E1: B2B Expos: Why Are You Exhibiting, What’s Your Purpose?

GET TO YES by Listening, Not Telling with Neil Osborne | Selling in the Hair, Beauty and Body Industries

Neil starts the expo journey by sharing some of his personal expo encounters and a powerful learning experience, from one of the world’s top brands. A lot of companies claim that expos are different these days – they’re no longer about selling – but that’s not always the case. Neil talks about the exhibitors who do best and what they do to ensure they build a successful exhibition, right from the start. Want a hint? Having clarity around your purpose, is the key.

In this episode you’ll learn:

• Ideas to improve your financial return and sales team’s motivation
• An experience - Salon International in London TIGI & Toni & Guy
• Three types of exhibitors
  • Sellers
  • Promoters
  • Brand Builders
• The power of knowing your purpose
• Clarity for your sales team
• Presenting your USP
• Training your staff prior to the expo
• Make it easy for people to buy

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