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Selling Mistake: Advertising and Apologizing for Being New
I'm in Sicily this week and I've got a quick sales lesson for you, but first, let me give you some background. I've been in Italy for work meetings all week and am spending the weekend here in Sicily. It's been a wonderful place to visit, even if just for a few days.
Here in Sicily, there are a lot of ancient Greek temples. A lot of ancient Greek civilization was based here. Most people think of the Greek Isles when they think of ancient Greece, but they established quite the civilization in Sicily between 600 and 200 BC. I visited the Valley of the Temples today, which is on the southern end of Sicily. Many of these temples were reconstructed in the last 100 years, some as recently as between 2000 and 2006. I found that interesting because I don't think many people realize they aren't passing by an ancient temple that has stood continuously for 2400 years. Most of these temples have been refurbished.
Is this false advertising? No, it's not. Archaeologists have reconstructed these temples to the exact specifications of the originals, even if they are only 20 or 30 years old.
So, what's the sales connection here? One mistake I see with salespeople, especially new ones, is that they advertise themselves, or apologize for being new. Whether that means new to their role, new to the company or new to the industry. I see it all the time and I train new sales professionals not to do this. Never advertise yourself as being new. It's a great way to undermine your success. Think about it as a buyer: if you're working with a new salesperson, you're probably wondering if you're getting the best service and the right information. The ounce of sympathy you might gain by advertising yourself as new is not worth the pound of credibility you'll lose.
Confident and competent people usually don't get asked how long they've been in a job. If they do, you can say you've been in the industry for a certain amount of time. Don't lie, but don't undermine yourself by advertising that you're new.
Visiting these ancient Greek temples, none of them have signs saying they were reconstructed in 2002. Most people walking by probably think they're seeing something that's stood for 2400 years, and it doesn't matter. It's still an authentic experience. In the B2B sales world, it doesn't matter how new you are; it matters how competent you are, how good the questions you ask are, and the quality of service you provide. Can you make the sale?
So, that's my sales tip for the day. Hope it's helpful.
#sales #b2bsalestips
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Відео

