At the conclusion of this trade show selling workshop participants will be able to:

• Set challenging yet realistic goals.
• Make appointments before the trade show to ensure key people are met.
• Host an off-site event.
• Demonstrate ten non-verbal activities to do or avoid doing at trade shows.
• Describe the role of upper management.
• Use a variety of interest generating statements to attract attendees to the trade show booth.
• Engage in appropriate business conversations; two-way communication.
• Use the Value Analysis qualification model.
• Practice disengaging techniques for booth workers and executives.
• Create an after show strategy to maximize your returns.

Trade show selling tests your physical, mental and intellectual endurance. However, where else but selling in an exhibitor booth at a industry trade show or convention will you experience such a high concentration of prospects and clients? Exhibitor booth selling or trade show selling is an excellent opportunity to hone your value propositions. Testing and refining tag lines at trade shows or convention exhibit halls is a great way to test market what customers are really interested in. Rather than view trade show selling as required "booth" duty, create a sales campaign that will engage booth sales people and make the event a profit center. This campaign will provide a window of opportunity to maximize the qualified leads to make the exhibit investment pay off. But it isn't about just standing for long hours trying to make eye contact with attendees walking past your exhibitor's booth. You need a strategy to contact those attendees you want to see, make good use of your floor time and a timely follow-up process that builds on the information gathered in the exhibit hall at the trade show.