Tradeshow Basecamp 101: Exhibit Marketing Success in Five Easy Steps (Online Sales Training Course)
5 learners taking this course
Course Content
1h 39mModules
Who needs this course and why? 2 Previews3 lessons 8m
Explains what this course covers. Lists the five easy steps to a successful sales conversation. Trust us to be your guides!
Lessons
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Who Needs This Course … and Why?
Preview 5m
You will learn…
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What You Will Learn
Preview 2m
After this lecture, you will be able to…
List the 5 Easy Steps to a Successful Sales Conversation. They are:
- Icebreaker
- Quick Intro
- Lead Interview
- Next Steps
- Disengagement
Other things you will learn in this course include:
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Quiz: What Are the ‘Five Easy Steps’?
1 question 1m
Test your mastery of...
Introducing the Five Easy Steps Preview7 lessons 18m
Briefly overview the five easy steps to a successful sales conversation.
Lessons
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Role Playing: Meet ‘Newbie’
3m
In this lecture you will...
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Quiz: Newbie vs Tech Gal
2 questions 2m
Test your knowledge.
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Step One: Icebreaker
Preview 3m
A quick overview of Step 1: The Icebreaker.
The Icebreaker is the question or comment you use to start a conversation with a stranger– a conversation that might lead to a sale!
After this lecture, you will be able to…
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Step Two: Quick Intro
2m
A quick overview of Step 2: Quick Intro
After this lecture, you will be able to...
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Step Three: Lead Interview
3m
A quick overview of Step 3: The Lead Interview
The Lead Interview is the series of questions you will ask to determine if the person you are speaking with is a 'good lead.'
After this lecture, you will be able to...
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Step Four: Next Steps
3m
A quick overview of Step 4: Next Steps
Liz and Tina will discuss how sales goals help your company determine Next Steps. Next Steps are the next steps you will take or the that the customer will commit to that brings you closer to an actual sale.
After this lecture, you will be able to...
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Step Five: Disengagement
2m
A quick overview of Step 5: The Disengagement
The Disengagement is the end of your sales conversation.. for now. Tina and Liz will share some Disengagements that they commonly use.
After this lecture, you will be able to...
Prerequisite: Decide Sales Goals 1 lesson 8m
Define goals that effectively guide sales conversations. Explain what a 'Sales Funnel' is and how you can use that funnel to identify sales goals. Give examples of common sales goals.
Lessons
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How to Decide Sales Goals
8m
Liz and Tina explain how to use the idea of the 'Sales Funnel' to decide on sales goals that will effectively guide your sales conversations.
See a visual representation of the Sales Funnel. Learn how to decide what sales goal to focus on with a potential customer based on the goal's position in the Sales Funnel.
After this lecture, you will be able to...
Step One: Icebreaker 4 lessons 16m
Explain why you need Icebreakers and why they are a part of an 'active' exhibiting strategy. Develop exhibit strategies that are 'active' but not pushy.
Lessons
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Active Sales Starts with the Icebreaker
5m
Tina and Liz demonstrate the importance of 'active' exhibiting by re-enacting Tina's encounter with 'Fancy Water Guy'—a sales rep sharing drink samples at the grocery.
Tina and Liz then role-play a scenario in which 'Fancy Water Guy' uses a more effective, active exhibit strategy.
In this lecture you will...
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Be Active, Not Pushy
5m
Tina and Liz demonstrate the difference between an active and push sales strategy by re-enacting Tina's encounter with 'Pretzel Guy' at the local mall.
In this lecture you will...
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Great Icebreakers
5m
Liz explains why effective Icebreakers (or 'conversation starters') always use open-ended questions, rather than close-ended questions.
She also explains the psychology behind why close-ended questions are less likely to get a conversation going, even though they might feel less awkward to say to a stranger.
After this lecture you will be able to...
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Quiz: Icebreakers
3 questions 1m
Test your knowledge.
Step Two: Quick Intro 2 lessons 3m
Create effective Quick Intros for your organization. Skillfully use the Quick Intro to transition to the Lead Interview.
Lessons
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The Quick Intro
2m
Liz explains why it's important to keep the Quick Intro short, and what the Quick Intro should include.
She also gives several examples of great Quick Intros.
In this lecture, you will learn how to...
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Quiz: The Quick Intro
1 question 1m
Test your knowledge.
