Trade Show Sales Training

August 13, 2019 | Trade Shows

Trade Show Sales Training for Sales Beginners!

You’ve invested big bucks in a trade show. However, are many (or all) those working your exhibit sales beginners? Without trade show sales training, these novices will waste your investment— and it won’t even be their fault!

Offering your staff trade show sales training is the best way to ensure you have a profitable trade show! Read on to learn‘s secrets to sales training strategies. These strategies are easy and can be learned in just a few short hours. Your staff will feel confident and so will you.

Tina Nicola, M.A.

Tina is the founder of and has been creating profitable marketing and exhibit strategies for startups, small businesses and nonprofits for over nineteen years. Her main goal is to broaden access to the techniques she has developed so anyone can benefit and improve exhibiting strategy, sales conversations and follow up.

Sales conversations in five easy steps? Qualifying leads quickly at the show? Trade show etiquette that will put your competitors to shame? You’ll learn all this and more. Best of all, you’ll learn how to affordably train yourself or even your whole team without spending $1,000s on trade show or event planning consultants. So, read on!

Trade Show Sales Training: Topics to Cover

Here are the topics you must cover during trade show sales training. For each topic, we’ve included links to helpful articles on

Sales Strategy: ‘Five Easy Steps’

In our online video course Tradeshow Basecamp™, we teach how to have successful sales conversations in just five easy steps! The ‘five easy steps’ are: Icebreaker, Quick Intro, Lead Interview, Next Steps and Disengagement. It’s an easy and repeatable process that even sales novices will understand!

Learn more about this proven approach to sales in our article: “Direct Sales Strategy Plan: Beginner’s Guide

‘Active’ Exhibiting

Only ‘active’ exhibiting will lead to a profitable show. Teach your staff to always be active. For instance, use Icebreakers to start conversations with attendees and use active listening strategies to qualify leads.

Learn how and why staff should use Icebreakers in our articles on Face to Face Selling Tips and Trade Show etiquette.

Qualify Leads

At a trade show, time is money! That’s why sales conversations should be focused on deciding if the person on front of you is a ‘good lead.’ Not a good lead? Disengage! In Tradeshow Basecamp™ this occurs during the ‘Lead Interview.’

Learn the Tradeshow Basecamp™ approach to qualifying leads in our article “Direct Sales Strategy Plan: Lead Interview

Trade Show Sales Training with Tradeshow Basecamp™

In-house trade show sales training is time-intensive. In many cases, those tasked with training are also managing other aspects of the trade show. In these cases, it’s not practical to develop a trade show sales training program in-house. Instead, you need Tradeshow Basecamp™!

Tradeshow Basecamp™ is an acclaimed online trade show training course. It is specifically designed to train you and your team to have profitable trade show sales conversations. Designed by trade show pros with thousands of hours of real-world experience, there is a solution for every need and budget

The Training Handbook

Your least expensive option for training is the Tradeshow Basecamp™ Handbook. This eBook is available exclusively via In it, you will learn the basics of how to have repeatably successful sales conversations. You’ll learn how to create reasonable sales goals. And, you’ll learn how to take good notes for following up with leads after the show.

Trade Show Training Course for Individuals

If you’re ready to step up to the next level, you can try out our full Tradeshow Basecamp™ course series for Individuals. This solution includes hours of online videos, role playing, and downloadable resources: a complete program to ensure you are prepared for your next trade show, trade fair, or exhibit.

Trade Show Training Course for Teams

If you’re managing a team, you might want to consider the Tradeshow Basecamp™ course series for Teams. This solution features team management and per-seat pricing.

Trade Show Training Outcomes

In addition to getting the training, you and your team can work towards achieving the Certified Tradeshow Basecamp™ Exhibitor (CTBE™) designation. Obtaining your CTBE demonstrates mastery over the tools and techniques contained within the Tradeshow Basecamp™ course series. It’s a valuable and reliable assessment of the certificate holder’s preparedness to be an effective exhibiter and to conduct themselves professionally at sales events. Having your team achieve this designation will provide assurance that everyone’s on the same page as you go into your next event.

Certified Tradeshow Basecamp™ Exhibitor (CTBE™)

Learn how you can earn a Certified Tradeshow Basecamp Exhibitor™ (CTBE™) Certificate, exclusively from

We hope that’s a helpful overview of the training options we offer here at It’s our sincere hope that you and your team will find the Tradeshow Basecamp™ course series to be a valuable step in future exhibiting success.

Tradeshow Basecamp™

Our acclaimed course series, a complete program designed to help you have profitable trade shows. Get instant access to the full course series (101, 102, 103, 104).

Be fully prepared for your next event and earn your  Certified Tradeshow Basecamp Exhibitor™ (CTBE™) today!

Training a team? Check out our For Teams course series.

Introducing...Tradeshow Basecamp™

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