Capturing More Catering and Event Sales Revenue

25 - 25 April 2025
Grand Hotel Amrâth Amsterdam
Prins Hendrikkade 108
Amsterdam, 1011 AK
Netherlands, The

Although the jobs of Catering & Event (Wedding) Sales Manager and Hotel Sales Manager are often thought of as being similar, the real-world skills needed are actually quite different. Often, the "need" behind a group sales booking is much more commodity based, such as a coach or parent-volunteer who is booking a sports team block, an admin booking a small, routine meeting, or the increasingly automated process of bidding on negotiated corporate rates. On the other hand, the leads arriving daily in a catering sales manager's inbox are much more likely to be coming directly from those who are personally planning emotionally important events such as weddings, retirement parties, annual awards banquets, holiday parties, Quinceañeras, and Bar/Bat Mitzvahs.

Simply replying with generic templates, sending quotes back via in-app messaging, or emailing over pricing and menus, creates a sense of "choice overload," and planners often have difficulty deciding because the proposals are similar in content and presentation.

In this webcast, Doug will cover training tips from KTN's catering sales training workshops:

• Overcoming lead fatigue resulting from participating in catering and event booking channels.
• Standing out in a sea of sameness; when your hotel has parity of product, price, and place.
• Obsessing on salesperson availability and back-up lead catchers.
• Creating client connections: Loop-it-Back Listening, Storified selling; using snappy taglines.
• Consultative selling to gain client confidence.
• Organizing and embracing "process" to enable follow-up that is both tenacious and personalized.
• "Out peopling" the competition.

Doug Kennedy’s Next Training Webcast: Reservations QUEST Part Two: Upselling, Overcoming Objections, and Closing More Sales


Doug Kennedy
Email: Doug@KennedyTrainingNetwork.com


Kennedy Training Network (KTN)
www.kennedytrainingnetwork.com
5595 Orange Drive, Suite 201
USA - Davie, FL 33314
Phone: (01) 954.533.9130
Email: info@kennedytrainingnetwork.com