Podcast
057 - Can You Make a Great Paycheck Selling Exhibits?

057 - Can You Make a Great Paycheck Selling Exhibits?

Chris Griffin reveals the harsh reality: it now takes 600 dials to get 2 appointments in exhibit sales. But don't panic - he and Khalil break down the blueprint for building a six-figure income in today's relationship-driven market, from LinkedIn strategies to vertical market mastery.

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What You’ll Learn

  • Why traditional cold calling is dead and what replaced it
  • The 5-step framework for building sustainable exhibit sales success
  • LinkedIn prospecting strategies that actually work in our industry
  • How to become the subject matter expert that clients chase
  • The psychology behind influence and relationship building

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Time Stamps

  • 00:23 - The Heyday of Sales: Chris Griffin's Journey
  • 01:28 - The Evolution of Sales Strategies
  • 02:50 - Challenges in Modern Sales
  • 05:00 - The Role of Younger Salespeople
  • 08:31 - The Importance of Referrals and Incentives
  • 10:52 - The Shift to Strategic Selling
  • 13:03 - Becoming a Subject Matter Expert
  • 20:17 - Influence and Relationship Building
  • 23:02 - Finding Business in a Changing Environment
  • 24:31 - The Evolution of LinkedIn for Business
  • 26:36 - Effective Engagement Strategies on LinkedIn
  • 32:29 - Principles for Successful Sales on LinkedIn
  • 37:54 - Key Takeaways for Trade Show Sales Professionals

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Snippets from the Episode

  • "We're not selling stuff anymore. We're not selling exhibits. Brands are looking for sales results - filling pipeline, generating qualified leads."— Chris Griffin
  • "It takes 600 dials to get through to 20 live people. Out of those 20, you'll end up with two appointments."— Chris Griffin
  • "Stop trying to get what I want, start helping other people get what they want."— Chris Griffin
  • "Always make sure you're putting more into the relationship than you're asking to take out."— Chris Griffin

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Key Takeaways

  1. Master the New Sales Reality
  2. Focus on Strategic Partnerships Over Product Sales
  3. Become a Vertical Market Subject Matter Expert
  4. Leverage LinkedIn Native Engagement Strategies
  5. Build Relationships Through the Seven Influence Principles
  6. Play the Long Game for Sustainable Income
  7. Create Customers for Life Through Value-First Approach

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Resources

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More from Chris

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More from Khalil

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Connect With Us

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Ready to future-proof your exhibit sales career? Share your biggest sales challenge with us and connect with fellow Experience Builders who are mastering the new rules of our industry.

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