Here we are again. Another High Point market. It seems like our industry cycles around this presentation of products. As important as this is for retailers to freshen up floors, it is more important for sales representatives and factories to showcase their products in person in the best fashion possible.
So with that in mind, I spent some time reviewing some of the materials on the new IHFRA training program. It’s really a good resource for sales reps and if you have not signed up, you should stop by IHFRA and learn more. I also looked at some of my past notes from other influencers I follow. Here are a five thoughts I have going into market that may be helpful to your market preparation. Consider these as you try to make the most of your High Point market presentations.
1. Expectations – What are you going to accomplish this week at market? When you get to market, look at the new offerings and consider your customer base, understand who you hope to place the product with. Go into this week by setting your expectations of what you want to accomplish on the front end and you may be surprised how good a market you will have!
2. Rejection – You will not sell everything you want to everyone you want. Enough of that and you feel disappointed. This rejection should not be taken personally. There’ a difference between I failed to make the sale and I’m a failure. Take the rejection from one presentation, learn from it, and you will make a better presentation the next go round.
3. Confidence – An opposite of rejection in my mind is confidence. When you are working with a customer how you feel about the product will resonate. If you are confident in your offering, your customer will see that. But if you lack the confidence, if you are intimidated in the presentation, if you are not comfortable with the options you are proposing, then that will also come through. So be prepared and present your offerings confidently. If you aren’t confident, spend time with reps that are confident. Pick their brains, watch their presentations and you will gain the knowledge and confidence you need to be successful.
4. Passion – Akin to Confidence is being Passionate. You have to love what you do, love your products, love the company you represent and the retailers you sell. By being more passionate will make you better than those that are not passionate. People who are passionate about their offerings don’t know more than others but they are passionate about their products. You know this when you have a “hot” product that everyone is selling. You get excited for your customer to try it. Channel that passion this week for your new offerings and you’ll be pleasantly surprised.
5. All In – Every sales presentation you make needs to be at 100%. You cannot give an 80% effort by forgetting a product or a feature and expect to make up for it later back home. The dealers are deciding this week on what they will buy, so if you don’t give your best, if you aren’t all in for each presentation, you leave a lot to chance against other factories that want that same spot on the retailer’s floor.
Have a great market and if you see me around be sure and say Hi. As always feel free to leave your positive feedback below.
