Sales Training that is different... and better (Most People Don't).

Unlock the incredible rewards of taking action, even when distractions and obstacles may attempt to deter us.  Sales Training presented in a way that is energized through real life stories and examples, presented in an engaging way, and is easy to remember and implement. Customized for you and inspired from a special perspective of 35+ years of selling through "service to others." 

Online and Virtual Class |

Work at your own pace and virtual sessions

OR

In Person Class |

1 - 3 Days, based upon needs.

Differentiators |

• Proprietary and trademarked "Most People Don't" selling approach and methodology
• Customized for each group to fulfill greatest needs and exceed expectations
• Pre-event online survey for all attendees, compared to a database of over 10K responses for commonality and customization
• PEI (Pre-Event Interviews) conducted with major stakeholders (recorded and summarized)
• Ongoing continuance of learning opportunities (office hours, online reminders, e-mail messaging, weekly revenue generating topics)
• Quantifiable attendee engagement and satisfaction results

Consistent Results |

• An increase of 20% in confidence level of sales training attendees in “developing a thorough needs discovery plan”
• 35% increase in confidence of identifying the buyer personas of customers and adjusting style to communicate more effectively.
• Overall quality of the facilitator= Perfect 5/5, 10/10

Sample Sales Training Agenda

Day 1: Sales Team Development (with consideration of Day 2)

Session 1: The Mindset Shift – Selling vs. Serving

• Understanding the difference between transactional vs. consultative selling.
• Why relationship-building leads to higher conversions and long-term success.

Session 2: Storytelling & Differentiation in Sales

• How to craft compelling stories about properties attending/Hotel Crescent Court.
• Making the customer the hero of the story, not just selling features.

Session 3: Asking the Right Questions & Listening with Intent

• Techniques to uncover customer needs and motivations.
• Active listening strategies to create stronger client connections.

Session 4: From Order-Taking to Solution-Based Selling

• How to qualify leads and match offerings to client needs.
• Moving beyond quoting rates—tailoring proposals that create value.

Session 5: Sales Confidence & Overcoming Objections

• Handling pricing pushback and competition comparisons.
• Building confidence in negotiations and positioning Hotel Crescent and properties effectively.

Session 6: Actionable Takeaways & Sales Challenges

• Each team member creates a personal action plan.
• 30-day challenge to apply new skills with accountability check-ins.

 Additional Enhancements & Follow-Up

1. 30-Day & 60-Day Check-Ins

   • Ensuring the team is implementing key learnings.
   • Addressing challenges and refining techniques.
   • Video recap and notes provided for each participant

2. Podcast Feature for GM and/or Other Hotel Crescent Leaders

   • Enhancing Hotel Crescent Court visibility by highlighting its leadership.
   • Positioning the property as a thought leader in the industry.

3. Social Media & PR Exposure

   • Strategic content highlighting the training experience.
   • Helping Hotel Crescent Court build a stronger sales reputation.
   • Certification status for completion of "Most People Don't" Sales Academy to be shared and celebrated on social media
   • Video endorsements of what sellers learned and major take-aways

Next Steps for Hotel Crescent Court

1. Confirm dates and senior leaders input for content 
2. Finalize budget approval 
3. Decide who will attend (which teams) 
4. Conduct pre-training survey for sales team to tailor content further.
5. Plan logistics (airfare, hotel, F&B coverage).

Sample Learnings from Past Sales Trainings: 

1. Success Looks Different for Different Stakeholders

• Planners define success as:

  • Streamlined booking process

  • Staying within budget

  • Positive feedback from attendees and leadership

  • Time-saving through multi-location booking

• Attendees define success as:

  • Feeling included, connected, and engaged

  • Enjoying high-quality food and drink

  • Forming new relationships through orchestrated, shared experiences

  • Being excited to return

2. Success Is Measured by How People Feel

• Success is not just about logistics—it’s about emotional impact.

  • Clients want to feel: Proud, Respected, Relaxed, Grateful, Valued, Inspired

  • Guests should feel: Included, Delighted, Connected, Cared For, Exhilarated

3. Connection Trumps Convenience

• Guests are more likely to return when they:

  • Engage without screens

  • Make meaningful connections through shared activity

  • Feel welcomed and accommodated (including accessibility, dietary needs, sensory sensitivity)

4. Emotional Marketing Wins

• Instead, use emotion-driven messaging that paints a picture:

  • “Imagine feeling cared for…”

  • “Our team had the best time…”

  • “Everything was taken care of…”

5. Feedback and Friction Matter

• Taking client feedback seriously (and constructively) improves future execution and service design.

6. Tools and Tactics for Better Sales

• Use Sales Navigator, Google Alerts, and personalized insights to tailor outreach.

• Avoid ego-driven intros; start with what the client wants and how they will feel.

Top 10 Takeaways (Action-Oriented):

1. Redefine success by both emotional and logistical outcomes—planners want smooth, easy, and praised; guests want connection and fun.

2. Update email subject lines and openers to focus on feelings and client outcomes—not introductions or features.

3. Use emotion-driven storytelling when describing experiences—what did it feel like to be there?

4. Fix small friction points—check-ins can make or break an event.

5. Create a ‘phone down’ culture—celebrate engagement that is in-person, not screen-based.

6. Emphasize “orchestrated connections”—shared activity naturally foster relationships.

7. Promote inclusivity—mention accessibility features and inclusive design in sales language.

8. Use guest quotes as subject lines or testimonials—turn real feedback into emotion-based marketing.

9. Lead with personalization—track clients' news/activity and connect with relevance, not cold intros.

10. Make them feel something—clients book again when they feel successful, valued, and appreciated..