L&D 5 March: Exceptional and Experiential Show-rounds to Maximise Conversion
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L&D 5 March: Exceptional and Experiential Show-rounds to Maximise Conversion

Venue: Salford University.
Date: 5 March 2020.


More than ever, in the very competitive environment we are operating in, when there is the opportunity to meet a client and/or agent at our hotel or venue this is the best opportunity to make the property stand out from the crowd. This workshop will introduce delegates to a robust planning process which will allow them to prepare for show-rounds in a way that will show how well they have anticipated and planned for that visit. Creating bespoke and experiential moments and elements that fit exactly with the key needs of that specific client and event. In addition, ensuring that they have a strong approach to negotiation and what options can be used to win the business.

Target Audience

Meeting & Events and Wedding Co-ordinators, Sales Managers and Business Development Executives, Front Office and Duty Managers.

A one-day workshop for team members who want to develop their skills in planning for and delivering exceptional show-rounds, developing their understanding of how to negotiate with clients and agents and maximise the opportunity to convert more show-rounds to definite business.

Our Trainer

Melanie Cash has over 20 years’ experience in the hotel and hospitality industry, working for international brands including Marriott International and Hilton Hotels. Holding senior positions across sales, marketing and training departments she had the perfect platform from which to launch her own consultancy and training business in 2004. Melanie and her team of associates have successfully delivered a range of training and consultancy services across many independent venues and established brands.


  • Developing sales techniques using a consultative sales approach
  • Delivering exceptional and experiential show-rounds
    • Preparing for a show-round linked to that specific client and event
    • Meeting the client and understanding what’s important including budget
    • Delivering impact with experiential elements and stand-out moments
  • Negotiation skills to win the business
    • Understanding the client buying process and decision-making roles
    • Defining your strategy and price variables
    • Using concessions and value-add options to develop the offering
  • Pro-active follow up for increased conversion

Workshop Pre-Work

Please bring a selection of current or recent enquiries with you including at least one that is a more complex or challenging enquiry that you would like to work on to develop your approach and increase your chance of success!

For all Learning & Development enquiries and bookings please contact Lucy Fuller 

  • email: academy@paje-uk.com 
  • tel: 07402 308564

All courses can also be booked online at Eventbrite, click the following link

Course Fees
20% discount for AVS members: £195 +VAT per delegate per day. Course fees are normally £245 +VAT per delegate per day. Payment is due when the booking is made, and an invoice will be sent.

Cancellation of a course
Unfortunately, there are times when it is necessary for us to cancel a course. We may do this up to four weeks in advance of the course if delegate numbers are not sufficient. If we cancel a course, we can transfer you to another course of your choice within 12 months or refund the payment. Please do not make non-refundable reservations for accommodation or travel to a course in advance of four weeks of the course date.

Cancellation by an attendee
Up to 4 weeks prior to the course; you can cancel the place on the course and your prepaid fees can be transferred to another course with 12 months of the cancellation.
Less than 4 weeks priorto the course; no refund or transfer of fees to another course is possible.