Sales Video Presentation. Gurnoor Singh 19/11/21 Submitted to Susan Cindy.
Introduction. Hospitality sales processes play an important role in creating approrpaite avenues for raching prospect customers. The strategy is grounded on approaching prospect customers. The SPIN strategy is applied to satisfy the needs of the customers. It is apporpriate for organizations to adopt suitbale strategies to achiave the aimed objectives..
Prospecting. The procedure for recognizing potential clients is vital for selling the product. The clients should have ability to buy from the sales person. Methods of prospecting include trade shows, nest and repeat business from existing client. Trade shows-active participation in trade shows creates leads for the sales people. Nest-A group brought together by one or more relationships..
Pre-approach. During pre-approach, research of prospects and their businesses is done. It is necessary for the sales representative to learn the relevant facts before presentation. Some of the facts are: Knowing the key decision-makers in the company. Knowing how often and when the prospect uses hospitality services..
Presentation. The sales person should purpose to start his/her presentation strong. He/she should ask clients a number of questions that suit their desires to create rapport and show interest in meeting their demand. There is need to identify the situation by gotten from the facts, solve the problems recognized, ask questions that imply the ramification of the problem, and ask need-payoff questions that aid in solving the problem..
Trial Close. The sales person must be keen to identify non-verbal and verbal buying signal from the prospective buyers. If he/she is indeterminate, there is need to use trial close to determine. Close might be in terms of Trial-close questions such as; Do you have any other questions? Has what I have shown you been in line with your interest?.
Objections. The most important step the sales person should take is observation of the buyers. This helps counter the buyer’s objection. It is needful of the sales person to: Understand fully the reasons for objection of the prospects. To gather tools for handling objections. For example, compensation method, price method, and translation method..
Meeting Objectives. The sales person should: Provide assurance that the buyers are fully satisfied. Use advantages in the prospect that overweigh the disadvantages. Present evidence and facts that support false claims by the client. Use probing questions to set value..
Trial Close #2. Trial closing is a solution as it solves eventualities by: Telling the sales person on the appropriate time to sell. Informing the sales person on where he/she has reached in the sales process. Otherwise, trial closing assesses the readiness of prospect to request for the sale. Effective use of trial closing drastically expands the closing ratio..
Close. Closing techniques are crucial in gaining commitment. Some of this techniques include: Alternative close-This is getting the buyer to make choices. Assumption close-It is assuming that the client is accepting the offer. Opinion close-This is reinforcing the client’s concern with a strong compliment from the sales person Loss close-Asking the client to make decisions fast because the product might get out of stock. Story close-Giving examples who benefited from the selection..
Follow up and Service. Follow-up is determined by the client’s social style. This follow-up process must be analytical (summarize actions of the prospect and document them), focus on performance, amiable (give room for buyer to seek clarification) and expressive (be less formal). Follow-up processes include: Asking for immediate feedback from buyers Email to check in on clients Asking for business referrals.