Seminar Goals

This two day workshop will give delegates the skills to understand & learn the essential steps necessary to take room reservations professionally over the telephone and the different quality factors that have a direct impact on the call flow.
Through the course of the seminar delegates will be introduced to the latest methods in alternative selling techniques, and will develop these skills so that they can be implemented immediately back at work.
In addition the workshop will give the participant tools that will assist in securing a higher conversion of inquires into bookings. Participants will be shown methods that enhance a sales focused dialogue with their customers.

Workshop Overview

• Review of the foundation of effective reservation sales
• Identifying sales and revenue opportunities
• Introduction to the sales responsibilities of a reservation agent
• Exploration of various selling techniques
• Advantages of the alternative and suggestive selling techniques
• The steps to applying the “Alternative Selling Approach”
• Defining price and product differentials
• Effectively creating and using an alternative selling matrix
• Using customer WIIFMs (What’s in it for me?) to successfully close
..the sale
• The IFH® 7-step approach to professional selling
• Effective first and secondary closes
• Selling BAR Rates to the customer and explaining rate types
• The steps to effectively communicate rate restrictions to the customer
• Effective selling across the major price bands (Flex
..rates/Promotions/Packages etc.)
• Review of the key steps to taking a reservation
• Group discussion and team exercises
• Practical exercises and role plays

Day one: 10:00 to 18:00
Day two: 09:00 to 17:00

Fees: £595 per person per two day workshop
Note prices are ex VAT and include course material, lunch and all refreshments. For more information see www.ifh-worldwide.co.uk