Selling Steps to Success Refresh Tips: Preparing for the Call and Greeting

Quality and Quantity Count in Your Outbound Sales Preparation

To maximize results in your outbound sales efforts, your first step is to be highly prepared.

• Use the selling window to increase your Reach Factor. No matter how many calls you make, if you don ’t reach people then you won’t get results.

• Be prepared with an enticing script guideline that makes prospects want to talk to you.

• Make good use of an eye-catching Hook or Promotion that will capture your prospects attention.

• Have a good plan that enables you to get enough quantity of calls done, to obtain results.

Knowledge

Know your Product WELL!

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• Be ready to sell anything that has changed due to the pandemic.

Know your Competition WELL!

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• The same applies, know what is different at the competition as a result of the pandemic (if anything)

• Don ’ t just know the competition …… ..be prepared on how you will sell against them and what your scripting will be.

This knowledge is very important in order to sell your hotel effectively, outsell the competition and maximize closure rates. Be ready with what has changed as a result of the pandemic and how it will impact your presentation. Having a strong foundation of the features and benefits will be utilized throughout the sales process. It is used when presenting the hotel. It is used when selling against the competition. It is also utilized when responding to objections. To assist in having this foundation firmly in place. It is suggested to outline as many features and benefits of your hotel as you can think of. We recommend if more than one person from the hotel is doing this activity, that you work together as a team in a meeting room to create this list.

Important to keep the following in mind:

• There should be more than a couple of features listed per area of the hotel. • Both “big and small” features can be imp ortant. So, list as many as you can think of, not just the major ones. • Features are not always just tangible ones. Keep in mind intangible features as well such as: Outstanding customer service, Incredible food quality, long-term staff, etc.

5 Refresh Tips_Preparing for the Call and Greeting

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