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This helps Newbie learn if the Lead has any authority to purchase the software product Newbie is selling. She asks Lead about her responsibilities at Itty Bitty College. Then, Newbie launches right into a Lead Interview question. Newbie gives a Quick Intro- in 2 short sentences she gives her name, the company she is with and says what she is doing at this trade show. We’re demo-ing our new online Course Management Software. Newbie: “I’m Tina and I’m here with Newbie. Why? Open ended icebreakers demand more than a yes or no reply. Newbie’s great icebreaker made the Lead pause and stop long enough to answer. Lead: “Me? Oh, I’m with Itty Bitty College in Oregon.” Great Icebreakers use open-ended questions! Newbie (the vendor) uses an open-ended question that starts with “What” to talk to a woman passing by (now known as “Lead”). Newbie: “Hi! What organization are you at the show with today?” This sales role play example is from the Tradeshow Basecamp™ course series! Follow along with the script below as Newbie has a successful sales conversation using Tradeshow Basecamp™’s Five Easy Steps. Newbie is a new company that is selling online course management software at a trade show exhibit. The Sales Scenario: Imagine you are representing a new company called Newbie. The Five Easy Steps strategy is taught in-depth in our acclaimed online video course series Tradeshow Basecamp™! Or, check out our article Direct Sales Strategy Plan: A Beginner’s Guide for a closer look at each of the Five Easy Steps to a successful sales conversation! Tech Company Sales Scenario: Example of Role Play Script
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Watching or reading sales conversations in action is a great way to learn how to sell! In the example of role play script that follows, we demonstrate how to use the Five Easy Steps strategy to have profitable sales conversations.
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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. Tina is the founder of and has been creating profitable marketing and exhibit strategies for startups, small businesses and nonprofits for over nineteen years.