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How to market and sell more
Functions, Events
& Weddings |
Duration:
2 Days
Trainer:
David Staughton
Course Fee:
Melbourne $748; Sydney $825 ($Aust, includes GST)
Overview
This special interactive seminar is
designed for hospitality
business Owners and Managers, Functions Managers
and Function Salespeople.
You’ll learn about the various factors that determine your Function Sales
success and what you can do to maximize your results. The workshop covers
strategies for Venue improvement, Strategic Selling and maximizing off-peak
business. You’ll learn advanced sales strategies and come away with a
sales action plan
to implement.
What you will
learn:
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Day 1 |
- The Water Tank Model of business
- Competitors review
- Functions
market overview – demand for different types of functions
- Function
sales process
- Impact of
the web on sales & marketing
- Price of a
customer
- True costs
of prospect/client acquisition
- Sales
statistics
- Real $ costs
of enquiry, inspection, customer
- Increasing
sales & profits – 5 ways
- Selling
functions – what makes or breaks a sale
- Function
buying decisions
- Reasons for
choosing a venue
- Reasons for
NOT choosing a venue
- Things to
avoid doing
- Basic venue
presentation
- Function
sales aids
- How to price
your functions - pricing basics of supply and demand
- Overview of
face to face selling
- Painting the
big picture – visual, auditory & kinesthetic selling
- Selling to a
group of people
- People buy
reasons – 7 reasons to buy…
- How to sell
more off-peak dates – mid week and off season
- Strategies
for up-selling and add-on selling
- Maximising
word of mouth & innovation ideas
- Collecting
and using the “Source of Enquiry”
- After sales
service – cards, newsletters, database
- Using
features & benefits
- turning
features into questions
- FTI -
failure to implement
- New ideas
for the future of functions industry
-
Developing the characteristics of a great
salesperson
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What the salesperson can do that makes or breaks
a sale
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|
Day 2 |
- Being at ease
outside your comfort zone
-
Understanding the function buyers “risk factors”
and motivations
-
How to develop more trust and respect
-
Five strategies for gaining total credibility
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Building instant rapport with customers
-
Advanced rapport building skills
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Advanced communication skills with the four
personality types
-
How to relate to people with different values &
behaviours
-
Identifying the customers true needs & wants
-
Asking great questions and effective listening
-
Competitor analysis and using your competitive
advantages
-
Telling stories, jokes & anecdotes to move minds
and influence people
-
Dealing with price professionally
- Strategies
for avoiding discounting and giving it all away
-
The Psychology of pricing—how you’re feeling
affects price
-
Basic negotiating skills for function
negotiations
-
Trial closing and getting agreement
-
The importance of following up
-
Handling objections effectively
-
Making the most of after sales service
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The power of referrals and word of mouth
-
Strategies and scripts for gaining more referrals
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Using a referrals system to boost referrals
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The importance of great phone skills
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Using email to develop deeper relationships and
build sales
-
The role of goal setting in function sales
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Writing your own personal game plan to improve
your sales skills
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Outcomes you can
expect
After the seminar attendees should be able to:
- Improve their function sales results
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Understand the importance of function sales
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Be comfortable selling functions
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Understand how to sell functions
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Sell more off-peak bookings
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Develop sales aids to assist selling
-
Know
which venue Improvements are urgent
-
Know
how to build better rapport with clients
-
Know
how to close more sales
-
Be a
more persuasive salesperson
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Have
more confidence in all sales communications
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Be a
better sales negotiator
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To
book a place . . .
To check course
dates: Sydney
Melbourne
Back to Public Training Courses
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