DHS Hospitality Academy Sdn. Bhd. successfully conducted its Consultative Selling & Negotiation Skills Program for the management and commercial team of Wyndham Acmar Hotel Klang, reaffirming its commitment to developing world-class hospitality professionals through industry-focused learning and practical skills development.
The program was attended by the hotel’s General Manager, Ms. Sheena, together with the Director of Business Development, Director of Marketing, Sales Personnel, Reservation Manager and representatives from the Food & Beverage Department. The training was personally facilitated by Dr. S. Sri Kumar, Group Director of DHS Hospitality Academy Sdn. Bhd., assisted by Mr. Suresh Kumar, Puan Shahidah, and Ms. Usha, who collectively delivered an engaging and highly interactive program tailored to the hospitality industry’s evolving sales environment.
The program was also graced by the presence of YBhg. Encik Aminalrashid Bin Mohd Hussain, Chief Executive Officer of International College Yayasan Melaka (ICYM), who serves as an Advisor to DHS Hospitality Academy Sdn. Bhd. His attendance reflected the strong strategic partnership between ICYM and DHS Hospitality Academy in advancing hospitality education, talent development, industry collaboration and workforce excellence. The close collaboration between both organisations continues to create innovative education and training pathways that prepare Malaysian hospitality professionals for future industry demands.
The program focused on the principles of consultative selling, an approach that places the customer’s needs at the centre of every sales engagement. Participants learned how to identify customer challenges, ask effective questions, build trust, recommend value-based solutions and establish long-term business relationships rather than relying solely on transactional selling. The program also emphasised the importance of customer-centric thinking, relationship management and creating sustainable business partnerships.
The negotiation component equipped participants with practical techniques to negotiate confidently with corporate clients, travel partners, event organisers and business stakeholders. Topics included persuasive communication, handling objections, influencing buying decisions, conflict resolution, value creation and achieving mutually beneficial outcomes. Through interactive discussions, hospitality case studies and role-play exercises, participants were able to immediately apply the concepts to real-life hotel sales situations.
Participants expressed overwhelming satisfaction with the program, describing it as practical, engaging and highly relevant to today’s competitive hospitality landscape. Many highlighted that the training enhanced their confidence in customer engagement and negotiations while providing valuable strategies that could be immediately implemented to improve sales performance and strengthen client relationships. The positive feedback reflected the program’s effectiveness in delivering practical knowledge with measurable workplace value.
Speaking after the program, Dr. S. Sri Kumar said: – “Hospitality sales today is no longer about simply selling rooms or meeting packages. Success comes from understanding clients’ business objectives, providing meaningful solutions and building trusted long-term partnerships. Consultative selling and effective negotiation have become essential competencies for hospitality professionals seeking sustainable business growth and exceptional customer experiences.”
Wyndham Acmar Hotel Klang is recognised as one of Klang’s leading five-star hotels, offering luxurious accommodation, modern meeting and convention facilities, exceptional dining experiences and outstanding guest services. Strategically located within the ACMAR integrated development, the hotel serves both business and leisure travellers while maintaining internationally recognised hospitality standards. Its continued investment in employee learning and professional development reflects its unwavering commitment to operational excellence and service quality. The successful programme further strengthens the strategic partnership between DHS Hospitality Academy Sdn. Bhd. and Wyndham Acmar Hotel Klang, reinforcing their shared commitment to advancing hospitality excellence through continuous professional development, industry-focused training and workforce capability enhancement.
The collaboration also marks the establishment of the DHS–Wyndham Acmar Centre for Hospitality Excellence, a dedicated industry-academia platform that will serve as a centre of excellence for hospitality education, executive development, corporate training, research, talent development and innovation. The Centre aims to support the growth of Malaysia’s hospitality industry by developing highly competent hospitality professionals, fostering industry collaboration and delivering world-class training program that meet the evolving needs of the meet the evolving needs of the global hospitality sector.
DHS Hospitality Academy Sdn. Bhd. is a leading Malaysian hospitality education, training and consultancy organisation dedicated to developing future-ready hospitality professionals. The Academy specialises in hospitality management, leadership development, sales excellence, customer service, talent development and workforce transformation, partnering with hotels, higher education institutions and industry stakeholders to deliver innovative, industry-driven learning solutions that elevate service standards and strengthen Malaysia’s hospitality sector.
