Making the Most of Exhibitions

This session looks at how to find the exhibition or event that is right for you, create a stand that stands out and trains you the standholder, hoe to sell your products and services effectively on stand. Statically, you only have a tenth of a second to stop customers so you need to be well prepared for the show.

This programme looks at 4 key areas:

1.Planning and build up

2.Pre-show publicity

3.Working the stand on the days of the show

4.Following up leads

This is a practical and interactive session which allows you to rehearse your technique – we know this has huge benefits on exhibition days and lets you ‘hit the ground running’ full of confidence

Key skills rehearsed

·How to identify the right show,

·Clarifying objectives

·Promotional planning – before the show

·Stopping visitors – techniques

·Opening lines

·Dealing with 2 contacts at the same time

·Qualifying prospects quickly

·The Sales Ladder

·Two way communication

·Listening skills

·Presenting products well

·Identifying buying signals

·Closing the Sale/Appointment

·Dealing with timewasters

·Quiet stands, busy stands

·Recording information

·Keeping alert

·Evaluation techniques

·Follow up procedures