A Division of ASM Events
"Over 25 years of experience in more than 30 countries around the world.
Experts in: Events Industry - Selling to the Corporate Sales -Assisting & Developing SME’s"
Small & Medium Enterprises (SME’s)
Developing the skills and abilities needed to reach your potential.
How to create a successful strategy to gain knowledge in all areas of your role.
Create a successful game plan with a time frame and set deadlines.
Understanding of the sacrifices you need to make to REACH your potential.
Manage and investigate key behaviors traits in reaching professional goals.
Discuss methods in reaching a desired state of mind.
Outline personal fears and develop a plan for highest possible development.
Summary - NLP for Sales: How to understand ourselves and key ingredients that will help us in reaching our potential.
Set goals and a plan of action on reaching them.
Establish correspondence with all departments, coordinating efforts and combining information.
Maximize profits utilizing a comprehensive strategy.
Develop business plans according to quarterly cycles.
Time management as part of your strategic planning.
Methods to reach your highest levels of potential revenue.
Different tools for monitoring your activities daily, weekly, monthly.
Working with a master document to monitor and supervise all activities.
How to improve your organizational skills and save time.
Prepare detailed outline for completion of tasks.
Make internal communication a standard practice.
Making your To Do your navigation map.
Understand your different business targets.
Strategize for the right target audience.
Analyze the proper mix of your target.
Industry targets: association and corporate events, meetings and conferences, weddings and fundraisers, etc.
Working together with 3rd party agents.
Exploring the client’s mindset – seeing it from the client’s perspective.
Understanding the client’s objectives and decision-making rationale.
Gaining new business as well as maintaining strong working relationships, thus increasing the renewal rate.
Understand your clients and their events.
Offer a total event solution.
Analyzing your competitor’s packages.
What is it, and who/what is fighting for your business.
The importance of differentiation and value.
Standing out in a competitive market.
Direct and in-direct competition.
Develop a very effective research strategy in finding your potential clients.
How to analyze your products and services and use it as part of your strategy to find clients.
Best ways to organize, collect and administrate information.
How to coordinate with your database division to ensure that all information goes in.
Using social media to find your potential clients and company executives.
Choosing a social media platform, as per target market.
A simple and effective way of using social media.
How to find your decision maker researching social media.
The development of your sites for your events.
Create a network to promote those events.
What makes you different than your competitors.
Better match your clients needs by knowing your property well.
Identify F.A.Q.s and be ready for them.
Features and benefits of your property options.
Research your client’s business operation in advance.
Have all areas involved ready for the tour.
Best ways to structure the tour.
Little touches that make a big difference.
Customizing the tour.
Developing an effective prospecting script to secure more sales.
How to deal with the “Gate Keepers” (Receptionists – Personal Assistants) to reach the Decision Maker.
Best ways for making your sales presentation dynamic, entertaining and engaging.
The Seven steps to successful selling.
How to build connections with your potential clients and develop a long-lasting relationship.
How to ask the qualifying questions regarding your product in a non-confrontational manner.
Practical guide to overcome objections in four steps.
How to best deal with objections through intelligent questioning.
Learn how to overcome the top five objections in any selling process.
How to understand the difference between a “Major” and a “Minor” objection.
Overcoming objections, and getting the decision within your timescale.
Identifying & addressing decision making factors.
Understanding the decision-making process.
Comparing your proposal to the competition.
What's the ideal format for a proposal.
How to create a suitable environment for the closing of the sale.
Different ways of closing the sale.
How to create a sense of urgency in closing.
How to become an effective "closer".
Making sure that all divisions are working together.
What are your client needs before and during their events.
Providing your clients the right contacts for different areas.
The importance a great customer service for repeat business.
How to develop and inclusive strategy to avoid overlaps.
How to close more in-bound leads.
Strategy for the initial call or email exchange.
What information you must gather.
What information you must share.
Different ways to evaluate the interest level from your prospect.
Should you discuss price or date availability.
Create a team dedicated to take care of your Company Clients.
Increase sales volume by offering special discounts to your clients.
Have a group discount available that includes an option of a substitute event.
Defining best offers to the company client’s.
How to create a better and closer relationship with clients.
Positioning your venue for the re-booking.
Addressing feedback constructively.
Common complaints from clients and how to respond.
The vital post-event review with the client and its importance in securing repeat business.