MAX Conversion from Meetings & Event Enquiries
Date: Length (days): Location/Venue: Cost: Availability: Booking-:
Friday 21st February 2020 1 The Research House 325.00
Good availability
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MAX Sales Conversion from Meeting & Event Enquiries



A practical programme, designed to enable your M&E sales enquiry team to maximise sales conversion for your venue.
In the programme we share best practice combined with key business principles, all focused on maximising sales conversion and customer satisfaction. 

Aim of the programme

To enable you to maximise meeting and event sales conversion from enquiries, by utilising key selling, negotiating and influencing principles and skills.

Programme style and content

Highly motivational, participative and full of real industry examples and case studies.

Key content will enable you to:

  • Utilise a business winning focus and mind-set.
  • Understand the buyer cycle and different buyer motivations including agents, corporate and private.
  • Effectively utilise six key laws of persuasion to positively influence the buyer to buy.
  • Utilise the 'Purple Cow' principle as a way to differentiate their offer.
  • Use the Maxima ONE STOP process for enquiry conversion.
  • O=Opening the call with a 'wow' welcome.
  • N=Needs analysis why you need to get their specific need - think like a doctor !
  • E=Exploring up-selling opportunities - questions that sell.
  • S=Summarising needs and selecting the best solution.
  • T=Turning customers on to your solution - Selling compelling value not price. 
  • O=Overcoming price concerns, objections and getting beyond I need to think about it!
  • P=Positive commitment, chasing and 'wow' wrap ups.

 Programme duration

One day - 0915-1700

Programme fee

£325.00 plus vat - Rate includes training, training materials, morning and afternoon refreshment and lunch. 

Target audience

Suitable for anyone, no matter how experienced they are, responsible for converting conference, meeting, banqueting, wedding and event enquiries into confirmed sales.

Programme Leader - Wendy Clark  FInstSMM  Director Maxima Training & Development

Wendy is a Director and co-founder of Maxima Training & Development.  Having worked in retail, advertising, catering and hotels becoming a Director of Sales.  Wendy ran her own successful business, Positive Projection before co-founding Maxima Training & Development in 1995.  At Positive Projection, Wendy specialised in coaching individuals and teams to maximise their personal and team brand.  Her work was featured in the Sunday Times.

Wendy is valued by clients for her experience, humour, honest approach, real world thinking, excellent communication skills and her ability to inspire people to maximise their personal brand.

She is a sought after Executive Coach and is retained by many Senior Managers and their teams.

A fellow of the Institute of Sales & Marketing, a qualified trainer and coach through the CIPD, a licensed Insights Discovery Practitioner and a qualified Image Consultant.

Wendy has also successfully completed an advanced Practitioner Diploma in Executive Coaching. 

What our delegates say

Both Wendy and Martin were brilliant, you can tell they are true professionals in what they do.

The venue was really easily accessible, staff was really helpful and food was great.

I’ve learn new skills and also to use the skills I already had in a better and improved way
St. Martins Sanderson London