Trade-Show Selling

Objective

• Develop a trade-show strategy.
• Improve qualifying and closing skills for trade-show staff.
• Set goals.
• Create an environment of helpfulness and cross-selling.
• Establish a method of lead processing and follow-up.

Course Synopsis

Attending a trade show requires a significant investment. Converting the opportunities generated in face-to-face contact with prospects and customers is critical. This course helps attendees develop both a strategy as well as a tactical approach for maximizing the impact and return of a trade show. We provide methods for making quick and meaningful connections. The course enables attendees to convert suspects into prospects, and prospects into customers. Attendees sell their products or services in a staged booth to Sales Concepts instructors portraying booth visitors. A specific booth scenario is developed for each attendee. Attendees handle two booth visits. We video record the visits. Each attendee then receives feedback. Participants learn effective closing techniques as well as a follow-up process that ensures long-term success.

Topics Covered

• Maximizing investment return at trade-shows
• Developing prospect qualifying criteria
• Closing orders from lead generation
• Developing connections and building rapport
• Setting goals

Program Length

Class Size

Course Agenda

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