Maximizing your return-on-investment from Exhibitions is essential. Are you selling on site, gathering or qualifying leads, launching a new product or service, meeting or negotiating with existing customers? It’s easy to attend exhibitions and trade shows and be uncertain if it was worth the investment. It can take a while to know if you have a long sales cycle. To ensure your time is well invested, make a plan to work smart in preparation, on site and afterwards.

1. How to succeed at being
an Exhibitionist

2. How to sell more easily at
Trade Shows and Exhibitions

3. Who is this fella?
Dave Davies
Sandler CertifiedTrainer
Based Reading,Berkshire, UK
30 ¾ Yearsin Sales Leadership
Technology, International
Start-up to NASDAQ Listed
Made everymistake in the book
Married, Fatherof 3
80’s synth music obsessed
Dad dancing
Comic book reading
Lego enthusiast

4. 6 essential steps
for success
3 secret
business
opportunities
5 ways to close
more sales

5. 4 Prospecting
Opportunities
Prequalified
Meetings
Open
Networking
Presentations
Roundtables
Stand
Visitors

6. What’s your role at the Company?
What are you really good at doing at work?
What’s not working when you pitch?
Two things you would like to get out of today?

7. 6 essential
steps to
winning
more
business

8. #1: Evidence of Success

9. 1: Set & Trackyour specific objectivesfor this event
Sell On-Site?
GatherLeads?
Qualify Leads?
Launch a Product or Service?
Check out Competitors?
Meet existing Customers?
Negotiations?
Or…..??

10. #2
Separate Suspects
From Prospects

11. Anyone who maybe, possibly, with a good
following wind, somehow, could or might
someday be willing and able to buy your
service.
What is a SUSPECT?

12. Someone who is qualified today.
Someone who has PAIN.
PAIN that you can solve with them.
Someone who has a BUDGET.
You know TIME, MONEY and RESOURCES.
TIME, MONEY and RESOURCES they are
WILLING and ABLE to spend.
WILLING and ABLE to spend with you.
Someone who can make a DECISION.
Or.
Someone who is WILLING and ABLE to introduce you to someone
who can make a DECISION.
And a PROSPECT is?

13. #3
Adjust
your
selling
style

14. #4
Plan your follow up
(beforeyou start)

15. Write your follow up eMail and Nurture campaigns in
advance of the event.
Block time out in your diary.
Follow up Promptly.
Have time set aside for follow up meetings and calls.
Transcribe, immediately, the data you collect!

16. #5
Don’t Pitch!
Dump your
Pitch!

17. Lead with a 30 second advert

18. Who are you?
What you do?
Why do you do it?
(What do you stand for? or Against?)
Who do you do it to?
Why do they let you do it to them?
How they felt afterwards?

19. SILLY SEASON IS OFFICIALLY OPEN!
Don’t sell with Features And Benefits
Nobody ever bought Features and Benefits

20. Sell PAIN
3 relevant PAINs
PAINs that you can solve

21. PROBLEM
REASON
IMPACT

22. Where would you like to start?
Which of these challenges do you feel
you/your organization face?
Which of these does it make sense for us to
discuss today?

23. START with the END in mind
Is your goal to qualify on site and get meetings with
Decision Makers? Or to sell on site?
Manage your time and move on to the next prospect to
qualify them.
Be clear on your objectives and your up-front contract at
the start of your conversation and move to clear next
steps.

24. #6 Ask questions

25. Developa list of greatqualifyingquestions to use
Whatbringsyoutothisevent(ourstand)today?
Isthisyourfirsttimehere(meetingus)?
Tellmemoreaboutwhatyouarehopingtogetoutoftheevent(meetingus)?
HaveyouusedXbefore?DoyoucurrentlyuseX?
Whathasyourexperiencebeen?
WhatreasonsmightyouhaveforswitchingtoanothercompanyforX?

26. 3 Secret Business Opportunities

27. #1
Leverage
LinkedIn

28. Good morning Sarah,
It was greatto meet you today at the ExecutiveLeaders
Network.
I enjoyed our conversationand hope we can arrange a time to
talkmore.
In themeantimecan we makea connectionhere on LinkedIn.
I hope thatis OK?

29. When they connect follow through with your
30 seconds and see if there is a NEXT STEP!

30. #2
Never eat
alone

31. Remember the 3 FEET rule

32. #3
Make sure you meet the people
you came to meet

33. 5 Steps to close more
business

34. #101
If you are here to do business tell your face

35. #1
Know your
process.
Disqualify vs.
Qualify

36. #2
Agree next
steps (if any)
in person

37. Useful questionsfor thenext stageof the process
Would it makesense for us to arrangea phone callto continue
this discussion?(if YES – agreetime immediately)
Is theresomeoneelse at your company I should be talkingto?
Would a face-to-facemeetingbe appropriate?
What is thebest way for us to set thatup?
Their HOMEWORK?

38. #3
Have your
diary to hand

39. #4
Up-front
Contract for
the Meeting

40. 5 steps toclose more business
EstablishthePURPOSEof themeeting
UnderstandWHO is comingand why
Agreethe TIME availableto you (UninterruptedTime)
Confirm what value THEY are expectingfrom themeeting
Tell them what YOU expectfrom the meeting
EstablishclearOUTCOMEsfrom the meeting
Sharewith them your BIGGESTFEAR

41. #5
If you are
going to
hang-
out…..hang
up

42. It’sa meetingwith a mutually agreed agenda.
Confirm themeetingand the agenda’sby calendarinvite.

43. How braveare you feeling?
Perhaps you could ask them to put the meetingin your diary.

44. DON”TCHANGE WHAT YOU SELL.
CHANGEHOW YOU SELL!

45. CONNECTWITHMEONLINKEDIN
davidwdavies
FOLLOWMEONTWITTER
@SandlerTV
TALKTOMEABOUTSALES
01189691752
07773397810
EMAILMEON
david.davies@sandler.com
VISITMYWEBSITE
www.thamesvalley.sandler.com

46. THANK YOU!

47. QUESTIONS?