TMS.Workshop

Workshop details

  • An interactive 5-hour workshop
  • Customised training available throughout New Zealand
  • Your team trained and educated on the conference sales process
  • The workshop is designed to unite your onsite team and create a better understanding of the MICE market
  • The workshop is designed for a minimum of 10 but up to 20 participants per session
  • Encourages participants to understand more about how C&I buyers purchase product, understanding the characteristics of the buyers and much more
  • A workbook containing all the course content will be provided for the course
  • Individual mentoring may take place as a follow on from the workshop, (additional fees apply).

Modules

Welcome and Icebreaker – participants will be introduced to the “big picture” within the NZ business events arena and participate in an interactive icebreaker where they will be tested on their current industry knowledge.

Buyer Types & Characteristics Participants will learn about the specific buyer types, how to understand their needs and how best to sell to each group. The following four buyer types will be covered: PCO, Association, Corporate & Incentive

Know Your Product Here, participants (with the help of the facilitators) will have to analyse their own product offering, identifying strengths and weaknesses, discussing features and corresponding benefits. They will uncover unique selling points that will assist them with future sales and proposal writing. Facilitators will also give tips on how to write a winning proposal.

Site Inspections Crucial to sales conversion, the site inspection is often conducted poorly. This module will help your team understand the importance of conducting an effective site inspection in order to convert the business. A fully interactive module that uses role play to get the message across.

Converting Enquiries to Business / Handling Objections / Follow up & Evaluation Participants will learn tools to enable them to make the difference between winning or losing the business. Handling objections is an important part of this module as is evaluation and follow up post conference. Facilitators will assist participants to understand how this can be done effectively to maximise ongoing business from the client. We will introduce the concept of the life time value of the buyer.

Understanding your Business Mix In this interactive session participants will learn how to analyse their ideal business mix including yield management, suitability to venue space, seasonality and working around other business. We will look at current and emerging business and how to maximise the opportunities available.

Maximising Your Exposure In this module facilitators will provide invaluable tips and tools for maximising your investment in trade shows, face to face sales presentations and hosted events. They will learn ways to ensure these investments will have a sound return for your business.

Database Management/Contracts and Agreements Here we will review the importance of the sales database and its use and effectiveness for on line marketing channels and social media. We will look at effective ways of cutting through the clutter and appealing to the buyers in this market and their specific needs. We also cover the importance of contracts and agreements.

Networking, Upselling/Cross Selling, Team Approach Participants will learn the art of upselling and cross selling to increase incremental revenue. The facilitators will also introduce the benefits of a team approach to both venue and regional selling. The importance of networking is also presented concluding the day with a fun interactive role play.

TMS.Workshop information
An introduction to TMS.Workshop
Programme Content
Benefits of participating
TMS.Workshop fees