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 team. This training program focuses on the basic steps of an effective hotel sales and catering sales strategy.


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 industrywide feedback for its ability to teach basic sell techniques and for providing a solid foundation for an aggressive sales effort.


101 Sales Training topics include:

  • Preparing for the Sale
  • The Greeting
  • Qualifying the Customer
  • Sales Presentation
  • Negotiating the Sale
  • Closing the Sale
  • Post-Call Follow-up

On-Site Hotel Sales & Catering 102:

The 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.   The program 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 Prospecting Sales Training:

This program reviews in detail how to prepare for the prospecting call through use of Script Guidelines and enticing Hooks to capture attention. Also included are topics such as Power Statements and Power Questions. In addition, the program addresses how to utilize these plans and scripting to make an effective call, as well as the aspects of how to develop written goals and expectations, and how to implement and monitor these goals. The class concludes with real-life appointment call role-plays. Your sales team will leave this class having a detailed plan on how to gain success when prospecting for new business.


One-on-One Telephone Coaching Calls:

The Telephone Call Training program 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 our training programs. Providing personalized support and ongoing sales training,

Conference Call Training may be scheduled on an as needed basis or as a regularly scheduled monthly, bi-monthly or quarterly session.


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