3-Day Foundational Sales Training

Course Description:

This Foundational Sales Training programme is designed for sales executives and coordinators in the hospitality industry who are ready to enhance their sales capabilities. Through a blend of modern sales techniques and active learning methods, this programme equips participants with the essential tools to build confidence, understand customer needs, handle objections, and leverage digital sales channels effectively.

Participants will engage in interactive sessions that combine real-world scenarios with digital tools, ensuring they can apply their learning immediately in their roles. Each module provides an understanding of the sales process, from initial customer interactions to closing and follow-up, with a strong focus on both traditional and digital sales environments.

To ensure proper learning, participants will undergo a final assessment, and those who successfully complete the course will receive a certification. With hands-on practice, expert guidance, and personalised feedback, this training is not just about learning—it’s about transforming how participants approach sales in the hospitality sector. Upon completion, participants will leave with confidence, a comprehensive skill set, and a certification to validate their newly acquired expertise, ready to drive sales success in today’s competitive market.

Objective:

To improve the sales skills of sales executives and sales coordinators in the hospitality industry by equipping them with practical sales techniques, confidence-building strategies, and the ability to effectively analyse customer needs and differentiate between features and benefits.

Day 1: Building Confidence

Module 1: Confidence and First Impressions

• Content:
  • The role of verbal and non-verbal communication, including tone of voice and gestures.
  • Guidelines on professional dress code and making a strong first impression.
  • Techniques to enhance posture and body language to project confidence in sales situations.
• Interactive Elements:
  • Exercises where participants practice presenting with confident body language and appropriate verbal communication.
  • Role-plays simulating first client interactions, followed by expert feedback sessions to suggest improvements.

Module 2: Understanding Customer’s Needs

• Content:
  • Exploring the psychology of the buyer to understand motivations and decision-making processes.
  • Using effective question technique to uncover customer needs.
  • Observing customer interactions to uncover hidden needs and tailor your sales approach.
• Interactive Elements:
  • Participants simulate customer interactions, focusing on identifying unspoken needs through verbal and non-verbal cues while integrating effective question techniques. The group then discusses accuracy in reading needs and using questions effectively.

Module 3: Handling Objections

• Content:
  • Methods for maintaining composure and confidence when facing objections.
  • Techniques for anticipating and addressing objections during the sales process.
  • Strategies for turning objections into opportunities to strengthen the sales pitch.
• Interactive Elements:
  • In small groups, participants brainstorm common objections and develop strategies to address them. Each group presents their solutions, followed by expert and peer feedback on the effectiveness of their approaches.