We’re heading into show season. Long days, a lot of retail pressure, and customers seeing multiple brands back-to-back in the same building.
At shows, we don’t have weeks to build trust.
We have minutes.
One of the most common mistakes I see, especially at shows, is how sales people introduce a manufacturer rep to a customer. It usually comes from a good place. You’re trying to be helpful. But what it actually does is give away the authority you’ve already earned with that customer.
In this video, I talk through:
What’s really happening when that introduction goes wrong
Why it hurts you more at a show than on the lot
How to handle it differently
Watch the video below.
If this helps you keep control of even one conversation at a show this year, it did its job.
Zach