A one time training event will not provide skills that stick! An ongoing reinforcement plan in important to ensure ongoing development of your sales team. Signature’s comprehensive programs will allow sales leaders to monitor performance, coach and develop, and track success of your training program. Experienced Signature shoppers will place calls to participating hotels every quarter. Calls are recorded and scored based on the employee’s mastery of your desired sales skills. Recorded calls are available online (and via phone, toll-free) to help managers reward success and coach those who need to improve.
To help managers and supervisors monitor performance efficiently, results from your mystery shopping program are available at the click of a mouse. Signature’s web-based management reporting tools will help you gather and use meaningful data about the performance of your sales people.
Signature Cue-Tips™ powered by Count 5 & Reporting
Knowledge checks and reminders are pushed out weekly to program participants, ensuring the skills once learned are repeatedly reinforced. Each knowledge check takes less than 10 minutes to complete and we have found this process invaluable in ensuring training retention. Reporting is provided that includes participation rates as well as correct/incorrect responses are summarized in our online reporting system to identify opportunities for future training topics.
Reinforcement Web Sessions
Any of our training sessions can be followed up with a refresher to review key skills. We recommend these to occur 30 to 45 days after the initial session and repeated as often as needed. We will discuss action plans, any questions the participants have after applying what they have learned, and celebrate their successes. This is an interactive working group that helps training stick.
Signature Worldwide's hospitality sales training programs cover all facets of the sales process. Our programs will train the skills that develop your sales team to achieve your goals regardless of their current level of expertise.
Signature has been researching sales strategies, developing sales training programs and continually updating our content to reflect the changing habits of our prospects, influencers and decision makers. We can provide a program for your team or a development plan for individuals within your team.
The role of the hospitality sales person has changed. Make sure your sales team keeps their skills sharp to out-perform the competition.
A one time training event will not provide skills that last. Signature Worldwide provides ongoing reinforcement to ensure your sales people retain what they have learned. This is a comprehensive development program to assess, train, coach and measure your sales people.
The goal of Client-Centered Sales is to drive sales revenues while improving professionalism and creating consistency. A simple and straight forward, client-centered sales approach is taught using interactive skill practice sessions. Your salespeople will have fun learning and practicing how to convert more incoming sales inquiries and make more, higher quality, proactive sales calls every week. We will show your salespeople how to:
Take incoming calls and avoid the “order taker” approach
Approach the job of selling with a non-manipulative, client-centered attitude
Establish credibility, build rapport, create interest and increase confidence in the first minute
Slow down, ask better questions, listen more and take better notes
Confirm a client’s needs versus wants, understand their priorities, determine their decision process and get a feel for their overall budget before presenting their hotel’s information
Paint a “picture” of what the hotel will do to meet the client’s most important needs and wants
Give a more impressive and personalized tour of the hotel facilities either in person or online
Check the client’s temperature and level of understanding
Build value before presenting rates and to handle the rate question early
Attain and maintain a higher rate and offer alternatives other than a discount
Respond to issues, concerns and objections – especially a real price objection
Ask for the business (close the sale!) at the right time and in the right way
Gain a specific level of commitment that advances the sales process, builds the relationship and drives repeat and referral business.
Client-Centered Sales Interactive Web Series™
Signature’s premier training specifically for hospitality sales people is now available in an online format. With groundbreaking interactive web sessions, and small group break outs, each web session is followed by personal coaching for each attendee. Our sales training provides your sales reps the skills to outpace the competition and drive results.
Legendary Prospecting™ - Phone, Email and Social
Signature’s Legendary Phone, Email and Social Prospecting training encourages business development as a continuous, active process. In these sessions, attendees will learn to create the right message and then put it to use with on-the-spot prospecting. Each delivery method is unique and understanding the best practices for phone, email and social will differentiate you from your competitors and increase real opportunities in your pipeline.
Legendary Prospecting - Phone
Anyone who says cold calling is dead probably hasn’t taken our Legendary Prospecting – Phone program! In this module you will learn how to:
Identify why and when telephone prospecting may be the best tool
Create an effective elevator story that clearly communicates your value
Leave voicemails using interest building statements to get your phone calls returned
Practice live in class
Make phone prospecting a daily habit
Legendary Prospecting - Email
This “live fire” session allows participants to learn and do with the expectation that real prospects will reply to their sales team members. With clear email prospecting guidelines and enhanced communication skills, sales team members will generate new business and gain greater penetration with existing clients.
