Essential Selling Skills Training Workshops

E&A Trends offers a variety of highly educational workshops that are grouped into two categories. On this page below you will find the general Course Outlines for our Essential Sales & Marketing training workshops. These workshops target sales & marketing associates who have little or no practical experience and have worked less than 2 years in a sales or marketing role. And yet, even experienced individuals who would like to review their professional knowledge or workstyle may also attend these courses and benefit from a refreshed look at today's sales & marketing concepts.  
 
All workshops below convey the basic but essential knowledge to any sales associate who wants to pursue a professional career in the hospitality/hotel industry, focusing on important aspects of client relationship building and information gathering by applying necessary selling skills, including questioning & listening techniques as well as basic negotiating skills. 
Alternatively, like many other clients, you may also have E&A Trends develop individual sales & marketing training programs for your hotel(s) that draws on its decades long international experience in tailoring workshops to your markets, competitive situation and team-makeup. Please contact E&A Trends for an offer:
Account Management & Client Retention

“Account Management & Client Retention”

2 Full Days Sales/Marketing Workshop

Who should attend:                        

Everyone who is involved in Hospitality Sales & Marketing. Those who are new to sales & marketing and those who are already experienced and want to review the process of their work-style in order to stay up-to-date with the latest in Client Management.

 

Workshop Format:                          

The workshop is very practical in nature with highly instructive case-studies, demonstrating effective Client Management principles and how to implement/execute them in the daily work of sales & marketing offices. Group work will help participants gain a solid understanding of how to approach complex issues in a Key Client environment. All case-studies are based on real-life scenarios and hotel focused.

 

 

Benefits of attending:

  • Apply professional approaches to maximizing sales results through proven Account Management principles

 

  • Learn to work in a Key Client & Key Prospect environment and differentiate between the traditional and latest approaches to selling

 

  • Understand how to affect client relationship outcomes and the cycle of sales productivity while developing long-term relationships with customers

 

  • Recognize the impact of changing your sales team into industry professionals, who are seen as consultants by their clients as opposed to sales people

 

  • Realize the often complex implications of price/value decision parameters for both your organization and your clients

Essential Selling & Presentation Techniques

“Essential Selling & Presentation Techniques”

2 Full Days Basic Selling Techniques Workshop

Who should attend:                        

Junior Sales & Marketing personnel who have some experience with selling but do not yet feel confident enough to carry out certain stages of the sales process with a high degree of professionalism.

 

 

 

Workshop Format:                          

This interactive workshop provides highly instructive case studies, demonstrating basic selling principles that focus predominantly on clients’ behavior patterns. Lots of group work will help participants gain a solid understanding of human behavior and the buying-decision-making-process.

 

 

 

Benefits of attending:           

  • Gain a firm foundation in professional selling skills with a focus on customer orientation and relationship marketing – as demanded by today’s marketplace

 

  • Identify customer needs & wants by employing unobtrusive, yet highly effective questioning and listening techniques

 

  • Plan and prepare winning presentations with the help of a 'Step-By-Step' approach

 

  • Handle objections with the help of 'Counter-Arguments'

 

  • Get an understanding how to ask for a commitment and to close the sales

OTA Control & Maximizing Sales Results

“OTA Control & Maximizing Sales Results”

2 Full Days Revenue & Channel Management Workshop

 

Who should attend:

Everyone who is involved in Hospitality Sales & Marketing, including Revenue Managers. Those who are new to sales & marketing and those who are already experienced and want to review the process of their work-style in order to stay up-to-date with the latest in Distribution Channel Control and maximizing sales results.

 

Workshop Format:

The workshop is very practical with highly instructive case-studies, demonstrating effective OTA Control principles and how to implement/execute them in the daily work of hotel sales & marketing offices. Group work will help participants gain a solid understanding of how to approach complex issues in a Key Client environment. All case-studies are based on real-life scenarios and hotel focused.

 

 

 

Benefits of attending:

  • Realize Revenue Management principles and apply them to counter perceived OTA dominance in the hotel industry

 

  • Learn how to operate in a modern hotel sales & marketing department while controlling OTA agencies through proper channel management procedures without losing the ever more important direct business relationship with a client

 

  • Recognize the impact of OTA channel business on your marketing efforts and how to adapt your sales planning in light of OTA’s reach

 

  • Understand how to affect client relationship outcomes in the era of increased OTA proliferation

Negotiating & Handling Objections

“Negotiating & Handling Objections”

2 Full Days Sales Workshop

 

Who should attend:                        

Entry-level Sales & Marketing executives, but also those who are already experienced. Anybody who wants to review their work-style and seek to improve their sales effectiveness.

 

 

 

Workshop Format:                          

The interactive workshop is very practical in nature with highly instructive case studies, demonstrating negotiation principles and how to overcome objections. Lots of group activities/work to help participants gain a basic understanding of human behavior and the buying-decision-making-process.

 

 

 

Benefits of attending:           

  • Apply professional approaches to maximizing sales results

 

  • Learn how to differentiate your product and services in a competitive international market place and use of this knowledge in meeting customers’ needs with the facilities and services of your product

 

  • Understand the principles of a structured sales call

 

  • Know when and how to ask for a commitment

 

  • Create a WIN/WIN situation for both the client and the hotel

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