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Group Sales: Contract Negotiations

SalesBoost
Training overview
Corporate / Group Training
On-site
Start dates
United States of America
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Course description

Group Sales: Contract Negotiations

Congratulations! You’ve done everything right, and now you’ve been awarded the business you’ve been after on behalf of your hotel. But your job isn’t done. You still have to draft and finalize the contract with the client. And that can be the most delicate part of the process. Some clients will agree to terms outright, some will have questions, omissions, and even special requests you’ll have to consider.

The success of a deal depends significantly on how well you negotiate. And to negotiate well, you must first understand the fundamental strategies and techniques of the negotiation process.

Negotiation is a discussion aimed to reach a mutually beneficial outcome. It can be thought of as a bargaining process – a give and take – to achieve an agreement to settle a concern, solve a conflict, or to finalize a decision. In your case, the signature on the agreement is what you are aiming for; however, it’s important never to leave money on the table or give away your profit.

The most powerful aspect of negotiation is knowledge. You need to know several things about your customer, including their goals, history, decision-making limits, the competition, common connections, and their needs. You must also know your hotel’s internal policies and contracting expectations. When a request is out of scope, it’s OK to get a supervisor involved, but never let the client know you aren’t in control of the process. It reduces their confidence in your abilities and the deal.

Remember, negotiations are about getting to a mutually beneficial agreement. So, always think of a negotiation as a give-get scenario. Be sure to ask for things in return to maximize your profitability, such as:

  • Specific Volume Requests
  • Higher Food & Beverage spend
  • Pick up Guarantees
  • Get Meeting Space back
  • Referrals
  • And even to move the event to a more convenient date

There’s nothing more important than letting your client know that you hear them, understand them, and are prepared to meet their needs. So listen, be clear and confident, and express your desire to get to a mutually beneficial place

Negotiating a win-win contract sets the tone for good business and a lasting relationship. Now that’s something to celebrate!

SalesBoost courses are offered on a subscription basis that includes all SalesBoost courses. Contact us today to learn more about our subscription plans.

COVID-19 Update

In light of COVID-19, this provider is now delivering some or all of their courses online. Contact them for more information!

Training content

Learning objectives:

  • Learn key strategies to negotiating
  • Learn ways to control the negotiation
  • Learn way to improve your negotiation skills
  • Use our voice simulator to practice sounding confident in your negotiation

About SalesBoost

SalesBoost

SalesBoost’s revolutionary training and development program for hospitality that will boost your team’s confidence, performance, and yes, results. Rocket past your goals. Send morale soaring. All while spending less time and budget doing it. SalesBoost is the only technology in...


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Congratulations! You’ve done everything right and now you’ve been awarded the business you’ve been after on behalf of your hotel. But your job isn’t done. You still have to draft and finalize the contract with the client. And that can be the most delicate part of the process. Some clients will agree to terms outright, some will have questions, omissions, and even special requests you’ll have to consider.

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SalesBoost

5345 Towne Square Drive, Suite 145
75024 Plano Texas

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