Approach, meeting and closing techniques

Every business player

1 to 2 days.
Possible to be individually coached

Home > Training catalogue > Sales activities catalogue > Exhibitors in shows: specific techniques

Know-How acquired

Specific prospection and selling techniques, during a show
Concerns both simple saless that can be done at the booth,and first contacts for more complex sales

Different types of shows - in-show approaches specificities
Direct sales – complex sales – etc. Why is the approach specific during shows ?

Mistakes to avoid
Concerning your welcoming behavior – your interlocutor’s qualification – good and bad pitches – the closing

The meeting : 6 steps
1st step : welcoming
Good welcoming phases, what you should and should not say. The behavior to adopt. How to switch from a “simple” welcoming to a more active approach?

2nd step : qualification
Good questions to ask, on body and on layout : the interests of collecting a need and other fundamental questions

3rd step : convince
We all have pitches but few of us use true pitching techniques: how to be different from the competition, the EBCD. Interesting visual tools to use

4th step : answer to the questions or objections
OR (Objection- Reply) technique

5th step : present the price - negotiation
Sandwich technique and other techniques. Do we have to negotiate during a show ? When adapted, how to negotiate?

6th step : conclude
Possibilities to conclude (appointment or order, etc.) according to different scenarios. Purchase signals – key sentences to facilitate closing

Efficient oral communication
Master face-to-face – W e are all different, but in how ? 6 styles : Security ; Pride ; Novelty ; Comfort, Agent ; Sympathy, recognize them, how to adapt to the different styles ?