Last Saturday, I enjoyed a special experience. I worked a booth with a sales superstar.
Working a booth at a trade show or professional association meeting exposes salespeople. In a matter of nanoseconds you must identify a suspect. Then you have 30 – 60 seconds to qualify them, make your presentation, answer objections, and ask for the order. As a [tag]professional speaker[/tag] I serve the National Speakers Association – Minnesota as President. In that role I attended a Toastmasters Conference in Minneapolis and manned a booth to create awareness of our educational offerings with Stuart Gray, a fellow professional speaker and entrepreneur, and Director of NSA-MN.
Stuart is co-founder of 4Remarkable Service, a firm “works with restaurants throughout the world helping them implement wait staff training that focuses on service AND sales.” In addition, Stuart is the founder of the Hospitality Business Breakfast, which provides monthly programs of professional speakers as a service to the hospitality industry. Stuart is a master salesperson, and operates from a position of providing extreme value to his customers and clients.
A gentleman approached our booth, and showed interest in our “Institute for Professional Speaker Development” programs. Stuart identified his interest, and made a short presentation of the program. This man said, “Well, that’s interesting, but you may be wasting your time on me,” to which Stuart asked a clarifying question about the man’s question, answered it, and resumed his presentation. The end result – this gentleman changed his mind, and enthusiastically signed up to attend a future information session! The lesson – be persistent, and welcome objections as a request for additional information. Deliver this new information to your prospect with new perspective, and keep selling.
Once again, I was fortunate to witness sales greatness. Stuart, you rock!
Good selling!
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