Expo! Expo! IAEE’s 2024 Annual Meeting and Exhibition takes a deep dive into the inner workings of exhibitions and events, offering six unique learning tracks from thought leaders like Gary Hernbroth, chief motivation officer at Training for Winners and author of Training for Winners Author of the book twist the familiar. his meeting, Perfect your sales gameis a peer-to-peer dive into the world of collaborative selling success.
Gary will lead participants through addressing several aspects of sales including best practices, tips for running a sales funnel smartly, helping people buy, negotiating, successful exhibitor lead generation/sales strategies in the booth, selling sponsorships, leveraging collective Wisdom drives sales growth. , and incorporate ROI/ROE into the equation.
Whether participants are trade show organizers, suppliers, or exhibitors, much of what they do has an element of “selling.” In this hands-on session, Gary will have participants roll up their sleeves, discover and share ideas for sales success!
Attendees will discover the key steps to running a successful sales funnel, including factors that can make the process more successful and avoid factors that can derail negotiations. How do you determine which steps and pitfalls to avoid when creating a winning combination?
The beauty of this fast-paced session is that the aspects of sales we discuss and share will be chosen by the audience. They will be able to customize the most important areas and keep them awake at night. Through peer-to-peer dialogue, participants will exchange ideas and challenges with each other. I will facilitate “solution coaching” so people can take the key points and apply them to their own work.
They will also improve their sales skills by seeing the sales experience from the buyer’s perspective, thereby increasing their ability to consult on sales strategies and tactics. What makes this understanding an important part of the sales process?
I touch on this in the video below – I firmly believe that seeing the sales process through the customer’s eyes is one of the most important foundational skills a salesperson can have. This is critical. It leads to selling on a consultation rather than a commodity basis. This is the preferred way people want to buy. They usually don’t want to be sold to. That’s the whole idea of “WIIFM: What’s in it for me?”
What sparked your passion for this subject? Why is this information so important in today’s business environment?
Helping people and coaching them to improve is in my DNA. This is the fundamental reason why I wrote a new book twist the familiar. The fact that cannot be ignored is that we can all be better. Me too! No one knows all this. A great salesperson is always learning and should always learn something from every customer, every solicitation, every call because they are all different. And, anytime people want or need to get better and improve their skills and fundamentals, I want to be able to help them. I am a serial coach.
Gary summarizes how he can help you perfect your sales game in the short video below:
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