Maximising Profitable Business from Wedding Enquiries

This highly motivational and participative programme, is designed for people who are responsible for turning wedding telephone enquiries into confirmed sales. The content is focused on the challenging market and equipping your team with the practical skills and professional techniques to help them convert more enquiries at better rates. If wedding business is a valuable facet of your business mix, this programme will help develop this further and will help your team understand the importance of differentiating themselves and their venue from the competition.

Aim of the programme

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

Programme style and content

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

• Differentiating yourself in a difficult market 

• Opening the call, making a great first impression and building rapport 

• Understanding and helping with their needs

• A real focus on attention to detail

• Differentiating your process from your competitors

• Exploring ways to add value for them and you - upselling and effective question techniques

• Summarising details and selecting the best yield response

• Turn the client on to your solution - presenting package and price effectively

• 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 wedding and 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 wedding enquiries, managing teams that take enquiries and wedding 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! 

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