MAX SALES CONVERSION FROM MEETING & EVENTS ENQUIRIES
Overview
The truth is that many people making enquiries at your venue are also comparing you with another venue. The way you handle their enquiry can be the difference between you getting the business verses your competition.
We have designed this open sales training programme to be highly motivational and practical focused on enabling your M&E sales enquiry team to maximise sales conversion for your venue. In the programme we share best industry practice combined with fundamental business principles, all focused on maximising sales conversion and customer satisfaction.
If you always do what you always did, you always get what you always got. 
Tony Robbins, Author and Motivational speaker
Target audience
Suitable for anyone, no matter how experienced they are, responsible for converting conference, meeting, banqueting, wedding and event enquiries into confirmed sales.
Summary
This is a highly motivational and interactive programme. It is very different to a webinar or online video where someone talks at you before you take a quiz. We have designed this programme to be very social, practical and with a clear focus on converting M & E Sales from enquiries.
Style of programme
This is a power packed day. Highly motivational, participative and full of real life examples to bring the subject to life. We believe training should be fun and that training should build confidence. We strive to make delegates feel at ease so they can soak up the experience and bring back new skills and ideas to your business.
Aim of the programme
To enable participants to maximise meeting and event sales conversion from enquiries, by utilising key selling skills and the the Maxima ONE STOP sales process.
Programme content
Highly motivational, participative and full of real industry examples and case studies.
Objectives
By the end of this programme, participants will know how to;
- Utilise a positive mind-set to drive sales conversion.
- Use the MAX Buyer Transition model to influence buyers to buy
- Process email enquiries or online bookings.
- Work with different buyer types such as agents, corporate or private bookings.
- Use six key laws of persuasion to influence buyers to buy
- Use the MAX ONE STOP sales process to successfully process enquiries
- Open a call with a ‘wow’ welcome.
- Use a focused question technique to fully understand the customer need
- Explore opportunities to add value by digging deeper
- Summarise the enquirers need so they know we fully understand
- Select the best option to meet the customer need
- Turn the customer on to the solution presented selling value not price
- Turn the customer on to additional sales which add value to the customer experience
- Overcome potential barriers to the sale using a concern resolution model and key negotiation skills to get over price objections and let me think about it
- Gain Positive commitment from the customer to buy or to the next logical step in the sales process such as a show round
- End the call with a Positive last impression
- Chase provisional bookings
- E=Exploring up-selling opportunities – questions that sell.
- S=Summarising needs and selecting the best solution.
- T=Turning customers on to your solution – Selling compelling value not price.
- O=Overcoming price concerns, objections and getting beyond I need to think about it!
- P=Positive commitment, chasing and ‘wow’ wrap ups.
Style of Programme
This is a power packed day. Highly motivational, participative and full of real life examples to bring the subject to life. We believe training should be fun and that training should build confidence. We strive to make delegates feel at ease so they can soak up the experience and bring back new skills and ideas to your business.
Every participant attending will receive a copy of the MAX Guide to Maximising Sales Conversion from M&E Enquiries. This is a comprehensive workbook with supporting notes for ongoing reference.
Investment includes……….
1.A quality day of motivational face-to-face training
2.The MAX Learning Guide to Maximising Sales Conversion From M & E Enquiries
3.Welcome refreshment
4.Mid-morning refreshment
5.Lunch
6.Mid-afternoon refreshment
£350 per person plus VAT
Investment in perspective
£350 divided by 52 weeks being the year ahead, = £6.73 per week. So, all a person you sign up to this programme need do is increase profits for your organisation by £6.73 per week over the next year to cover your investment.
How to book
To make a booking email Maxteam@maximatraining.com or call 01403 733337
On receipt of your booking Maxima will confirm your booking via email. Maxima will also invoice you the fee for the programme for which the payment is due on receipt. All fees must be paid prior to the training day. Once booked, fees are not refundable, and cancellations are charged in full. Substitutions are allowed at any time. In case of sickness and or unavoidable problems on the day, then we will endeavour to get the participant onto the next available programme. Maxima reserve the right to cancel or postpone any programme where minimum numbers are not obtained. In such a case, participants will be offered a full refund or a place on an alternative programme. Should a programme need to be postponed or cancelled, Maxima will notify participants at least 14 days in advance of commencement of the programme.
Programme Leader
Martin Pepper
Martin is the Managing Director of Maxima Training & Development.
Martin developed his early career in sales and operations in both airlines and hotels. He has been a National Director of Sales in the hotel industry and was Director of Sales Training & Business Development for Forte PLC before founding Maxima in 1995.
Martin is valued by clients for his experience, down to earth approach, fast pace, understanding of business reality, humour and his ability to communicate in a motivational style that makes people want to take action.
Martin has been made a Fellow of the Institute of Sales Management in recognition of his outstanding contribution in developing salespeople in the hospitality industry. Martin is a sought-after conference speaker on a range of subjects related to developing people to develop business.
Martin is a qualified trainer and coach through the CIPD and is a licensed Insights Discovery Practitioner. A life-long learner, Martin has resisted the temptation to complete a PHD on the basis that no one would take a Doctor Pepper seriously!
What our delegates say
Open programmes which dovetail with this programme
- MAX New Business Development Skills
- MAX Negotiation Skills
- MAX Account Development Skills
- MAX Sales Conversion from Show Rounds
Terms and conditions
On receipt of your booking Maxima will confirm your booking via email. Maxima will also invoice you the fee for the programme for which the payment is due on receipt. All fees must be paid prior to the training day.
Once booked, fees are not refundable, and cancellations are charged in full. Substitutions are allowed at any time. In case of sickness and or unavoidable problems on the day, then we will endeavour to get the participant onto the next available programme.
Maxima reserve the right to cancel or postpone any programme where minimum numbers are not obtained. In such a case, participants will be offered a full refund or a place on an alternative programme. Should a programme need to be postponed or cancelled, Maxima will notify participants at least 14 days in advance of commencement of the programme.
