YOIN excellent sales training

Exclusive for certified YOIN excellent meeting places

This training programme is exclusively available to certified YOIN excellent meeting places. Delivered by two experienced YOIN auditors, this programme is designed for professionals involved in handling enquiries and developing proposals for meetings and events—and who know there's often more potential to unlock from every enquiry.

What can you expect?

Day 1 | 23 June

The Power of Effective Discovery Calls and Venue Tours - by Annika van Stuivenberg

A strong discovery conversation forms the foundation of every successful sales process. It's where you start building trust, gather the right information and significantly increase your chances of converting an enquiry into a confirmed booking.

During this training, you'll learn how to conduct more effective intake conversations, uncover the real needs and motivations of prospective clients and understand why this stage is so crucial in securing a "yes."

Has your prospect agreed to visit the venue? Great! But how do you create greater commitment during—and after—the venue tour?

Together we'll explore the seven essential steps for delivering an engaging venue tour, making a lasting impression and identifying any concerns or objections before they become barriers to booking.

Through practical examples, role-playing exercises and clear action points, everything you learn can be applied immediately in your day-to-day work.

What will you take away?

  • More focused and effective discovery conversations
  • Techniques to uncover your client's real needs, motivations and objectives
  • Practical tools to consciously build trust and preference
  • Seven immediately applicable tips to increase commitment during venue tours
  • How to present your venue's unique strengths—including the added value of YOIN certification
  • Greater confidence in recognising and addressing objections
  • Practical tools and agreed actions you can immediately implement in your daily work

Day 2 | 2 July

Taking Control of the Sales Process: Follow-up & Aftersales - by Bianca Cuperus

A strong enquiry doesn't automatically lead to a booking. The real difference lies in how you manage the sales process, follow up on proposals and continue the conversation after your quotation has been sent. 
During this training, we'll explore the complete sales journey—from initial enquiry through to aftersales. You'll discover where opportunities are often missed, how to take greater ownership of your sales pipeline and how to prevent quotations from simply going quiet. We'll take a closer look at proposal follow-up:

  • When should you contact the client?
  • What should you say?
  • How do you stay in control instead of waiting for the client's response?

You'll learn how to guide prospects naturally towards a decision without coming across as pushy.

We'll also focus on effective aftersales conversations. The period following an event offers valuable opportunities for repeat business, upselling and building long-term client relationships. You'll learn how to make these conversations a meaningful commercial opportunity rather than an afterthought.

Using practical examples, interactive exercises and role plays, you'll leave with skills you can immediately apply in your own work.

What will you take away?

  • A clear understanding of the complete sales process and where you make the greatest impact
  • Practical tools to take greater control of enquiries and proposal processes
  • Proven techniques for active and effective proposal follow-up
  • Greater confidence in leading conversations towards clear decisions
  • Practical methods for turning aftersales conversations into commercial opportunities
  • Increased confidence in managing conversations with clients
  • Concrete actions and agreements you can immediately implement in your own sales process

Day 3 | Date to be confirmed

Advanced Skills & Practical Case Studies by Annika van Stuivenberg & Bianca Cuperus

After the first two training days, you'll have developed stronger skills in managing the sales process, following up proposals and leading more effective client conversations. During this final session, everything comes together.

We'll work with real-life cases from your own organisation and team, analysing where opportunities were missed and how similar situations can be handled more successfully in the future.

You'll practise conversations based on real sales scenarios and receive personalised feedback on your communication style and approach.

We'll also reflect on how you've applied the learning in your own work since the previous sessions. What worked well? What still deserves attention? This ensures that the training doesn't just create new insights—it helps embed new behaviours into your daily practice.

What will you take away?

  • Practical insight into improving your own sales cases
  • Greater confidence in handling challenging conversations
  • Personalised recommendations for strengthening your sales approach
  • Individual feedback on your communication style and effectiveness
  • A clear action plan for embedding the learning into your daily work

Investment
The participation fee for the complete training programme is €990 per person (excluding VAT, all-inclusive).