Advanced Sales Techniques for Non Sales People in the Hospitality Industry

Seasoned staff in hospitality should be comfortable in recognizing and engaging in sales regardless of their role, position or job description. This course provides advanced skills and techniques to provide non sales people in hospitality with the comfort, confidence and ability to identify, understand, and engage in sales opportunities.

The course builds on the basic principles covered in the introductory course Sales for Non Sales People in the Hospitality Industry will include assessments and cover proven advanced sales skills and techniques. In addition, staff in positions in which sales may be used in performance evaluation, such as a catering manager, might take the advanced course. It would also be for those that took the basic course and want to move into a role where sales competencies may be used in performance evaluations.

The assessments used will be based on the experience and background of the staff to find the one most appropriate for their needs. The HiringSmart Profiles Sales Indicator (PSI)™ provides a means of identifying people who have the five qualities that make them successful in sales: Competitiveness, Self-reliance, Persistence, Energy, and Sales Drive. A second option is a DISC-based assessment. DISC is the four quadrant behavioral model to examine the behavior of individuals in their environment or within a specific situation (environment) such as a sales opportunity.

Workshop Objectives:

• To understand the qualities and attributes that make you successful in sales
• To recognize your qualities and attributes that make you successful in sales as well as any barriers that be standing in your way to pursing a sales opportunity
• To discover how to initiate positive changes in how you think and act in sales situations
• To discover the rules of sales success and how and when to apply them
• To discover reasons why sales fail
• To discover the right questions to ask in a sales situation

Workshop Outcomes:

• As an employee in hospitality you will:
• Know and understand the qualities and attributes that make you successful in sales
• Know how to leverage your sales strengths as well as ways and means to overcome any barriers that may prevent you from making a successful sale
• Have a repertoire of advanced skills and techniques that may be used in different sales opportunity situations
• Know the right questions to ask and the when and where to ask them