An Ideal Selling Situation

The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that I was selling at the show. He saw my nametag for the Foreign Study League and wanted to learn more about my products. His school district filled two and a half jet airplanes with over 400 students (at more than $1,000 each) who enrolled in my firm's summer study programs in Europe. Exhibiting and selling at tradeshows, if handled properly, is the most cost-effective selling tool in which a business or professional organization can invest.

By attracting prospects, clients or customers to a single location, a tradeshow exhibit is an "ideal selling situation," because you can sell at your booth, meet prospects at vendor sponsored cocktail parties or even promote your products or services during the down times when the show attendees are supposed to be in meetings--like the school superintendent that cut a convention session to learn more about my high school summer study abroad programs. In a day or two at a tradeshow, you can meet more decision-makers than you can contact over many weeks of cold calling and/or in-person meetings. And, participants who visit your exhibit are for the most part pre-qualified, with an interest in or a need for what you are selling, giving you access to decision-makers in a non-threatening and fun environment.

Research shows that tradeshow participants rarely see the meetings and exhibits as a selling event, so there is less resistance to your product or service promotions. Also, Tradeshow Weekly magazine reports that: 86% of a tradeshow's attendees make or influence buying decisions for their business or professional organization. The magazine's researchers have also found that over 80% of the decision-makers attending a show were not even contacted by an exhibitor's representative prior to a given event. Yet, 75% of the attendees left an exhibit area having made a commitment (i.e. agreeing to taking the next step or setting an appointment) or actually concluding a purchase. As these statistics illustrate, often it's the little things you do prior to the show or with your exhibit that can make the difference in your level of success. To make the most of a tradeshow opportunity, you might want to call in an expert to help you orchestrate the many small details that can make the show a profitable event. Just go to http://www.thesellingedge.com/tradeshows.htm to learn more about the expertise and programs available to businesses and professional organizations that want to generate the most business from a tradeshow event.

Obtain Free The $elling Edge®, Inc. Sales Myths E-Training Program At: http://www.mcssl.com/app/contact.asp?id=32989&afid=&formid=&preview=

VIRDEN THORNTON is the founder and President of The $elling Edge®, Inc. a firm specializing in sales, customer relations, tradeshows and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Wells, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success and the best selling Building & Closing the Sale, Fifty-Minute series books and Close That Sale, a video/audio tape series published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing, and personal productivity training guides. Check them out at:http://www.TheSellingEdge.com/Book1.htm.

Vi rden teaches for the Center For Professional Development, Texas Tech University at Lubbock, Texas and in the School Of Entrepreneurship, J. Willard And Alice S. Marriott School Of Management at Brigham Young University, Provo, Utah. You can contact Virden at: [email protected]. or learn more about him at: http://www.TheSellingEdge.com .

In The News:

