Steps to WIN
Great Hotels of the World
Want More Profitable Group Business?
The client has changed the way they buy. Have you or your team changed the way you sell?
Now is the time to build strong client relationships. To stop spinning your wheels. And do something different to WIN more of the clients that should be yours.
Tell Me More!
What worked in 2019 won’t work now. Future proof your sales skills.
Join me for live sales training workshops and learn strategies that you can implement straight away. These are new courses I have created for Great Hotels Of The World members, to help you sell events and guestrooms more successfully post COVID.
This is a new training partnership between Ciara Feely, Author of Steps to WIN™ in the Meetings Market and Great Hotels Of The World.
I have been training hotel teams virtually on how to WIN more since 2014. I ran an agency for 10 years before that and worked in hotels from Sales Coordinator to Sales Director roles before that – so I get it!
"You are amazing. I took your advice and my client emailed me back with a different 'language and tone' - more warm. It is looking like she is going to sign the contract (worth €100,000! Thank you so much for such an inspiring training course."
Eleni Xiarchogiannopoulo
Training Course Descriptions
COURSE 1 - Live online May 12th 10am to 12noon BST
How to Stand OUT, Think Different, and Lead High Converting Client Conversations
Part 1: How to Stand OUT:
Clients' needs have changed. To get their attention and earn their time, you must be relevant and aware of what is most important to them. We take the time to step back and examine the world of the Meeting & Event Planner- your potential client (because it has changed so much in the last 2 years).
Part 2: Leading a Winning Client Conversation (whether on a site inspection, during client entertainment, at a trade show or on a sales mission/sales call)
Business is lost and won based on how you make a client feel. The art of conversation and how to get the client to happily share with you what will help them to say YES is a critical skill to develop. You may find that it is hard to know what an interesting conversation is to have with clients after you have asked about the dates, rates, and space requirements. If so, this is an important skill to work on.
Do you lead strategic client conversations? Or perhaps if you feel you or your team are an order taker (and sometimes taking business that isn't a good fit), rather than an order maker, this will really help you to move past that.
I teach listening and conversation techniques in this module that build confidence in creating strategic business relationships. Relationships that help clients to remember you and see you as a partner rather than as a supplier. This type of relationship results in more sales.
Investment for this course: €499. For multiple team members, the investment for this course is €899 per hotel (max 3 people).
Time and delivery: A 2-hour online workshop run live with Ciara. You will have access to a training website where you have additional tools and training videos to help you implement as you go along. It is also a great opportunity to network with other great members across the world.
COURSE 2 - Live online May 24th 10am to 11:30 BST
How to Write Proposals that WIN!
How to avoid never hearing back from the client after putting hours into preparing a proposal or offer. We look at the structure, content, delivery, and follow-up on proposals to WIN a more profitable business.
These techniques will also work for filling out RFPs on 3rd party websites such as Cvent. I will show you how to personalize proposals without them taking all day to prepare.
If you feel like you are on a hamster wheel of just sending out proposals, quotes, and offers and only winning a small percentage of them – this course is for you.
Investment: €399 per person for this course. For multiple team members, the investment for this course is €699 per hotel. (max 3 people).
Time and delivery: 1.5-hour online workshop run live with Ciara. You will have access to a training website where I share additional tools and training videos to help you implement as you go along. It is also a great opportunity to network with other great members across the world.
COURSE 3 - Available now on-demand
Pro-Active Sales: Where to look and how to find leads that are the right fit for your hotel.
This course is for those who are ready to take more control of the sales process and start generating their own leads.
During this course you will discover:
- How to create a sales blitz/mission online or in-person that will give you direct access to potential meeting and event organizers who want to do business with you.
- How to profile clients, create a top 20 target list and build a better database.
- Where to look and how to find your target market.
- Account development and management tips, and how to find more great contacts in the one organization.
- Lead nurturing techniques to ensure you are the first person they think of when they are ready to book.
Investment: €199 per person for this course or €999 per person for all 3 courses. For multiple team members, the investment for this course is €399 per hotel.
Time and delivery: This is on-demand. Ready for you to press play and take in your own time. You have access to a training website where I share tools and training videos to help you implement as you go along. It can be taken at any time, from any device.
Start to get more of the results you want
I'm in - sign me up!
Let me show you how much you can be doing - now, to give your business the edge.
Earn the trust and confidence of the clients you want to WIN.
Justine Thomas Butler
Head of Meetings ,Incentives & Events, Arabian Adventures. A DMC, PCO company, Dubai.
The 7 Steps to WIN provides hotels & venues with the perfect insight and understanding in to ‘what client’s want and need’ during the sales process. Ciara’s training platform helps teams to:
- engage in a much more proactive way with clients
- have a much stronger understanding of the client’s needs and expectations
- convert more business and make the client journey that much better.
I’ve spent the last 7 years figuring out what works to effectively train remotely. I can save you the expense and hassle of figuring this out for yourself. I know what works and what will make it stick.
About Me
I believe in the power of connection and cultivating partnerships instead of transactional relationships. I know it works. I have have been the client, a corporate decision maker. I have seen the mistakes sales people have made trying to sell to me as an agent. I want to show you how to WIN and go from good to great by building stronger relationships with your clients.
We will do great work together if you are the kind of person who doesn't want to feel salesy or pushy with clients - yet would love to know how to have more control in the sales process.
I'd love to show you how to have better relationships with your clients. The kind of relationship the client wants and needs to help them buy. Now is a great time to do something different to get different results.
