increasing reservation conversions
through innovative salesmanship

The role of today’s reservation agent has moved from order taker to hotel sales person. Agents must deal with a highly sophisticated consumer, understand multiple distribution sources, and be completely familiar with numerous products, packages and promotions.

This workshop addresses the changing role of the agent in today’s competitive marketplace and leads them through the sales process. Emphasis is placed on understanding today’s guest and places selling in the context of yield management.

topics include

An overview of revenue management basics
Techniques for selling to four key communication styles
Checking out the competition
Qualifying the call
The importance of selling product features and benefits
Rate quoting techniques
Overcoming objections
Closing the sale
Developing scripts
Measuring success

session length

1-day interactive workshop