Elevator Answers - Elevator answers are brief answers to very general questions you typically get asked when you're working in a trade show booth. Instead of launching into a 20-minute answer to a visitor's first question, give them a brief overview, an elevator answer, until you know who they are, how knowledgeable they are, and what specifically they're interested in.

Dismissing - Dismissing is a key trade show skill. It should always be done politely and professionally. You should be able to dismiss visitors when (1) Your conversation, with even the biggest sales prospect of the entire show, is at an end; (2) When you’ve been talking with an old friend, another exhibitor or some other lower-value visitor and now you need to engage, greet and qualify a potentially higher-value visitor, and (3) If the visitor is a pure time-waster – they’re keeping you from working with qualified visitors.

Handling Competitive Questions - The second biggest reason visitors go into an exhibit hall at a trade show is to evaluate competing products. If you’re at the right show, your competitors will be there. And visitors will ask questions like, “So how does your product compare with the one from XYZ?” Are you ready for competitive questions? Handling a competitive question successfully might result in a new customer. You might even take a customer away from one of your competitors.

Telling Stories - Great communicators use simple tales that make ideas concrete and give them sticking power. Such stories are a powerful way to connect with your audience and communicate the broad picture. They're the antithesis of "death by bullet points". Draw them from your own experience or that of others. Then weave them into your presentation and watch how the audience reacts. Your stories will set you apart from other presenters, and help listeners distill and repeat to others what you said.

Moving on Stage - Wondering how to have more impact as a presenter? Just because they gave you a lectern doesn't mean you have to exile yourself behind it. The whole stage is a tool for delivering the message. Use it to increase audience contact and provide context for the parts of your presentation. You'll find that the right kind of motion can increase listener involvement and put you more at ease during your presentation.

Non-Words - Do you "um" and "ah" your way through talks, or end statements with "Right?" or some other characteristic phrase? Do it enough and it drives listeners to distraction. They're so focussed on the noise that they miss your points. Perhaps you do it out of nervousness, or to give yourself time to think. You may not even be aware that you're doing it. Well, a simple technique will help you escape the non-word trap, and build drama in your presentation at the same time.