Sales Training for Exhibitions Part 2

Why are you here?

Rule 2.  If you don’t know them or even if you do, ask why they are at the show. 
 
Why because in most cases you are greeted by the sales person and then asked onto the stand with let me show you this, let me show you that, it does this, that and the other. How do you know they are the least little bit interested? Or even there to buy anything, if they are not then you are wasting your valuable time and you will lose them in seconds anyway. 
 
Instead take great interest in their answer, really listen and each time they respond ask another open question. Over a few questions and minutes you will build up a picture of the actual requirements and needs of the person. Usually they are trying to solve a problem of some sort. It could be to do something faster, add a new revenue stream, make their life easier, impress their boss, who knows – you certainly don’t unless you find out! 
 
You can then solve their problem or fulfil their need by making your sales talk relevant and keep it to a minimum. Ask, ask, ask do not tell, tell, tell. Each time you say the service or product does this stop and follow with a question like; does this sound the sort of thing you need? They must answer yes or no if yes then great if no, ask another question – why not? You can then solve this problem and build a whole lot of yeses. If you find out they really have no need for your product or service be honest with yourself apologise and move them on politely – you are wasting your and your company’s time. You will waste a lot of time boring people never to buy from you even if they do have a need in the future also the chances are you will have missed the one person standing in the wings aching to buy from you!

Plus Exhibition stands has a wealth of experience in eye-catching displays that attract the audience which is backed by many accolades from existing clients. The best is it will cost you nothing to see what we can do for you, as we offer a free no obligation 3D visual of what your exhibition stand design could look like. Just click this link to send your enquiry or call us on 01782 264110 for a chat.

Tom Bristow

Tom Bristow

Tom Bristow is the Managing Director of The Plus Group and has worked in the exhibition industry for over a decade. He is passionate about the service his company provides and he eats, breathes and sleeps everything exhibitions.

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Our Exhibition Stand Services

Plus Exhibition’s flexible exhibition stand services are the most cost-effective on the market. You can commission a bespoke exhibition stand that’s tailor-made to your specific requirements or hire one of our exhibition stands on a recurring or one-off basis. Our custom hire service is fully project managed from start to finish and includes free exhibition stand rental, as well as expert installation and dismantling of your equipment.

Plus Exhibition specialises in one-off bespoke exhibition stands that can be reused time and again. We supply your custom, bespoke exhibition stands with full design and build services, including a free consultation and 3D render that shows what your stand will look like. You can rest assured that it will meet all your requirements.

Invest in a self build solution and plan for cost savings. Commissioning a bespoke, self build exhibition stand will maximise your opportunities to increase sales, while minimising the cost of attending shows. Our stands are designed to be super durable, easy to set up and will pack down as small as possible, for convenient transportation and storage. We include training in setting up your stand if required.

You can benefit from our free hire plan. It is the most cost-effective exhibition stand rental scheme on the market. You only pay for your graphics and the installation and dismantle service, as we loan you the stand hardware completely free of charge. However big or small your stand is, hardware hire from us is still free. There are no strings attached or ongoing commitments, and our rental plan can save you up to 75% on the cost of exhibiting at further shows. As the installation and dismantle is done for you, all you need to do is show up and exhibit.

Quinn bespoke exhibition stands
Auto Guru exhibition stand
BDO exhibition stand

Pricing Guide

We can provide you with a rough price over the phone when you fill in our simple quotation form, or you can take advantage of our free 10-minute consultative phone call. We can then provide a free 3D render of your proposed stand and supply an in-depth no obligation quotation video. The exact cost of your stand will depend on the setup, and whether you choose to hire a stand on an ongoing basis or commission a self-build stand for reuse and storage.

Standard Packages

Our standard packages include every element you need to for a complete display, from professional installation and breakdown to the hardware, custom graphics, lighting and flooring. You won’t have to worry about a thing; one of our experienced project managers will be on hand to take care of everything, including the necessary health and safety documentation and admin.

What Our Clients Say

We’ve worked with a range of brands to create unique designs that do all the heavy lifting at your exhibition, so all that’s left for you to do is provide a welcoming smile to the visitors inevitably flocking to your stand. Our clients include small start ups as well as multinationals such as Sainsbury’s, Google, Specsavers and Apple.

Here’s what our clients say about us:

Racoon Exhibition Stand Review

I was going to drop you an email…it was on my to do list J find attached a few pics but I will let you have some more when I get them. If you could let me have yours too that would be great, thanks.

I wanted to email you because I have to say I am very impressed with your company…

Auto Guru Exhibition Stand Review

Our whole team is very happy with the stand. Thumbs up to the guy who built our stand and you of course.

I attached one of the photo that I took on Day 1, it would be great if you can share it on your social media page…

Quinn Building Products Exhibition Stand Review

I just wanted to say a massive thank-you for your help with the creation of our stand! We were very pleased with the way it turned out and the professionalism and support we got from you all when we were working on the design of it. Also to Jamie and his team for doing an excellent and extremely tidy job of erecting it…

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