Hospitality Softnet offers a variety of proven sales training programs developed specifically for the hospitality industry. Allowing your staff to easily absorb the subject matter, these dynamic programs employ terminology and examples pertinent to today’s hotel sales environment.

On-Site Hotel Sales & Catering Training 101:

Our Hotel Sales & Catering training program is an excellent way to train new sales personnel and improve the basic skills of your existing sales staff. This program focuses on the basic steps of the Hotel Sales process including:

  • Preparing for the Sales Call
  • Greetings
  • Qualifying the Sale
  • Sales Presentation
  • Negotiating
  • Closing the Sale
  • Sales Post-Call Follow-up

Applicable to face-to-face and telephone sales, Sales & Catering 101 places special emphasis on handling telephone inquiries and incorporates real-life role-playing examples and sample audios of the skill-sets being taught. This sales training program has received fantastic industry-wide feedback for its ability to teach basic sell techniques and for providing a solid foundation for an aggressive sales effort.

On-Site Hotel Sales & Catering 102:

Our next level of Sales Training is a 2-day Hotel Sales & Catering program. This program is designed for the more advanced sales effort in which the manager is actually dealing face-to-face with a prospect.

This skills building program begins with the very first step of the sales cycle and addresses the skills of effective prospecting by telephone. We then move into establishing a personal appointment to better qualify and present to the customer. This provides the foundation for creating an outstanding presentation that will outsell your competition. Additional topics include adapting to the customer’s particular style utilizing the DiSC method as well as selling against the competition strategies.

Hotel Director of Sales Training:

Our Director of Sales Training program plays a critical role in ensuring the sales effort stays on target and meets the budget and revenue goals of the hotel. This program has proven to be particularly effective as a resource helping to ensure your Director of Sales will be successful in managing the team and overall sales efforts. It is also a wonderful tool for top sales people who have recently been promoted to the Director position.

On-Site Hotel Reservation Sales Training:

A one-day program, our Reservation Sales Training is designed to improve the skills of your Reservation Agents and teaches them to provide the highest level of customer service, while increasing the revenues of your hotel.

Although Reservation Agents may not be called “Sales Managers”, they are responsible for booking and generating considerable revenues in transient room sales. Selling is a very important part of their job, and when properly trained, they can actively contribute to building repeat business and generating increased room revenues. Our Hotel Reservations Training also helps set the stage for an improved hotel experience for all guests. Topics include:

  • Telephone Etiquette
  • Market Conditions and Competition
  • How to Effectively Qualify
  • Presenting the Rate
  • Overcoming Price Resistance
  • Use of Fallback Rates
  • Up Selling
  • Closing the Sale
  • Recapping the Sale

Our Hotel Reservation Sales Training is supported with live calls with actual reservation agents to show real-life examples of the sales skills being discussed. Role-playing and written exercises are also a part of this program.

One-on-One Telephone Coaching Calls:

Our Telephone Call Training is a very cost effective means of providing additional training and support to your sales, catering, and reservations teams. These calls are designed to address the training of individuals or the entire team. Topics including:

  • The Sales Process
  • The Reservation Sales Process
  • Effective Qualifying
  • Presentations
  • Overcoming Objections
  • Closing the Sale
  • Prospecting
  • Upselling
  • Selling Against the Competition
  • Getting Through the Gatekeeper and Selling to Vito
  • Time Management
  • Goal Setting
  • Making the Most of Your Shopping Program
  • Overview of the Reservation Process

Conference Call Training Sessions:

This program is an excellent way to ensure that your team receives ongoing training or a follow-up to any of the above training programs. Conference Call Training may be scheduled on an as needed basis or as a regularly scheduled monthly, bi-monthly or quarterly session providing personalized support and ongoing sales training.

For more information on “Hotel Sales Training” Contact: Lisa Richards, Partner – or Call: 904-230-4568

Hospitality Softnet offers a multitude of industry proven Hotel Management and Sales Solutions for: Hotel Industry Competitive Intelligence, Hotel Industry LNR Rate Shop Intelligence, Hotel Mystery Shopping, Hotel Reservation Shopping, Hotel Reservation and Catering Training and Hotel Sales Online Training.