Most people quietly dread pre-show training. The moment someone mentions role play or scripts, everyone stiffens up and wishes they were somewhere else. The good news is you don’t need any of that. A bit of clarity, a few expectations and a short cheat sheet are usually more than enough to get your team feeling ready.
Start with what “good” looks like
Before anything else, help your team understand the goal. Not a big presentation, just a simple conversation. How do you want visitors to feel? What are the main messages you want people to walk away with? Who is the stand really for? Most people aren’t trying to be difficult on a stand, they just don’t know what “good” looks like. Once they do, everything gets easier.
Keep the message simple
Nobody needs to memorise a script. Give your team one main point and a couple of supporting ideas. If they can explain what you do in a clear, simple way without checking their phone, they’re ready. Simple messaging always lands better than long rehearsed lines.
Help them start natural conversations
Instead of handing out lines to repeat, give them a few easy questions that feel like something a normal person would actually say. Things like “What brings you to the show today?” or “Are you working on anything in this area at the moment?” work far better than anything scripted. Once the conversation starts naturally, the rest usually follows without effort.
Show them what real interest looks like
Not everyone who stops by is a lead. Teach your team the signs worth paying attention to. People who take photos, ask how something works, come back later or start comparing you to what they already use are usually worth your time. If someone is genuinely interested, it’s easy to steer the chat in the right direction. If not, it’s fine to let them browse.
Set a few simple stand rules
A good stand isn’t just about design. Behaviour plays a huge part in how the whole space feels. Keep it simple: no phones, no eating on the stand, bags and coats out of sight, no disappearing behind the counter. Not strict rules, just basics that help everyone look sharp and feel more confident.
Give them a natural flow to follow
You don’t need role play to teach people how to talk to visitors. A soft structure helps without making anyone feel like they’re performing. Warm welcome, ask a question, share the key point, offer a next step. That’s enough to give people confidence, especially those who prefer a bit of guidance.
Let people play to their strengths
Not everyone is great at everything, and that’s fine. Some people love greeting. Some prefer giving demos. Someone else will be brilliant at capturing leads properly. Play to that. It makes the whole stand feel more natural, and the team relaxes when they know where they fit.
Give them a short cheat sheet
This is the one thing people actually use on the day. One page, printed, with the key message, the simple flow, who’s on the stand and a couple of FAQs. Nothing heavy. Something they can glance at over a coffee and feel settled before the show opens.
In short
Good pre-show training doesn’t need role play or awkward acting. It just needs clear goals, natural ways to start conversations and a team that knows what part they play. If you get that right, your stand feels better, your team feels confident and the whole show runs smoother
Share: