LuxResorts | Scenario-Based Sales Training

THE BUSINESS NEED
Sales professionals need more than product knowledge to navigate complex customer conversations. Effective selling requires understanding stakeholder priorities, uncovering buying motivations, building credibility, and aligning solutions with business needs.

MY APPROACH
Used realistic hospitality-industry scenarios to create opportunities for active learning and application. The learning activities centered on fictional customer stakeholders with distinct business priorities, encouraging participants to evaluate buying roles, practice discovery techniques, and tailor their recommendations to customer needs.

THE LEARNING SOLUTION
An interactive, facilitator-led sales training experience incorporating customer profiles, discovery challenges, scenario-based exercises, and guided discussions. Participants practiced identifying buying motivations, selecting effective discovery questions, and connecting solution benefits to stakeholder priorities.

Supporting materials included facilitator guidance, activity resources, and answer keys to reinforce consistent delivery and meaningful group discussion.