Programme Outline:

• Booth-manning skills

• Rapport building

• Presentation

• Questioning techniques

• Lead qualification

• Follow-up to closure

• Use of customer data, pipeline metrics, and simple performance indicators to guide sales prioritisation, execution, and review.

Learning Outcome:

• Build rapport with trade visitors

• Converse effectively with strategic questions

• Stage an impressive booth presentation

• Identify implicit and explicit concerns and challenges

• Formulate a holistic lead pre-qualification approach

• Engage in a meaningful and fruitful exchange for opportunities

• Set up a follow-up mechanism to advance to the next step of the business process

• Apply data‑driven sales strategies using practical tools and translate learning into a structured action plan with measurable business impact.

This module enables participants to provide positive branding, introduce corporate solutions, understand competitive landscape, pre-qualify opportunities and nurture them to deal closures or partnerships.

Participants will:

Gain practical frameworks, tools, and reference examples that can be applied immediately in their business or professional context, including digital (LinkedIn), regional, and international sales considerations

• be guided to identify practical indicators to assess sales effectiveness and ROI, such as lead quality, conversion rates, deal velocity, and post‑engagement outcomes.
• be introduced to regional and global go‑to‑market considerations, including partner‑led expansion, cross‑border selling approaches.

Trainer Profile

Christina Tan brings over 30 years of sales leadership and entrepreneurial experience across Asia Pacific. Her strengths include opening new markets, penetrating complex accounts, and developing them into long-term revenue contributors. She has driven strong sales results for SMEs and MNCs across key industries and is known for building rapid rapport and trusted relationships with customers and partners.

Using a structured methodology rooted in strategy, self-management, systems, and service excellence, Christina helps clients improve lead quality, elevate sales performance, and accelerate career and business growth. Her approach builds repeatable success through holistic sales skills enablement and practical solutions. A hands-on practitioner, Christina actively shares her experience to help business owners and sales professionals achieve consistent breakthroughs, navigate challenges, and stand out in competitive markets.

The workshop incorporates SME‑relevant case studies, real‑world success stories, guided discussions, and practical exercises, enabling participants to analyse what worked, what did not, and why, in comparable business contexts.

Sales, Pre-Sales, Product and Marketing Teams involved in exhibitions and events.