Securing a higher conversion of inquiries into bookings.

Context

The customer experience starts at the point of reservation. By clearly understand the needs of the customer and customizing a solution to meet these needs, the hotel has a valuable opportunity to create a unique connection with the customer, and create individualized selling points. People working in MICE sales today need to move from being an order taker to an experience maker.

Main Objectives

The program will introduce the participants to a variety of selling techniques. The participants will be able to develop these skills and techniques so that they can be implemented immediately back at work. In addition, the program will give participants the tools that will assist in securing a higher conversion of inquiries into bookings. Participants will learn the key quality factors to create a professional and engaging call flow with their customers.

Program Experiences

• Understanding the impact of “Heart Selling” vs. “Hard Selling” by engaging and connecting with your customer
• Establishing connection and context with your customer
• Explore ways to optimize your questioning techniques Selling isn’t telling its asking questions
• The rational and emotional fundamentals of selling
• Creating the perfect call flow Structuring a professional MICE call
• Creating strategies to deal with the price objection
• Understand the various techniques of up-selling and how to use these
• Plenty of practice in interactive role plays with feedback
• Replacing process driven sales with solution driven sales
• Practice exercises and role plays to underpin the newly acquired skills

Qualification

This seminar is created for all employees in the MICE sales department.

Duration

2 Days