Stop Acting Like a Sales Person…. Nobody Likes You!

Amber Anthony-FoxNational Director of Sales - Hospitality

Objectives

• Open a sales conversation that sets you apart right away

• Set real sales call objectives that are measurable and results oriented

• Identify which questions to ask and which to avoid

• Stop sounding like a salesperson and take a business approach to your prospects that they will truly appreciate

Consultative Sales Approach

Move beyond the role of supplier to a valued business partner

Use your expertise to help drive business & solve problems

People love to BUY, but hate to be SOLD

Competitive Advantage

What do you have that your competition doesn’t?

What products/services give your hotel a competitive advantage?

Create value by differentiating your products & services

Research– Potential Customer– Customer Priorities & Challenges– Industry – Product– Competition

Respond– Prepare your Approach– Prepare for Potential Objections– Prepare Responses for Potential Objections

Rehearse– Practice your Approach– Practice Responding to Objections

Preparing for the Sales Call

Be Prepared to Answer:•Who are you?•What do you want?•Why are you calling?•WIIFM?

• Greeting/Introduction

• Reason

• Interest-Building Statement

• Immediate Qualifying Question

Making a Sales Call

Questions

• Closed-Ended Can be answered with Yes or No, or one word answers

• Open-Ended Allows clients to talk about wants and needs (What, When, Why)

• Reflective Expands on something the client said

• Verification Verify interest and readiness to buy

Purpose

Confirm

Uncover

Clarify

Verify

Receiving Information

Budget

• What was your last purchase?

– Did you have a budget?

– Did you stick to your budget?

Negotiation

Should you still be selling value during the Negotiating process?

For More Information

Amber Anthony-FoxNational Director of Sales – Hospitalityamberanthonyfox@signatureworldwide.com1.800.766.5101

Thank You!