During
his years as a Hospitality Sales Professional Tom
McCarthy noticed that the most successful sales
people followed a sales process that was similar
in many ways. As a hospitality sales training developer,
he formalized these similarities into a seven-step
method that has proven effective in all types of
sales situations.
Originally
he applied the "Seven Steps of the Sales Call"
to face-to-face sales calls in which the sales person
meets with the prospect in person. But many sales
calls are incoming, via the telephone, and even
though the calls do not take as much time, the "Seven
Steps of the Sales Call" still apply.
Individual
employee access, for a period of 30 days, is available
for $399. However, an all inclusive annual subscription
option is available which covers employees, including
new employees resulting from turnover, for $850
per year.
| Introduction: |
| |
Learn
how to begin the call in a friendly manner and
to build rapport and trust with your customers. |
| Warm
Up: |
| |
Learn
how to warm your customers up with a brief ice-breaker
as well as how to continue to build rapport
and trust. |
| Opening
Statement: |
| |
Learn
how to construct Opening Statements that grab
your customers' attention and interest by appealing
to a key need. |
| Questioning: |
| |
Learn
how to uncover customer needs and find out which
ones are most important. |
| Presenting: |
| |
Learn
the best methods for demonstrating how your
hotel can meet your customers' needs. |
| Closing: |
| |
Learn
how to gain commitment from the customer on
the next step, such as a follow-up meeting,
or a commitment to the business discussed. |
| Ending
the Call: |
| |
Learn
the simple, four-step method for terminating
the call. |
| |
|
At
the end of each module there is a quiz that
will test you on your understanding of the
material.
In
addition, the Sales Game at the end of the
workshop will take you step-by-step through
an entire sales call. The Sales Game requires
you to select how you should respond to a
customer based on the information already
gathered from the call. |
New
recruit or seasoned veteran, there is something
for you in 'Handling the Telephone Inquiry' and
it's available whenever you need it, 24 hours a
day, 365 days a year. |
