Essential Selling Skills Training Workshops
E&A Trends offers a variety of highly educational workshops that are grouped into two categories. On this page below you will find the general Course Outlines for our Essential Sales & Marketing training workshops. These workshops target sales & marketing associates who have little or no practical experience and have worked less than 2 years in a sales or marketing role. And yet, even experienced individuals who would like to review their professional knowledge or workstyle may also attend these courses and benefit from a refreshed look at today's sales & marketing concepts.
All workshops below convey the basic but essential knowledge to any sales associate who wants to pursue a professional career in the hospitality/hotel industry, focusing on important aspects of client relationship building and information gathering by applying necessary selling skills, including questioning & listening techniques as well as basic negotiating skills.
Alternatively, like many other clients, you may also have E&A Trends develop individual sales & marketing training programs for your hotel(s) that draws on its decades long international experience in tailoring workshops to your markets, competitive situation and team-makeup. Please contact E&A Trends for an offer:
“Account Management & Client Retention”
2 Full Days Sales/Marketing Workshop
Who should attend:
Everyone who is involved in Hospitality Sales & Marketing. Those who are new to sales & marketing and those who are already experienced and want to review the process of their work-style in order to stay up-to-date with the latest in Client Management.
Workshop Format:
The workshop is very practical in nature with highly instructive case-studies, demonstrating effective Client Management principles and how to implement/execute them in the daily work of sales & marketing offices. Group work will help participants gain a solid understanding of how to approach complex issues in a Key Client environment. All case-studies are based on real-life scenarios and hotel focused.
Benefits of attending:
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Apply professional approaches to maximizing sales results through proven Account Management principles
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Learn to work in a Key Client & Key Prospect environment and differentiate between the traditional and latest approaches to selling
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Understand how to affect client relationship outcomes and the cycle of sales productivity while developing long-term relationships with customers
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Recognize the impact of changing your sales team into industry professionals, who are seen as consultants by their clients as opposed to sales people
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Realize the often complex implications of price/value decision parameters for both your organization and your clients
“Essential Selling & Presentation Techniques”
2 Full Days Basic Selling Techniques Workshop
Who should attend:
Junior Sales & Marketing personnel who have some experience with selling but do not yet feel confident enough to carry out certain stages of the sales process with a high degree of professionalism.
Workshop Format:
This interactive workshop provides highly instructive case studies, demonstrating basic selling principles that focus predominantly on clients’ behavior patterns. Lots of group work will help participants gain a solid understanding of human behavior and the buying-decision-making-process.
Benefits of attending:
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Gain a firm foundation in professional selling skills with a focus on customer orientation and relationship marketing – as demanded by today’s marketplace
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Identify customer needs & wants by employing unobtrusive, yet highly effective questioning and listening techniques
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Plan and prepare winning presentations with the help of a 'Step-By-Step' approach
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Handle objections with the help of 'Counter-Arguments'
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Get an understanding how to ask for a commitment and to close the sales
OTA Control & Maximizing Sales Results
“OTA Control & Maximizing Sales Results”
2 Full Days Revenue & Channel Management Workshop
Who should attend:
Everyone who is involved in Hospitality Sales & Marketing, including Revenue Managers. Those who are new to sales & marketing and those who are already experienced and want to review the process of their work-style in order to stay up-to-date with the latest in Distribution Channel Control and maximizing sales results.
Workshop Format:
The workshop is very practical with highly instructive case-studies, demonstrating effective OTA Control principles and how to implement/execute them in the daily work of hotel sales & marketing offices. Group work will help participants gain a solid understanding of how to approach complex issues in a Key Client environment. All case-studies are based on real-life scenarios and hotel focused.
Benefits of attending:
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Realize Revenue Management principles and apply them to counter perceived OTA dominance in the hotel industry
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Learn how to operate in a modern hotel sales & marketing department while controlling OTA agencies through proper channel management procedures without losing the ever more important direct business relationship with a client
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Recognize the impact of OTA channel business on your marketing efforts and how to adapt your sales planning in light of OTA’s reach
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Understand how to affect client relationship outcomes in the era of increased OTA proliferation
Negotiating & Handling Objections
“Negotiating & Handling Objections”
2 Full Days Sales Workshop
Who should attend:
Entry-level Sales & Marketing executives, but also those who are already experienced. Anybody who wants to review their work-style and seek to improve their sales effectiveness.
Workshop Format:
The interactive workshop is very practical in nature with highly instructive case studies, demonstrating negotiation principles and how to overcome objections. Lots of group activities/work to help participants gain a basic understanding of human behavior and the buying-decision-making-process.
Benefits of attending:
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Apply professional approaches to maximizing sales results
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Learn how to differentiate your product and services in a competitive international market place and use of this knowledge in meeting customers’ needs with the facilities and services of your product
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Understand the principles of a structured sales call
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Know when and how to ask for a commitment
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Create a WIN/WIN situation for both the client and the hotel
