 x 52 weeks means they would profit $2,080.00 each year from ONE new customer.  if they average keeping a customer for 5 years, then that customer just became worth $10,000.00.

That approach will be VERY effective and will help you close the sale by asking a series of leading questions:

Did you know we get 300-500 attendees per show, and many represent multiple locations and the total represented is over 1000 locations?

If you met with 300-500 qualified owners and buyers in a day, do you think you can land ONE new customer?

What if you landed 10 new customers?  Then, using our example, the show would be worth over $100.000.00 in new business to the coffee distributor.

In order to sell exhibit space in the shows, you MUST PROVE IT!