HeadStand Consulting - Hotel Consulting and Hotel Training
BEYOND-HANDS-ON™ TRAINING
Simply stated... Beyond-Hands-On... is our unique training/consulting approach that insures the time we spend with your people yields RIGHT-NOW changes. We start with one-on-one discussions with each person involved in the process. Then, depending on the size of the group and scheduling logistics, we meet and go through "formal training", including instructor-lead "problen solving", Q&A, and role play. Finally, ALL NEW SKILLS/STRATEGIES ARE UTILIZED IN ACUTAL CALLS or APPOINTMENTS DURING THE DURATION OF TRAINING!!
Example: New strategy is "create new mini-market". Instructor will show/provide a resource for setting up prospecting lists (website, reference book, 3rd party source, etc.) and make several actual phone solicitation calls, demonstrating some "market specific" examples of opening statement, qualying questions, and benefit presentation...then (if qualifying justifies) asking for a site inspection or an opportunity to send a proposal. At the very least, we either have a "kill file" or a new active account with a logical future trace date for furthter action (election/move-up of new planner, accepting bids and/or site invites, initial presentation to convention committee,etc., etc.) NOW EACH SALESPERSON WILL MAKE SIMILAR CALLS...UNTIL THEY HAVE RECEIVED PERSMISSION TO SEND PROPOSAL, SCHEDULED A SITE, OR AT THE VERY LEAST, SET-UP AN ACTIVE ACCOUNT WITH FUTURE TRACE.