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

Reminder on the difference between a feature and a benefit (which will be covered in more detail in a later course)

Features : Facts about the hotel.

Benefits : Benefits are what the features mean to your customer and guests. What the features do for them. A benefit will answer the question, "So What?".

"We have (feature), so what this means to you is (benefit)."

"Our hotel offers (features), so your guests will (benefit)"

Important: Be careful that your benefit is not just another feature. For example, "We offer a pool that is heated year-round."

The fact that it is heated is not the benefit. That is just an additional feature about the pool.

LET’S RECAP

✓ Lay the foundation for a successful sales effort by developing strong organizational and time management skills.

✓ Utilize Schedules and To Do Lists to help plan your work.

✓ Keep in mind the Selling Window to maximize your direct sales efforts.

✓ Be Prepared! Plan your day. This way you control your time versus your day controlling you.

✓ Don’t schedule your time too tightly. All ow time for the unexpected!

✓ Utilize good communication skills. It will ensure things run smoothly and it will also build respect and rapport with co-workers.

✓ Be an expert in your area of selling the hotel.

✓

Be familiar with your total product.

✓ Know your competition as well as you know your own hotel.

6 Refresh Tips_Preparing for the Call and Greeting

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