Maximising Profitable Business from Enquiries

This highly motivational and participative programme, is designed for people who are responsible for turning meeting and event telephone enquiries into confirmed sales. The content is focused on the challenging market of 2012. This means that we focus on how to sell your venue and negotiate confirmed revenue in a highly competitive market. Real life examples and experience are used to enable participants to easily translate training into the workplace.

Aim of the programme

To enable all participants to effectively use the Maxima 'ONESTOP' enquiry handling structure to maximise sales conversion.

Programme style and content

This programme focuses on delivering practical tips and techniques to improve conversion and covers the following areas:

Understanding what motivates clients and agents to buy
Understanding the M&E marketplace in 2012
The 'ONESTOP' structure for effective enquiry conversion
Opening the call positively and listening intuitively
Exploring real client needs
Differentiating your process from your competitors
Exploring ways to add value for them and you
Summarising details and selecting the best yield response
Turn the client on to your solution
Overcome any client concerns or rate resistance
Gain positive client commitment
Chasing and follow up

Target audience

This programme is suitable for anybody, no matter how experienced they are, who is responsible for converting conference, meeting, banqueting, wedding and event enquiries.

Programme leader

James works with a wide range of venues that sell meeting space and has helped clients refine their structure to maximise business development opportunities for over 10 years. James works with agents and clients alike, and has personal experience of taking enquiries, managing teams that take enquiries, as well as working with many "best in class" properties around the country.

James started his career in the diamond industry before moving into purchasing, sales and then training. James became a founder member of Maxima in 2003, having previously been a Director of Sales for a leading hotel company.

James brings energy and enthusiasm to every project, and clients value him for his ability to positively challenge existing thinking and processes.

James has created many new approaches to training. With a Certificate in Training Practice from the Chartered Institute of Personnel and Development, and over 15 years experience working in the hospitality sector, James blends experience, research and professional training techniques, to produce innovative and enjoyable training programmes.

James believes that effective training is a blend of many different factors, but that one of the most important is to have fun!