How to choose a sales person who will increase your sales and generate leads.
When it comes to trade show events, the goal of every exhibitor and speaker is always the same: connect with potential clients and share the message about your company’s products and services. However, while your objectives and goals may be the same for each trade show exhibit that you attend, the way you deliver and sell your message should change depending on a variety of different factors.
For instance, if you are attending a small-scale trade show event where you represent the only business in your particular field, you should be able to gain attention of attendees and connect with potential leads just through your own knowledge of your products and the comfort of no competition. However, when you step into the big leagues of trade show exhibitions―thousands of attendees, a whole trade show floor full of fierce competition, and powerful sales pitches made by professionals―it may be time to bring out the big guns.
Hiring a professional sales person to pitch your products and services and deliver your company message can be huge benefit when it comes to trade show events. Sure, your colleagues and regular booth staffers may be very knowledgeable when it comes to your business, but do they really have what it takes to grab the attention of attendees from the hundreds of other booths across the trade floor?
A sales professional, on the other hand, will bring the skills, experience and selling power that you need to make sure that your company beats out the competition. Here are just a few things that you should look out for when hiring a sales professional to be the face of your next trade show booth:
Plenty Of Experience
When looking to hire a sales person to be the face and voice of your business, you want to ensure that you’re hiring the best person for your goals. Therefore, it’s important to learn about their sales process. For instance, what has been their main focus when selling products? Do they perform better when selling based on volume or price point? Do they have more experience in high volume/low margin or low volume/high margins?
Great Speaking Skills
When you are speaking with a sales professional, you should feel comfortable in your conversation and confident in whatever they are pitching. If there is a lag or a silence in your discussion, see how well they cope with this. This is something that happens often during sales pitches and meetings, and how a person handles this break in conversation can tell you a lot about how they will react when speaking with potential clients.
How Well Do They Sell Themselves?
If a sales person comes in for an interview with your company, and you do not feel as though they sold themselves very well, how can you be confident that they will be able to successfully sell your products and services? During an interview, you should look for someone who gives specific examples of their successes in past jobs, a well-written, literate job resume and someone who is confident in themselves and their abilities.
Much of your company’s success at a trade show event is often determined by the people who are staffing your booth. Therefore, you want to ensure that you have the absolute best person talking to attendees and pitching your products and services. After all, they will be the first interaction that attendees have with your company and your brand. Make sure that it is a great one.