Group Sales Strategist

Program Overview

The world of sales has changed as a result of the COVID-19 pandemic. Because of this, it is imperative to begin thinking strategically about how to change and adapt your sales approach to be able to sell and close deals during the coronavirus. 

Buyers just aren’t making purchasing decisions the same way they were 18 months ago. In fact, the pandemic only accelerated a significant change that was already happening—a shift from conversations about dates, rates and space to a far more substantive discussion of organizational needs and objectives. Layer onto that significant requests for local and institutional information about health and safety, and today’s meeting professional looks, sounds and purchases in a far different way than just a few years ago. 

MPI’s Group Sales Strategist certificate program arms you with the tools you need to thrive in the NEW sales marketplace. These sales SECRETS are the keys to bringing your business back and proving you are different from other destinations, venues and providers. Stand out and sound different—and prove you are the partner every meeting planner seeks to help them bring business back! 

In this 6-hour course, subject matter expert Ciara Feely, Sales Strategist and Author of Steps to WIN in the Meetings market will walk you through how to adapt your sales strategy and techniques to WIN more. Ciara will share a proven sales process to help you build better relationships and earn the trust and confidence of the buyer. 

Be the superhero meeting professionals desperately need to host their first, safe in-person experience since the crash of their business—and be the partner they never forgot moving forward. Earn your certificate as a Group Sales Strategist who knows the marketplace today is different than the marketplace of yesterday—and can adeptly close deals with meaningful partnerships that last for years to come.

Course Details

At the completion of the program, you’ll be able to Stand Out and Sound Different

• Learn how to create high-impact and powerful sales pitches and sales tools.
• Discover how to open client conversations that position your venues, properties, agency, DMC, and destinations for significant increases in contracts, conversions and business opportunities.
• Explore the strategy that directly impacts the sales success of global organizations, and the success of the sales professionals behind them.
• Develop changes to your pitch and learn how you position yourself/your business in the industry.
• Revolutionize your sales programs.

How to Use the “Killer Questions” as a Business Game Changer

• Business is lost and won based on how you make a client feel. In this module Ciara shares a conversation technique that gives you control of the conversation – no longer just taking an order. This is a business skill that is a game changer.
• Ciara has developed a conversation frame that is proven to work, one that will help you to have better quality conversations with clients – especially in the COVID era when building stronger relationships is vital.

How to Write Proposals that WIN!

• Your proposal is the biggest conversion sales tool any company can create, and it must be client centric – especially in a tough economy. 
• Learn three main areas (proposal structure, content and presentation) to master in order to write proposals that win and take the focus off your rate.