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CHSP®: Certified Hospitality Sales Professional

CHSP®: Certified Hospitality Sales Professional

10,820.00 SAR
10,820.00 SAR
Sale Sold out
VAT included.

CHSP® (Certified Hospitality Sales Professional) is a hospitality sales program designed to strengthen the practical selling skills and commercial mindset required to grow hotel revenue. The training focuses on prospecting, qualifying leads, sales communication, relationship management, proposal development, negotiation basics, account management, and coordination with revenue and operations—enabling participants to win more business, improve conversion, and build long-term client partnerships aligned with the property’s goals.

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Who Should Attend?

  • Hotel Sales Executives and Sales Coordinators
  • Corporate Sales, MICE / Events Sales, and Group Sales team members
  • Reservations / Front Office leaders involved in sales support
  • Business Development staff in hospitality properties
  • New or transitioning sales professionals in hotels and serviced residences

Key Takeaways

  • Build a structured sales process from lead to closing
  • Improve prospecting and lead qualification to increase conversion
  • Strengthen sales communication, presentation, and follow-up discipline
  • Create stronger proposals and value-based offers aligned with client needs
  • Apply negotiation fundamentals while protecting rate and profitability
  • Manage key accounts professionally to drive repeat business
  • Align Sales with Revenue Management and Operations for successful delivery

Accredited by

Accredited by

American Hotel & Lodging Institute

AHLEI is a globally recognized leader in hospitality education and professional certification. As the credentialing and training arm of the American Hotel & Lodging Association (AHLA), AHLEI provides industry-relevant learning resources, certifications, and professional development tools that support individuals and organizations across the hospitality sector. With a strong international presence, AHLEI certifications—such as CHS®, CHSP®, CRDE®, CHA®, and others—are widely respected by employers and professionals seeking to enhance their careers and raise service standards in the global hospitality industry.

Cours Outline

Day 1
  • Role of sales in hotel performance and revenue growth
  • Understanding hotel products: rooms, meetings, events, outlets, packages
  • Target market overview (corporate, leisure, groups, MICE)
  • Sales funnel fundamentals (prospecting → qualify → propose → close → retain)
  • Lead sources and pipeline building
  • Prospecting methods (calls, email, networking, LinkedIn discipline)
  • Qualification basics (needs, budget, timeline, decision-maker concept)
  • Building credibility and trust with clients
  • Exercise: create a target client list + qualification questions
Day 2
  • Discovery techniques: asking the right questions
  • Positioning value vs price (selling outcomes, not discounts)
  • Presentation skills for hospitality sales
  • Writing effective proposals (structure, clarity, benefit focus)
  • Handling objections professionally
  • Managing response time and follow-up cadence
  • Rate awareness basics and coordination with Revenue
  • Internal coordination for feasibility (Ops, Banquets, Rooms)
  • Exercise: role-play discovery call + proposal outline
Day 3
  • Negotiation fundamentals (prepare, trade, protect value)
  • Closing techniques and commitment signals
  • Contract basics overview (terms, dates, deposits concept level)
  • Corporate account management basics (targets, production, activity plan)
  • Relationship management and stakeholder mapping
  • Client visits, site inspections, and experience selling
  • Service delivery alignment: ensuring promises match execution
  • Post-event / post-stay follow-up and loyalty building
  • Exercise: negotiation role-play + closing scenarios
Day 4
  • Sales activity discipline: calls, meetings, follow-ups, conversion tracking
  • Key sales KPIs (pipeline, conversion, production, retention, pace)
  • Creating weekly/monthly sales plans and prioritization
  • Managing time and territories effectively
  • Working with Revenue Management (pricing, need periods, strategy alignment)
  • Working with Marketing (leads, campaigns, digital support)
  • Handling service failures with clients and recovery approach
  • Capstone: build a 30–60 day sales action plan (pipeline + key accounts)
  • Final review + readiness checklist
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