"You can interact with more prospects in 3 days
at a trade show than you can in 2 months of field sales
calls...98% of the time when an exhibit is rated as "poor,"
it is due to staffer behaviour."
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SHOW SKILLS; GILTSPUR Inc. |
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"Only 5% of trade show attendees are 'power buyers.'
They are a small percentage, yet they often bring the
largest percentage of business."
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DR. ALLEN KONOPACKI, Chicago Illinois |
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Sales Skills
Whether a company's objective to participate in
a trade show is to gather leads, make sales, introduce
new products, build the company image, or simply
maintain visibility in their marketplace; exhibitor
presence is a great expense to their bottom line.
So many companies invest money into trade shows,
yet neglect to invest into training of their staff
working their exhibits. What is even more disparaging
is that many sales professionals consider working
at a trade show a day off, or not a very worthwhile
use of their time. By contrast trade shows are among
the greatest opportunity to reach new customers
and build long term relationships in the shortest
time frame compared with every day business. Investment
into training therefore becomes necessary in order
to protect your company's investment and to ensure
corporate objectives are met when participating
in such an event. This half day seminar will educate
attendees on how to tee up qualified leads, make
sales on the spot, identify various buyer types,
and weed out Tire Kickers to concentrate on Power
Buyers.
Objective:
To instruct sales professionals and/or other staff
assigned booth duty how to get the most out of trade
shows to maximize company return on investment.
Who Should Attend:
Anyone working booth duty at a trade show who is
interested to increase their effectiveness at qualification,
and building business relationships for increased
sales results.
Learning
Objectives:
- Learn how to gather qualified leads to sell to
later on
- How to resist the natural impulse to make a presentation,
but to qualify and listen instead
- To act like doctors and diagnose and treat versus
selling on the spot
- Gain on the spot feedback about products and services
for better qualification
- How to track leads for follow-up later on
- How to work as a team in your exhibit booth to
maximize productivity
- To identify various buyer types and their needs
- Learn how to weed out Tire Kickers and to identify
the Power Buyers
- Learn what serious trade show attendees want from
exhibitors
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