Date

At Selling Savvy, we believe sales should be consultative, not pushy. Clients want trusted advisors who understand their needs, provide tailored solutions, and create value - not just sell a product.

This practical full-day workshop gives your team a proven framework for managing the entire sales journey, from qualifying enquiries and building rapport to negotiating confidently and closing business. Delegates will learn how to ask the right questions, uncover client needs, tailor their approach, and handle negotiations using value, tradeables and added value rather than relying on discounts.

The session also explores client-led upselling, effective follow-up, and closing techniques that help maintain momentum and improve conversion.

CONTENT OVERVIEW

• The consultative selling process
• Qualifying enquiries and uncovering client needs
• Building rapport and asking effective questions
• Listening and tailoring solutions
• Client-led upselling
• Consultative negotiation techniques
• Using tradeables and added value instead of discounting
• Effective follow-up and pipeline management
• Asking for the business and closing with confidence

YOUR TRAINERS

Louisa Ritchie

Louisa has worked within the hospitality and events industry for over 25 years and is passionate about excellent service and client relationships. Her career began in hotels in the conference and sales teams on property, leading to national account roles. For the last 14 years, she has been agency side working within events, managing global client relationships across different industry sectors.

Location

Spencer House
27 St. James’s Place, London, SW1A 1NR

Contact Event Organiser