Training for Sales & Exhibition Professionals

2 June 2015

14 Rue de la Science, 1040 Brussels, Belgium

Topics include

  •  How do we define “Success”?
  •  The 4 phases of the sales pitch – from preparation to the      closed deal
  •  How to open doors? – Behaviors examples – Who is always  in the focus?
  •  How we win (systematically) new customers? Telephone  and visits
  •  Interview guide – to get new potential Partners-Customers
  •  How do we reach the right decision-makers? – Practical  examples
  •  Argumentation and negotiation techniques in practice –  examples/tools
  •  How do we inspire customers at our fair-booth?
  •  The Do’s and Don’ts on the exhibition stand
  •  What are the buying motives of my potential customers?  How do purchasers “think and act”?
  •  How do I deal with the “NO” of potential customers?
  •  The skilful price discussion – The Price Delta – Price  negotiations
  •  The done (closed) deal – our success!


1 June 19:30-22:00 Dinner
2 June 08:30-17:30 Sales & Exhibition Training

Optional but recommended, is that you combine the training with a   visit to the Photonics Event on 3-4 June 2015 in Veldhoven, The Netherlands. It is 125 kilometers drive from Brussels, you can find information on www.photonics-event.nl


The training is limited to 16 participants to ensure sufficient interaction, examples from practice to practice with TT and video feedback analysis. Most attendees will be member of EPIC so it will be a good opportunity for networking, exchange best practice, and make new contacts.

Suggested hotel

Hôtel ibis Bruxelles Centre Ste Catherine rue Joseph Plateau 2, 1000 Brussels

About the instructor, training preparation

Dipl.-Ing. Herbert Galda has been recommended by one of EPIC’s members. Prior to the course a survey will be circulated among the participants asking for your experience in sales & marketing, and your expectations of the training. EPIC staff will also attend and contribute to ensure your objectives are met.

Registration and fee

Registration (390 EUR EPIC members – 1150 EUR non-members),  limited to 15 participants. Dinner, lunch and several coffee breaks  are included, course material will be provided.


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