Selling Steps to Success Refresh Tips: Preparing for the Call and Greeting

Prepare for Your Customer’s Que stions

✓ Not only should you prepare your questions in advance but think about what questions your client will ask you and be prepared with responses.

✓ Anticipate any objections for concerns your client might have and prepare responses for them as well.

✓ Try to find out in advance who you are competing with for the business. Learn what you can about the competition, so you are prepared to effectively sell against them.

✓ Be ready for any questions regarding how your hotel handles issues pertinent to the pandemic.

Know Your Market Conditions as They Are Today

Knowing as factually as possible your market conditions will help you sell your hotel, sell against the competition, and maximize revenues where possible. This is always an ever-changing situation, but even more so since the pandemic. So, maintaining this knowledge is an ongoing process. But true knowledge, can make a huge difference in winning the sale at the best pricing possible.

The Greeting

First impressions are important. Whether you are doing a solicitation call, or are dealing with an inquiry, it is important to get off to a positive start, as it sets the tone for the remainder of the call . The introduction is a brief, yet very important step to the selling process. The following are some points to keep in mind:

1. Introduce yourself. On our mystery shopping calls, it is not uncommon for the customer to not know whom they are dealing with until the end of the call.

2.

Take control of the call , don’t make the customer lead the call.

3. Develop Rapport. This makes it easier to upsell, to deal with objections successfully and ultimately to close. Take every single opportunity possible to build rapport and a relationship. 4. If someone else took some basic information, be sure to become familiar with it . Don’t inconvenience your customer by making them repeat all the details. This can make you appear disorganized.

Preparing for the sale and the first step of the sales process, the Greeting, can be underestimated in terms of how much this can impact your success in closing the sale. With strong preparation and planning, you will increase your level of confidence and your level of control when interacting with your customer. The confidence you have and more control you have, the more effectively you can conduct the sales interactions in a way that results in a closed sale.

4 Refresh Tips_Preparing for the Call and Greeting

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