How retailers make fools of us at the sales rack  Washington PostThe more you know about how sales work, the less you might be inclined to pat yourself on the back.
October retail sales accelerate to 2.2%  Fin24Retail sales picked up in October, reflecting year-on-year growth of 2.2%.
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China's auto sales fall in November for fifth month  Moneycontrol.comSales of SUVs, sedans and minivans in the global industry's biggest market plunged 16 percent from a year ago to just under 2.2 million.
Second meeting for proposal of Town Common liquor sales  WITNThe city of Greenville is hosting the second of two public meetings tonight to get feedback on the proposal.
Sydney sits sixth in world for mega-mansion sales  The Sydney Morning HeraldA weak housing market might be worrying economists but in the rarefied world of luxury and wealth, Sydney still ranks as one of the top locations in the world for ...
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Major chunk of agri sales should go to farmers: Adi Godrej  Moneycontrol.comHe explained that there are a lot of government rules, which only allow marketing under certain conditions.
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Amazon sackings 'follow sales data leaks'  BBC NewsAmazon has sacked workers it believes had been misusing internal data on high-selling products, the Wall Street Journal (WSJ) reports. Amazon reportedly ...
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Egypt restricts sales of yellow vests to stop protests  BBC NewsSales of the vests are restricted to stop copycat protests on the anniversary of the 2011 uprising.
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Black Friday TV sales increase by 66% in South Africa  MyBroadbandGfK South Africa's data indicates that panel TV sales increased by 66% to over 93,000 units on Black Friday 2018 compared to the year before. Additionally ...
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China car sales suffer steepest monthly fall in 6 years  Financial TimesThe Chinese car market suffered its steepest monthly fall in more than six years as the country heads for its first annual decline in three decades. The world's ...
PepsiCo VP sales Harsh Rai quits; succeeded by NourishCo MD Ajit Dheer  Economic TimesNEW DELHI: PepsiCo VP and general manager sales Harsh Rai has quit the company, ending an over-decade-long association with the beverages and foods ...
Carpetright losses widen as sales fall  BBC NewsSales are still falling at the retailer which is closing stores as part of a restructuring plan.
Amazon India to host online sales event for SMEs  Economic TimesBENGALURU: The Indian arm of global e-tail major Amazon will host 'Small Business Day' online shopping event on December 16 to promote small and ...
PA brewers oppose sales tax on craft beer  Sunbury Daily ItemCraft beer isn't cheap and it's about to get more expensive.
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Best Whiskey Brand for Boilo Means Big Sales  WNEP Scranton/Wilkes-BarreSCHUYLKILL COUNTY, Pa. -- The maker of a certain type of whiskey has its biggest sales in the country in Schuylkill County, especially during the holidays.
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Shop the best fashion sales of the week: Nordstrom, Shopbop, Loft and more  Yahoo LifestyleThe best fashion deals on the web that get you the biggest bang for your buck.
Tata Motors Group's Global Sales Falls By 7% In November 2018  NDTVAuto.comJaguar Land Rover sold 49312 vehicles in November 2018 with Jaguar contributing to kitty with the sale of 15114 units and Land Rover selling 34198 vehicles.
Nintendo's Reggie Fils-Aimé Talks Switch Sales, 'Super Smash Bros. Ultimate' DLC And 2019  ForbesNintendo of America CEO Reggie Fils-Aimé talked to Forbes about Nintendo's holiday and how it'll look to tackle 2019.
Lake Lorraine townhome sells for $665,000, topping home sales list  Sioux Falls Argus LeaderBuilt just this year in the flourishing Lake Lorraine mixed-use development, which includes The Shores at Lake Lorraine townhome development.
Utah County Commissioners delay decision again on implementing sales tax  Daily HeraldThe Utah County Commission has again delayed a decision on implementation of a county-wide sales tax Tuesday after lengthy discussion and public ...
Retail marijuana sales OK'd in Salem starting Saturday  The Salem NewsSALEM — Alternative Therapies Group can begin selling recreational marijuana in Salem on Saturday.
Survey says Cobb would support new sales tax for transit projects  MDJOnline.comMost Cobb residents favor the creation of a new sales tax to fund transit projects, including bus and rail, according to the results of a survey released Tuesday.
Sales back in jail  Waupaca County NewsScott J. Sales, 29, New London, is charged with felony bail jumping and misdemeanor theft. Caroline Implement Big Box. At 11:30 p.m. Saturday, Dec. 8, New ...
PlayStation Store Holiday Sale is Live – Game Rant  Game RantAs 2018 starts to wrap up, Sony Interactive Entertainment decides to reward fans with some savings by making the PlayStation Store's annual Holiday Sale live ...
