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Who is this guy?

Who is this guy?. BS Hotel Admin UNLV GM Sales Manager C/S Mgr Catering Manager Front Office Manager Restaurant Manager Riviera Hotel Las Vegas Holiday Inn Motel 6 Ramada Inn Hyatt Hilton Many Independents Now sales manager at: The Conference Center Niagara Falls.

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Who is this guy?

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  1. Who is this guy? BS Hotel Admin UNLV GM Sales Manager C/S Mgr Catering Manager Front Office Manager Restaurant Manager Riviera Hotel Las Vegas Holiday Inn Motel 6 Ramada Inn Hyatt Hilton Many Independents Now sales manager at: The Conference Center Niagara Falls

  2. Hotel & Destination Sales • Know you product • Target business that suits your product • Sell to your strengths • Don’t waste time on business not meant for your product

  3. Prospecting • Your own community • State Associations • National Association • CVB Calendars • Trade Shows • Web sites • Networking

  4. Ours is a competitive Environment • Your client has many choices • Selling is showing how your product addresses the needs of the group

  5. Rule # 1 • “You have nothing to sell till you understand what your client needs”

  6. Features & Benefits • Features • Everything has a feature but if your client doesn’t need it there is no benefit • A benefit is showing how a feature addresses a need

  7. Features Tell Benefits Sell • It’s so important to understand needs • Only then can you present the benefits your feature offers

  8. How do you determine needs? • Questions • History

  9. Basic Needs • Dates • Rooms • Space • Rates • Tranportation

  10. Intrinsic Needs • Attendance Building • Outside Venue not related to convention • Falls • Power Authority • Casino • Something that plays into the mission of the organization • Architectural treasures

  11. A thorough Needs investigation should proceed any Proposal • What’s going to make this convention more successful • Tell me about the best convention your group had • Why? • Tell me about the worst Convention your group had. • Why?

  12. OK Now the pitch… • Address the needs • Creative • Addressing important details • Your proposal should help your client visualize a successful convention at your establishment • With agreed on follow-up

  13. Now the sales cycle begins… • Set agreed upon follow up with client • When are you looking to make decision? • What is first step • When should I follow up with you?

  14. Un-covering Objections • It’s not always about rate • Two ears one mouth • Don’t be afraid to ask the difficult questions

  15. Closing • Strive for win win • “If I were would you…” • Don’t just give your client what he wants • If it’s too easy then your price was too high to begin with • Justify any concessions

  16. Internship Program Commercial

  17. The test: • What was Rule # 1?

  18. Niagara Falls Conference Center • One of your directives here at Niagara is Service • There is no better community service than bringing new dollars to your community

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