November 30, 2016
Atlanta, GA — SCM Group, an international designer, producer and distributor of woodworking machinery, has booked Spark’s trade show sales training program to prepare its team for IWF, the International Woodworking Fair.
Spark will deliver the “Basic” 2-hour version of its trade show training, titled “Booth Brush-Up: How to stand out, sell more, and have fun on your trade show floor,” at the Georgia World Conference Center the day before IWF begins.
The training will help SCM Group‘s 80+ booth staffers represent SCM Group at trade shows, by teaching them to interact positively and productively with show attendees.
The customized training will include Spark’s slide deck, plus a printed workbook for each trainee to complete and keep for future reference.
“Booth Brush-Up” will cover the following topics:
— General trade show opportunities and challenges
— What attendees really want from exhibitors
— IWF show and attendee metrics
— “Five Keys” to understanding attendees
— Attracting attendees into the booth
— Asking smart qualifying questions that build trust and determine value
— Crafting and delivering an efficient, customized product pitch or demo
— Ending the conversation with a follow-up commitment in place