Sales Methodologies are like PIZZA
Переглядів 1,5 тис.2 місяці тому
What is a Sales Methodology? Do you need a Sales Methodology? How are they like pizza? 🍕 in this video we're going to talk about sales methodologies and I have an analogy: Sales methodologies are a lot like pizza! There are a lot of methodologies out there and many are fantastic - they're a North star in helping you guide sales process as you move it along the funnel. Many of them are excellent...
Sales Presentation Mistakes (part one)
Переглядів 1,8 тис.5 місяців тому
I once worked under a sales manager whose approach to presentations left much to be desired. While he was an excellent storyteller, his standard slide deck, a staggering 72 slides, resembled pages from the Old Testament-overflowing with information, small font, and an overwhelming amount of details. This was the epitome of information overload, a common pitfall in sales presentations. In the dy...
Beware of Prospecting Bias in B2B Sales
Переглядів 7106 місяців тому
While in Mauritius I provide some details and give an analogy relating to prospecting bias that often occurs as B2B sellers manage their own sales territory. Here's the setup: Six weeks ago, I was cruising down a rural North Carolina road, camera in hand, when bam! A full-grown bear swaggered across the asphalt. It was in the Alligator River Wildlife Refuge, near the Outer Banks, a place teemin...
Selling with Emotion. You need more than a story!
Переглядів 1,6 тис.7 місяців тому
In this video I discuss selling with emotion. It's generally thought that a good salesperson needs to have a good story and that will help close a deal. In reality, most B2B sales require more than just a story - they require emotional skin-in-the-game. Usually this comes when a product is demonstrated. The buyer needs to be emotionally connected to the end result. #selling #b2bsales
Important B2B Sales Tip and Travel Tip from Europe
Переглядів 3,1 тис.8 місяців тому
An important B2B Sales Tip is the same as and important travel tip when visiting Europe. In this visit I'll explain both of these while taking you on a brief tour to Italy's Amalfi Coast; London, England; Bruges, Belgium; Prague, Czech Republic, and Berlin, Germany. Turns out showing up early makes a big different. If you're into B2B sales and you like to travel in Europe, this video is for you...
Sales Presentation Tips from Vietnam
Переглядів 4299 місяців тому
Three sales presentation tips from Vietnam observed during a recent sales trip to Ho Chi Minh City. In this video I give three examples of best sales presentation practices that were given in a presentation that was given by my partners in Vietnam. 1- Body Positioning 2- Ditching the Data 3- Conversational Questions www.blazersales.com
Persuasive Sales Techniques Learned From the Orthodontist
Переглядів 94110 місяців тому
In this video I discuss some persuasive sales techniques specifically relating to an experience I had taking my son to the orthodontist. Often times persuasive sales techniques are used where you might least expect them. In this video I talk about what makes the orthodontist so persuasive in his sales pitch.
Sales Lessons from the Demise of the PAC-12 Conference
Переглядів 1,5 тис.10 місяців тому
Some Sales Lessons and Analysis coming from the recent demise of the once proud PAC-12 Conference. In this video we discuss how early successes of a leader (or sales person) can lead to complacency and problems down the road. #pac12 #salestraining #salestips #conferencerealignment
B2B Sales: Job Hopping. When to make a move?
Переглядів 1,1 тис.11 місяців тому
If you're in B2B sales, chances are you've had the opportunity to change jobs. Recruiters and head hunters are always on the look out for talented sales professionals. If you're a sales professional and you've got another job opportunity or even a formal job offer, who do you evaluate between the two? Money and compensation are only part of the equation. In this video, I discuss some of the oth...
How to Dress for a Sales Presentation
Переглядів 78811 місяців тому
How do you dress for a sales presentation? What are some simple tips and pitfalls? 0:00 The One Step Rule 1:20 Can you over-do it? 1:45 Distracting items 2:30 Fail Story 3:42 Gum and eating 4:12 Water
How Should You Talk About Competitors When Selling B2B?
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A discussion about the different strategies when discussion competition in a B2B sales environment. #b2bsales #salestips
Sales Pitch Algebra. Buyers Journey + Persuasion
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Sales Pitch Algebra. The formula for sales success when pitching a product or service is matching the buyers journey with the core concepts of Persuasion as described in this video. www.bradballsales.com
Sales Techniques from Aristotle
Переглядів 1,4 тис.Рік тому
A simple yet effective lesson in persuasion from the grandfather of persuasion... Aristotle. Learn how Ethos, Pathos, and Logos are the foundation of sales persuasion and the one tweak you need to make so that it works in a sales environment. www.bradballsales.com www.bradballtravels.com #salestactics #persuasion #b2bsalestips
Brad Ball Introduction 2023
Переглядів 2,6 тис.Рік тому
Introduction to Brad Ball, founder of Blazer Sales. Sales Speaker and Trainer. #introduction #salesspeaker #sizzlereel www.bradballtravels.com www.bradballsales.com
Elevator Pitch... The Big Problem Most People Don't Realize!
Переглядів 658Рік тому
Elevator Pitch... The Big Problem Most People Don't Realize!
Trade Show Exhibits: Examples of Good vs. Bad. 5 Tips for Success.
Переглядів 22 тис.Рік тому
Trade Show Exhibits: Examples of Good vs. Bad. 5 Tips for Success.
How to Find Out Who’s the DECISION MAKER in B2B Sales.
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How to Find Out Who’s the DECISION MAKER in B2B Sales.
What is the BUYER’S JOURNEY?
Переглядів 808Рік тому
What is the BUYER’S JOURNEY?
How to Use MICRO-STORIES to sell anything!
Переглядів 1,7 тис.Рік тому
How to Use MICRO-STORIES to sell anything!
How to Practice and Perfect your KEYNOTE SPEECH. 8 Tips
Переглядів 1,4 тис.Рік тому
How to Practice and Perfect your KEYNOTE SPEECH. 8 Tips
FIRST IMPRESSIONS for BUSINESS. Top 10 Tips.
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FIRST IMPRESSIONS for BUSINESS. Top 10 Tips.
FIRST IMPRESSIONS - 10 Ways to Screw Up a First Impression in a BUSINESS setting
Переглядів 3,6 тис.Рік тому
FIRST IMPRESSIONS - 10 Ways to Screw Up a First Impression in a BUSINESS setting
How to Ask Great Sales Questions
Переглядів 1 тис.Рік тому
How to Ask Great Sales Questions
Body Language Basics when Presenting
Переглядів 486Рік тому
Body Language Basics when Presenting
How to Build a Slide Deck... and Deliver with Impact
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How to Build a Slide Deck... and Deliver with Impact

КОМЕНТАРІ

  • @MajorBelli
    @MajorBelli 25 днів тому

    Great video! Exhibiting at my first trade show this weekend and this gave me great ideas. Thanks!

