Sales Training Programs Hospitality Industry
Hotels & Spas Food & Beverage Design & Construction Event Planning
Hospitality Industry Challenges & Pain‑Points
Are you ready to outsmart the competition? It’s a challenge when you’re up against competitors offering essentially the same amenities and services. Customers are only too eager to commoditize, and hospitality sales professionals often capitulate by lowering rates to attract prospects and retain existing customers. This strategy causes margins to erode rapidly. We believe reps need to go beyond delivering exceptional service. They must aggressively prospect for new market opportunities, identify key decision-makers and understand customers’ unique needs.
That’s why Paul Cherry of Performance Based Results has developed customized hospitality sales training programs that provide reps and sales leaders the skills to sell through the unique challenges of the industry — including how to help their customers embrace change, minimize risks, and be more profitable. Paul’s proven methods deliver expert hospitality sales training and coaching that guarantee results!
Here’s what some hospitality sales leaders have said about the results we helped their teams achieve
On-Site Hospitality Sales Training
Hospitality businesses face stiff competition in a market where differentiating the product grows more difficult every year. Performance Based Results delivers training for the hospitality industry that pinpoints the needs of customers and identifies unique solutions. PBR’s Sales Bridge model, a six-step roadmap to sales success will help your sales team get to know your prospects better. Armed with information, your sales team can create new strategies that fulfill customer needs while growing your bottom line.
Sales Bridge Model
The first step in our Sales Bridge model is research. The more the members of your sales team learn about your customers, the better they are able to build a rapport. With rapport comes trust, and with trust comes the strategies that close sales. Because success in the hospitality business means providing outstanding customer service, with help from PBR, your sales team can convert new guests to returning patrons. Our training strategy motivates employees in every part of your organization to enhance the customer experience, and assure a return visit.
Become a Trusted Partner
Getting a customer to book a reservation – or convincing a guest to upgrade a room, book a spa treatment or order an expensive bottle of wine – means implementing a strategy that converts ambivalence to action. Our workshops include off-the-shelf and customized programs that will help your sales staff members make the most of every selling opportunity.
Selling Skills Workshops
From getting the reservation to upselling on property, our workshops teach your sales reps the right questions to ask. Help your sales team show off your property’s best assets and assure a more satisfying guest experience with Performance Based Results.
Management Skills Workshops
Keeping your sales team energized begins with healthy motivation and a fun working environment – and culture-building starts at the top. Grow internal relationships and overcome resistance while boosting accountability with Performance Based Results.Contact Us 302-478-4443
Case Study:Leading Hotel and Resort
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.
PBR put together a customized solution for the hotel sales team to begin aggressively prospecting for new business clients.
- Hotel achieved an annual increase in gross revenue by 38%.
- Closure rate on quotes and proposals went from 25% to 43%.
- Increase in 28% new customers the first twelve 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%.