SALES TRAINING CATALOG
Up d a t e d Ap r i l 2 0 1 9
S T R AT E G I C S E L L I N G : I T ’ S W H AT W I L L G I V E U S C O M P E T I T I V E A D V A N TA G E A N D H E L P U S W I N T H E G A M E !
TABLE OF CONTENTS
Aspire
Hospitality SoftNet
3 - 6
11 - 14
• Catering Optimization • Group Sales • Leadership
• E-Learning • Virtual Classroom • Group Sales Onsite Master Connection Associates
by Design Training
7 - 8
15 -17
• Online/Webinars • Group Sales • Leadership Global Hospitality Expert Solutions
• Group Sales • Shopping/Coaching • E-Learning
SalesBoost
9 - 10
18 – 20
• Group Sales • Catering Sales
• Web Based Training Packages
All pricing listed must be reconfirmed with vendor prior to booking.
REVENUE OPTIMIZATION TRAINING OVERVIEW SCOPE
PROGRAM SCOPE
BENEFITS
GettingYour Head in the Game*
The first step of elevating your sales results is GETTINGYOUR HEAD INTHE GAME. Take a look at the mental skills needed to rise above the vast tide of mediocrity within the sales marketplace. Create motivating buying environments that engage customers to buy and keep buying through a strong mental approach. Understand and evaluate where your head is so you have the ability to take ownership of your perspectives and leverage maximum success in your sales role. Learn a new perspective on sales that inspires participants to play at the top of their game and get their head into the real work that has to be done. Fully customized based upon your current gaps and revenue opportunities. • Define and deliver the event sales methodology/sales culture – Designed Alliance/Rules of Engagement. • Understand how to stand out from the ‘sea of sameness’ in the marketplace – utilizing innovation as a differentiator. • Fundamental sales skills (Back to the Basics) that apply specifically to revenue optimization and client experience: Pre-call, powerful openings, discovery, experiential presentations, compelling closes. • Increase conversion of tentative prospects into deals. • Build your pipeline. • Design events that ensure client retention and demonstrate creativity and unique experiences that each client will value. • Expand Atrium Hospitality value proposition. • Improve overall event sales team productivity level. • Promote team environment and synergy. • Improve accountability through alignment of expectations. PROGRAM INVESTMENT
Length: ½ Day
Event Sales Training Boot Camp
Length: 2 Days
• •
$750 per person, minimum 14 participants 20 people or more, $650 per person
Catering – Conference Services Revenue Optimization Training
HOTEL SALES TRAINING
PROGRAM SCOPE
BENEFITS
Group Sales Boot Camp
Fully customized based upon your current gaps and revenue opportunities. • Define and deliver the Atrium Hospitality sales methodology. • Understand how to stand out from the ‘sea of sameness’ in the marketplace – utilizing innovation as a differentiator. • Build your pipeline and USE IT. • Fundamental Sales Skills: Pre-call, powerful openings, discovery, experiential presentations, compelling closes.
2 Days Onsite Sales Training
• Increase conversion of tentative to definite. • Improve overall sales team productivity level. • Promote team environment and synergy. • Improve accountability through alignment of expectations. • Learn to leverage LinkedIn and other resources to connect with potential customers.
Getting your Head in the Game*
The first step of elevating your sales results is GETTINGYOUR HEAD INTHE GAME.
Take a look at the mental skills needed to rise above the vast tide of mediocrity within the sales marketplace. Create motivating buying environments that engage customers to buy and keep buying through a strong mental approach.
½ Day Onsite Sales Training
Understand and evaluate where your head is so you have the ability to take ownership of your perspectives and leverage maximum success in your sales role. Learn a new perspective on sales that inspires participants to play at the top of their game and get their head into the real work that has to be done.
HOTEL SALES TRAINING: OPTIONAL TOOLS FOR SUSTAINABILITY PROGRAM SCOPE
BENEFITS
Supplemental webinar sales training (only available with purchase of Aspire-led training) • Aspire provides interactive virtual training on a quarterly basis to supplement key sales training needs. • Designed with your key influencers (up to 3) to focus on a key improvement initiative. • Reinforces fundamentals from Group Sales Boot Camp. • Creates accountability with required webinar preparation and results updates. Digital recording of each shop call with immediate posting via Atrium Hospitality private area of the Aspire website • Consistent, regular reporting. • Ongoing “temperature checks” to evaluate the individual sales manager’s performance and effectiveness. • Shop calls can be initiated by an RFP, email, in-bound telephone call. • You have the ability to customize scenarios for Aspire to use to focus on key objectives. • Recommend one shop call per sales manager per quarter. • Optional: Have the sales manager send the proposal to Aspire for evaluation. Aspire provides feedback.
