Effective Trade Show Prospecting Workshop

Are you getting the best ROI for your trade show efforts? Sales organizations invest millions of dollars every year promoting and attending trades shows. These glitzy, high-energy events promise to bring the latest industry innovations together with highly motivated prospects to create win-win opportunities for everyone. Is that how it is working out for you? Would you like to know how to connect with more qualified prospects and go home with more business that will boost your bottom line?

Our one-day Trade Show Prospecting sales training seminar is a highly interactive overview of the best practice strategies for maximizing your trade show experience. Our experienced sales training instructors will help you develop an effective process for planning your trade show goals, strategies and tactics. You will also discover how to identify and train the right personnel for your trade show team. Finally, you will learn how to target the right accounts and quickly and effectively connect with them during the trade show in a way that will help you shorten the sales cycle, close more business and do it faster. Throughout the workshop, you will receive personal coaching and hands on practice to help you perfect new skills you can use immediately.

On-Site Training: can be tailored to the needs of client organization and delivered on-site at time and location of client choice.

Objectives:

Participants will learn to:

• Understand how the trade show is part of the company’s sales and marketing strategy.

• Identify the differences between field sales calls and tradeshow interactions.

• Establish target accounts at the show.

• Hit the “who’s who” of target accounts.

• Identify measurable goals for prospects, suspects, and current customers.

• Build an effective team and implement a smart strategy for working the floor.

• Develop timed verbal presentations to meet three to five minute trade show interactions, building trust and sharing data.

• Create FABs (Feature, Advantage, and Benefit statements) for presenters to clarify company strengths compared to the competition.

• Establish critical questions for scouts to qualify prospects, suspects, and expand business at current accounts.

• Learn how to get results, commitment, and appropriate follow-up.

• Set a specific action plan to follow-up and implement leads.

For more information and pricing, please complete this form and we will email you a confidential Annotated Outline that will provide you with an hour by hour description of this training seminar.