Increasing sales effectiveness for hotels
and venues
Objectives
-
The special nature of
sales processes in the industry
-
The way customers
expect and will respond to the business
relationship being handled
-
How to develop
effective techniques to sell in a way
that reflects the special nature of the
“product” and use the nature of the
business to best advantage to create and
develop business
-
How to differentiate
powerfully and out sell competition
Introduction
The hotel (and
conference) business operates in a dynamic
and competitive market. It is international
in extent. Customers –guests- are
increasingly demanding and fickle, and their
expectations of service in all its aspects
increase years by year. Selling must not
only be persuasive, it must differentiate
clearly from competition near and far
(including internationally). Yet it must
reflect customers’ real needs and create and
maintain ongoing business relationships.
This one-day review will
show you how to increase sales (throughout
the revenue generating aspects of the
business) it sales out proven principles and
techniques that are tailored to, and work
in, this unique industry.
Course
Outline!
The current and new
realities of competition the nature of the
hotel and allied market, and the way in
which clients view it and how they select
and make decisions to buy one property
rather than another.
Creating a
Powerful Approach
The overall structure
involved the need to understand the client
and their thinking the detail necessary
differentiate from competition the
buyer/seller relationship: creating it and
using it to build business the role of
viewings of the property as a key part of
the process.
Directing the
Sale Meeting
-
The role of
organization- deciding where the
meeting should be held – planning and
organizing: you, the client, the
environment and the sales aid.
-
Getting started-
making a winning first impression-
creating the right atmosphere and
building rapport – getting and keeping
control identifying clients’ real needs-
questioning techniques- linking to the
way you describe and techniques- linking
to the way you describe and demonstrate
the property.
-
Presenting your
case- making a persuasive case
making it attractive, clear and credible
using the “shopping list” approach to
sell the full range of “product”
maximizing the effectiveness of the
“show round”.
-
Handing Objections
– the positive side of objections –
keeping control – the options to deal
with them – maintaining the balance of
the case.
-
Choosing –
action to gain a commitment – what to do
if things cannot be tied down – linking
to follow up.
Increasing
Sales Certainty
Follow up methods,
progressing the contact and the power of
persistence – tying down the business –
linking to ongoing sales – the writing.
Note: Participants will see a special
training film, made specifically for the
hotel industry and linked to the coverage of
this seminar.
Summary – Action for the future.
Who Should
Attend?
The seminar is
specifically tailored to the hotel, and
conference industry, it is designed for
sales executives, including those
specializing on particular sectors of
business (such as meetings, conferences and
banqueting). Those managers on the sales/
marketing side of hotel operations will also
find the program useful.
Post your comments at
amin@aiminlines.co.th
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