Hunting for new customers for meeting/conventions or events as well as contracted room business.
IFH® Specialist Training
This training is for Sales Managers and members of the hotels sales force who are responsible for acquiring new customers.
Seminar Goals
Participants will learn the techniques required in managing a strategic sales pitch with a potential new customer. It will cover the cycle of sales and begins with the first sales appointment. It will enable the participant to clearly set goals and structure the sales call, and measure the quality of each call. In addition, the benefits to using positive justification methods within the framework of the discussion
with the customer will be explored as well as the effects these have on successfully closing the sale.
Seminar Topics
■ Professional preparations for a sales call
■ Searching the web and identifying needs and appropriate questions
■ How to set goals prior to holding a sales pitch with a prospective new customer
■ Questioning techniques to obtain information from the customer
■ Structuring and the phases of a sales call
■ Strategy for opening of the conversation
■ Key methods to be used when identifying the room night potential of local corporate customers.
■ Identifying business potential of conference and meeting/event customers
■ Strategies to overcome typical customer objections
■ The customer profile for the business potential analysis
■ Preparing and presenting the hotel's services to the customer
■ Handling objections
■ Feedback using video
■ Practical examples, team exercises
DURATION: 2 DAYS
START AND FINISH TIMES: DAY 1 10.00 - 18.00, DAY 2 9.00 - 17.00
