Fill Your Venues With Our Event Sales Training
It’s a competitive arena that you are working in so your sales skills need to be on point to make your venue the only viable solution.
This programme will enable your events sales team to research, prospect and engage with a variety of event organisers across the UK to initiate the relationship, arrange a site visit and deliver a compelling presentation as to the benefits of hosting their event with you.
With the help of our event sales training course your team will be able to successfully demonstrate the value proposition, as well as differentiating themselves from the competition and thinking outside of the box in terms of what other support and added value services they can offer to secure the business.
Below is some indicative event sales training content.
We can tailor this based on your requirements, adding any topics or areas in that you need.
Delivery Options
In-House Workshop
LIVE Webinar
Blended Solution
Indicative Content
Event Sales Training Course Overview
Prospecting & Generating Interest
- Making this a priority
- Identifying your ideal prospects/targets
- Making prospecting your best sales habit
- Researching and forming an approach
Creating Your Prospecting Plan
- Reviewing the different prospecting methods:
- Cold calling
- Emails
- Following up on warm leads
- Trade shows and networking
- Social media
- Selecting the right method and creating a prospecting plan
Engaging Over The Phone
- Setting primary and secondary objectives for each outbound call
- Opening the call with impact
- Getting through gatekeeper screens
- Overcoming early objections
Gathering & Presenting Information
- What information do we need?
- The questioning funnel
- Developing a consultative approach to questioning
- Discuss initial ideas and concepts in a clear and precise way
- Linking the content to your prospect’s needs
- Focusing on benefits and what’s in it for the prospect
- Building value propositions
- Justifying your solution with confidence
Securing The Site Visit
- Identifying interest
- Selling the value of the site visit
- Cementing the visit
Continuing The Communication
- Know your leads
- Moving quickly and effectively
- Understanding how to respond
- Setting future meetings and follow up
Workshop Summary
- What are you going to do more of, less of, start doing and stop doing?
- Creating your own unique actions to implement following this session
Managing The Site Visit
Position – Opening Your Sales Interaction/Site Visit With Impact
- Opening your interaction with a purpose
- Establishing rapport and showing the value of your interaction today
- Build instant credibility and trust within the first 5 minutes
Discover – Mutually Define Needs
- Review and demonstrate understanding of the needs and wants of the prospect
- The needs dialogue process
- The probing factor
- Summarising needs
Build – Explore The Impacts Of Needs & Benefits
- Establish impacts and costs of current situation
- Involving the prospect in exploring the consequences of doing nothing, doing the same thing they always have etc.
- Exploring problems and creating urgency
Present – Discuss Options
- Re-confirm the initial ideas and concepts discussed and lead into the site tour
- Building the value proposition as you walk and talk
- Discussing the benefits and USPs
- Being mindful of the opportunity available without hard-selling, pitching or over-selling
- Differentiating yourselves from the competition
- Probing for further added value areas you may be able to support
Resolve – Resolve Concerns Before They Become Obstacles
- Objection handling planning and responding to each one
- Pre-empt resistance and doubts before they surface
- Overcoming doubts, misinformation and legitimate concerns
Secure Commitment
- Securing commitment for the next call, the next step, the close
- Ensuring the prospect understands their needs and the benefits you provide
Workshop Summary
- What are you going to do more of, less of, start doing and stop doing?
- Creating your own unique actions to implement following this session
Want to know more?
Please speak to one of our team or use
our online form to make an enquiry
CPD Certificate
All of our in-house, bespoke sales training courses and programmes are CPD Certified.
Each of your sales people will receive a CPD Certificate for your specific course/programme.
Clients
Here are a selection of our clients that we have delivered sales training for
If you want to learn what selling skills you need to improve then please take our 64 question training needs analysis – SalesDNA Skills Audit.
You will be asked questions about your sales technique, your products and services knowledge, the sales process, your sales strategy, how you prospect and everything else that makes up an effective sales professional.
You’ll receive a personalised 19-page report with some recommendations on what you need to improve.
Over 10,000 sales professionals from all over world have benefited from the output of the report and are now having better sales conversations and are closing more business because of it.
The analysis is free. Please click below to begin the test.
Want to know more?
Please speak to one of our team or use
our online form to make an enquiry
In-House Examples
Topic & Content Ideas
For Your Course