TAILOR-MADE TRAINING (IN COMPANY)
At VAH Consulting, we understand that leveraging fairs as a powerful sales channel is an art in itself. Our ‘Sales on a Fair’ training course is designed to help your team master this art and get the maximum value out of every fair. Where fairs used to be seen mainly as a marketing cost, we teach you how they can evolve into a dynamic prospecting and sales channel.
During this intensive and interactive training course, our experts will guide you through the essential steps of successful trade show participation. From effectively attracting visitors and creating valuable leads, to converting those leads into tangible sales results. You will learn how to optimise your fair strategies, make valuable contacts and sharpen your sales skills.
THE KEY OBJECTIVES
1. Optimise the investment of the stand by being commercially active at the fair, including with new prospects.
2. Delivering a professional welcome and presence at your company’s stand.
3. Learning to approach new prospects at a fair.
4. Learning to close deals at the fair : closing techniques to make next commercial steps with existing customers and with prospects.
PROGRAM
Introduction.
Having a shared philosophy.
- Pride of belonging to the company
- Team spirit and solidarity.
- Professionalism.
Welcome to the stand.
- The visitor/customer is also a spectator!
- What do spectators remember from what they have seen and heard?
- From indifference to inviting attitude: you make the difference!
- The role of gestures and non-verbal attitude.
- Being a calling card for his company.
The role of mood in welcoming.
- Positive auto-suggestion.
- Being relaxed.
- Appearance, confident appearance.
Approaching onlookers and customers.
- What distance to take?
- The law of 3×20.
- How to give a hand, different techniques.
- What to say after a welcome: small talk.
- How to personalise your welcome.
- Making the link with your products and services.
- The 10 elements that determine the quality of your reception.
Selling on the stand.
- The 3 types of prospects at a fair : the cold, lukewarm and warm …
- Their objective?
- How to approach them?
- Argumentation: do’s & don’ts
- Purchase motivations
Closing the sale and eliciting a decision.
- When and how to discover the psychologically right moment?
- In what ways to encourage closing the sale?
Closing techniques for at a fair:
- The barrier.
- The time bomb.
- The spare wheel.
- The closing technique 1-2-3.
- The suggestive closing method.
Respect for every customer: 6 basic rules for commercial success at a fair.
Individual action plan and conclusion.
TRAINING METHOD
Discover
Before the training, we send participants an online survey to measure their current skills using up to 10 criteria. We also look at their individual expectations and the kind of difficulties they have when selling at a fair. This approach allows for initial communication with the trainer and tailor-made work.
Deliver
- Practical 1-day in-company training.
- Practical exercises and role-playing, captured on video.
- Interactive and participatory pedagogy.
- Study of Specific situations.
- Mnemonic sheets with tips & tricks.
- Action plan and objectives to be achieved.
Decondition
VAH Consulting offers various opportunities to further apply the skills and techniques learnt in the future. Feel free to contact us for more information.
View VAH Consulting’s full training offerings here.
More info
Contact us for more information. If you would like more information on the content, you can always request an appointment with no obligation.
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