  • @alisadeghi7691
    @alisadeghi7691 Місяць тому

    Thanks for your handful video.

  • @tazdevil5032
    @tazdevil5032 3 місяці тому

    You are spot on, but one thing I cringe at a show is people eating, drinking, on their phones and laptops, talking with their coworkers when they should be engaging and working the aisles the whole day. It's a job, not a free dinner. The booth should be well-lit and approachable. I say "KISS," which stands for "keep it simple stupid," overthinking it will kill the hype. Great video!

    • @h4l414
      @h4l414 3 місяці тому

      Bet you are fun at parties. The real work at tradeshows is done at night over dinner.

    • @tazdevil5032
      @tazdevil5032 3 місяці тому

      @@h4l414 Buddy, I am fun at parties, is this what you tell your wife: "The real work at tradeshows is done at night over dinner," but the honest truth is that you go to the Asian massage parlors.

  • @HeatherBundgaard
    @HeatherBundgaard 3 місяці тому

    Loved this video. I've been attending trade shows for almost 25 years (was a Marketing Director) and have been selling trade show booths for about 15 years. I'm soooo critical about trade show booths, and LOVE how you pretty much verbalized everything I was thinking. =) THANK you for being the voice of reason. And, thank you for helping companies bring their A-Game!

  • @user-bo3gf7pd8e
    @user-bo3gf7pd8e 3 місяці тому

    Thank you so much for your video. It's super helpful! Brilliant!!👍

  • @MarthaLilyPhotog
    @MarthaLilyPhotog 5 місяців тому

    this is great thank you

  • @dzilen
    @dzilen 5 місяців тому

    Where would I find somebody who could create an LED lit tower like the one shown at four minutes and 19 seconds? This is such a great video.!!

    • @blazersales
      @blazersales 5 місяців тому

      That LED backlit tower was purchased from this company. www.airbornevisuals.com I am not affiliated with them in any way. Personally, I think there are many options for a tall LED tower. I would recommend searching on Google and finding a reputable company. The Airborne Visuals banner was high quality, however it was rather expensive as well.

  • @manishmmmec
    @manishmmmec 5 місяців тому

    For a novice like me this is a Great video to start with . Thank you for sharing your invaluable experience .

    • @blazersales
      @blazersales 5 місяців тому

      Glad you enjoyed the video. Thank you for watching.

  • @JillWrightNailTechEvent
    @JillWrightNailTechEvent 5 місяців тому

    Thank you for creating the most concise video breakdown of do’s & don’ts for trade show booths (you’ve got a new sub now)! As an Event Coordinator for 17yrs I’ve seen firsthand how a booth design can make or break a companies ROI. Also I might add that learning how to close a sale goes hand in hand with a good booth design. Reps that are smiling, standing, not sitting, not looking down at their phones, speaking to passers by to welcome them into their booth without giving off carnival barker vibes, etc are vital to growing their business & making new connections. I’ll be sending your video to all of our 2024 participating companies so they have time to tweak their July booth setup, design new banners & train their staff on closing sales (not just demoing/educating) to hopefully have the best possible show experience with us.

    • @blazersales
      @blazersales 5 місяців тому

      Thank you so much for your kind comments. Hope the video can be of help to you and your clients/colleagues. You are very correct... professionalism and selling are absolutely critical to success during a trade show / conference. Originally, this was going to be part 1 of 2 videos... the second video was going to focus on communication and sales techniques at an event... So many people (and companies) get it wrong! Too many give off "carnival barker vibes" just as you stated. I'll probably get around to doing a second video eventually (I've been busy writing a book over the last several months)... suffice to say... it sounds like you've got a strong grasp on the subject. Best of luck to you... happy to connect on LinkedIn as well.

    • @JillWrightNailTechEvent
      @JillWrightNailTechEvent 5 місяців тому

      @@blazersales You're welcome & if the book is on trade show business then I'd definitely be interested!