India car sales analysed: November 2018 - CarWale  CarWaleAfter a lacklustre Dussehra, Diwali too failed to drum up adequate sales for automotive companies in the month of November. And the charts seem to be painting ...
UK economy slows as car sales slide  The GuardianBrexit jitters weigh on manufacturing and automotive sectors, official data shows.
The 2018 US Diabetic Retinopathy Market: Pipeline, Epidemiology, Market Valuations, Product Sales, Market Forecast, Product Forecasts and Market Shares - ResearchAndMarkets.com  Associated PressDUBLIN--(BUSINESS WIRE)--Dec 12, 2018--The “US Diabetic Retinopathy Market and Competitive Landscape - 2018” report has been added to ...
4 Sales Trends That You Need To Know About In 2019  ForbesIt's almost the end of the year, the perfect time to look back at what you've done and achieved, as well as look forward to understand what's to come. The world of ...
Four men arrested over vintage car sales where elderly people were targeted  thejournal.ieGardaí said the operation “relates to offences of deception involving the purchase and sale of vintage and classic cars”.
Harley-Davidson sales decline worsened in October and November, new product needed: Wedbush  MarketWatchHarley-Davidson Inc. HOG, -2.33% sales worsened after September based on channel checks conducted by Wedbush analysts, with dealer contacts estimating ...
November's Comic Book Sales Took a Big Dip | CBR  CBRComic sales dropped in November, but Uncanny X-Men's relaunch helped to lessen the overall blow as we head into the new year.
North Texas home sales see biggest slide in seven years  Dallas NewsNorth Texas home sales fell by 8 percent in November.It was the biggest year-over-year sales decline in more than seven years.Real estate agents...
Want To Build An Effective Sales Team? Avoid These Common Misconceptions  ForbesWhether you're looking to create a sales team or expand an existing one, there are a few misconceptions you should address if you want to have a sales team ...
Report: Russia and Turkey expand arms sales, US remains biggest armorer  The Jerusalem Post - Israel NewsWhen it comes to the major questions of whether countries care more about guns or butter, the SIPRI survey shows that the world still prefers guns, but it ...
Egypt restricts yellow vests sales to avoid copycat protests  The Associated PressCAIRO (AP) — Egyptian authorities have quietly introduced restrictions on the sale of yellow reflective vests, fearing opponents might attempt to copy French ...
PepsiCo VP Sales steps down  People MattersVice President and General Manager of Pepsico Harsh Rai has stepped down from his role. Ajit Dheer, the current Managing Director of NourishCo, the joint ...
Nintendo Switch sales hit 1.4 million in UK, with PS4 on 6+ million  MetroA rare insight into the UK games market has given specific sales numbers for the Switch and PS4, just as Smash Bros. breaks records in Japan.
Walmart's Latest Acquisition Could Add $300 Million to Its Annual Sales  The Motley FoolThe retail giant adds custom art and wall decor to its home goods portfolio.
Priciest home sales in Sayville  Long Island Business NewsThe three highest-priced home sales in Sayville last month ranged from $525000 to $685000.
Nintendo’s Fils-Aimé is Confident About Reaching 20 Million Switch Sales Target; Says Switch Attach Rate is Unprecedented  WccftechNintendo of America President Reggie Fils-Aimé remains confident that the 20 million Switch sales target will be reached before the end of Nintendo's current ...
ObamaCare hiccup? Obama makes personal sales pitch to boost lagging enrollment  Fox NewsIt's that time of the year again when the weather turns chilly, presents get wrapped … and former President Barack Obama makes his last-minute pitch for ...
Flash deal: Apple's HomePod on sale for $249 ($100 off) while supplies last  AppleInsiderAfter originally selling out within four hours, B&H has brought back the incredibly popular $249 deal on Apple's HomePod with free expedited delivery. What's ...
PV sales decline by 3.43% in November 2018; CV & two wheeler on growth trajectory  ETAuto.comExports also declined 23.69 per at 48,652 units last month. New Delhi: Passenger vehicle sales decline by 3.43 per cent at 266,000 units in November 2018 ...
Sales of kombucha kits spike after successful 'Shark Tank' pitch  Madison.comSince pitching to a group of investors on the hit ABC-TV show “Shark Tank” last month and getting two bites, Madison entrepreneur Kate Field has seen a huge ...
JLR sales fall 8% to 48,160 units in November  Economic TimesTata Motors-owned Jaguar Land Rover (JLR) Friday reported 8 per cent fall in retail sales at 48,160 units in November as compared with the same month last ...
Taiwan panel makers brace for slow sales in December  DigitimesHaving reported decreased sales for November, most Taiwan-based flat panel makers are expected to see their revenues continue to drift downward in ...
