Week 7: Introductions/Objectives/To-Do
Introduction
The seven step sales process can be defined as the steps an event salesperson must follow to develop relationships, create trust with their customers, then present a hospitality product and service that will satisfy their needs, causing them to buy. There is an adage, "People buy from people they like and people they trust." This week we will continue to cover Step 1 - Prepare. In this step of the process, the hospitality sales manager must work on becoming a sales professional in their general knowledge of the products and services they have to offer. Specifically, they must understand how these products and services satisfy customers' needs. It's all about providing value and solutions!
Objectives (After studying this module, you'll be able to...)
- Outline the process for gaining product/service knowledge
- Define the product levels that a salesperson represents to the prospect
- Describe techniques for discovering your competition
- Outline the process for ranking the competition for your property
- Describe how to position your product/service to benefit your customer
To-Do...
- Read Chapter 7
- Review the Power Point (deck) and understand the concepts
- View the video
- Begin work on the group RFP project