Sponsored By Journey Outlook and Observe Hospitality Software program
Register your crew and take part reside, or view the recording, of Doug Kennedy’s subsequent 40-minute coaching webcast scheduled for Friday, February 21, from Midday – 12:45pm EST. REGISTER HERE
“There appears to be an enormous need to steal again market share from OTA’s,” stated KTN President Doug Kennedy, “and the best, however too typically ignored approach of doing so is to get your workers skilled on the the best way to flip calls into bookings.”
As of late, those that are procuring on-line typically name on to ask particular questions on rooms and charges, however untrained brokers merely reply these questions, letting scorching prospects slip away and guide by means of expensive third events, or worse but, guide a competitor. As a result of KTN’s Reservations Gross sales Coaches commonly pay attention in to cloud-based recordings of actual conversations, its coaching has been up to date to assist convert these pre-informed callers who’re feeling a way of “alternative overload.”
Take part as Doug shares highlights from Half Two of KTN’s 2025 version of Reservations Gross sales QUEST, which has helped tons of of motels, luxurious trip residence corporations, and vacation spot resorts improve name conversions and upsell higher-rated lodging. This webcast covers:
- Defining upselling vs. price optimization.
- Utilizing “Storified Promoting” to upsell higher-rated lodging.
- Securing the sale is a pure subsequent step that advantages everybody, together with the caller.
- When callers decline. Is it price resistance, or are they simply not prepared?
- overcome price resistance, primarily based on a wide range of completely different price methods that could be in place.
- Utilizing “price framing” to place mid- and low-tier charges as being an excellent worth.
- A brand new method to explaining top-tier/high-season charges.
- Following up proactively when callers have an interest however not but able to commit.
Those that missed Half One among this two-part sequence can entry it at KTN’s YouTube channel, together with all earlier webcasts, which at the moment are additionally out there in your favourite podcast channel or on KTN’s Spotify channel.
Everybody who registers for this and all KTN webcasts receives a hyperlink to the recording, even when they can not attend. The 40-minute format is ideal for “lunch and learns” or excerpts will be shared at workers conferences. The target market is anybody who’s serious about upskilling themselves or others, and the subject areas are broad sufficient to be related for all sectors of the lodging business.
“We’re grateful to the generosity of our sponsors who’ve allowed us to supply complimentary admission,” stated Kennedy. “It takes numerous time to design, promote, and ship these occasions, and so we might usually cost not less than $99 registration per particular person, however this sequence is now utterly free to all.”
Sponsors embody: Travel Outlook, the one KTN Licensed name middle, and Track Hospitality Software, a TravelNet Answer, whose merchandise embody a PMS and CRM.
Complimentary registration will be accessed at www.KTNwebcast.com. Listed below are the extra subjects scheduled to this point.
Understanding What Personalised Hospitality Is (and What It Is not!)
Friday, March 21 (Midday EDT)
The phrase “personalised service” is used an terrible lot as of late, most frequently to advertise some new AI-powered tech resolution to drop visitors’ names into welcome emails and show it on their TV, or to conduct creepy-feeling analysis on visitors’ social channels in an try to advocate an amenity, an area attraction or an exercise. Nevertheless, if you merely take a look at the basis phrase, it appears fairly clear that true “personalization” is greatest carried out by an individual! On this webcast, Doug will share his opinions of what personalised service is just not, primarily based on his private expertise as a visitor at over 80 lodging corporations of all kinds over the earlier 12 months. Extra importantly, he may also share examples that workers members of all departments can use throughout on a regular basis micro-encounters to really present the sort of personalised visitor experiences that encourage social media promoters and enduring visitor loyalty.
Capturing Extra Catering and Occasion Gross sales Income
Friday, April 25 (Midday EDT)
Though the roles of Catering & Occasion (Marriage ceremony) Gross sales Supervisor and Lodge Gross sales Supervisor are sometimes regarded as being related, the real-world abilities wanted are literally fairly completely different. Typically, the “want” behind a bunch gross sales reserving is way more commodity primarily based, resembling a coach or parent-volunteer who’s reserving a sports activities crew block, an admin reserving a small, routine assembly, or the more and more automated strategy of bidding on negotiated company charges. Alternatively, the leads arriving day by day in a catering gross sales supervisor’s inbox are more likely to be coming immediately from those that are personally planning emotionally vital occasions resembling weddings, retirement events, annual awards banquets, vacation events, Quinceañeras, and Bar/Bat Mitzvahs.
Merely replying with generic templates, sending quotes again through in-app messaging, or emailing over pricing and menus, creates a way of “alternative overload,” and planners typically have issue deciding as a result of the proposals are related in content material and presentation.
On this webcast, Doug will cowl coaching suggestions from KTN’s catering gross sales coaching workshops:
- Overcoming lead fatigue ensuing from collaborating in catering and occasion reserving channels.
- Standing out in a sea of sameness; when your lodge has parity of product, worth, and place.
- Obsessing on salesperson availability and back-up lead catchers.
- Creating shopper connections: Loop-it-Again Listening, Storified promoting; utilizing snappy taglines.
- Consultative promoting to achieve shopper confidence.
- Organizing and embracing “course of” to allow follow-up that’s each tenacious and personalised.
- “Out peopling” the competitors.
For added particulars, contact KTN at [email protected] or by telephone (01) 954.533.9130 www.kennedytrainingnetwork.com
About Kennedy Coaching Community Inc.
KTN is the lodging and hospitality business’s greatest supply for lodge coaching packages and supportive companies in subject areas of lodge gross sales, catering/occasion gross sales, lodge reservations gross sales, and hospitality & visitor service excellence. KTN President Doug Kennedy has been a fixture on the lodging and tourism convention talking circuit for many years. Hoteliers worldwide learn his month-to-month lodge, tourism and hospitality business gross sales coaching articles on this publication and elsewhere. Go to www.kennedytrainingnetwork.com or name (01) 954-533-9130.