“Show me the Money”
Duration: 2 Days
What does it take for sales executives to succeed where guests are spoilt for choice and brands get commoditized fast? The strategies that worked in the seller’s market of the 20th century may not work today. Thanks to global distribution systems and the resultant information overload, the competition which was across the city is just a mouse click away.
This workshop for the organization’s sales force on Contextual Selling, a new sales paradigm for the 21st century, provides a simple and practical framework for hospitality sales professionals. Whether you are a manager or a field sales executive, you need to have three competencies, namely Emotional Intelligence, Intelligence Quotient & Conceptual Skills. Hospitality Paradigm’s two day workshop shows the games played by key decision makers and guests with strategies to survive and grow in a cut-throat business environment.
“The 80:20 Account”
Key Account Management
Duration: 2 Days
With competition holding on to key accounts and the challenges thereof in breaking into such accounts, Key account management techniques come to the fore. The account manager must expend more of his quality sales efforts on 20% of his accounts – most of which would be key accounts, to achieve 80% of his sales.
Key account management pre-supposes that the sales-person is already good in conventional selling. Since conventional sales techniques do not necessarily work for key accounts, a strategic analysis combined with a higher level of maturity is required. Key account managers must be in sync with market dynamics and be able to link these dynamics with their strategy. Key account management includes sales but also includes planning and managing the relationship between a business and its most important customers.
The two day program applicable for senior sales executives and managers, conducted by Hospitality Paradigm will address these issues to help sales managers focus on the strategy and tactics of handling large accounts or complex high value sales.
“You Win, I Win”
Duration: 2 Days
This two day program by Hospitality Paradigm takes a deeper, analytical look of the entire negotiation process, from beginning to end and is not only applicable for executives from Sales, but also for Operations, Purchase, HR, Admin, Finance.
Participants are shown how negotiation is an intricate process entailing more than just numbers, in which two or more parties come together to try to create a mutually agreeable contractual decision. Good negotiation skills help keep your company ahead of the game and protected from potential needless costs that often happen in the absence of them
Unless this process is viewed by the seller from both his as well as the client’s side, chances are the negotiation will not succeed. The sales person must understand that negotiation is a strategic business tool that keeps the client from spending money unwisely or venturing into a business contract too quickly without taking the time to really weigh the varying pro and con factors. Thereafter keeping his own company’s interests at heart, the seller must be able to match the expectations of client needs. Then and only then can there be a win-win situation.
“Stand and Deliver”
Managing Outstanding Collections
Duration: 1 Day
Hospitality Sales professionals are very often not keyed to collect out-standings. Truth be told, a sale is completed only when the money comes in. Hospitality Paradigm’s full day program for sales and finance executives covers the importance of the collection process and its relation to the cash-flow and profitability of the organization. Sales teams are made to realize that selling products or services may help them reach their targets, but if the money is not collected in time; it could well be akin to an act of charity once interest costs, collection costs and opportunity costs are taken into account.
Participants are shown the games customers play to delay payments and the reasons why they do so; in order that the sales-person may use the appropriate technique to leverage his payments in future.
“I Do, I Do”
Customer Relationship Management
Duration: 2 Days
This two day program by Hospitality Paradigm covering the importance of retaining clients in the long-term and their life-time value to the organization will provide sales-persons the tools and techniques to turn client interactions into a serious competitive advantage.
Even the best run organizations occasionally run into difficult situations with their customers. Often times it is not just a business process or operational issue that has gone awry, it is the ‘interaction management’ which needs to be sorted out.
Clients notice not just what you do; they pay close attention to how you do it. The client’s perception of service quality needs to be capably managed in addition to obtaining superior results. The sales-person’s professionalism, listening skills, availability, responsiveness, reliability, etc. are all factored into a client’s level of satisfaction. Over and above individual expertise, these relationship skills can turn an acceptable (or a disappointing) experience into a memorable marriage or business success story, be it through increased orders, excellent referrals, or enhanced staff morale.
“We are Family”
Managing the Sales Force
Duration: 2 Days
In today’s real life scenario, a sales person may be here today and gone tomorrow. Unless the organization develops him strategically and is able to keep him motivated and challenged, there is a fair chance that all the efforts put towards coaching him in effective selling will come to naught. A sales manager’s tasks often include assigning sales territories, setting quotas, assigning sales training, building a sales plan, but the most important of these is mentoring the members of his sales team.
Recognizing this challenge, Hospitality Paradigm offers a two day program for sales managers handling teams of three or more sales-persons which will help identify strengths through talent identification of their team, and the techniques thereof to enhance them further.
While the market will always offer higher salaries to the sales force, it is important for the sales manager to understand that his team is looking to a fostering leadership style which will provide necessary resources, develop their skills, clarify expectations, monitor their performance, provide them support and subsequently reward them.