Client
The Rezidor Hotel Group
Industry
Hospitality
Solutions
Sales and management skills development
Download case studyThe Rezidor Hotel Group realised that in the rapidly commoditising market of hotels and hospitality, they needed to offer their customers a tangible difference.
The objective was to create in their customers a passion for The Rezidor Hotel Group 'solution' that matched the company's own.
A two-tier training programme was developed, covering both sales and sales management. The result has been more professional sales behaviours, reinforcing many of The Rezidor Hotel Group's existing in-house initiatives, including 'Yes, I can' and '100% Guest Satisfaction'.
The training solution explores and develops customer needs in a logical and powerfully persuasive way, while building value and differential for the solution which is backed by an in-depth understanding of customer care. The Skill4 CARE model was used as the foundation skill set.
The result has been, for many, a radically different perspective on the roles played by both customer and salesperson during the sales interaction - which, in turn, has led to a more positive and profitable outcome for all.
