MICRO-WORKSHOP: The Exhibition Sales Effectiveness Series – Adding More Value to the Exhibitor Experience, PART 2

9 February 2021, PART 2
13:00 (UK time)
Length: 90min

FREE for Gold members

The Exhibition Sales Effectiveness Series includes 3 parts:
26 January, 9 February and 23 February.
To register to Part 1 and Part 3, please go to our event page and register to each session.

Education – Discussion – Networking

Lecturer: Stephan Murtagh, The Exhibition Guy 

Overview:

The aim of these 3 short courses is to increase our exhibition sales skills so as to ensure we give our clients the best advice on Exhibitions` so they become clients and not just sales. The landscape of sales has changed, and the best salespeople adapt to it. Understanding what our clients’ needs are first and delivering world class solutions for their business.

On the 3 sessions we will explore what we need to do on all steps of the journey. From learning how to prepare for sales calls, presenting the value not price and how to give them the best advice on how to exhibit so that it becomes a partnership built on trust.

The sessions are hosted by The Exhibition Guy who has almost 30 years’ experience and are delivered in a fully interactive format with breakout rooms and tasks, the sessions are designed for maximum impact.

At the end of the course, you will have a better and deeper understanding of what it takes to be really successful selling exhibitions

Content:

Session 1:    Pre-Sales Call Session

Here we will look at identifying the right clients, preparing the right questions to understand your exhibitor’s business and having a structured plan for selling sqm.

Session 2:     During the Call

In this module we will learn about how to build strong rapport, presenting exhibition solutions based on logic and how to handle exhibitor objections

Session 3:     Post-Sales Activity

The final session will focus on how we advise our clients on the best ways to actually exhibit. Our success is based on theirs and in this module, we will look at the “7 Steps to Exhibition Success” – Showing them how to implement the best practice ways of exhibiting so they achieve their objectives and want to re-book yearly.

Education – Group work – Discussion – 100% Networking

Part of the ett Micro-Workshop Series

Cost:
Free for Gold members
£19 for Basic members and non-members

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