This customized training program for Hotel Catering and Conference Services Professionals provides an in-depth examination of the attitudes and skills practiced by top-achieving conference services professionals. Participants gain the ability to sell the benefits of their services, relate to each caller’s needs, and apply customer-focused selling skills in confirming business and overcoming buyer concerns.

Workshop Objectives:

• To understand current trends in the catering and conference services profession
• To understand and relate to customer needs
• To enhance self-awareness and understanding of personal growth and change
• To understand and apply customer-focused selling skills
• To share ideas and experiences with other catering and conference services professionals

Topics Covered:

• The consultative approach to catering and conference services
• Goal-setting for personal and professional growth
• Maintaining a positive attitude
• Planning and researching prior to contacting a potential client
• Cultivating business from new and existing sources
• Questioning and listening skills
• Discovering customer tangible and intangible needs
• Presenting features and benefits
• Understanding client behavioral styles
• Providing solutions with effective presentation skills
• Knowing how and when to ask for the business
• Overcoming buyer concerns
• Establishing trust and building lasting relationships

Workshop Format:

• Pre-Workshop Process includes customer research, participant pre-work exercises, and development of customized role-plays and case studies.
   
• Two-day Workshop is facilitator-led with an emphasis on practical exercise, group discussions, and role play.
• One-on-One Follow-Consultation sessions are held with each participant six weeks after the program to reinforce training concepts.
   
• Optional Sales Skills Assessment program is designed to reinforce newly acquired skills and provide ongoing training tools and measurements.