Comments on: Have I got your Attention? http://www.firstborder.com/sales-blog/2008/05/14/have-i-got-your-attention/ Strategies and tools for successful selling, making your number, and increasing your commission. Mon, 08 Sep 2008 01:49:39 +0000 http://wordpress.org/?v=2.5.1 By: Sales Training http://www.firstborder.com/sales-blog/2008/05/14/have-i-got-your-attention/#comment-1915 Sales Training Mon, 14 Jul 2008 15:47:50 +0000 http://www.firstborder.com/sales-blog/2008/05/14/have-i-got-your-attention/#comment-1915 One other thought about trade shows, Colin (I realize this is adjacent to the main point of your blog entry, but what the heck). When I was sales managing a company, I did a study and found out that we had more traffic on our booth when the booth didn't have a representative than when it did. So our strategy became this: (1) leave the trade show booth until a prospect comes in and starts looking around; (2) enter the booth and approach the prospect to engage him in conversation. Worked like a charm! One other thought about trade shows, Colin (I realize this is adjacent to the main point of your blog entry, but what the heck). When I was sales managing a company, I did a study and found out that we had more traffic on our booth when the booth didn’t have a representative than when it did. So our strategy became this: (1) leave the trade show booth until a prospect comes in and starts looking around; (2) enter the booth and approach the prospect to engage him in conversation. Worked like a charm!

]]> By: Brad http://www.firstborder.com/sales-blog/2008/05/14/have-i-got-your-attention/#comment-1756 Brad Sat, 24 May 2008 16:32:07 +0000 http://www.firstborder.com/sales-blog/2008/05/14/have-i-got-your-attention/#comment-1756 It's funny, how people pay thousands of dollars to exhibit at a trade show in order to find new customers; but then spend all of their time talking to existing customers on cell phones and complain about how they can not here anything in this crowded room! Worse yet is when they do it when a potential new client is standing right in front of them. Phones have voice mail people don't. Ignoring me is the best possible way to ensure that I not only avoid doing business with you now, but that I share that experience with others. It’s funny, how people pay thousands of dollars to exhibit at a trade show in order to find new customers; but then spend all of their time talking to existing customers on cell phones and complain about how they can not here anything in this crowded room! Worse yet is when they do it when a potential new client is standing right in front of them. Phones have voice mail people don’t. Ignoring me is the best possible way to ensure that I not only avoid doing business with you now, but that I share that experience with others.

]]> By: Skip Anderson http://www.firstborder.com/sales-blog/2008/05/14/have-i-got-your-attention/#comment-1752 Skip Anderson Wed, 21 May 2008 09:32:14 +0000 http://www.firstborder.com/sales-blog/2008/05/14/have-i-got-your-attention/#comment-1752 Colin, it's clear what you did wrong: You went in person to their tradeshow booth instead of phoning them! I had a similar situation at a retail store recently. My sales rep kept getting interrupted by calls on his mobile phone. He answered the calls and didn't even apologize for it. To all sales professionals: Just because you have a phone in your pocket doesn't mean you have to answer it! Colin, it’s clear what you did wrong: You went in person to their tradeshow booth instead of phoning them!

I had a similar situation at a retail store recently. My sales rep kept getting interrupted by calls on his mobile phone. He answered the calls and didn’t even apologize for it.

To all sales professionals: Just because you have a phone in your pocket doesn’t mean you have to answer it!

]]>