Sales Tip: Create a plan before attending your next trade show

Sure, you want to have some fun and renew old acquaintances at events like trade shows, but your primary reason for being there is work. It is my opinion that there are four reasons to attend these events, and in descending order of importance they are: education, more education, deals, and fun.

Manufacturers and company product managers put a lot of work into organizing and getting ready for these shows. They are 100 percent ready to answer every question you may have. They are also ready to teach you the best ways to demonstrate their products and handle objections.

What products are on your mobile store that are not selling as well as you think they should? What products are selling off other trucks and not yours? What products do you just not understand very well? These questions are important to consider – especially if you were not a technician before becoming a dealer. If such is the case, you may not know as much about working on vehicles as a former technician would, but that is absolutely no reason not to succeed as a mobile tool dealer.