The Importance of Proper Sales Techniques

The success of any business can be directly related to the quality of its staff and the ability to meet any consumer demand. When your business struggles in this regard it helps to identify the areas of inconsistency which can result in the loss of consumers due to employee negligence. To avoid this unfortunate turn of events with your own company, it is necessary to identify the many factors influencing the importance of pursuing proper sales techniques.

Factor I: Building Consumer Relationships

One of the greatest mistakes amateur sales associates make is focusing on the drive to make a single sale form a single individual. This short sighted strategy may help in improving sales numbers in the short run but will provide no value with developing future success. The first factor influencing the importance of sales management skills is found with building consumer relationships overtime. Whether you run a store or an online website, pursuing a relationship with your client will help to secure greater sales as well as develop the best form of marketing, positive word of mouth.

Factor II: Enhancing Selling Ability

If you were to provide any employee with the opportunity to work with a consumer eager to invest in a product you will develop a high level of sales success. The true skill or value of an associate is to have the ability to work with consumers who may not have this interest yet still make a purchase after working with your employee. The selling skills of an employee staff often represents the financial success the company has displaying this factor of importance with enhancing selling ability.

Factor III: Problem Solving

When a customer discovers a problem with a good or service it is often easy to lose their business to a competitor in a short period of time. If a customer contacts your company with a problem it creates the possibility of salvaging your relationship by resolving the problem and enhancing consumer satisfaction. When your sales staff can utilize the sales management skills of problem solving it will boost your business success, marking the importance of this factor in relation to proper selling techniques.

Factor IV: Revenue Development

The final factor of importance identifying the need for proper selling skills is seen with the value of revenue development. Every business relies on the resources of revenue development so the elements of building consumer relationships, enhancing selling ability and efficient problem solving will all help in keeping consumers and meeting this high demand factor.

How a Hotel Sales Manager Does a Proper Site Inspection

One of the goals of a Hotel Sales Manager is to get clients to come for Site Inspections and tour the hotel with you. Once you get the commitment, get ready to do some work. When I get a commitment to come for a tour – with a date and time, the first thing I do is make a list of questions and decide on what I want to get out of the appointment.

From there I Google their organization and surf through their pages to get an idea who they are. This knowledge is also good to get for when they do come so you have something to talk about that is in their interest. What are they coming for? Some will come to tour before they sign a booking agreement. Others for future business.

When I get an inquiry, lets just say for a wedding block, I always invite them out and I make time for them. Most hotel sales people won’t just ask them to come and meet with them. They would rather quote a rate, hang up, then shoot out an email. This is not “WOWING” the caller.

When you are sincere and welcome them to your “home” you will have a much better chance to book them. Always invite them to take a site inspection of your hotel. Not to mention that your General Manager will keep seeing you on tours. This looks good for you.

From there I route a Site Inspection Form noting their information and how much I feel the client is worth. The day before I always call to confirm the appointment. I do not email them, I call. This shows that yes, I do have time for you. I think the clients like it better.

On inspection day, I will then choose the rooms that I want to show. To be sure I don’t have any surprises, I walk the route that I am going to take with them to pick up any trash or to get something done before they arrive. And I take the time to inspect my rooms. If I don’t like them, I pick more and keep checking until I find what I am looking for.

On a good day it may only take me 15 minutes to find a good room, and I always find something that I don’t like that must be taken care of. On a bad day I have taken over an hour to find the perfect room and the perfect walk through path. Based on occupancy the night before, I don’t always get the best pickings of the rooms.

I recommend getting show rooms if possible. A show room should look perfect. As perfect as the room looked when it first opened. It should smell good too. I must say that if I’m not happy with the show rooms that my Management Team picks out, I always bring it up at the next Staff Meeting.

We put the show rooms in an out of order status but we sell them if we have to. We try to keep our show rooms out of order but with the past hurricanes and bad weather, we are running pretty good on occupancy so they have to use them. We are an Airport Property with many “distressed passengers” and airline crews.

If you do have show rooms, don’t add a bunch of extra items, flowers etc., that are not in all of the guestrooms. Show them a clean, clean smelling and fresh room. Don’t fudge too much. During the site inspection, I have a list ready for the client with my questions and I tell the client that I have questions for them. Then I ask approval to take notes.

Once they leave, I make it a priority to get the proposal or contract done to get it to them as fast as possible. Clients are impressed when they get their paperwork shortly after they left the property. It shows that YOU the Hotel Sales Manager is interested in a partnership and that you will be committed to them and hopefully them to you.