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Hospitality Softnet offers a number of different hotel sales training courses; all written specifically for the hospitality industry. They
employ terminology and examples pertinent to today's hotel sales environment, allowing your staff to relate to the subject matter and
easily absorb the important skills being taught. Our courses are available for a 6 week viewing period. If you prefer we can direct bill
and assign any number of courses to you and/or your staff. Please contact our office at 617-854-6554 or email: Lisa Francisco to arrange
approval for convenient in-house billing. You may also order courses using our automated on-line shopping cart.
Copyright, Legal Notice and Disclaimer: Please note all courses offered on theCampus are copyrighted and cannot be printed or reproduced in any form or fashion without written consent from Hospitality Softnet, Inc. For each course purchased, the license to use the course is for one User only. Additional Users wanting to take this course can do so by registering separately and purchasing this course for their use.
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HSI_1000 Preparing for the Call and Greeting
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The foundation of a successful sales call or in handling an incoming inquiry in a highly effective manner is to have a good foundation in place. This begins with being highly prepared for the sales call and getting the sales call or inquiry off to a great start. This course is made up of 3 separate lessons. It covers the skills needed to be prepared for the sales interaction with the customer and also addresses the important first step of the sales process, “The Greeting”. What you will learn in this course is the following: Researching your prospect in advance, Preparing your questions, Preparing for what the customer will ask, Preparing for objections, The important rapport building process, How to develop an effective Introduction, Taking control of the call, and Tips on responding to inquiries received via the internet. With this course you will have a good foundation in place to get the sales call off to a great start and set the stage for a successful close.
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HSI_1001 Qualifying
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The second step of the sales process is the Qualification and having great qualifying skills is critical for a sales person to be able to present and sell to the customer’s needs. This course is made up of 3 separate lessons and covers all the skills needed to effectively qualify the customer. What you will learn in this course is the difference in Open and Closed ended questions and how to utilize these when qualifying. It will also explain what Must Needs and Want Needs are and how to address them as well as Market Segment Needs and how to identify them when qualifying. Skills taught also include qualifying to uncover Organization Needs and Contact’s Personal Needs to outsell the competition and the benefits of uncovering these different types of needs. You will also learn what questions to ask a customer when dealing with an inquiry as well as why to ask these questions and when to ask them. Lastly the course explains the 80/20 rule and tips on what to do before moving on to the Presentation portion of the sales process. Upon completion of this course you will have a thorough understanding of how to effectively qualify your customers so you can then move on to the Presentation phase of the sales process with the knowledge needed to wow the customer and close the sale.
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HSI_1002 Presenting
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In order to convince a customer to buy they need to be sold on your hotel and why they should choose your property instead of a competing facility. This course is made up of 3 separate lessons and covers all the skills of presenting the hotel to a prospective customer. In this course you will learn skills such as how to use the information that was uncovered when qualifying. You will learn about Features and Benefits; the differences between the two and how to use them. Also addressed are tips to create and then implement an effective presentation. You will also gain ideas on how to create an effective Food and Beverage Presentation. The skill of using of Trial Closes is covered. Also included is how to handle the situation of dealing with early questions on pricing as well as the important topic of selling against the competition. At the conclusion of this course you will have a great foundation of skills needed to be able to develop and implement a great presentation that will convince your hotel is the only choice for their needs.
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HSI_1003 Closing
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You can have great Qualifying or presenting skills in place, but without strong Closing skills you still may not win the sale. This course is made up of 3 separate lessons and covers all the skills of closing the sale. In this course you will learn the following. How to determine when you should close by looking for buy signals and trial closes. Breaking down the steps of a Close and how using these steps make this last phase of the sales process easy. You will learn about the different types of Closes that can be used including Assumptive, Either/Or, Simply Ask, and the Close on the Objection. You will also get ideas on what to do if your close does not work, and how to keep the sales process moving forward. Also addressed are the important steps to take before ending the call with the customer. You also will gain tips on how to close on inquiries received via the internet and the important follow-up skills necessary to help finalize the sale. Also covered are tips on what to do if the sale is lost. With this course you will ensure you have a great foundation in place and the confidence to lead your prospect into the final phase of the sales process and successfully book the business.
