Manning the Stand - Exhibition Training

Duration: 1 day
Venue: Your offices or a location of your choosing
Fees: £895 per team

It's designed to be a fun day using exercises, humorous videos and a little light role-play to make the training stick.  We also try to make the course as relevant as possible by tailoring it to your business.

Our programme covers:

• Exhibitions a different kind of selling
  • Understanding the exhibition environment
  • The importance of the people manning the stand
  • Ten biggest visitor turn-offs
• Why you are there
  • Understanding company objectives
  • Setting personal targets
• Preparation
  • Clothing, back pain, diet, drinking, breath, sleep, exercise
• Stand Etiquette
  • Classic do’s and don’ts
  • Body language
  • Welcoming visitors
• “How not to Exhibit Yourself”
  • Video starring John Cleese and Bernard Cribbins
• Initiating Contact
  • Avoiding ‘Can I help you?’
  • Questioning Skills
• Visitor Types
  • Prospects, Time Wasters, Influencers, Schmoozer’s, Press, Competitors, Complainers
  • Spending time with the people who matter
  • How to move on those who don’t
• Dealing with Visitors
  • Identifying roles and responsibilities
  • Understanding needs
  • Confirming the next action
  • Logging enquiries
• Using literature effectively
• “A Reason to Buy” video starring Peter Davison
• Talking Benefits
  • Understanding your USP’s
  • Communicating benefits
• The Handover
  • Passing your visitors on smoothly to other stand personnel
• Following Up
• Ensuring leads are dealt with quickly and effectively