SupplementalWebinar Sales Training*
Group Mystery Shop Calls
PROGRAM
INVESTMENT
$750 per person, minimum 14 participants 20 people or more, $650 per person
Sales Training
Keep it AliveWebinars
$800 per webinar, can be integrated into per person pricing
• $180 per person • Recommended on a quarterly basis
• Includes one-on-one coaching • Calls and coaching recorded • All shops custom built based on individual’s sales focus
Keeping It Alive: Group Shop-Coaching Calls
2019 LEADERSHIP PROGRAMMING RECOMMENDATION: 6 PILLARS OF INTENTIONAL LEADERSHIP
PROGRAM
CONTENT HIGHLIGHTS
IMPACT
Aligns your leadership team. Improves leadership bench strength. Decreases error costs & unwanted turnover. • Develops intentional leaders. • Creates/enhances your team’s alignment & engagement. • Inspiration | Motivation
• Foundations of leading teams • 6 Pillars of Intentional Leadership • Outstanding performance model • The Aspire High Performance Model • The Brain & HowYour People Think when things change or are in chaos • How to create commitment • The Outstanding Organization Formula: Leadership | Management | Coaching | Alignment • Interactive: Every 15-18 minutes (Aspire SOP) • Content is all research based and original. Includes all IP.
Intentional Leadership… The Foundations
Creates high positivity-high productivity teams.
INVESTMENT $7,500 One Day Program
CONTACT INFORMATION Renie Cavallari Chief Instigator. Speaker. Author. O: 602.392.0700 | M: 480.215.0653 renie@poweredbyaspire.com
VIGNETTE SERIES PRN (Latin for pro re nata or “as needed”) is the way this service is built. It is skill and competency development/delivery that allows a company to deliver only the session modules that are needed.
As mentioned earlier, we have an extensive library of content. These modules achieve two purposes for our clients: • They become content in a specific skill/competency curriculum, where they are used to move a seller from foundational knowledge closer to mastery, or • As individual sessions for on-property skill builders or an online webinar. Depending on the coverage goal, most of these sessions can be delivered in 45 minutes to 120 minutes. Vignette Categories (sub-category vignettes not shown): Account Management Principles Leveraging Online Tools for Prospecting Account Penetration Mastering Online Lead Aggregators Building Trust in New Prospects Maximizing Transient Reporting Tools Business Development Strategies Motivating Customers Business Etiquette Moving from Solution to Insight Sales Change Management Netiquette Change Management – A Leader’s Role in Market / Goal Realignment Overcoming Objections Closing Skills Overcoming the Price Objection Converting Customers Who Won't Commit Personal Accountability Creating Third-Party Advocates Personal and Behavioral Styles Creative Writing for Sales Persuasive Writing Critical Thinking Presenting through Digital Mediums Defining the Sales Process Principles of Negotiations Delivering the Perfect Site Proposals That Win Delivering the Virtual Site Inspection Prospecting – Making the Call Developing a Mission Statement Search and Social Media Resources Developing a Negotiation Plan – Transactional Sales Supporting Social Selling Developing a Value Proposition Telephone Sales Techniques Enhancing Your Listening Skills The Psychology of Selling How to Question & Probe Time Management Influence and Persuasion and the Key to Sales Process Tradeshow Strategies Influence as a Closing Skill Transactional Sales Best Practices Insight Selling Understanding the Procurement Role in Sales Key Account Management Leveraging Online Lead Aggregators Upselling Techniques Leveraging Online Lead Aggregators Writing Skills for a Seller Counting all sub-category vignettes, we have 186 modules to choose from in existing work and welcome the challenge of building custom content for your unique situation. Pricing starts at $1,500 per webinar. Pricing for longer custom sessions is priced on a case-by-case basis.
CURRICULUM EXAMPLES
On the following pages, you will find a curriculum succession to show our instructional design focus, but also how we incorporate skills into our competency model.
The curriculum progression shows:
• Business Development / Prospecting • Bootcamp for Closing • Foundational Sales • Mastering Sales Relationships • Key Account Planning • Sales Leadership*
Each of the example courses from our existing curriculum library is listed at it’s optimum – a 3-day course.
Each curriculum can be shortened to a 2-day format by eliminating exercises/reducing exercise times, while not eliminating material.