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HSI_1004 Overcoming Objections
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With today’s competitive environment most sales people are competing with other hotels to win the sale. Having the ability to successfully overcome objections is essential in order to avoid losing business to aggressive competitors. This course is made up of 3 separate lessons and covers all the skills necessary to respond effectively to an objection. You will learn the following in this course: The different reasons that customers object and how this impacts the strategy chosen to overcome the concern. We break down the steps to respond to an objection, making the process easier to go through so you have a “system” to successfully resolve the concern. You will learn about nine different strategies to consider using when responding to an objection, depending upon the situation. When dealing with price objections due to budget you will gain ideas on how to respond. Other topics include: how to maintain a win-win solution as well as the importance of Price Integrity as well as how and why to maintain it. In addition you will learn about how to deal with objections due to the competition’s pricing and also what to do before moving on to the Close. Upon completing this course you will have a strong foundation of understanding the steps to follow to overcome a concern and will have a variety of strategies that you can implement and deploy to resolve the objection and win the sale.
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HSI_1006 Sales Leadership: Handling Group Inquiries for the GM and Front Desk
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For hotels that do not have a sales staff to handle group inquires it is important that the person who handles the inquiry have a fundamental knowledge of the sales process. This course is designed for hotels where the General Manager and the Front Desk Agents field phone calls from customers for group business or negotiated transient rate business. The course offers all the fundamental of the sales process that will help the GM and Front Desk team handle inquiries in a highly professional manner. Made up of 3 separate lessons you will learn what the Steps of the Sales Process are and how they interact with each other. Also covered are the basics of effective Qualifying and what types of questions should be asked with handling the inquiry. You will also learn how to effectively present the hotel through features and benefits in order to outsell the competition and how to convey price value before the client hears the pricing. Also covered are the important Closing skills in order to finalize the sale. We also review the importance of effective follow-up including proposals and contracts. Upon completing this course you will be highly prepared to take a sales approach to inquiries and to be able to outsell the competition to book the business.
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HSI_1007 Selling to the Eastern Wedding Market
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Eastern Weddings, also referred to as Indian Weddings, is a growing market segment that can provide significant revenue for a hotel. Many hotels would like to gain more of this business. This course will assist you in selling to this very lucrative market. It is made up of 3 lessons and will educate you on the special nuances of selling to an Indian Wedding market. You will learn the special terminology, customs, and the typical space requirement needs for this segment. Also addressed are the 3 different sects that make up the Eastern Wedding Market including: Hindu, Sikh, and Muslim. You will gain knowledge on the special needs of the Eastern Wedding Market in general. The courses reviews the special considerations that a sales person needs to be aware of before committing space to an inquiry. You will also learn the specific customs and will obtain an overview of the beliefs of each of the individual religious sect. Some are the same for each sect while others are very distinct. The course provides an explanation of the various traditions, and ceremonies for each of the religious sects and the associated requirements which the hotel would need in order to be able to book the business. It also covers the logistical issues to be aware of such as the use of fire, the Baraat, gender issues, and prayer rooms. There are also tips in terms of negotiations and in issues relating to specific food and beverage needs. If this is a market that a hotel is interested in pursuing, this course will give you all the tools necessary in order to increase your revenue.
