Capture the Sale Print this page

Objective

To transform order-takers into salespeople. To develop and enhance the service and sales skills of participants. Result: increased conversion of calls to reservations, at the optimal rate.

Overview

Participants begin with tips to identifying selling opportunities, and progress to determining client needs, reading potential "buyers," key questions to ask, and the power of optimal listening.

Participants will drill and role-play:

• Key benefit phrases that sell
• Upselling techniques - at check-in and on the phone
• Reading walk-ins
• Cross-selling other hotel services
• Five key ways to ask for the business
• Handling rate questions and restrictions
• Three types of buyer concerns and how to overcome them
• Closing and confirming the business

Included

Participant workbooks, course material and certificates

Target Audience

Reservation Manager, Reservation Sales Representatives, Front Desk Representatives, In-bound Telephone Sales Coordinators

Ideal Class Size: 10-14 participants
1 Day Program