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.
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
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
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
Key Takeaways
- Master the New Sales Reality
- Focus on Strategic Partnerships Over Product Sales
- Become a Vertical Market Subject Matter Expert
- Leverage LinkedIn Native Engagement Strategies
- Build Relationships Through the Seven Influence Principles
- Play the Long Game for Sustainable Income
- Create Customers for Life Through Value-First Approach
Resources
More from Chris
More from Khalil
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