Finding and qualifying new customers for meetings, events or corporate bookings and setting up the appointment for a professional sales meeting.
IFH® Specialist Training
This training is for hotel sales teams who are required to perform professional sales activities in the acquisition of new customers.
Seminar Goals
The participants will be able to immediately put into practice effective techniques to qualify new customers via the telephone. They will quickly apply new question techniques and identify sales opportunities. The seminar also introduces the participants to methods that can be used to handle difficult situations when using the telephone. Additionally they will learn how to gain the customer's trust, and the different techniques needed to effectively set up an appointment for a sales meeting.
Seminar Topics
■ Particularities related to telephone communication
■ The barriers in telephone sales
■ Traits of a professional hotel tele-sales person
■ Understanding marketing and searching the web
■ Identifying the right customer
■ Preparing the call efficiently
■ The sales cycle and the benefit in utilizing telephone selling activities
■ Setting the right goals
■ Measuring success in telesales activities
■ Tips and tricks to finding the right contact
■ Effective call openings to create customer interest
■ How to obtain more information by using effective questioning techniques
■ How to successfully arrange a sales meeting
■ The IFH® -Call Strategy to obtain more sales calls
■ Positive phrasing and communication
■ How to deal correctly with customer resistance
■ How to present the advantages of hotel services
■ Presenting USPs and differentiating them to the competition
■ Applying skills to win new customers
■ Exercises with call recordings and telephone
DURATION: 2 DAYS
START AND FINISH TIMES: DAY 1 10.00 - 18.00, DAY 2 9.00 - 17.00