Pricing: $450 for one-day programs per seller $750 for two-day programs per seller $1000 for three-day programs per seller
CONTACT INFORMATION Bill Yetman Chief Accountability Officer – by Design Training (703) 754-5888 | bill@bydesigntraining.com | www.bydesigntraining.com
AVAILABLE CLASS OPTIONS • Prospecting – Finding The Business and Getting to the Decision Maker • Building Solid Client Relationships & Developing Effective Networking Strategies • Let’s Close The Deal! (the art of negotiating and overcoming objections) • Creating an Effective Elevator Speech, Sales Presentation & Proposal • A Day in the Life of a Sales Person (lessons on effectively managing your time) • Selling Is Everyone’s Business – engaging your entire hotel in the sales process
• Great Results StartWith A Great Plan! (action plans that drive results) • Best Practices ForWorkingWithYour Third Parties, CVBs and National Sales • Best Practices FromThird Party Market Managers (such as Expedia, Booking.com, Hotel Tonight) on Managing Inventory & Offers to Drive More Business ForYour Hotel • Motivational/Inspirational Session – Developing the Mindset of a Top Performer • Dress for Success • Who Stole My Business? Effectively Selling Against Your Competition • PositioningYourself &Your Hotel For Success • The Privileged Leader • Catering and Food & Beverage Trends and Capitalizing on These Trends toWin the Business • Building an Engaging and Collaborative RelationshipWithYour Operations Team • Developing and Executing the Amazing Site Inspection • UnderstandingYour Food & Beverage and Operational Costs To Effectively Negotiate and Maximize Profitability
CONTACT INFORMATION
Global Hospitality Expert Solutions is committed delivering a high level of service that exceeds the expectations of our clients. We are excited about the opportunity to develop a long standing partnership and provide valuable sales solutions. We look forward to collaborating with you on your sales trainings, whether on a property level or at your regional or company conference.
CONTACT INFORMATION Jacquel Tucker, CEO Global Hospitality Expert Solutions 877-556-3970 678-510-9038 (Cell) jtucker@gheshospitality.com www.gheshospitality.com
Consulting – Business Development – Remote Sales Support – Task Force – Training
ON-LINE TRAINING VIA WWW.THECAMPUSELEARNING.COM
• We offer 13 topics on TheCampus. Pricing for courses are $99 per course per person, with the exception of our Prospecting Course and Reservation Sales Course which are $175 each. These courses are all written for hotel sales and reservation sales people. • On-line Courses Available: • Preparing for the Call and Greeting • Effective Qualifying Skills • Effective Presentation Skills • Effective Closing Skills • Selling Against the Competition • Prospecting Skills, Digging for Gold • Using LinkedIn as a Sales Resource
CONTACT INFORMATION
Lisa Richards l Partner l Hospitality Softnet, Inc. Sixty State Street, Suite 700 l Boston, MA 02109
904-230-4568 (o) l 904-230-4569 (f) www.hospitalitysoftnetorders.com
SALES PROCESS 101
COST PER PERSON 10 PEOPLE IN THE CLASS
COST PER PERSON 8 PEOPLE IN THE CLASS
COST PER PERSON 5 PEOPLE IN THE CLASS
SCHEDULE FOR TRAINING
Week 1 30 minute launch call
Take Preparing for the Call & Greeting course on theCampus. Complete homework.
Week 1
Week 2 theClassroom virtual session on Preparing for the Call & Greeting (1.5 hours) Week 2 Take Effective Qualifying Skills course on theCampus. Complete homework. Week 3 theClassroom virtual session on Effective Qualifying Skills (1.5 hours) Week 3 Take Effective Presentation Skills Course on theCampus. Complete homework. Week 4 theClassroom virtual session on Effective Presentation Skills (1.5 hours) Week 4 Take Effective Closing Skills Course on theCampus. Week 5 theClassroom virtual session on Effective Closing Skills (1.5 hours) Week 6 theClassroom virtual role play session on the entire inquiry process
Take Effective Overcoming Objections Course on theCampus. Complete homework.
