Rethink your trade show approach with Trade Show Selling.
Trade show prospects are often busy and face distractions from all sides. To stand out as a premier exhibitor, your team needs Trade Show Selling.
Trade Show Selling is a proven approach that teaches sales professionals how to complete the arc of a successful trade show – from initial planning all the way to post-show follow-up, including the behaviors to capture the attention and interest of prospective customers.
Key benefits of Trade Show Selling
After completing this program, your sales team will be able to:
Determine ways to stand out, not get lost in the shuffle, and make a positive impression at trade show events
Gain the necessary skills to effectively engage and interact with prospective customers in a trade show environment
Quickly recognize the communication styles of prospective customers to create an instant connection and rapport
Know how to efficiently gain and manage leads while interacting on the trade show floor
Recognize the critical importance of booth etiquette in creating a positive experience
Devise an effective plan for post-show review and lead follow up
Program Objectives of Trade Show Selling
Program objectives include:
Determine key outcomes of implementing a successful trade show strategy
Identify the essential elements of trade show preparation
Conduct an analysis of trade show objectives and team member roles/responsibilities delegation to support achievement of objectives
Determine the essentials of appropriate trade show etiquette
Create and deliver an effective Trade Show Pitch that includes three essential components
Recognizefour communication styles exhibited of trade show attendees and determine ways to quickly adapt to those styles
Plan ways to effectively follow up on leads gathered during the trade show
Create individual and team action plans
Sales Training Delivery Options
Trade Show Selling can be delivered in a variety of ways:
Onsite Instructor-Led Sales Training
This classroom delivery option allows for a comprehensive learning environment equipped with role plays, case studies, group discussions, and other interactive activities enabling participants to easily transfer new skills from the classroom to the real world.
Virtual Instructor-Led Sales Training
Different from typical, self-paced e-learning environments, our online option is delivered by a live Janek facilitator, enabling participants to experience the same level of interaction they would in a physical classroom, utilizing technology.
This delivery method combines the ease of e-learning modules with traditional face-to-face teaching and allows participants to learn at their own pace while providing the benefits of group interaction and individual instruction.
Our Train-the-Trainer option will certify your internal training staff on the skills, processes, support tools, and methods necessary for the highest quality ongoing, internal delivery.
Janek’s training implementation approach
Our training implementation is guided by a proven world-class approach.
Analyze & Plan
Before we deploy training, we take time to understand the current state of your organization. This situational fluency enables us to plan for successful training implementation.
Tailor & Prepare
With a foundational understanding of your organization, we can customize our services and materials to ensure our training delivers the greatest possible results. While we prepare the training, we’ll also help make sure everyone on your team is ready to receive it.
Learn & Practice
Janek training gives your managers and salespeople the opportunity to learn new skills and practice them in group workshops and role-playing sessions. We offer flexible training delivery — choose between instructor-led classroom, instructor-led online, train-the-trainer, eLearning, or a blended approach.
Assess & Report
Post-training, we take the time to understand the outcomes of our work together, then report on performance improvements and ROI. We’ll use this opportunity to identify any new roadblocks that have arisen and create a plan to overcome them.
Sustain & Reinforce
Research shows that without reinforcement, 87% of new knowledge and skills are lost within 90 days. Janek offers several options for training sustainment that transform short-term improvements into long-term solutions, including Xpert (our desktop and mobile app), TOPS (a sustainment playbook for managers), and ongoing sales coaching.
Leverage the full scope of Janek’s solutions to drive immediate and long-term results. Contact us to learn more about these services.
Let us adapt this program for your team’s specific needs, industry, vocabulary, and culture.
Take advantage of our turn-key and hands-on training reinforcement solutions.
Validate training effectiveness in terms of performance improvement, business results, and ROI.
Use a technology solution to reinforce training in a convenient and fun format.
Download the brochure
More information about the Trade Show Selling program is available in this downloadable PDF