Course Objective

This course will look at why cancellations occur and what can be done to prevent them, how to approach a customer, be it face to face, at a rival show or via the telephone. Delegates will examine stages in saving a cancellation and how to re-sell a cancellation.

Course Content Includes

Developing a Hook
Why do cancellations occur?
Turning a negative into a positive
Re-selling a cancellation
Prospecting Strategies
Visiting and maximising revenues by attending rival events
Strategies for Success
Offer chasing