|  Trade
Show Power Selling Show & Sell!
We offer a comprehensive and practical training program on
selling effectively at trade shows, including preparation,
on-the-floor activity and understanding visitor behavior.
This program is ideal for personnel who work at trade show
exhibits and interact with visitors.
You will learn:
- Essential trade show skills
- Product knowledge
- Pre-show sales preparation
- Critical elements to trade show selling
- Traditional sales process versus trade show
- Overview of a sales funnel
- Strategic qualifying
- Understanding visitors
- Why every visitor is important
- Types of visitors
- Top 10 things that irritate visitors
- What every exhibit visitor needs from you
- Non-verbal skills for success
- Observing visitors’ body language
- Your own body language and appearance
- Proxemics
- Engaging visitors
- The approach
- Effective openers
- Building rapport
- Listening and focus
- Avoiding irrelevant and closed questions
- Having a follow-up question
- Handling interested, uncertain, waiting and unresponsive
visitors
- Qualifying visitors in four minutes or less
- Reading their subliminal signals
- Determining their life cycle
- Computing their strategic position
- Determining what roles they play in the decision
process
- Determining ANT$
- Making the presentation
- The opening, body and close
- Handling products
- Ten ways to make your presentation irresistible
- Handling additional visitors
- Note taking
- Listening skills exercise
- The importance of lead forms
- Handouts
- Disengaging from visitors
- The three Ps of disengaging
- Disengagement techniques
- Directing and escorting
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