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HSI_1008 Selling to the Jewish Market
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For hotels who wish to build business from the Jewish Market, this is a perfect course for you. This market segment can be a tremendous source of both catering and room night business. There are many things to be aware of when selling to this segment. The better your knowledge, the more effectively you can target and sell to this segment and book more business as a result. This course consists of 3 lessons and in it you will learn about the customs and traditions for the Jewish wedding market including the details of the pre-ceremony celebrations and the different vocabulary and customs associated with the weddings. You will gain great insight in regards to various aspects of the wedding including the ceremony procession, special set-up requirements, special seating arrangements and things to consider with the transition from the wedding to the reception. You will gain a strong understanding of bar mitzvahs and bat mitzvahs as well as the unique customs and etiquette associated with them. Areas include details on the Shabbat, the Haftorah, the seudat mitzvah and the special space requirements associated with it. You will also learn about the various customs relating to things such as the yarmulkes and the ceremonial cutting of the challah bread as well as the special candle lighting ceremony.
An important aspect of selling to this market is understanding the definition of kosher food is, and common misconceptions that can often occur. Also covered are the specific kosher laws regarding meat, as well as the laws regarding poultry, fruit, and vegetables. We will review the important rules regarding the serving and eating of meat and dairy. Also discussed are the guidelines in creating a kosher food service environment and items to be aware of when working with kosher caterers and outside food resource options. We will also give you some ideas on how to build more bar mitzvah and bat mitzvah business. Upon completion of this course, you will better understand and relate to customers in this segment and as a result, be more effective in building rapport and relationships with them, thus gaining their confidence to book their event with you.
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HSI_1010 Selling Against the Competition
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It is vital that a salesperson have a good strategy in place in selling against the competition. This will ensure that the business is booked at your hotel and not lost to a competitor. This course will give the salesperson the tools necessary in order to effectively sell against the competition. It is made up of 3 lessons and covers the skills relating to selling against the competition. This includes being prepared, developing strategies, and implementing those strategies. It focuses on knowing your own product inside and out and knowing the competition as well as you know your own hotel. It also focuses on knowing the ever changing market conditions in your area. Included in the course, the specifics are given on what areas to fully research and understand within the hotel’s product as well as the competition. Also addressed are tips on steps to take to thoroughly understand the competition’s product and the market conditions on an ongoing basis. Also covered are tips on how to create a strategy for each competitor, then how to implement those strategies in order to ensure that they are truly effective. Lastly there are ideas offered on different strategies to deploy or incorporate into the sales team’s approach. This course will ensure that a salesperson is fully equipped to successfully sell against any competitor in their marketplace.
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HSI_1011 Prospecting Skills: Digging for Gold
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It is important for hotels to have the ability to replace one time and lost pieces of business. This is done via prospecting and direct sales. Therefore, it is essential for sales people to have great prospecting skills. This very comprehensive course covers in detail through 7 separate lessons all the aspects of setting the stage for a successful prospecting effort, and then implementing and tracking results. This course will fully prepare a sales person to have great prospecting skills. You will learn the following in this course. Laying the Groundwork for Success in prospecting. We will cover The Sales Cycle as well as the Sales Funnel and how to ensure the sales funnel works in a productive manner. Also addressed are the common obstacles that a sales person is faced with when prospecting and how to deal with them. These obstacles include: Call Reluctance, Getting through the Gatekeeper and Voicemail. You will also learn about the importance of the use of script guidelines including what they are, how to create them and how to use them. We will explain how to use of a hook to capture the prospect’s attention and the components needed to make it effective. We also list Resources for a salesperson to prospect from, as well as ideas I on how to use the internet as a resource. You will also gain insight on when to use and not use cold calls and tips on cold calling. Lastly you will learn how to establish and track goals and productivity to ensure you not only have a great prospecting effort in place, but one that is producing results.
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HSI_1012 Using LinkedIn as a Sales Resource
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Social networking is becoming more and more popular in the business environment. One of these resources is LinkedIn. This is becoming a very effective marketing tool in social networking in order to uncover prospects and build relationships. It also helps increase your visibility as a sales person, and a hotel. This visibility and strong relationships and prospects are the foundation of a successful sales effort. This course is designed to educate your team on how to use LinkedIn as a sales resource to get results. In this course you will learn how to set up an effective profile, which is critical to using this tool effectively. It will also provide you with great information on how to build a great network of connections, which is the second necessary component in order to gain results from LinkedIn. You will learn how to use your network to generate leads, as well as how to pursue potential prospects. Insight and great tips are included on the Group function and how to use this function as a sales resource. Also addressed is the use of a Company Page, what it is and how to set up an effective one. There are many tips and ideas on how to set the stage to make this resource a valuable tool to a sales person and to help set the stage for success.
