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P a g e
C o n f i d e n t i a l , c a n n o t b e d i s t r i b u t e d t o a n y o n e o u t s i d e H o s p i t a l i t y S o f t n e t
If asked for additional details about the meeting needs, it is okay for the shopper to as “what do you
mean?”. This gives the Person a chance to truly qualify. The shopper can also state that “these are the
only specifications I was given at this time.”
3. Up-selling
If the sales person tries to up-sell beyond the meeting specification provided or suggests additional
equipment not on the list, the shopper should state that they are “open to suggestions” and see if the
Person offers any upsell recommendations.
4. Budget
If sales person includes about their budget, the shopper should state that the “budget for AV has not
been established yet. Part of the reason for this request is that we are trying to get a general idea of
total costs.”
5. Discounts (This could be a hot button but does not have to be)
Option 1 - Desired discount should not be disclosed unless the sales person asks out-right. If asked,
the planner can state that they “historically” they receive about 20% discount.
Option 2 – Shopper should push back on price, but be vague about their request. Just ask the sales
person if they can do “any better?” If pressed, they can disclose that they were hoping for “closer” to
20% off.
In case you’re asked:
Possible Answers:
Account Diligence
Asked about Past events /
Future events / Other
Meetings
Past events –Planner is new to the company, so not sure about
complete details from past events. You have seen that they
have typically used the hotel’s in-house AV (possibly Encore
Event Technologies (used to be AVT)). You may even say that
your past experience was not a great one, perhaps the
microphone wasn't turned on and it took a while for someone to
come turn it on.
Future events – Yes, this will be one of 4 meetings with the
requirements that will happen in different cities. The exact
locations and dates are still being decided.
Other meetings – This is the only set of meetings the shopper is
working on right now.
Never used PSAV in the past. Or you may say you have used it,
but it has been a while.
Meeting Objectives
Asked about Planner needs,
Company need and Event
objectives
Planner needs – rooms need to be set on time.
Company needs – important meeting. Everything needs to look
good.
Meeting objectives – Software rollout.
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