Improve the performance of your telesales and increase delegate bookings

Maximise delegate bookings through excellence in telephone sales

A specialist in-house training course

This training course has been developed to empower delegate sales people to win more business in the competitive events market. The interactive workshop focuses on practical approaches to current challenges and the tools to win more delegate bookings. Proven sales techniques are used to equip each attendee to carry through a pro-active and focused sales strategy for using the telephone to build profitability and delegate revenue.

98% of our delegates would recommend our courses

This course is run as an
in-house programme.
Please call +44 (0)208 374 1712 if you would like further information.

Understanding the benefits that the event brings to different delegates

  • Examination of the key motivations and buying triggers for attending a conference
  • Mapping diff erent customer types and their decision making process for attending a conference

Building an effective delegate sales strategy

  • An overview of proven conference sales cycles and methodologies
  • The traits and behavior of successful sales people
  • Managing the decision making process

Opening the sales call confidently and engaging the contact

  • Recognising the reasons for caller resistance and strategies to overcome it
  • Establishing our credibility and describing our purpose
  • Establishing context for the sales call and creating a customer focused agenda

Discovering delegate needs and requirements

  • Techniques for building a constructive dialogue
  • Using the Probing Cycle to understand the delegate, their needs and sensitivities
  • Creating a common sense of purpose through empathy and rapport

Building a persuasive case for attending the event

  • Describing the conference most effectively and articulating the value of attending
  • Making the most efficient and appropriate use of discounts and incentives

Winning the booking

  • Getting a positive and lasting commitment
  • Managing objections and moving the sale forward
  • Generating referrals and gaining access to other influencers and decision makers

Making the most of your selling time and maintaining motivation

  • Assessing your own sales performance and taking ownership of your own development
  • Establishing good calling habits and following the sales process
  • The secrets of confident and comfortable telesales

This course is relevant for all delegate sales people whether you are selling places at conferences, exhibitions, training courses or awards ceremonies. It will give you the skills to contact and convert more sales.

This course is only run as an in-house course, please contact info@the-media-house.co.uk for further information.

When and where?

This course is run as an
in-house programme.
Please call +44 (0)208 374 1712 if you would like further information.

How long?

One day: 09:00–17:00

Find out more about in-house training

The delegate sales in-house training certainly was productive and insightful too.

I think the entire team took away some great tips and techniques and I have recommended the training.

VP, Event Management, Innovation Enterprise

Objection handling was always a problem for me and I now feel a lot more confident.

Seaneen McLoughlin

RICS

I’m looking forward to getting back in the office to try the new techniques! All the information was relevant. 5/5.

Delegate Sales Executive, Haymarket

Thanks! Good explanation of scenarios and solutions for objections. 5/5

Sales Executive, Haymarket

5/5. The course gave me a much clearer understanding of what I needed to do going forward to improve my performance! Objection handling was my main issue which I now feel more confident on.

Delegate Sales Executive, Haymarket

Fantastic! the whole course was great, I learnt a lot from both the trainer and the other delegates.

Advertising and Sponsorship Manager, Corporate Jet Investor

Some of our clients

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