CDEV090 - Sales Strategies During Times of Uncertainty

Course Description

External market impacts often require that companies and their sales professionals engage with traditional and new markets differently. Economic factors may have substantially changed the competitive landscape and the dynamics of the client – vendor relationship. With full consideration of the challenges these impacts may present for their clients, sales teams can adjust their approach to work cooperatively with their clients as the demand for products and services recover.

The hospitality and tourism industry, specifically, has unique challenges during these periods and with perishable inventory, sales professionals will be under pressure to increase volume when the market may be restricted or hesitant to travel. Strategies to re-engage will be presented and discussed using interactive and experiential based exercises where participants can examine alternative sales approaches where the market challenges are front and centre.

Course Outline

• Communications planning – re-engaging with your customers

• Value co-creation & collaboration – creative business development approaches

• Pricing strategy & revenue management – price/rate integrity through all distribution channels

• Strategic relationships that add value for clients – effectively assessing the client’s needs

• Compassion and problem-solving in the customer relationship – putting yourself in your client’s shoes