Pompan Hospitality Global, Inc.
Prospecting and Qualifying
This full day of interactive training begins with how
to prospect and generate leads and continues on
to qualifying a customer. Attendees will advance through the sales process developing techniques of “providing,”’ “presenting pricing,” “handling objections” and “gaining commitment”. Each attendee will need a laptop and will return to work with 10 new leads plus an action plan to convert those leads into actual business for your property.
Attendees will experience one and a half days actively learning the language of selling the meeting package
and clearly communicating the features and benefits of your property’s product. They will examine the different customer types, learn how to sell against the competition, creating strategic pricing, overcoming objections,
as well as developing market specific packages. Practical role playing using creative up-selling techniques
will create real-life experiences for all who attend.
Conducting the Perfect Site Inspection
A successful site inspection can mean the difference between a casual conversation with a customer and
a signed contract. This half day course covers every element of an exceptional site inspection from invitation
to presentation. We will review and critique current practices, share best ideas from around the country and design a set of written standards specific to your property.
Mapping for Success
One of the most important tools to position and penetrate a target organization is to “map” the company to identify and maximize sales opportunities. This hands-on sales class provides participants with insight into the thought process of key decision-makers through strategic account selection and top-down sales techniques.
Negotiating a Win-Win: Are You Leaving Money on the Table?
Today’s customers know what they want, For you to give them the best deal! How you accomplish this and
still maintain the “seller’s advantage and not “give away the house?” is the key feature of this program. It
focuses on the techniques in communicating and influencing people to produce collaborative win-win
outcomes. Participants will learn about their individual negotiating style and how to adapt their style
based on their customer’s buying style.
Strategic Account Development
Prospecting and lead generation is essential in developing new business. This session will explore both
traditional techniques and out-of-the-box ideas for uncovering and pursuing new business opportunities. Participants will learn how to draft and deliver their personal “30 second commercial.” The session will also explore how to utilize networking and social media to build your sales portfolio.
Successful Strategies for Sales Managers
Creativity, assertiveness, organization, confidence and sales savvy are just a few of the traits needed to be a successful sales professional. Moving up to a management role in sales requires you to bring additional traits, from leadership skills to marketing strategy and financial acumen. This program teaches new sales managers
how to set goals and objectives for their sales team, develop a strategic plan, delegate responsibilities, lead
sales meetings and motivate staff to higher levels of success.