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The Trade Show Advantage covers these topics:
The Trade Show Environment
- Trade show attendees — who they are and why they attend
- Trade show etiquette — the Do's and Don'ts
- Influencing marketplace perceptions and buying behavior
Trade Show Selling
- Initiating contact
- Opening the conversation
- Identifying needs
- Qualifying the sales opportunity
- Presenting and demonstrating
- Advancing the buying process
- Generating quality leads
- Closing the conversation
Communication Skills
- Probing
- Listening
- Evaluating
- Presenting
- Managing resistance
- Working with groups
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