Seminar Outline:
One of the biggest challenges facing the hospitality industry today is
finding experienced sales people who are familiar with the hotel and hospitality
industry. With the competition more fierce than ever, and all the top properties
in a market being able to offer essentially the same amenities and services at
the same pricing level, how can you develop a sales staff that will have an edge
on the competition? The best strategy is to invest in excellent hotel sales
training. A top-notch, professional hotel sales and marketing training program
will help your sales team build the skills the need to sell rings around the
competition, without discounting price.
Our Hotel Sales Training seminar is a two-day, hands-on hotel sales
and marketing training class that will help you increase sales and profitability
by teaching you how to understand the needs of the customer. When your staff has
the hotel sales training skills needed to clearly identify the customer’s needs,
they will be able to create a valuable package to meet those needs in a powerful
and appealing way. The course concentrates on the fundamentals of hotel sales
training, but it also goes well beyond traditional sales concepts. While your
competitors are still focused on discounting to gain market share, our acclaimed
hotel sales training program will show you how you can stay firm on price and
still increase sales by convincing customers of the value you are offering them.
The Hotel Sales Training seminar uses fast-paced role-plays and
interactive small group exercises to help you get real time, real life
experience with your new hotel sales and marketing training skills. Our senior
hotel sales training instructors, all of whom have built great careers in sales,
will provide personal coaching and instant feedback to help you grow and learn.
You will even have the benefit of a unique evaluation tool to help understand
your behavioral style, and that of your customer, as you work through the sales
process. This unique addition to your hotel sales training skill set will
enhance your ability to understand and communicate with our customer, so that
you do the very best job possible of offering solutions that will create value
for him and meet his most important needs.
Seminar Objectives:
Participants in the Hotel Sales Training seminar will learn to:
- Deal with multi-levels sales structures—users, authorizers, and
purchasing agents.
- Use questioning skills to understand the buyer’s attitudes, situations,
problems, and priorities as a key for developing an advantage over the
competition.
- Use hotel sales training skills to offer creative options for buyer’s
problems, add value to current or future buying situations, and to assist
the buyer in selecting the best option for a solution.
- Use post-sales call measurement to assess their own performance and
identify key customer issues by reacting as a business consultant.
- Employ hotel sales training skills such as the face-to-face sales
process of questioning, closing, and handling objections.
- Recognize basic styles of buyer behavior and determine how to adapt to
each style to create positive rapport.
- Formulate a personal Feature—Advantage—Benefit and Proof Outline for one
or more of their products.
Private Group
Hotel Sales Training: Group (6+) hotel sales training can be tailored to the needs of
the client
organization and delivered on-site at the time and location of the clients choice.
Public Open Enrollment Seminars: Individuals are invited to
participate in monthly sales training seminars held across the US in an
open enrollment format.
For more information and pricing, please complete this form and we will email
you a confidential Annotated Outline that will provide you with an hour by hour
description of this training seminar.