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HSI_1015 Time Management for the Successful Sales Person - Coming Soon!
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A sales person can have fantastic selling skills. However, these skills will not produce results if the sales person is not well prepared and has strong time management skills in place to enable them to use their selling skills. What you will learn in this course is how to have a strong foundation in place in the area of time management and organizational skills. You will gain insight on how to do some self evaluation in this area and establish goals for yourself. You will also gain tips on the importance of both short term and long term goals. Also reviewed are common time-wasters and how to avoid them. Additional topics include how to control your email vs. letting it control you; use of a SMOD system (Sales Manage on Duty) and a ‘Selling in Process’ system; how to create and utilize an effective schedule; and the benefits of delegating and how to do it successfully to gain positive results. Additional things you will learn include use of the Selling Window and tools to help keep you on track; organizational tips to help maximize your selling efforts, how to create a Plan of Action and utilize To Do Lists, and detailed steps on how to create effective Call goals and Booking goals so you can meet and even exceed your quotas. Upon completion of this course you will have some great hands-on ideas, tools, and systems to ensure you are set for success to have as much time as possible to sell.
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HSI_1013 Creating & Implementing Email Campaigns - Coming Soon!
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Email marketing has become a relevant method to reach clients and uncover new opportunities through dynamic electronic mail campaigns. This course will help educate the participant on how to prepare for, develop, implement, and follow-up on an Email Campaign. You will discover resources and where to begin a successful campaign in today’s business climate. You will learn the necessary challenges of pre-planning your email blast, developing a “hook” and developing the message. Finally, we will present methods of using reports to track results and follow-up ideas to ensure ROI. This valuable course will ensure you have a successful email program in place and one that will produce effective results.
Request Additional Information
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HSI_1014 Goal Setting to Exceed Expectations - Coming Soon!
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This course will be made up of 2 to 3 separate lessons. Due to the busy nature of hotels, it is important to have
a clearly defined plan of attack for direct sales efforts. Establishing goals in writing will help lay the
groundwork in this effort. This course will review the importance of goal setting, how to establish goals, and
what types of goals should be in place addressing areas such as booking goals, direct solicitation goals, training
& development goals, and personal goals. We will also cover how monitor the established goals to ensure they are
effective and productive.
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HSI_1016 Upselling to Meet and Exceed Budgeted Revenues - Coming Soon!
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This course will be made up of 2 to 3 separate lessons. We will review the components needed to be in place to be
successful in upselling. We will review the financial impact that upselling can have on the hotel and review the
basic steps of upselling. In addition we will cover ways to make your upselling attempts as successful as possible
and how goal setting can help you achieve maximum results.
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HSI_1017 Getting Through the Gatekeeper and Selling to Vito - Coming Soon!
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This course will be made up of 2 to 3 separate lessons. One of the challenging aspects of sales is to shorten the
sales cycle as much as possible in order to enable a sales person to reach as many prospects as they can. Selling
to VITO (the Very Important Top Officer) is one strategy that will assist in this effort. We will discuss who VITO
is and some tips in how to reach and capture VITO’s attention. We will also cover how a sales person can use influencers, helpers, and gatekeepers in the sales process. Tips will be provided on how to get through the gatekeeper and how the gatekeeper can be a valuable resource in the sales process.
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HSI_1009 Selling to the Chinese Market - Coming Soon!
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This course will be made up of 2 to 3 separate lessons. It will review the customs of doing business with this
market segment. It will address terminology and special hotel needs of this clientele.
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