Trade Show Selling

 

Maximize the Profitability of Your Next Trade Show

Click here to register for Persuasive Sales.
Objective
  • Develop a Tradeshow Strategy
  • Improve Qualifying and Closing Skills for Tradeshow 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
1 full day of training from 8:00 AM to 5:15 PM
Class Size
Maximum of 24 participants. Student to Instructor Ratio = 4 to 1
Course Agenda
8:00
9:00
Developing a Booth Strategy
9:00
10:00
Connecting at a Tradeshow
10:00
10:15
Logistics
10:15
10:30
Break
10:30
12:30
First Booth Show Call & Feedback (Video Recorded)
12:30
1:30
Lunch
1:30
2:45
Qualifying and Closing
2:45
3:00
Break
3:00
5:00
Second Booth Show Call & Feedback (Video Recorded)
5:00
5:15
Presentation of The Best Trade Show Call Award

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