Is there a script to use when calling a potential exhibitor?

We do not have a script for use in selling exhibit space and a script is not encouraged.  What is encouraged is having a REAL conversation with people about what they sell, who they sell to, who attends our shows, and how the show will be profitable for them.  That is the BEST WAY to sell exhibit space in the shows.

We have found in the past that creating a script detracts from the idea of having 'real' conversations with potential exhibitors.

It maybe be helpful for you to create an initial statement as you move through your first leads.

You will find a wide variety of conversations will need to take place depending on how far along you are with a potential exhibitor, for example: is this an initial call? Have you already clarified they are the decision maker and they have rec'd the information? Have they exhibited in one of our shows in the past? Have they exhibited in ANY other shows in the past?

Also, the conversations will vary depending on the product they are selling and the industry they work in....a conversation with an energy drink will be much different that someone selling uniform services.