In this program they will learn how to:
Reach the right contact
Create subject lines that encourage increased open rates
Get their emails through spam filters
Craft emails that clearly communicate a mutual benefit for both you and your prospect
Increase response rates
Legendary Prospecting - Social
Signature’s Legendary Prospecting - Social focuses on prospecting in the digital age – without abandoning what has worked and continues to work in the offline world. Our goal is to get your sales pipeline overflowing with good prospects and opportunities.
In this session your sales people will learn:
How to set up a profile on LinkedIn that attracts your targets
What is the best way to connect with potential prospects
The difference between selling and prospecting online
What is the best social media site for your market
Social media selling etiquette
How to build virtual relationships
Where on the web can you find great leads
Creating online goals and action plans
Each module is six hours as a stand alone class but you can combine two modules for an 8 hour day of training or all three for a day and a half.
For a more in-depth look at these options, we have created this brief video for you:
Signature’s Legendary Negotiating training has been updated to take into account today’s educated buyer. We take a client-centered sales approach and focus on how create a mutually beneficial sale without offering concessions.
In this full day session, attendees will learn:
Effective negotiating tactics
To have confidence when asking for your price
How to use the Johari’s window to determine a negotiating strategy
Identifying different types of buyers and how best to negotiate with that personality type
How to walk away from a piece the right way
Writing a Winning RFP™
The sales process has changed over the years and sales people are spending more and more time responding to RFP's and less time directly engaging the potential client. This can be frustrating for a sales person whose strengths lie in connecting with the client and selling benefits. However there are ways to use those selling skills and increase the chances of creating a winning proposal. Based on meeting planner panels and research of which proposals get noticed, this training helps the sales person streamline the process to creating winning proposals that stand out from the competition.
Signature's Writing a Winning RFP can help the sales person design a proposal that solicits a response. We will help them go outside of the cookie cutter proposal to create ones that are sales based and specific to the client. We will also show ways to implement these easily by customizing some key areas to make an impact with the buyer.
In this four hour session, your team will learn:
How to avoid early elimination
Write benefit statements that engage meeting planners
Identify when to pick up the phone or send an engaging email
Creative methods for standing out from your competitors
Persuasive Presentation Skills™
Studies consistently show that that speaking in public is one of our greatest fears – more than spiders, dying, and just about everything else!
However, presentations are becoming more important to the success of our jobs. We are being asked to present in front of large and small groups on a variety of topics for various lengths of time. Whatever the situation, it is important that the presenter be confident, prepared and persuasive. The presentation needs to be a good experience for the presenter and the audience.
Signature’s Persuasive Presentation Skills training is a comprehensive interactive training program designed to help alleviate the fears of talking in public. This training will provide them the tools and skills to effectively deliver a presentation that gets results.
In this two day course you will learn to:
Define the components of a successful persuasive presentation.
Evaluate and Identify personal techniques to enhance verbal and non-verbal communication.
Assess and determine behaviors that will energize your audience.
Develop an action plan to apply techniques within your own personal and professional situations.
Identify the factors to consider when building credibility with your presentation audience.
Define methods which can be used to gain audience attention and/or support your presentation content.
Identify the stages of an effective presentation and determine best practices for incorporating persuasive components within each stage.
Determine personal best practices for developing and organizing presentation content and/or ideas.
Analyze the benefits and determine challenges using visual aids to support your presentation.
Adaptive Performance Management™ – Training For The Sales Leader
This two and a half day active working session engages and elevates the skills of the sales leader. This is a high level class that is not just theoretical but uses real life examples from the participants to have them complete evaluations, reviews and action plans for their sales people. They will leave clearly understanding the role of a sales leader. They will have tools to help them identify behaviors and abilities of their teams and they will learn and practice coaching, evaluations, performance reviews, and setting SMART goals. They will leave with their own action plans to be reviewed in follow up web sessions to maintain focus on their development as sales leaders and their development of their sales teams.
In this two and a half day course, your sales leaders will learn to:
Understand the difference between managing and leading
Identify where each team member falls on the desire and skill quadrant, and how to adapt their management style based on that information
Deliver both developmental feedback and positive reinforcement in a meaningful, behavior changing way
Prepare 90 day performance improving action plans
Prepare and deliver more effective performance evaluations
Get the most out of each sales team member to increase sales!
Contact us for a free phone assessment to tailor the right sales development program for your team.