This document provides guidance on exhibition training for trade stands. It outlines the exhibition process including preparation, meeting and greeting visitors, fact finding, matching visitors to products or services, and closing deals. It emphasizes rehearsing pitch delivery, handling objections, and following up after the show. The training covers the full exhibition process from pre-show preparation through daily show duties and follow up calls after the event.

1. Exhibition TrainingTrade Stand Training Ltd

2. Exhibition TrainingTypes of shows/exhibitionsPreparationMeet & GreetFact FindMatchClose

3. Show Organisers ‘Foot Count’ Profile

4. Show EntranceCompetitor StandVISITORSCut Off PointPatrol ZoneCompetitor StandCompetitor StandSentryVISITORSClosing ZoneCompetitor Stand

5. Meet & GreetStep up to the prospect (right in the walk path), hand held out, and big smile, shake their hand and say with bags of confidence and a big smile:“Hi, I’m……….., from .....................What are you looking for at the show?

6. Some Don’tsBig No-No’sHow are you?Can I help you?How you doing?Non wordsBuy – invest is a more suitable wordYes, but – say it back, agree & outweighThe only reason for these questions is to find out if we are talking to the MANThe person with the Motivation,AuthorityandtheNeedto investSome suspects are enthusiastic…..and almost demand a pitch...!If you feel they are qualified then you can move onto the 1 minute pitch…

7. Fact Find (Patrol Zone Questions)Are you a...........? What are you looking for?When are you looking to.........?How much do you want to ..........?Have you........................?How much have you...............?Afternoon QuestionsHave you had a good look around the show?What have you found of interest?

8. Fact Find (Patrol Zone Questions)Where are you from?What are you looking for?Have you found anything that suited you?When are you looking to invest?How much are you looking to invest?Are you experienced in this area?Roll into the one minute (can I have your details) pitch…

9. Match(Lead Show)This is a feature WHICH MEANS THATbenefit to youThis is a feature WHICH MEANS THATbenefit to youThis is a feature WHICH MEANS THATbenefit to youWould you like to know more? This is a test close and MUST be askedCan I take your details and we’ll be in touch..?

10. WHICH MEANS THAT- is just for rehearsal1. Any words longer than three syllables should be taken out and replaced (if you can’t say them smoothly)2. Anything that doesn't flow should be changed to suit you3. It has to be said out loud10 times Which Means That…

11. Match PointsThe ‘Match’ including actionsmust be rehearsedPages in the folderHow you pointHow fast you talkHow you deal with questionsHow you deal with objectionsHow you hold your materialHow you guide the prospect to the closing zone Familiarity with the sales material much be rehearsed at least 10 times (out loud) before the show. Practice with a partner, a son/daughter, a friend, dinner party guests. Please do not come to an exhibition expecting to be perfect without PREP & PLAN..!

12. Exhibition ProcessDaily: Log Onto Spreadsheet

13. Weekly: Follow up Calls

14. Match

15. Fact FindPREPARATIONLearn Show Objectives

16. Learn the Pitch