DARE TO BE DIFFERENT

Closing a successful 2015 with more than 225 sales, revenue and event professionals from across the Middle East, North Africa and Turkey being trained, the final round of the year took place at the Radisson Blu Hotel Dubai Media City in December.

The highly interactive training is conducted over two full days with role plays, team energising activities, knowledge sharing platforms, researching techniques and the key sales processes to uncover client needs, presenting solutions and closing the sale. The aim is to reshape the approach of our teams from the classical sales type to one that is consultative; whereby a win-win for both Rezidor and the client is the ultimate goal.

I had the pleasure to augment and facilitate this course and designed it to shift the mind-set of Rezidor’s regional sales force to one where the teams work with clients to increase the effectiveness of their lodging and meeting procurement processes for maximum impact, loyalty and profitability.

The consultative sales process is primarily focused on the customer. It is about creating solutions that add real value to their business, by adopting  this approach we have a better understanding of the customer’s business, industry, and needs and are thus, better able to develop and maintain long-term relationships with them; rather than one which is based purely on price which is never a sustainable model.

By the numbers:

• 225 people trained

• Representing 48 hotels

• 25 people per course

• 9 trainings

• 3 languages: English, Arabic and Turkish

• Conducted in 5 countries