Step Three: Lead Interview 7 lessons 29m
Conduct a Lead Interview that identifies if the person you are speaking with is a 'good lead.' Use Information gathered to better sell your product to good leads. Or, identify effective Next Steps.
Lessons
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Who is a Good Lead?
9m
Tina explains how to determine if the potential customer you are speaking with is a 'good lead' using the Lead Interview.
This is also known as 'lead qualification' or 'qualifying a lead.'
Tina demonstrates the process of deciding who will be a 'good lead' at the event you are preparing for using 'Newbie.' In this case, our imaginary company Newbie is attending an imaginary education trade show and conference.
In this lecture, you will learn how to...
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Quiz: Who is a Good Lead?
2 questions 2m
Test your knowledge.
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Active Listening
2m
Tina explains how to conduct an effective Lead Interview by:
- Asking short questions using the 'good lead' criteria
- Actively listening to the potential customer's answer
- Responding with short, relevant details about your product or company
In this lecture, you will learn how to...
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Role Playing: Meet ‘Face Cream Gal’
4m
Tina and Liz demonstrate the Lead Interview with some role playing!
In this sketch, 'Face Cream Gal' attempts to sell her product to a potential customer.
Watch as 'Face Cream Gal' conducts a Lead Interview two different ways-- the right way and the wrong way!
In this lecture, you will learn how to...
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Quiz: Face Cream Gal’s Lead Interview
1 question 3m
Test your knowledge
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Four People You Will Meet
6m
Tina introduces you to the Four Characters you will meet during sales conversations:
- Ms. Right - a good lead
- Mr. Maybe - a good lead, with some potential obstacles
- Mr. Bridges - a potential ally
- Dracula - a time-sucker, not a potential customer
In this lecture, you will...
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Quiz: Ms. Right, Mr. Maybe, Mr. Bridges or Dracula!
2 questions 3m
Test your knowledge.
Step Four: Next Steps 4 lessons 11m
Decide on the best Next Steps to take with a potential customer that meet sales goals-- including making the sale!
Lessons
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Decide Next Steps
2m
Next Steps are the next steps you can take (or the customer will commit to) to get you closer to a sales goal or an actual sale.
Liz discusses what Next Steps might look like for the Four People You Will Meet during a sales conversation.
In this lecture, you will learn how ...
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When ‘No’ is ‘Maybe’
4m
Liz explains why a 'no' is sometimes a 'maybe' during sales conversations—and what a 'no' might actually mean.
We revisit 'Pretzel Guy' to see how he handled a 'no' during his unsuccessful sales conversation.
In this lecture, you will learn...
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Have No Fear: You Are In Control
4m
Tina shares the three 'Truths' that she and Liz have learned about sales.
These truths greatly helped Liz and Tina overcome their fears and they can help you too.
In this lecture, you will...
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Quiz: Next Steps
1 question 1m
Test your knowledge
Step Five: Disengagement 1 lesson 6m
Decide when and how to disengage-- end the conversation-- with potential customers.
Lessons
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Disengaging with Each of the 4 Characters
6m
Tina and Liz demonstrate how to disengage with Ms. Right, Mr. Maybe, Mr. Bridges, and Dracula.
After this lecture, you will be able to...
Clinton G Beurgher –
VERY INFORMATIVE. I’m glad I have the time to train and certify my staff before our next show. It is important to my staff singing from the same hymnal whether they are sales or production personnel. This course will be just what we need.
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Jean Neuen –
So glad I found this course before my trade show coming up in December. The examples and the reviews of what was just learned are so much clearer than just reading out of a book. A fun course with Tina and Liz!
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Christine Champagne –
More than I expected. The instructors are engaging and make funny but educational demos.
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Ashley Anderson –
“Valuable information”
“Helpful practice activities”
“Clear explanations”
“Accurate course description”
“Engaging delivery”
“Knowledgeable instructor”
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N Townsend –
Forget tedious powerpoint-style courses, these charming instructors are on-camera with engaging lectures and fantastic demos. Even if you aren’t in sales you’d be hard-pressed to watch it and not come away with something useful.
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Maya Miller –
I’m definitely a sales ‘newbie’ and so far this is just what I need. Sales already seems less scary…
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Alex Ruiz –
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Dan Bergan –
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Deon Grandison –
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Schooled by Nature Noot –
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Cheryl Carmichael –
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Daniel Duarte Simões –
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Eddie Walczyk –
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