MAX Conversion from Meetings & Event Enquiries

MAX Sales Conversion from Meeting & Event Enquiries


The truth is that many people making enquiries at your venue are also comparing you with another venue. The way you handle their enquiry can be the difference between you getting the business verses your competition. We have designed this programme to be highly motivational and practical focused on enabling your M & E sales enquiry team to maximise sales conversion for your venue. In the programme we share best industry practice combined with key business principles, all focused on maximising sales conversion and customer satisfaction.

Target Audience

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

Aim of the programme

To enable participants to maximise meeting and event sales conversion from enquiries, by utilising the Maxima ONE STOP process.

Programme 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

£350.00 per person plus vat.

Rate includes training, training materials, The MAX Guide to New Business Development, morning and afternoon refreshment and lunch.

If you book two or more people on the same programme, then we can offer the special rate of £325.00 per person plus vat.

Programme Leader

Wendy Clark - Director Maxima Training & Development
Wendy is a Director and co-founder of Maxima Training & Development. Wendy developed her skills and experience in retails, advertising, catering and hotels, which she became 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 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

'Wendy was brilliant, you can tell she is a true professional with passion and experience'

'The venue was easily accessible, staff were really helpful and the food was great'

'I've learnt new skills and to use the skills I already had in a better and improved way'

'I love the process; it has really helped me to focus on the customer's specific needs'

'I now know to ask a lot more questions to establish the customer's specific needs before I start trying to sell'

'This has really helped me to convert more business. I love the law of scarcity and liking. It works!'

'Now I focus on putting the benefits across to the client I get much less price resistance'

Open Programmes which Dovetail with this Programme

  • MAX Face-to-Face Selling Skills
  • MAX Sales Conversion from Show Rounds
  • MAX Wedding Sales for your Venue






At Maxima, we're here to help. If you'd like to know more about Maxima's Open Training Programmes or one of our bespoke training programmes you can contact us via:

Our website: contact form
Email us:
Or calling 01403 733337 to talk to one of our team.

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