  • @olaffer
    @olaffer 6 місяців тому

    Came looking for advice before going to our first Trade Show! Found some very good advice here!! Using real trade show examples, and grading them whilst explaining why they got the grade they did, was spot on! Very helpful!! I agree with the grading of your own booth and I'm glad you didn't go: "All perfect here: A+!", but graded it somewhat objectively!! (A+ on that!!) But I would maybe only give it a B (not B+) because of the kind of "back room" feel created by the big angled screens. The "back room" space created (especially to the right, where the desk and chairs are) creates a space, in which I'm uncertain is an extended part of your demo, or if it is YOUR work space, and thus really not for me to see. It certainly seems "off limit" passing by... If it was a part of the demonstration I would have a wall divider going from the end of the screen and straight back to the curtains. Or even better: Set the simulator at a 45 degree angle to the back left corner (almost where it's at, just at an angle). The small, triangular space behind the centre screens is then clearly "dead space/off limit"! I would then give your booth an A! If you did so you could even move the backlit "tower" nearer the "front" corner of your booth space making the demonstration visible even before you've gotten AROUND it... That would show off the simulator from a greater angle and even make the "tower" stand out more... Then I would give it an A+!! For an A++ I would also have had a red and white sceen/wall devider/banner against the white, blue and black curtains separating your booth from the one to the back of it. But I'm no expert and that's just my two cents... But remember: YOU asked for it!! ;) Anyhow: Great, helpful video! Subbed to your channel!!

    • @blazersales
      @blazersales 5 місяців тому

      Thank you for your comments and suggestions... much appreciated. Our booth was certainly not perfect. The tricky aspect with a simulator is there are 7 computers that run the system that need to be well ventilated. They are hidden behind the simulator and tucked away out of site. Because of the nature of the power requirements, ventilation, etc. there are limited options of how and where we can place the system in the booth. Moving forward we will be retiring this demonstration system and (instead) using a large 10 ft. x 10ft flat screen video wall. We'll see how it goes.

  • @JoeIgnizio
    @JoeIgnizio 6 місяців тому

    What is the process..like it

  • @rikeleathercraft
    @rikeleathercraft 7 місяців тому

    Thank you so much for the tips sir. What if am exhibiting on a field during day time, do I still need lightings?

    • @blazersales
      @blazersales 7 місяців тому

      You ask a good question. I'm not familiar with many outdoor exhibitions. I think the need for good lighting would be somewhat diminished in broad daylight. Keep in mind the idea for LED lighting is too stand out from the other booths and exhibits. It may not hurt to still consider LED options because they aren't that much more expensive. If there is a cloud day or a situation where you'll be inside, it could be advantageous.

    • @rikeleathercraft
      @rikeleathercraft 7 місяців тому

      @@blazersales thank you for your reply sir. God bless you. Have a peaceful week.

  • @LouisOLOA
    @LouisOLOA 7 місяців тому

    thanks boss you are the boss <3

  • @snip3d
    @snip3d 8 місяців тому

    This is insanely helpful as I'll be doing an expo this week - You've helped me make some minor changes before we even bump-in. Bringing some LED lights to level-up our setup. Really appreciate the useful, helpful and detailed explanations. Your company may get by without a slogan due to their name and such a dominant demo. Keen to see your next version.

    • @blazersales
      @blazersales 8 місяців тому

      Thanks for you comment. Hope your expo goes well!

  • @maxchen11
    @maxchen11 9 місяців тому

    Thanks for sharing!That’s a very useful video🙏🙏

    • @blazersales
      @blazersales 8 місяців тому

      Thanks for your kind comment. I'm glad it was useful for you.

  • @ElmerHansen-od7jy
    @ElmerHansen-od7jy 10 місяців тому

    *Promosm*

  • @coleambrosini9295
    @coleambrosini9295 Рік тому

    Good content. I'm a exhibit designer in CA.

    • @blazersales
      @blazersales Рік тому

      Thanks for watching... I appreciate your comment.

  • @malikabas3088
    @malikabas3088 Рік тому

    I really appreciate you're work bro. .

    • @blazersales
      @blazersales Рік тому

      Thanks for your comment - I hope it was helpful.

  • @CoachNateLaw
    @CoachNateLaw Рік тому

    So true about over-apologizing. Such a good tip to say "Thanks for your patience" instead. Great video--concise and informative!

    • @blazersales
      @blazersales Рік тому

      Thanks for watching... I appreciate your comment.

  • @noodle_249
    @noodle_249 Рік тому

    Hello My Name is Aman Jha I am a video Editor saw your video on youtube I had to ask you that you need a video editor. can i have your email so we can talk further