>Your company spends a lot of time and resources to prepare for a trade show or event. Jane Gentry completes your preparedness by coaching your staff toward understanding their role in your success and maximizing their effectiveness on site.

Understanding the Trade Show Cycle

  • Engaging prospects
    • Utilizing the exhibit
    • Assessing the opportunity
    • Utilizing the elevator statement
  • Qualifying
    • Marketing lead vs. Sales lead
    • Listening
    • Questioning
    • Utilizing softening statements
    • Clarifying terminology and buzzwords
    • Re-direction
  • Securing Agreement
    • Demonstrating a capability
    • Responding to questions/ objections
    • Asking for satisfaction/ action
    • Disengaging the Prospect

Program Outcomes

  • Your staff will clearly understand your objectives for your event and their role in achieving those objectives;
  • Your staff will clearly understand the components of a qualified sales opportunity;
  • Participants will have garnered a repertoire of skills necessary to ask difficult questions and get honest responses;
  • Participants will have increased their proficiency at gathering the necessary information to identify the validity of an opportunity. As a result, they will be less likely to spend valuable time on opportunities that have little or no value.

Contact us for more information.