Revenue generated by the meeting and events office is an important part of your hotel’s revenue stream.
However, the economic down turn and an increase in the number of new and refurbished venues has resulted in a tougher and more competitive marketplace.
Never has it been more important to ensure that your team have the necessary skills to win more than their fare share of enquiries and yet it is increasingly difficult to release staff for training.
At HT Training we recognised this and have created a blended development programme that combines training workshops with on-line learning modules and activities.
The programme is structured to provide professional development for individuals and the team while providing greater flexibility for learning and development. All learning can be built into an individuals personal development programme to individual's.
To discuss your training needs in more detail and to receive a formal quote please contact Rosemary or Nina on 01895 471777.
| Workshops |
Key Learning |
Online learning Module 2-3 hours each |
Additional Learning Activities |
PROFITABLE ENQUIRY HANDLING
An introductory selling skills workshop for your reactive sales team |
Enquiry handling basics including:
Telephone and email techniques
Researching customer needs
Listening skills
Persuasive presentations
Techniques for closing the sale |
Understanding your customer
Starting the sale
Progressing and closing the sale |
Mystery shopping calls to competitor venues SWOT analysis
Team role play scenarios |
COMMUNICATION SKILLS FOR REACTIVE SALES PEOPLE
An advanced communication skills workshop that uses Insights Discovery to facilitate learning |
Being socially confident and able is one thing. Being able to adapt your own style to connect more effectively with your customers is a whole different ball game.
Using the Insights Discovery tool delegates will explore how their preferences for communication and behaviour styles impact on their business relationships.
Learners will leave with strategies for recognising customer types and adapting and connecting plans to make business relationships longer lasting and more profitable. |
Communicating with your customer
Insights Discovery online evaluator |
Individual Discovery Profiles areas for development
Discovery Self Coaching Cards |
EFFECTIVE NEGOTIATION AND CLOSING THE SALE
It’s not always about dropping rate and this basic negotiation skills workshop will ensure your team know when and how to secure the best deal for your business and the customer. |
The basics of effective negotiation
The timing of a negotiation
Negotiating added value
Demand led pricing
Top down selling
Dealing with buyer’s resistance
Advanced closing techniques |
Negotiation |
Sales A to Z game
Listening skills exercise |
VENUE SHOWROUNDS THAT SELL
More business is won and lost on a showround than at any other stage of the sales cycle. Help your team to make the most of this vital sales opportunity for your business. |
Showround standards and procedures
Building a relationship with the customer
Matching customer needs to your venue
Bringing the showround to life
Using photos and testimonials
Securing the customer’s commitment to use your venue |
Understanding your customer
Starting the sale
Progressing and closing the sale |
Mystery shopper calls and showrounds
SWOT analysis
Open question game |
WEDDING AND PRIVATE FUNCTION SALES
Take off your corporate hat and get into the party mood with this one day specialist sales workshop. |
To drill down and explore the pull sales techniques in relation to a potential/existing wedding customer
To develop a proactive approach to wedding enquiry handling and relate selling theory to the wedding customer’s buying cycle
For individuals to identify their own strengths and weaknesses in terms of wedding/private function sales and create an individual action plan that boosts personal performance
To boost sales performance of the individual coordinator and ultimately grow sales revenue and market share where applicable |
Understanding your customer
Starting the sale Progressing and closing the sale |
The DNA of a wedding customer
Mystery shopper calls and showrounds
SWOT analysis
Open question game |
SCORING HIGH WITH BDRC
If your BDRC scores are below where you would like them to be, then this course is for you. |
SCORING HIGH WITH BDRC If your BDRC scores are below where you would like them to be, then this course is for you. |
TBC |
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THE BUSINESS GAME
A competitive session to consolidate all learning from the programme. |
In groups the delegates become the conference team for a day and have to make business decisions around letting space, enquiry handling and negotiating.
The team that makes the best business decisions wins the day! |
Not applicable |
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