Author,Motivator and Tradeshow Sales Consultant
Speaker at the National Conventions of AHA in '98, MMA in '98 &'99

We believe that the proper usage of trade shows can shorten the sales cycle and will bring a good return on your trade show budget investment. But the booth personnel must know:

• How to interact with attendees effectively using the 90 second do-or-die drill,
• How to make their verbal messages capitalize on booth messages;
• That personal goal setting changes booth performance.

Which of these are your show's objectives?

1. To close sales--VERY tough to do unless special circumstances are met
2. To open sales--a more realistic objective
3. To create an image and initiate contact with potential customers
4. To maintain an image and continuing contact with customers

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Choose one, and then ask: Do the people working the booth know and use the leading question that must be asked to meet your show objective?

Because you can only target the audience by interest, not by personality, booths and trade show programs should be designed to attract and hold different "learning" styles.

• Do you know the three ways people process information?
• Do you know how to get through and get positive action from a virtual stranger?
• Do you know how to ask prospects for more information so they don't feel "hit on?"
• Do you know how to create a lasting memory of "the visit" to an exhibit with giveaways that help create an itch that only a sales call will scratch?

To insure the best possible ROI on your tradeshow investment, make a date with Griff Lindell for training before your next show, at the show or at your site. Contact Pirie (Peer-ee) Jensen at 408-943-0515 Ext. 115 or email her at pirie@drbmar.com to discuss fees and schedule a date.