Hospitality Sales Training

Hotel | Hospitality & Tourism| Resort Industry

It’s a challenge when you’re up against competitors offering essentially the same amenities and services. Customers are only too eager to commoditize—hospitality sales professionals often capitulate by lowering rates to attract prospects and retain existing customers. This strategy causes margins to erode rapidly.

We believe hospitality sales people need to go beyond delivering exceptional service. They must aggressively prospect for new market opportunities, identify key decision-makers and understand customers’ unique buying needs.

Video Overview
Hospitality Sales Training

Our customized hospitality sales training and sales management training workshops will develop the professional business and negotiating skills to:

Manage selling time and sales territory.
Qualify the most promising business opportunities.
Ask power-probing questions to understand buyers’ priorities, situations and problems in order to develop a clear advantage over the competition.
Tailor a value-added solution to close more business at higher margins.
Develop a systematic sales process to increase sales performance.

CLIENTS: Hospitality Industry

Here are some of the companies and organizations we have provided customized sales training and sales management training in the hospitality, tourism, resort, and spa industries.

CASE STUDY: Leading Hotel and Resort

Challenge

Leading hotel and resort had flat revenue while newer competitors were aggressively entering its markets. Time was of the essence. They had a great reputation in service by third-party organizations, but had the following dilemmas:

No established sales protocol.
Lack of performance standards and accountability.
High turnover at the upper management level.
Eroding profit margins.

Solution

PBR developed a customized solution for the hotel sales team to begin aggressively prospecting for new business clients.
PBR worked closely with hotel’s leaders and managers by instituting sales management coaching programs that emphasized reinforcement of newly-developed skills in the field.

The Results

Hotel achieved an annual increase in gross revenue by 38%.
Closure rate on quotes / proposals went from 25% to 43%.
Increase in 28% new customers the first 12 months.
Developed a systematic sales process where managers went on joint calls and reinforced the process in the field.
Reduced operating sales costs by 23%.

How We Deliver Training

Hospitality sales & management teams

One-on-one coaching for hospitality sales professionals and sales managers

Customized Workshops

Questions That Sell™
Questions That Get Results™

Knowledge + Effort = RESULTS