Custom Exhibit Display Company, Gilbert, Discusses How to Close A Sale on Trade Show Day in Five Steps

MELVILLE, N.Y., May 11, 2018 /PRNewswire-iReach/ -- Custom exhibit displays company, Gilbert, explains how to maximize sales using a five-step process.

A seasoned sales rep may make selling look effortless, and new sales reps may need to work a little harder until they improve their salesmanship skills, but with a few simple techniques and an easy-to-follow process, your entire staff can hit their sales quotas at your next event.

1. Engage the prospect. Several prospects will walk by your trade show booth. Sales reps will want to engage as many as possible but spend the most time with those that show the most interest. There are other ways to engage less interested prospects. For example, your signage can connect them to your social media profiles or direct them to an event or talk your organization will host at the event.
2. Explain the features and benefits. Spend time explaining the features and benefits of your product or service. Remember, B2C buyers focus more on the benefits whereas B2B buyers give equal attention to features and benefits. If possible, explain the features and benefits with your product in hand or give a mini demo.
3. Ask questions. Ask prospects questions. Their answers provide the information your sales reps will need to further tailor their pitch and move the prospect down the sales funnel.
4. Assess. As the sales process ends, your sales reps should assess where the prospect stands. Is he or she hesitant? Risk-averse? Ready to buy? Their body language will provide helpful cues. How they're feeling at this point is what will determine how the sale is closed.
5. Close. Bring it home! Here are a few techniques to close the sale according to your prospect:

• For a hesitant prospect: Proceed as if the sale is done and ask them how many products they will need or when they'd like to schedule your service. The idea is to move them away from thinking about the reasons not to invest and toward the process of integrating your product or service into their business or life.
• For the risk-averse: Give them the product and stress your return policy. Sometimes, the product must speak for itself. If you know you have a great product, don't be afraid to let them give it a whirl.
• For the moderately-interested: Create a sense of urgency. If a prospect fears missing out, they'll be more likely to invest in the moment.

About Gilbert:
Gilbert is a custom trade show exhibits, environment, and event firm with over thirty years of experience and three units: Exhibition, Architectural and Live. The Gilbert exhibit marketing team of expert craftsmen and designers have decades of experience creating spaces that optimize traffic flow and capture attention in a variety of markets. Gilbert Exhibition takes care of fabrication, design supervision, service, planning, management, and more to ensure total success. Gilbert Architectural specializes in giving your brand a place to tell its story. Gilbert Live handles every aspect of planning and producing promotional and corporate events.  

Media Contact: Desiree Olivera, Gilbert, 631.577.1100, [email protected]

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SOURCE Gilbert