Exhibitions and Meet the Buyer events – The Hours spent preparing matter

Just like the athletes getting ready for the Commonwealth Games, winning the business contract takes time and practice and often quite a gestation period. The first point of contact is often face to face at trade shows and ‘ meet the buyer ‘ events, – a time to see the whites of the eyes of the customer and really demo your product or service well. Many ‘b to b’ sector organisations spend time and money at trade shows all over the world without the soft skill practise it takes to get it right.

Soft skills in sales is where it is at. Knowing the structure of how to persuade, make a credible case for your company and it’s products and move the discussion to a successful sales conclusion. Often you have one opportunity to get it right and if you don’t the opportunity fritters away.

For more information on how to max the chance of winning contact russ@rfm.co.uk

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