Sales hit floor as bad publicity at Carpetright spooks shoppers  The TimesPublicity over its restructuring has been blamed by Carpetright for a slump in its sales and deepening losses.The flooring retailer sank to a £11.7 million pre-tax ...
China block of iPhone sales, memory outlook don’t hurt chip stocks  MarketWatchChip-related stocks outperformed the broader indexes Monday as analysts weighed the effect of tariffs on the industry and China's order to stop selling certain ...
Plug-In Electric Car Sales In The Netherlands Tripled In November  InsideEVsThe numbers are in and it seems that November was the best month for plug-in car sales in the Netherlands since December 2016 (when as in December 2015, ...
Jaguar I-PACE Steps Up The Pace In The Netherlands — CleanTechnica Electric Car Sales Report  CleanTechnicaDecember 10th, 2018 by Jose Pontes. The Netherlands had 3,499 plug-in electric vehicle registrations in November, up 221% year over year (YoY). That was ...
Is a festive season sales bump a myth for cars?  LivemintThe data, accessed by Mint, has allowed a comparison over a timeline because vehicle registration figures, previously held back by the government, have now ...
Costco Sales Rocket Higher in November  The Motley FoolCostco continues to gain market share rapidly, especially in its home market.
Apple continues iPhone XR sales push with App Store editorial feature  9to5MacApple is continuing to promote upgrades to the iPhone XR today with an item in the Today view of the App Store. The editorial describes key features of the ...
Russia Rises To Second In Global Arms Sales, With U.S. Still At No. 1  RadioFreeEurope/RadioLibertyThe United States remains the global leader in arms sales, while Russia has surpassed Britain to take the No. 2 spot as it attempts to modernize its military, ...
Maruti Suzuki drives past 5 lakh cumulative sales mark for CNG models  Moneycontrol.comThe company currently offers compressed natural gas (CNG) option in seven of its models, including Alto 800, Alto K10, WagonR and Celerio. Currently ...
85 Online Sales to Shop If You're in Need of Last-Minute Gifts  FashionistaIf you've visited Netflix within the last month and seen all the rom-coms centered around Christmas, then you know the holidays are here — cue the spiked ...
Washtenaw County residential sales down, prices up in November 2018  MLive.comANN ARBOR, MI - Fewer single-family homes and condominiums sold in Washtenaw County in November compared to a year ago, and the average residential ...
Nebraska asks judge to toss suit over Winnebago Reservation cigarette sales  Omaha World-HeraldCigarette sales on the Winnebago Indian Reservation can still be regulated in some ways, even though tribal reservations are considered sovereign territory, ...
Coca-Cola's chairman thinks we should change how we talk about soda sales  CNBCCoca-Cola's chairman Muhtar Kent, who announced Thursday he is retiring in 2019, said that he thinks we should change the story about declining soda sales.
Maryland's Marijuana Sales Hit $96M  NBC4 WashingtonMaryland's medical marijuana industry brought in $96.3 million during its first year of operation.
Costco downgraded as members-only retailer faces higher sales hurdles  CNBCTougher sales comparisons and food price deflation at Costco will curb otherwise banner performance in 2019, according to Citigroup, which downgraded the ...
Mercedes ranked highest in sales satisfaction  The Financial ExpressLuxury car buyers in India are “deeply involved in the pre-purchase shopping process,” according to the JD Power 2018 India Sales Satisfaction Index (Luxury) ...
View: Tomorrow’s election results will recalibrate BJP’s sales pitch for 2019  Economic TimesWill this have any bearing on tomorrows poll results, leading up to the general elections next year?
Today is the Black Friday of December—here are the best sales  USA TODAYIt's 'Green Monday,' the shopping event you've never heard of with the best deals you don't want to miss.
Yukon real estate prices, sales hit record highs  CBC.caYukon's real estate market is showing no signs of cooling, despite a drop-off in home sales in many other parts of the country. The territory saw record-high sales ...
Boosting arms sales shouldn't be the only goal for the US Air Force's international affairs office  DefenseNews.comTransfers of U.S.-origin military equipment to our foreign partners is a proven means of achieving our nation's objectives.
Tata Nano sales grow for third straight month  Moneycontrol.comAs per SIAM data volumes of Tata Nano closed at 77 last month, better than the 54 clocked in October and 31 clocked in September.
Apple Loop: Poor iPhone Sales Panic Apple, Frustrating iPhone 5G Delay, Massive iPhone XR Price Cut  ForbesThis week's Apple Loop includes Apple's response to falling iPhone sales, no 5G for next year's iPhone, the return of TouchID, no new AirPods for Christmas, the ...
US auto sales set to top analyst estimates for year  CNBCHoliday season deals propped up U.S. auto sales in November, limiting the scale of annual falls at some carmakers and putting overall figures on course to top ...

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