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

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

Resources

• Influence by Robert Cialdini
• They Ask You Answer by Marcus Sheridan
• The One Minute Manager by Ken Blanchard and Spencer Johnson

• ⁠Trade Show Displays⁠

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More from Khalil

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