Certificate Program
Venue Sales Certificate Program
Maximize Leads, Change the Way You Sell &
Create Proposals that Win
MPI's Venue Sales Certificate program enables sales directors, associates, managers and event teams to create high-impact and powerful sales pitches and sales tools. Learn how to open client conversations that position your venues, properties, facilities and destinations for significant increases in contracts, conversions and business opportunities.
Understand the strategy behind the 3 Ps that directly impact the sales success of global organizations, and the success of the sales professionals behind them, and discover how changes to pitch, position and proposal can revolutionize sales programs and drive huge business growth for your organizations.
Learn from Thought Leader and Author of Steps to WIN in the Meetings Market Ciara Feely and focus on three foundational areas of the sales process to help you discover how to position your venue for more wins.
The Venue Sales Certificate course is delivered in two ways.
PROGRAM DATES
Wednesday, July 24, 2019
Wednesday, July 31, 2019
Wednesday, August 7, 2019
Wednesday, September 18, 2019
COURSE DETAILS
Self-Paced | On-Demand Online Module
After completing this program, you will:
- Know how to sell more, and at better rates
- Be able to generate more fruitful conversations with clients
- Save time and money by creating more proposals that WIN (80%-90% of leads are lost at this stage)
MODULES 1 & 2
- What to say to get more direct conversations with decision makers
- How to build credibility with planners and position yourself as a partner instead of a supplier (a much more lucrative—planners pay top rates when partners position themselves this way)
- How to stand OUT and sound different
- Brilliant questions to ask that immediately set you apart from your competitors
MODULE 3
- How to write proposals and RFPs that WIN
- Best content and structure practices critical to success
- Smart pricing and packaging to help planners understand optimal spend to achieve objectives
Self-Paced Online Module
Available on-demand at time of purchase
MPI Members: $499 / Standard: $699
NOTE: The content of the self-paced program is the same as the live-online Program. However, it does not include the live learning workshops or access to instructor Ciara Feely to fast-track learning and implementation.
Live Online & Instructor-Led
Your Pitch
- Learn how to be more relevant to your clients and understand their world.
- Discover what an interesting pitch entails for potential clients and how to tweak your communication.
- Understand what is important to your clients and how to think like them.
- Learn how to gain the most ROI from the process. Ask questions and interact with your peers.
Your Position – to drive profitability
- Go beyond "qualification questions" to get to the Killer Questions that will open the conversation with planners (especially if you find you are stuck selling via email).
- Learn how to lead the sales conversation and take control.
- Position yourself as a partner instead of a supplier and build relationships that drive revenue.
- Apply questions and techniques that will change your approach to sales and develop more relationships that drive profits.
Proposals that WIN
- Complete a practical exercise on enhanced proposal structure, content and packaging.
- Take the focus off rate and earn a spot on the Top 10% of proposals being considered (including eRFPs, bid documents and proposals).
TIME TO GET IT DONE. (We take a break to practice and implement what you learned.)
- Work on assignments.
- Submit your proposal to Ciara Feely for review and assessment.
Week 4: It's a Wrap
- Get personal feedback from Ciara Feely on your new proposal, and ensure you have it right.
- Learn from your peers, what works for them and the ideas they present.
Each week a new module is released on the training website, followed by a live (online) learning workshop with instructor Ciara Feely. This delivery method ensures understanding and implementation. There are four live learning
workshops held online.Upon completion of this course and related activities, participants will receive a Venue Sales Certificate.
Live Online Course
MPI Members: $1,499 / Standard: $1,699
8 Hours CMP-IS Strategic Domain: Marketing
ABOUT INSTRUCTOR
Ciara Feely has created a sales and marketing program called Steps to WIN™. It’s a formula that shows hotels and venues how to win BIG in the meetings market. This helps teams take control of the sales process. She is the author of Steps to WIN in the Meetings Market. Her step-by-step system gets results.
Program participants generally see a return on investment of US$250,000+ within a few months of implementing the steps in this program.
TESTIMONIALS
“It gave me the confidence to go after bigger value business, more profitable business. We are no longer sending out standard proposals from our office, the entire team have raised their game.”
Jackie Yeager – Seacrest Hotel & Resort, California
“The conversation technique you teach helped me to get a piece of business worth $5,000,000 over the line. It helped me to build a deeper relationship with the client that ultimately made us stand out.”
Brian Slot – Calgary Exhibition & Congress Centre, Canada
