Converting Enquiries into Sales

Category: Sales & Marketing

£129.00 +VAT

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Converting Enquiries into Sales

For frontline teams in hotels and venues

How many special events and meeting room enquiries are lost to the competition each month?
Are you and your team missing opportunities to convert more enquiries into sales?

We help managers and their team members to focus on the professional skills and knowledge that will improve their enquiry handling technique, impress corporate booking agents and develop their confidence to ask for the booking.

Key Topics:
• Understanding your product and competitors
• Enquiry handling for effective conversions
• Presenting your product
• Converting the business
• Handling enquiries through agents
• Post event follow-up

See your meeting rooms through the eyes of your customers – discover how simple techniques and procedures can transform your events enquiries into profitable sales.

Please note:
This course starts at 10.30am and finishes at 4.30pm.
Refreshments and networking from 10.15am.

NGI Partners – Special Prices!

NewcastleGateshead Initiative partners:

We’re pleased to confirm that a preferential rate of £89 +vat, per person per course, is available to partners of NewcastleGateshead Initiative. That’s a saving of £40!

Our normal price:

Our normal price for attending this course is £129 +vat.

Course Programme 

10.15 Arrival

10.30am Welcome and introduction

Understanding your product and competitors 

  • Product knowledge
  • Competitor analysis

Enquiry handling for effective conversions 

  • Building rapport
    • Creating a rapport on the phone
    • Dealing with e-enquiries and through social media
  • Professional questioning techniques
    • Getting the right information – by using the right types of questions
    • Using call scripts
    • Establishing the customers’ needs
  • Active listening techniques
    • Active and empathetic listening skills

Presenting your product

  • Talking features, benefits and USPs
  • Perfecting proposals
  • The perfect show round – turning show rounds into sales

12.45pm Lunch

Converting the business

  • Tips and techniques
    • Your concession bank – adding value
    • Strategy – wish/walk rates
    • Cross selling
  • Handling objections
    • Objections you might come across – and how to handle them
    • Dealing with price objections
  • Closing the sale
    • Recognising buying signals
    • The closing techniques available to you
    • Follow up calls and chases

Handling enquiries through agents

  • Tips on how to tweak all steps of the enquiry process to suit agents

After the event

  • Post event evaluation – calls, surveys, meetings
  • How to get repeat business

Action planning


4.30pm Finish

Booking Instructions 

How to Book


  • Click on the Register Now button at the top left of the page
  • Choose your ticket and the number required
  • Click ‘Register Now’ to place your booking
  • Enter your details and payment method (see options below)
  • Enter your Promotion Code (if you have one)

Once your booking is complete, you will receive an email with a link to your online invoice and registration details.


Email us at or telephone 01923 465522 with the following information:

  • Your business name
  • Business address
  • Email address
  • Phone number
  • Course name and date
  • Promotion Code (if you have one)
  • Name and job title (for each delegate attending)

Payment options:

  • Cheque
  • Bank transfer/online banking
  • PayPal™
  • Credit card
  • Debit card

Cheque payments:

Payable to:  
Tourism Growth Ltd

Post to:  
Tourism Growth Ltd
Cardinal Point
Park Road
Hertfordshire WD3 1RE

Bank transfer / online banking:

Account: 10591494
Sort code: 60-17-32

Booking policy (extract):

Your course fee must be paid within 5 working days of making a reservation. Please note that reservations are only regarded as confirmed bookings when full payment has been received.

***For further information please refer to our Booking Policy and Terms and Conditions.

Who is this for / not for

Who is this course for

  • Those employed in hotels and venues looking to develop their knowledge and skills in converting sales – including sales executives and others with a responsibility for sales, in particular for selling special events and corporate business
  • Those responsible for dealing with enquiries – on the phone, by email, face-to-face and through social media
  • People who are good with people – but who would welcome some help in converting more sales for the business

Who is this course not for

  • Those who work for a business/organisation that does not have a meetings or events venue
  • Anyone who has little or no responsibility for sales
  • Anyone not open to the idea of embracing new sales approaches and techniques
  • Anyone with little or no responsibility for improving the financial performance/sales of the business

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