Hotel Sales & Marketing

About the Workshop

The overall objective of this program is to:

• Learn about successful sales strategies.

• To clarify the behaviour of successful salesmen

• To develop successful strategies for identifying potential clients

• Apply presentation, communication and persuasion skills in an easy manner

• Develop mechanisms to deal with objections and problems effectively and efficiently

• Develop effective innovative strategies to evaluate client requirements

• Self-evaluation in the presentation and delivery skills

• To devise practical mechanisms to follow up with customers after-sales service

Learning Objectives

By the end of this workshop, delegates will be able to:

• Define Sales

• Infer some methods and skills to look for potential clients

• Explain how to build effective and successful communication from the first time

• Develops strategies and methods that support the success of the evaluation process

• Present a presentation with confidence for a service and/or product professionally

• Deal with all forms of objections and obstacles that may be encountered in the sale

• Close the transaction in a professional, gradual and compelling manner

• Explain examples of effective strategies for closing and following the deal

Covered Topics

1. Introduction to Selling

a. Defining Selling

b. The Definition of a Seller

c. The Definition of a Buyer

d. Selling

e. Sales Requirements

f. Sales Strategies and Tactics

g. Attitude

h. Ways we sell

i. Person-to-Person

j. Telemarketing

k. Direct Mail

l. Email

m. Internet

n. Seminars & Conferences

o. The Selling Process – Strategies & Tactics

p. The Selling Process

q. Sales Stages

r. Product Knowledge

s. Develop a Positive Sales Attitude

t. Enjoy Selling

u. Be Excited

2. Prospecting Success Strategies

a. Prospecting

b. What is prospecting?

c. What is a prospect?

d. A Customer Profile

e. Building your Customer Profile

f. Channel Ratings

g. Lead Channels

h. Decision Making Authority

i. The Decision Maker

j. The Decision Influencer

k. Political Influence

l. Financial Influence

m. Technical Influence

n. End-User

3. First Contact Success Strategies

a. First Contact

b. Establishing Buyer Trust

c. Building Rapport

d. Smile

e. Handshake

f. Let’s have some fun

g. Use Names

h. Let the Fun Continue

i. Be Sincere and Friendly

j. Using a Trust Substitute

k. Common Ground

l. Compliment and Affirm

m. Professional Greeting

n. Professional Image

o. Be on Time

p. Body Language and Eye Contact

q. Step 1 – Greeting

r. Step 2 – Introduction & Rapport

s. Attention Grabbers

4. Qualification Success Strategies

a. Qualification

b. The Qualification

c. Buying Criteria

d. Buying Motive

e. Qualification Steps

f. Discovery Questions

g. Discovery Questioning Styles

h. Close-Ended Questions

i. Open-Ended Questions

j. Alternative Questions

k. Assessment Questions

l. Reward Questions

m. Effective Listening

5. Presentation Success Strategies

a. The Presentation Stage

b. Delivering a Prospect-specific Presentation

c. Prospect-specific information

d. Buyer Motives

e. Personal Attention

f. Safety

g. Financial

h. To Own Things

i. Proof-of-Success

j. Product Demonstration

k. Success Stories

l. Customer Testimonials

m. Industry Reviews and Evaluation

n. Awards

o. Feedback

p. Keys to a Powerful Presentation

q. Energy & Passion

r. Be Positive

s. Assume the Sale

t. Summarize

6. Successful Objection Resolution

a. Strategies

b. Resolving Objections

c. Create Objection Responses that reduce Conflict

d. Acknowledge

e. Identify with

f. Resolve

g. Product/Service

h. Uncovering Hidden Objections

i. Hidden Objection

j. Ready to close

k. Ready to close but has a fear of buying

7. Successful Closing Strategies

a. Closing Stage

b. The Fear Barrier

c. Seller’s Fear

d. Buyer’s Fear

e. Buying Signals

f. Verbal Buying Signals

g. Non-Verbal Buying Signals

h. Strategies for closing the sale

i. Direct Close

j. Minor Point Close

k. Alternative/Multiple Choice Close

l. Action Close

m. Opportunity Windows Close

n. Benefits Close

o. Trial Product Close

p. Objection Close

q. What do you do if your prospect says NO?

r. What do you do when a sale is lost?

8. Wrap-up & Follow-up Strategies

a. Wrap up & Follow up

b. Referrals

c. Follow up & Repeat Sales

d. Strategies that create repeat sales

Duration: 12 Hours