1 / 7

Selling Hospitality

Selling Hospitality. Chapter 10 Phase Two— Negotiation Process Strategy: Step Three: Demonstrating Capability. Demonstrating capabilities = Sales proposal = Presentation of a plan or suggestion as to how a product or service can satisfy a client’s need. The Buying/Selling Process.

enoch
Download Presentation

Selling Hospitality

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Selling Hospitality Chapter 10 Phase Two—Negotiation Process Strategy:Step Three: Demonstrating Capability Demonstrating capabilities = Sales proposal = Presentation of a plan orsuggestion as to how a product or service can satisfy a client’s need

  2. The Buying/Selling Process The Pre-Negotiation Process • Phase 1—Pre-Negotiation Strategy • Understanding Negotiations • Prospecting • Pre-call Preparation • Phase 2—Negotiation Process Strategy • Approaching the Buyer (Chapter 8) • Investigating Needs (Chapter 9) • Demonstrating Capability (Chapter 10) • Negotiating Concerns (Chapter 11) • Gaining Commitment (Chapter 12)

  3. First call Establish rapport. Identify needs. Second call Demonstrate capabilities. Negotiate concerns. Gain commitment. Multicall Negotiations

  4. The Proposal— A Basis for Demonstrating Capabilities • Proposal letter • Proposal checklist • Proposal • A proposal signed by the buyer becomes a legally binding contract or letter of agreement.

  5. Matching Statements • #1 Need • Proof device • Feature • Translation of words or phrases • Benefit • Confirmation question

  6. Matching Statements

  7. Matching Statements

More Related