Taking a SURVEY? vs. REAL SELLING.

We should not be taking surveys when making sales calls for booths...."did you get the info? do you have any questions? Wanna exhibit?" That will not get people to exhibit....the only people that will exhibit are ones that would have exhibited already, you just helping them get registered...

This is a NEW economy. YOU need to ask the questions....questions like: What do you sell? Who do you sell to?

Telling someone how great our show is doesn't convince anyone either. Ask them stuff like: Do you sell to retailers or distributors? Is 400 owners and buyers enough for you to see in a day to make it worth your time and money? Would an ad in the program help? How can I make it work for you to be in the show?

When someone says nope, the show is not budgeted, sales reps STILL think it is a valid reason and move on....when they tell you that, they are NOT telling you the real reason.. The real reason is this: They do not think the show is worth their time and money. period.

find out the REAL reason and you have a chance. Get them to talk to you about THEIR business, not ours.

Taking a survey on if they will be in the show doesn't work....when they realize you can help them GET WHAT THEY WANT, we will have a lot more success....so ask them what they do...and what they want....and who they sell to....

Need to have REAL conversations about business....not the weather....not their kids....not even about the benefits of our show UNTIL you know what turns them on.....

I have used this for years and years - and it works great!