Prepare for the presentation sales call
Once the prospect has been called on and has expressed an interest in the property, a presentation sales call can be made. Although you should approach each presentationsales call with confidence, you should realize that not all presentation lead to sale. Youshould have well prepared presentation. It results1 increased credibility2 increased confidence3 increased probability of reaching the decision maker
Pre presentation planning
To be effective pre presentation planning should include property research, competitor research, and client research.
includes the developing a property fact book including variousinformation related to the hotel. Such as-General property description-Guest rooms-Restaurants and lounges-Meeting and banquet facilities-Audiovisual equipment-Transportation-Recreation facilities-Out side services- Vendors
includes the the gathering various information related to thecompetitors strengths, weaknesses, and their customer base.Refer sample competition analysis-page 143 exhibit 03
includes the study about client, annual reports, internet sites, businessdirectories, articles, trade journals etc...
The sales kit
Before making a sales call you should prepare a well organized and professional saleskit. Only the information pertinent to the client’s particular needs should be included, toomuch information results in clutter and appears unprofessional.
Projecting a professional image
You are the official representative of the property and your appearance, attitude, andapproach to clients can mean the difference between new business and a negativeresponse. Remember, you never get a second chance to make good first impression.