1. 2015

2. Agenda Background to the Unique Venues of London training initiative Scheduled workshops for 2015 Workshop Content Feedback Workshop Administration

3. The Unique Venues of London Training Initiative Our aim is to deliver a series of workshop to develop critical skills The schedule is based on the feedback from our membership Designed specifically for Unique Venues of London Delivered by Suzy Dunn, an external trainer

4. Core Sales Workshops Managing Inbound Enquiries Show rounds and Up- Selling Improve conversion of enquiries to bookings. Qualify each opportunity Get the right people to your Show Round Up-Sell to additional services Manage objections and difficult questions Get to a commitment One Day

5. Managing Inbound Enquiries During the workshop, participants will cover: ­ Developing a conversation framework and control the conversation ­ Managing corporate, agency and private enquiries ­ Separating hot prospects from time wasters ­ Qualification – establishing level of interest ­ Asking the right questions to ‘hook’ interest and get to the next step ­ Identifying the ‘deal breakers’ and pre- handling ­ Turning your venue into a compelling option – selling the benefits ­ Responding to ‘requests for prices’

6. Show Rounds and Up-Selling During the workshop, participants will cover: - Preparing for a show round - Using sales tools e.g. sales portfolio; past events - Developing a repertoire of questions to understand customer needs - Creating a compelling visual picture for your client using positive language - Identifying ‘sales points’ in your show round plan e.g. photo opportunities - Selling across to preferred partners and up-selling of additional services - Managing difficult questions, customer concerns and objections

7. Management Skills New in 2015! Designed for first line managers within a busy operational environment. During the day, participants will cover: -Developing a flexible and effective management style -Explore ‘leading’ versus ‘doing’ – delegate with confidence -Giving feedback -Handling performance issues -Managing conflict within the team/organisation -Ideas for building a successful and motivated team -Tips for better prioritisation and organisation One Day

8. Booking a Workshop Booking Process: Workshops should be booked directly with Lisa Hatswell by email stating the workshop name and date. Participant Numbers: A minimum of 6 participants and maximum of 12 Fee and Payment: Each one day workshop is £170 per participant plus VAT What is included in your fee? Training materials and workbooks Tea, Coffee & biscuits

9. Programme Schedule WorkshopCost Duration Date Managing Inbound Enquiries 170 1 day26 th Feb 2015 (0900-1700) Show Rounds and Up-Selling 170 1 day3rd March 2015 (0900-1700) Managing Inbound Enquiries £1701 day17 th April 2015 (0900-1700) Show Rounds and Up-Selling £1701 day5 th May 2015 (0900-1700) Management Skills £170 1 day10 th March 2015 (0900-1700)

10. Thank You Any Questions?