Workshops: Sales, Customer Service, Leadership
With a 25+ year proven track record in hospitality/tourism sales, marketing, customer service and leadership, I bring a full service approach to the training and development needs of your sales and service teams. As the North American Director, Certified distributor & Master Facilitator of the Achievers World Wide products and services for a decade, you can be assured that my depth of knowledge, experience and ability will contribute to your teams' ability for full engagement with internal/external customers ensuring top line revenues and long term profitability.
Using a blend of teaching, facilitation and coaching, my affiliation with Achievers World Wide allows you and your organization access to state of the art customized workshops focusing on the skills/attitudes necessary to excel in sales and leadership.
Visit the Achievers World Wide website to learn more about how we can help you and your sales, service and leadership drive more sustainable and profitable long term customer relationships.
Situational Selling: Focus on the Customer
A two and a half or three-day workshop specifically tailored to hospitality and tourism sellers, providing an in-depth examination of the attitudes and skills practiced by top-achieving sales professionals. Participants gain the ability to understand account penetration, customer needs, present their product’s features and benefits, up-sell and apply customer-focused selling skills in confirming business and overcoming buyer concerns. A time/energy management-learning component is also available with this program to assist sales professionals better manage the return on their time and energy.
Advanced Situational Selling: Intelligence for Success
An advanced workshop for seasoned sellers and leaders aiding in creating a wise balance between vision and speed of execution, business and tangible achievements, your ego and humility. The premise of the workshop is to inquire and demonstrate the two types of intelligence we all possess; Intellectual Intelligence (IQ) Emotional Intelligence(EQ) to consciously craft and design true long term sales success with all of our constituents within our own global and hotel network, our customers, our owners, our communities and our suppliers. Various adult learning methodologies will be used throughout the process.
Negotiating Winning Agreements
An advanced workshop for experienced salespeople; this two and a half day program provides creative techniques for reaching agreements, which are beneficial to all parties involved. Problem-solving and conflict resolution skills are analyzed and practiced using participant’s real life account situations.
Prospecting: Finding New Business in the 21st Century
A two and a half day experiential program designed to assist sales professionals responsible for generating new business. All participants will learn how and where to develop new business opportunities, how to manage the flow and priorities of new business development and the essence of a successful prospecting call. All participants will begin live call outs to their potential client base and assessed during the course of the program.
Making Effective Presentations
This highly interactive three-day workshop provides participants with tools and techniques to build on their strengths as presenters. A unique learning format allows participants to develop and practice individual presentations focused on specific customer’s needs, while enhancing the ability to communicate with power and persuasion. This program is applicable to anyone responsible for presenting effective business cases internally within your organization or externally to client or audience of two or more.
Account Management Strategies
An advanced sales program for sellers who have experience but who would like to gain an edge in the market by taking a more thoughtful, productive and long-term approach with key accounts. AMS will provide a process to help participants make better informed, strategic decisions about how to manage their accounts and build mutually beneficial relationships over the long-term.
Managing and Coaching the Situational Sales Person
Designed to support directors in coaching their salespeople in the practice of Situational Selling. A two-and-a-half or three-day “hands-on” workshop providing reinforcement through practical examples and group discussion on how to build and support a self-directed sales team, as well as guidelines for call observation, performance planning and review, shop assessments and other sales management tools.
Situational Selling for Inbound/Outbound Telesales
Specifically tailored to the unique challenges of inbound and outbound telephone sales, this two-day workshop provides practical tools and proven strategies to improve telephone sales skills. Participants will gain an understanding of customer-focused selling through role-plays, group discussion, and interactive exercises.
Selling. It’s Everybody’s Business.
Designed for front-line employees, managers and directors with customer-contact and support staff, this one-day workshop provides an understanding of selling and the role that all employees play in the sales process. Topics covered include product knowledge (features and benefits), customer expectations, competitive advantages, and basic communication skills.
Making a Difference through Customer Service
This highly interactive workshop is designed to show front-line employees how they can personally make a difference in delivering quality service to both internal and external customers. Providing excellent service is really about managing relationships both with customers and co-workers. Dealing with people is easy when things go well, but the true test of service quality is what happens when things go wrong. In this workshop, participants gain an understanding of how service excellence impacts a company’s bottom line, and explore both the attitudes and skills that are needed to achieve consistently superior service.