Selling Skills for Exhibitions

Selling Skills for Exhibitions

Course Overview

Exhibition selling is different from normal selling and this course takes you through the process from set up to breakdown and post exhibition follow-up. It will ensure that visitors to the stand are welcomed correctly, qualified and that time is spent with the right visitors and time spent with the wrong visitors is minimised!

Course Benefits

• Understanding the exhibition environment
• The importance of the people manning the stand
• Understanding company objectives
• Setting personal targets
• Classic do’s and don’ts on an exhibition stand
• Understand the importance of body language and presentation
• How to welcome visitors
• How to efficiently and effectively qualify stand visitors
• Learn 20 different closing skills
• How to best log enquiries
• How to best follow-up leads post the exhibition

Selling Skills for Exhibitions - Timetable

09:30 – 10:00 Coffee & Course Objectives
10:00 – 10:30 Understanding the exhibition environment and how important the people manning the stand are
10:30 – 11:15 Setting your objectives
11:30 – 12:00 Classic dos and donts on an exhibition stand
12:00 – 12.15 The Welcome – Introducing People to the stand
12:15 – 13.00 Qualification – Using Open Questions
13.00 – 14:00 Lunch
14:00 – 14:30 Presenting your product/service
(Features, benefits and matching benefits)
14:30 – 15:00 Closing Techniques
(Dealing With Objections – 20 different closing skills)
15:00 – 16:00 Role Plays
16:00 – 16:30 How to best follow-up leads post the exhibition
(Using A Prospect System Effectively. Delegates learn how to systematically keep in touch with both customers and potential customers.)
16:30 – 16:45 Summary & Action Plans Agreed