Hospitality Industry Educational Seminars
Informative, Motivating & Entertaining
Identifying New Accounts / Making Effective Presentations
Two critical components of selling skills, this session will take an in depth look at the common denominators great sales people 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. Over 20 websites are visited complete with tutorials. This session is based on hundreds of hours of customer focus group feedback ascertained from decision making meeting planners.
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 Managers and Owners who lead by example.
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.
The Perfect Analytics of a Salesperson’s Day
How many calls does it take to generate a tentative? How many tentatives ultimately become a lead? This self-analysis evaluation allows each attendee to discover the six critical sales skills and the amount of time required each day to ultimately hit their booking goals.
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.
Effective Closing Techniques
Perhaps the most misunderstood of all the selling skills closing is not simply the end of the presentation process. Closing consists of several, time-tested efforts that must be executed in every sale. This program introduces the eight most effective closing techniques and allows attendees to practice each in role-playing exercises.
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 trust of this entertaining and effective session.
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 ascertain signatures on contracts. Too often sales people 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.
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 new fresh ideas and concepts that will influence the meeting planner’s decision to select your property.
Overcoming Objections / Removing Resistance
How to identify a customer’s points of resistance that could be blocking the sale’s closing. This session takes an in-depth look at the three types of resistance a salesperson could encounter and how to overcome them.
Marketing to Associations
How can a sales person accelerated 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 sales people, 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.
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 sales people 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.
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 have 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.