This is the second of four posts about selling to personalities in the exhibit space environment. 

 

Today’s personality type is Expressive

Understanding them: These people are optimistic, persuasive, enthusiastic and likeable. They are fun, and like to have fun. They can be overbearing and disorganized, and they exaggerate.

Identifying them: They enter your exhibit with a smile and handshake. They seem really interested in your product. They leave you making you think you have a sale in the bag – these people make up many of the infamous “I’ll be backs."

Selling to them: Keep them focused and on track. Compliment them. Make sure you really understand their issues. Have fun with them. Try to get something confirmed in writing before they leave your exhibit. Don’t be surprised if they say yes, yes, yes, no.

 

Next time we’ll look at Analyticals. Good selling.

David J Zimmerman
Southern Shows Inc.

This is the third of four posts about selling to personalities in the exhibit space environment. 

 

Today’s personality type is Analytical.

·         Understanding them: They are logical, diligent and precise. They are picky and indecisive. They need organization and order. They do not like salespeople.

·         Identifying them: They come cautiously into your exhibit if they come in at all. They would rather pick up your literature, go home and study it, then make a decision. They do not want a sales pitch – they want facts and details. They make the post-show ‘out of the blue’ calls you receive.

·         Selling to them: Do not schmooze them. Be the consultant, not the salesperson. Do not ask them personal questions. Give them space and time. Build your case step-by-step. Make sure they leave with details. Do not try too hard to close the sale.

 

Next time we’ll look at Amiables. Good selling.

 

David Zimmerman

Southern Shows Inc.