Venue Sales Training Full Program
Strategy for your professional development
  • 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.

The mind game: understanding yourself
  • 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.

Strategic planning and goal setting
  • 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.

Procedures and tools to maximize your productivity
  • 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.

Defining the best target for your products and services
  • 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.

Understanding your client needs
  • 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.

Knowing your competitors well
  • 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.

Best practices for the ultimate research strategy
  • 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.

  • Networking tips.

Using social media to open doors
  • 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.

Knowing your property in depth
  • 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.

Conducting the Perfect Site Tour
  • 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.

Delivering a strong sales presentation
  • 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.

Overcoming objections: the name of the game
  • 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.

Developing Winning Proposals
  • Identifying & addressing decision making factors.

  • Understanding the decision-making process.

  • Comparing your proposal to the competition.

  • What's the ideal format for a proposal.

Best practices for closing the sale
  • 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".

Customer Service: looking after your clients
  • 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.

Increasing your In-Bound business
  • 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.

Looking After Your Clients by Creating a National Accounts Team
  • 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.

Post-Event Debrief & Follow Up
  • Positioning your venue for the re-booking.

  • Multi-year contracts.

  • 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.

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