The Best Salesperson I Know ナ Winning Skills for Great Tradeshow Success

September 21, 2013

Adam Schaffer

Adam Schaffer is Vice President, Tradeshows and Exhibitions for HelmsBriscoe and a member of the IAEE Senior Executives Programming Task Force.

Sales are the lifeblood of our industry.  Whether it’s selling booths and sponsorships, or selling the value of the show to attendees, we are always selling or being sold to.  I started my career in sales, have hired and managed many salespeople and, always with deep regret, have had to let a few go on to other opportunities.    Today, I am still selling -- and loving it.  Most of you are doing the same in some form or another.

I have a dear friend in the business who I realized is simply the best salesperson I know.  Here's why... 

She always (and I mean always) is:

·         A consummate professional

·         Ready and eager for the challenges of the day

·         Focused with a GREAT attitude 

·         Dressed for success

·         100% client focused

·         Very willing to ask the hard questions

·         Completely knowledgeable about every feature and benefit of her products

·         Fluent in the key elements of her competition to sell against

·         Hating weekends (because its harder to sell something on Saturday or Sunday)

·         Very capable speaking with CEO’s, VP’s, managers and assistants with confidence and courtesy

·         Fearless

·         Asking for the sale at just the right moment

Add these all up and it’s a winning package.   Most important, with all of these great skills and attributes (and sales numbers that would stun you), she doesn’t take herself too seriously.   She is an inspiration to me … and I hope all of you.

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