Week 7
Week 8 theClassroom virtual session on Overcoming Objections (1.5 hours) Week 8 theClassroom virtual role play session on Overcoming Objections Fee per personWITH Handling Objections
$689
$739
$889
Fee per personWITHOUT Handling Objections
$509
$549
$679
VIRTUAL TRAINING
COST PER PERSON 10 PEOPLE IN THE CLASS
COST PER PERSON 8 PEOPLE IN THE CLASS
COST PER PERSON 5 PEOPLE IN THE CLASS
Schedule for Training
Week 1
30 minute launch call
Weeks 1 & 2 Take the Prospecting Skills: Digging for Gold on-line course www.theCampusElearning.com
Week 3
theClassroom virtual session on Prospecting Skills (1.5 hours)
Week 4
Complete the homework.
Week 5
Optional: Additional webinar on Prospecting Resources
Fee per person without additional webinar on Prospecting Resources
$220
$240
$310
Fee per person with additional webinar on Prospecting Resources
$260
$280
$350
CLASSROOM TRAINING – THE SALES PROCESS 101
The Sales Process 101 reviews all the steps of the Sales Process including Greeting, Qualifying, Presenting, Handling Objections, and Closing. The training is done in a blended approach combining online with leader led in the classroom. It is a two-day program in the classroom.
Pre-work: Attendees use a self-read module on Preparing for the Call and Greeting, followed up with a quiz that has to be submitted to HSI. A second option to this brief self-read module is an online course called: Preparing for the Call and Greeting. This would provide more extensive training.
• Attendee takes the online course, Effective Qualifying Skills. They then complete the online test. • Attendees create a Qualifying Guideline for a market segment they handle and submit this in advance. • Attendees participate in a group telephone coaching call that recaps the skills learned in the pre-work.
On Site: Day one, we then pick up with training on Effective Presentation skills in the morning and have the attendees prepare their presentations that would be used when speaking with the customer via phone. • The afternoon of day one, we break into smaller groups of 6 to 8 for live role plays. The customer calls from outside the hotel to the manager who is on a speaker phone. They conduct the inquiry call using the skills and preparation completed thus far. • After each role play, there is a critique by the observers. For each group of 3 managers, the observers determine “who won the sale.” The winner receives a $10 bill. • On the morning of day two, we work on Closing Skills and Follow-up. • On the morning of day two, we also provide training on Handling Objections. • Participants then prepare their response to an objection from the customer to whom they spoke the day prior. • The afternoon of day two, we break into the same smaller groups for live role plays. The customer calls from outside the hotel to the manager who is on a speaker phone. The manager responds to the objection using the skills and preparation completed in the morning. • After each role play, there is a critique by the observers. For each group of 3 managers, the observers determine “who won the sale” based on how they handled the objection. The winner receives a $10 bill.
Pricing is $695 per person with 10 or more participants, plus costs related to travel, hotel, and shipping of materials. Hosting hotel would provide the function space and audio-visual equipment required.
MCA RECOMMENDATION
2-DAY SALES PRODUCTIVITY SESSION To meet your training objectives, we recommend customizing our tactical sales workshop ‘Sales Productivity.’ This workshop is a deep dive into the key areas your teams need that will create a strong foundation from which to build their skills.
Selling in the future will take on a new meaning. Sales professionals will need a more focused approach to new business development, sales calls, and presentation skills. Selling today is a combination of tactical and strategic sales skills that focus 90% on planning and only 10% on the actual “pitch.”
Sales Productivity (SP) is designed to align interpersonal communication with the key elements of the sales process. During this learning experience, participants will work on concepts designed to help better understand the selling process. Additionally, they will practice the use of those concepts in role plays with real life examples as they apply to their own style and sales approach needed for their market segment. This is approach will help build individual skills and help each participant improve their productivity.
