Core Selling Skills

Does your team need to sharpen their ability to turn inquiries into confirmed hospitality bookings?

Reignite your sales foundation with this intensive back-to-basics selling skills workshop. We’ll tackle the limiting mindsets that “old school” selling techniques no longer work today. You’ll reinforce core competencies like crafting a clear sales vision, effective discovery calls, compelling
proposals, and faster closes. Through a balance of experienced instruction and interactive exercises, you’ll gain techniques to cut through overwhelming sales pipelines and prioritize high-potential bookings.

Win-win Negotiations

Negotiating rates, concessions, and contract terms is an inevitable part of closing hospitality deals. How can you skillfully address buyer pushback without compromising value?

In this advanced sales workshop, you’ll gain frameworks for negotiating win-win outcomes that expand relationships along with revenue. We’ll emphasize core selling competencies that minimize late-stage negotiating like qualification, articulate value propositions, and matching services to stated meeting
objectives.

You’ll learn the nuanced differences between selling and negotiating and how to resolve tough mismatches between buyer priorities and property capabilities. We’ll investigate common negotiating tactics in hospitality and

arm you with strategies to counter them.

Closing Wedding Sales: Champagne Wishes & Caviar Commissions

In this sales skills bootcamp tailored for the catering sales manager, you’ll learn how to spot today’s ideal customer profile and what messaging clicks with today’s customer. We’ll review communication best practices to compete in an increasingly crowded vendor landscape, while building affinity with newly selective brides and grooms.

You’ll acquire tools to evaluate deal-breaker tradeoffs: when to walk away, when to get creative, and when to stick to your rate integrity. We’ll overlay proven hospitality sales fundamentals with modern nuances in areas like leveraging technology, competing with market disruptors, and guiding increasingly
demanding customers towards win-win decisions.

Connecting the Dots: Catering Services Manager Training

An event booking is just the beginning. How do you leverage your catering services to wow attendees while maximizing revenue potential? This intensive bootcamp equips you with the complete toolkit to
manage events with 5-star service and efficiency.

We’ll review the catering service manager’s multifaceted role as both a salesperson and experience architect long after the contract is signed.

You’ll gain frameworks to identify untapped profit centers within your property and teach you to upsell valuable add-ons spanning rentals, décor, A/V and more.

Reservation Sales Training

A property’s frontline reservations department holds the crucial role of converting inbound leads into confirmed stays and ancillary purchases. Are your agents equipped with the sales skills needed to maximize every caller opportunity in today’s hospitality landscape?

This intensive 1-day workshop provides concrete frameworks to amplify reservations conversion rates through:

• Improved discovery questioning,
• Customized upselling,
• Overcoming pricing objections, and
• Matching guest priorities to optimal room types.

Prospecting: Connection is Currency – Stand Out by Reaching Out

In the digital age, customer attention spans are shorter and competition for high-value accounts is fierce. To continue driving bookings, modern hospitality sales managers need reliable outreach techniques that spark engagement from prospective event clients.

This intensive one-day workshop equips you with a strategic prospecting framework to efficiently identify profitable targets, craft compelling outreach messaging, harness automation to nurture leads, and leverage emerging connection channels from LinkedIn

to asynchronous video.

Selling with Stories: Crafting Compelling Narratives that Convert

Studies show that facts tell, but stories sell. In this intensive one-day course, you’ll learn how to leverage the art of storytelling to create deeper connections with clients and increase your event sales conversions.

We’ll explore the neuroscience behind why narrative transports an audience, helps build rapport quickly, and sparks emotion-driven decision making. You’ll discover how to mine your work and life for relatable tales that underscore your reliability, creativity, and commitment to exceptional hospitality.