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 Training Trade Stand Training Ltd

2. Exhibition Training Types of shows/exhibitions Preparation Meet & Greet Fact Find Match Close

3. Show Organisers ‘Foot Count’ Profile

4. Show Entrance Competitor Stand VISITORS Cut Off Point Patrol Zone Competitor Stand Competitor Stand Sentry VISITORS Closing Zone Competitor Stand

5. Meet & Greet Step 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’ts Big No-No’s How are you? Can I help you? How you doing? Non words Buy – invest is a more suitable word Yes, but – say it back, agree & outweigh The only reason for these questions is to find out if we are talking to the MAN The person with the Motivation,AuthorityandtheNeedto invest Some 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 Questions Have 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 you This is a feature WHICH MEANS THATbenefit to you This is a feature WHICH MEANS THATbenefit to you Would you like to know more? This is a test close and MUST be asked Can I take your details and we’ll be in touch..?

10. WHICH MEANS THAT- is just for rehearsal 1. 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 Points The ‘Match’ including actionsmust be rehearsed Pages in the folder How you point How fast you talk How you deal with questions How you deal with objections How you hold your material How 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..!

13. Weekly: Follow up Calls

14. Match

16. Learn the Pitch

17. Read the Brochure

18. Gather Required Paperwork

19. Appropriate Dress

20. Pen and notepaper

22. Meet & Greet

23. Aisle Sentry

24. Handle Objections

25. Get Rid

26. Lead Sheet

27. Closing Papeerwork

29. Appointment Sheet

30. Show Admin

31. Back office Power Team

32. Brochurefor Credibility

34. Timings? – Let Your Staff Know 2.00pm – 5.00pm, Thursday Novotel Show Timings: 10.00am – 6.00pm Friday, 19th Sept10.30am - 5.30pm Saturday, 20th Sept10.30am - 4.30pm Sunday, 21st Sept Please be at your post an hour before show time

35. Up to 12 Staff Member of Staff per Training Day

36. Let’s Partner Together & Choose a Suitable Date