Course description
Selling Skills for Exhibitions
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!
Outcome / Qualification etc.
- 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
Training Course Content
- 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 don'ts 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. Participants learn how to systematically keep in touch with both customers and potential customers.)
- 16:30 – 16:45 Summary & Action Plans Agreed
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Expenses
Fee includes all course materials, Participant packs, certification and lunch
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PTP: Practical Training for Professionals - leading provider of sales and management training in the UK
PTP - Practical Training for Professionals, have been delivering practical, hands-on training courses to professionals in the UK since 1991. PTP provide training course in several formats: in-house training, on a 1-2-1 basis or as public courses in more venues...