Introduction to the MICE Sales training 2025 (NL/EN)
Are you a commercial MICE professional responsible for proactive sales, banquet sales or project management in your hotel, conference centre or any other venue in the meetings industry, then this training is for you!
A sales improvement training based on the actual persona you are dealing with on a daily basis, be it agencies, event managers or corporate bookers.
Learn how to take the lead in any sales conversation, do a perfect lead qualification, design and execute perfect site inspections and handle objections on the way to successfully closing a sale. Of course (cold) calling is part of the training.
Why Attend Our Training Series?
Why enroll in the Persona-Centric MICE sales training?
Everything you will learn in the four training days is customized for sales professionals working in the hotel & MICE Business. Every participant will fill out a detailed questionnaire before the start of a training day, to make sure we can address your specific needs. During every training there will be one case based on your venue or hotel and your specific learning goal.
Learn From the Best in the Business
Take your business to the next level by joining our open training session. Learn the latest tactics for MICE venues and boost your success.
Meet the experts
Conventus Consultants
Welcome to Conventus Consultants, the leading experts in improving MICE business for meeting venues. Thijs and Mark both have over 15 years leadership experience in the MICE market.
With our unique business concepts like Team Strategy Days, MICE Tactics, and the Current Scan analysis, we provide innovative solutions and strategies for our clients.
Outline & Topics
In four full days of intensive training with a maximum of 8 participants per trainer we will address the following topics extensively:
Sales Conversations & Lead Qualification per MICE persona
- Lead qualification in general: ticking all the boxes in a natural way
- Unique Buying points per persona
- Listening versus talking: mastering the 80-20 rule
- Rounding the conversation
- Find the key challenge behind every lead
- Talk benefits instead of features
- Taking the lead in chaotic conversations
Designing winning site inspections & Sales Calls
- Site Visit Design per persona & revenue category (Base-Middle-VIP)
- Emphasizing benefits for different persona’s
- Getting everybody on board: internal communication & meetings
- Pre site visit & follow up touchpoints with clients & prospects: setting up for a deal
- Calling for new business: design your own call sheet per persona
- Trade show appointments
Closing deals: objection handling and negotiations
- Finding out the real objection
- Turning objections into opportunities
- Knowing your space to negotiate
- Price objections: setting your boundaries and adding value without cost
- Creating win-win in negotiating with different buyer personas
Sales Plan in a day
(two tracks: proactive sales professionals / reactive in-house sales professionals)
- Goal setting
- Key markets & personas
- Planning proactive activities per persona that make impact
- The right timing per persona
- Designing your call planning
When & Where
This training will be offered in English and in Dutch.
Dutch version
Dates & Topics:
- 1 July – Sales Conversations & Lead Qualification
- 2 July – Designing Winning Site Inspections & Sales Call
- 3 July – Closing Deals: objection Handling and negotiations
- 4 July – Sales Plan in a Day
- Location TBA
English version:
Dates & Topics:
- 12 Juni – Sales Conversations & Lead Qualification
- 13 juni – Designing Winning Site Inspections & Sales Call
- 26 juni – Closing Deals: objection Handling and negotiations
- 27 juni – Sales Plan in a Day
- Location TBA
In-company training upon request.
Prefer an in-company sales training for your team? That’s possible for groups of five or more participants. The structure of the training follows the outline described above, with customization available upon request.
For more information or a quote, please contact Thijs or Mark.
Investment
Do you want to fully emerge yourself in this intensive training? For the full four days of training there is an opening offer of €2499,- per person ex VAT.
Of course it is also possible to choose a certain topic of interest and only participate in the training for a certain topic. For a single training day the rate is €895 ex VAT.
Single session
Attend single sessions about specific topic
prices are excluding VAT
minimum participants is 4 maximum 10
price including session materials
Training series
attend all four training sessions of the serie and master all topics
prices are excluding VAT
minimum participants is 4 maximum 10
price including session materials
Take your business to the next level by joining our open training session. Learn the latest tactics for MICE venues and boost your success.