Sales Training If your sales training hasn't changed dramatically during the last year, then it's likely that your team is not operating at peak performance. The facts are clear; your sales team is selling in an environment of fewer meetings, increased competition and more negotiations. The skills necessary to survive and thrive have changed. We constantly monitor the group sales business and adjust our sales training content to provide solutions that are effective and topical. Our intellectual property is gauged to the existing economic conditions that you face right now -- and not to conditions that governed prior to this challenging recession. For more than 25 years, we have been changing the behaviors of sales teams throughout the U.S. and in Europe. Our training is effective because the one tenet that never changes is our unwavering approach to "prime, prompt and test." After all, any training that is not tested is simply a nice speech. We have recently created the Six Competencies™ -- in response to the challenges group salespeople face, the six elements of direct sales that are required of every sales team. Here they are: Effective Prospecting: A salesperson must be able to contact new potential customers, determine their potential value, and, if qualified, gain the following information: Type of meetings planned in the past and next year, properties utilized, site selection criteria. Comprehensive Knowledge of their Property (ies) and Competitors: A sales person must be able to effectively communicate at least five (non-rate related) unique property elements. (Determined by knowledge of competitor deficiencies) Conduct a Compelling Site Inspection: A salesperson must be able to conduct a site inspection that results in the prospective customer understanding the superiority of their property to host the particular meeting as compared to other properties under consideration. Effective Questioning Skills: Salespeople must be able to extract and create customer needs that can only be met by their property.. Assess and Create Actions: The salesperson must be able to assess the client's progress in the property selection process. and create measurable and observable customer actions toward selecting their property. Reduce Rate Reductions: The sales person must be able to confirm bookings without resorting to multiple negotiations, which result in several rate reductions... Directors of Sales and/or Marketing have just as much to learn as salespeople and we have specific content for tem as well. Selling and managing a high performing sales team are specific skills that need to be learned by every Director of Sales and/or Marketing. In fact, we offer a variety of multi-day courses, which train conference center Sales Managers, Directors of Sales, and Directors of Marketing in all aspects of the meeting sales process. In fact, we offer a course for Directors and General Managers, which teaches the "METRICS OF MANAGING SALES TEAMS". Sales staff effectiveness can either grow or shrink a conference center's business. A knowledgeable and skilled sales team is essential to compete for revenue. Our goal is to get your team to drive revenue - consistently and successfully and get the financial results you want to achieve. Our proprietary methodologies and materials work - and the result are immediate revenue improvement.