26. October 2011 19:40
From creepy crawlies to eerie jack o' lanterns there’s plenty of hocus pocus to go around this week. So, we thought we’d enchant you with a two parter of goulish trade show secrets. That’s not all! We collaborated with industry influential – Susan Freidmann (also known as the Trade Show Coach) to bring you this spooktacular series of posts! So, here are just a few ways your very own sales team (both veterans and newbies) can spook your prospects and customers.
Fright or flight
Ever entered a department store and had an over eager sales person swoop down on you? Then you know how it feels. Attendees feel the same way at trade shows. Although your booth staff should be attentive and responsive, they should be careful not to overwhelm visitors when approaching them for engagement. Smile, make eye contact, extend a handshake and introduce yourself. Make a positive first impression on visitors, give them a rewarding brand experience and you may be treated to a purchase.
“What keeps you up at night”?
This has been rated by the Harvard Business Review as the WORST question a sales person can ask. If your booth staff is guilty of using this one, they need to re evaluate their sales approach. Your sales team should find other probing questions to uncover a prospect's top challenges. Your sales team needs to make a positive impression on visitors by using open ended questions that will enable them to respond with helpful insights that educate them about your products and services.
Take time for a Tic Tac
Nothing can be more frightful than conversations that involve bad breath. No matter what powerful product you’re selling, your efforts are jeopardized if your customer has to endure your staff member’s halitosis. Luckily there is a quick fix and it requires no training at all! Simply keep a stash of breath mints and offer them to your staff after they return from their lunch break. Who can refuse a refreshing breath mint right?
Before you go gallivanting off to Spooktacular fun filled festivities we thought we’d leave you with a hearty recipe straight from our Secret Nomadic Cook Book. Enjoy!
Nomadic’s Goulish Zesty White Chili
2lbs - boneless, skinless chicken breast
3 cans - Great northern white beans (16 oz each)
1 tbsp - Olive Oil
2 Onions, medium, chopped
3 cans - Chicken Broth (14.5 oz each)
2 Garlic Cloves, minced
2 cups - Monterrey Jack Cheese
2 cans - Green Chilies, chopped Salt and pepper to taste
2tsp - Ground Cumin
1 ½ tsp - Oregano, dried
¼ tsp - Cayenne Pepper
1) Cook Chicken in large pan covered with cold water – bring to simmer and cook until tender (15 minutes) Drain and cool on plate
2) Heat olive oil in a dutch oven over medium to high heat.
3) Add onions and sauté until translucent (sauté 5 minutes).
4) Stir in garlic, green chilies, cumin, oregano and cayenne. (sauté 2-3 minutes).
5) Add undrained white beans and chicken broth. (bring to boil).
6) Cut chicken into cubes. Reduce heat and add chicken and cheese. Stir until cheese has melted.
7) Season with salt and pepper.
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