Target audience

  • Sales Managers of hotels or Regional Sales Executives who develop new accounts

Contents

  • The customer has a choice but still drives on individual motives when making a buying decision
  • Catching interest over the telephone
  • Setting up appointments over the phone professionally
  • Understanding marketing and searching the WEB
  • Identifying the right customer
  • Preparing the call efficiently
  • Key rational and emotional motives that influence the purchasing decision when selecting a contract hotel
  • The sales cycle and the benefit in utilizing telephone selling activities
  • Setting the right goals
  • Tips and tricks to finding the right contact
  • Effective call openings to create customer interest
  • How to obtain more information by using effective questioning techniques
  • How to successfully arrange a sales meeting
  • The IFH® -Call Strategy to obtain more sales meetings
  • Positive phrasing and communication
  • How to deal correctly with customer resistance

For more information please contact Constanze Minten
+1/561/54 23 231

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