If you want to attract attention at your next trade show, give participants a reason to look you up. Before the event, think of an activity that will generate interest. A contest or a change to win a prize get intrigue people. And don't forget to send out an email blast ahead of time.
It never ceases to amaze me how many people still ask me, “What’s the best way to close a sale?” Other than cold calling and finding the pain, this is one of the biggest misconceptions in sales.
What happens when a prospect asks you a question that you weren’t expecting? If you often freeze up and stumble through your explanation, you may want to sign up for improv training.
If you want your prospects to pay closer attention to your presentations, work on your storytelling skills. Build surprises and suspense into your narrative, as Bob Apollo suggests, and you'll have your audience hanging on your every word.
When you’re giving your sales presentation, do you really know what the customer is thinking or what they’re asking themselves as you’re presenting? I doubt it. You’re too busy trying to sell.