Trade Show Survival Guide : A Tongue-In-Cheek Sales Handbook : Training Made Fun Review

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Trade Show Survival Guide : A Tongue-In-Cheek Sales Handbook : Training Made Fun ReviewThis book is full of very useful information on how to get viable leads at Trade Shows. But what is really unique about this book is how funny it is. This book is wacky and a hoot to read! I had many occurrences of "lol" (laughing out loud). It's easy to read, has lots of cartoons and some fun exercises.
As funny as it is, it's done deliberately to keep your attention so you can learn the process of working trade shows as effectively as possible. The author teaches an 8-step plan for getting leads and closing sales at shows. For example, I thought my main responsibility at a show was to give each visitor my undivided attention for as long as he or she had questions. Not so according to Matt Hill. I was ignoring other people, and possibly better leads, by not qualifying visitors in a more systematic way.
With budgets so tight for conventions these days, this book teaches you how to get the most out of trade shows. I find myself picking it up before I travel to each convention to make sure I'm in the right frame of mind to get the most out of each show. I bought copies for my employees as well. A gentle, fun reminder that their boss does expect them to bring back some viable sales leads.Trade Show Survival Guide : A Tongue-In-Cheek Sales Handbook : Training Made Fun OverviewThis fun-to-read, Tongue-In-Cheek handbook of trade show selling skills, written by Matthew Hill, President of The Hill Group, covers the following topics (and many more): *Besides Free Food, Why Go to Pre-Show Meetings? *SMART Objectives, DUMB Ideas *Personal Stretch Time: Being Pleasant *Non-Violent Ways of Getting Attention *Offending International Visitors *Qualified or Time-Waster? - You're the Judge and Jury *Disposing of Human Debris *Your Demos Probably Suck *Get Good at Visitor Manipulation *Establish Your Own Escort Service *A New Concept: Be Productive *How to be a Trade Show Idiot This book should be required reading for: Salespeople, Marketing People, Sales & Marketing Managers, Product Managers, MarCom People, and anyone else foolish enough to work a trade show.

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