PRIMARY GOALS

To provide “state of the hospitality industry” educational seminars that are informative, motivating and entertaining. A partial list of topics that are offered include:

Identifying New Accounts / Making Effective Presentations

Focusing on two critical components of selling skills, this session will take an in-depth look at the common denominators great salespeople implement into their daily routine. What is the process of discovering new accounts and what are the best techniques utilized in making effective presentations to them? This session is based on hundreds of hours of customer focus group feedback ascertained from decision-making meeting planners.

Selective Selling

We all understand “lead” or normal selling, but how can we be more effective initiating business that fills our down and shoulder times?  This advanced session will examine how to successfully land high yield, repeat accounts. How to match up your strengths with an account’s key requests and how to present fresh ideas and concepts that will influence the meeting planner’s decision to select your property.

Small Association Negotiations

Often smaller Associations do not have the negotiating leverage that larger Associations enjoy. This session will focus on how to better understand a hotel’s needs and the items that they must possess before they will consider you an attractive piece of business. Further, this session will discuss in detail how to improve your negotiating skills and how to maximize your leverage.

How General Managers & Owners Can Be More Involved in the Direct Sales Effort

The day and age of passive participation in the direct sales effort is over. In today’s competitive market, General Managers and Owners must be active in direct sales with customers and need to be more effective than ever in monitoring the sales effort. This session will focus on programs, techniques and strategies that General Managers and Owners can implement into their daily routines that will enhance their sales productivity. This session is based on interviews with hundreds of General Mangers and Owners who lead by example.

Negotiating and Closing Techniques

The two most misunderstood of the sales skills, this session will take an in-depth look at how to be a more effective negotiator and how to secure signatures on contracts. Too often salespeople think of rates and negotiating as synonymous which is an incorrect notion. Further, this session will focus on closing as a set of specific selling techniques rather than simply the end of the selling process. Role playing scenarios and self-analysis quizzes highlight this session.

The Dynamics of Target Markets

Based on hours of customer focus interviews with decision making meeting and travel planners, this session takes an in-depth look at the dynamics of the Association, Corporate, Travel Agent and Incentive markets. What planners look for when selecting a property, what they dislike most about hotel salespeople and above all, how they arrive at their decisions are all covered in this extremely revealing program. An outstanding session that will accelerate your knowledge of how to best approach decision makers.

Effective Hotel Sales Negotiating

Most hotel salespeople think of negotiating as compromise. Further, they earnestly believe that negotiating and rates are synonymous. This session will clearly point out how these are both false notions, focus on proven and effective negotiating techniques and demonstrate how to ascertain signatures on signed contracts.

Role playing scenarios and a self-evaluation quiz are the thrust of this entertaining and effective session.

Marketing to Associations

How can salespeople accelerate their success in the Association market? This session is based on hundreds of hours of customer focus research that includes why Associations select certain cities or properties for their meetings and conventions. What planners look for when selecting a property, what they dislike most about hotel salespeople, how to accelerate the rapport-building process, how to ascertain critical information and above all, how Association meeting planners arrive at their decisions are all covered in this extremely informative program. An outstanding session that will accelerate your knowledge of how to approach Association decision makers.

Accelerating The Rapport Building Process With Customers

Some customers base their buying decisions strictly on economic factors while others need to establish a personal relationship with salespeople. This session takes an in depth look at how customers arrive at their buying decisions. A self-analysis quiz will enable salespeople to “categorize” customers in an effort to determine the best sales approach. Logically if you can quickly learn to read your customer’s buying signals, then you will have an edge on your competitor.

Effective Time Management

Why are some sales professionals able to be so much more productive with their day? We assure you, it is not magic! This session examines hundreds of hours of time and motion audits allowing us to identify the most significant time efficiency techniques. How to identify time wasters, how to prioritize workloads, how to eliminate unproductive administrative procedures are all reviewed. Busy people do get more done, let us show you how. Self analysis audits and workaholic tests included.