Workshop agenda: • 2 Day Sales ProductivityWorkshop | $10,000 for up to 10 participants
SHOPPING + COACHING MYSTERY SHOP CALLS “A Results Producing Shopping Process”
MCA offers a personalized approach to the standard industry “shopper’s survey” for organizations that want to establish sales and service benchmarks. Are they exceeding the goals and expectations that have been established? Are you maintaining a competitive edge? Is your team providing a product consistent with your vision and service expectations? MCA has spent years developing comprehensive training, and our Mystery Shop Calls support our training and improve results on the job. This is an efficient way to help develop and impact each individual’s selling skills immediately. We offer multiple shopping options for sales, reservations, or customer service professionals to identify the skill and performance measurement you are seeking. *E-mail lead shops and proposals can be conducted . All pertinent Mystery Call information is managed from our website via secure log in. This gives customers easy and instant access to their information for reference and also the ability to keep data updated and accurate as staffing or other changes occur. How it works: • All mystery shop calls are conducted by certified MCA professionals. • The MCA professional retrieves the pertinent information about the person they are shopping from the MCA shop call database and creates a ‘real life’ scenario to ensure the mystery shop call is professional and, most importantly, realistic. • We offer the customer the option of having the mystery shop calls recorded. This will give the customer the opportunity to hear the actual call and to see first-hand where the areas of improvement are during this ‘real life’ scenario call. • A detailed report on the mystery shop call will be emailed to the sales leader within 24 hours of the call being completed. This report provides specific observables and recommendations about the content of the call and, if ordered, instructions on how to access the recording. The data is stored on the secure website, giving you access to the historical data for future training and development. JIT COACHING® CALLS JIT Coaching® is a unique, dynamic personalized coaching process significantly different than the industry standard ‘mystery shop.’ Most companies shop their sales professionals to gather metrics and hopefully improve productivity but miss the opportunity of developing and reinforcing good skills and techniques. Just in Time coaching does just that; we deliver personalized coaching and on the spot feedback that not only reinforces essential sales skills, but motivates the sales person to improve. Our coaching process supports our tactical sales skills as it relates to the probing process, presenting, overcoming objections, and the close. We invite the sales leader to join the coaching/feedback element of the call, which enables the leader to assist with further development and acknowledge what is being done well. Within 24 hours, the sales leader is provided a recording of the call as well as a written synopsis. These tools enable the sales leader and manager to continue on with their sales development. Sales leaders have access to our call database so they can update their team’s information, run reports, and look at past call history at any time.
INDIVIDUAL WEB BASED E-LEARNING MCA has a series of 10 individual e-learning courses easily accessed via web-based e-learning training . Each course can be completed in approximately 1 hour.
• Prospecting with Purpose • Overcoming Objections • NegotiateYourWay to Success • The Sales Process • Winning Closes • Managing Customer Relationships • Mastering PowerWriting,Advanced Negotiations • Time &Territory Management • ManagingYour Team (for Sales Leaders & GMs)
PRICING
• Mystery Calls | $170.00 per call • JIT Coaching© Calls | $200.00 per call
• E-Learning | $55 per module • Sales Reinforcement Vignettes • Sales leaders have unlimited access – individual hotel usage • License Usage Fee: $300.00 per block per hotel – 6 months unlimited usage $1,500.00 – 3 blocks – 12 months unlimited annual usage
CONTACT INFORMATION
Autumn Beeland, Sales Manager autumnbeeland@masterconnection.com | 949.589.6137
Shelley Marlow,Vice President shelleymarlow@masterconnection.com
SALESBOOST, LLC
• A new revolutionary sales training and coaching tool that is designed to boost confidence, boost performance and boost sales • Web based with direct follow-up
ROLE
COURSE
NEW USER
INSTRUCTIONALVIDEO
Role Overview Building Rapport Qualifying Needs Presenting Creative Solutions Overcoming Objections
Business Travel Sales Manager
Catering Sales Manager
Conference Services Sales Manager
Making the Call Pre-Call Planning Goal Planning Account Planning Response Times Follow Up Upselling
Front Desk
Group Sales Manager
Consortia Management Leisure Market Initiatives
National/Global Account Management Territory Research & Client Profile LRA vs. NLRA
SALES BOOST COURSE LIST CONTINUED
ROLE
COURSE
Determining Account Value & Price Strategy LeverageYour Global Sales Partners Agency360 The STR Report Catering – Building Rapport Presenting Creative Menu & Event Solutions Catering – Overcoming Objections Catering – Closing Techniques Successful Negotiations Corporate Events Weddings & Social Events Effective Communications Determining Success of Events Creative Food & Beverage Experiences Maximizing Rooms to Space Ratio
Business Travel Sales Manager
Catering Sales Manager
Conference Services Sales Manager
Front Desk
Group Sales Manager
CSM – Onsite Management Room Block Management The Art of Upselling
Service Recovery Phone Etiquette
SALES BOOST COURSE LIST CONTINUED
ROLE
COURSE
Teamwork: Everyone Sells Customized Service Upselling Presenting Creative Solutions Contract Negotiations Affinity (SMERF) Market Initiatives Energizing the Repeat Customer Selling CMP Packages Selling to the Association Market Selling to the Corporate Market Selling to the Government Market
Business Travel Sales Manager
Catering Sales Manager
Conference Services Sales Manager
Front Desk
Group Sales Manager
Visit salesboost.com for more information. Brooks Hunt: brooks@salesboost.com 703-371-8644 mobile | 469-535-6644 direct
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