Podcast
Questions and Answers
Why is prospecting an important part of the hospitality sales process?
Why is prospecting an important part of the hospitality sales process?
- Because it is a way to fire underperforming salespeople
- Because it brings new business or repeat business to the hospitality organization (correct)
- Because it helps to build a strong relationship with current customers
- Because it is a way to advertise hospitality products to a wider audience
What is a major assumption that hospitality salespeople should avoid?
What is a major assumption that hospitality salespeople should avoid?
- That the competition will always offer better prices
- That current customers will provide adequate repeat business (correct)
- That prospective customers will always be interested in hospitality products
- That the salesperson's product or service is the best in the market
What is a reason why potential customers may avoid speaking with hospitality salespeople?
What is a reason why potential customers may avoid speaking with hospitality salespeople?
- Because they have a personal connection with the salesperson
- Because they are already loyal to the salesperson's organization
- Because they are not interested in hospitality services
- Because they have already planned an event with another hospitality organization (correct)
What is an example of a prospect?
What is an example of a prospect?
Why may repeat customers purchase less in changing market conditions?
Why may repeat customers purchase less in changing market conditions?
What may happen if the prospect does not perceive the value of the salesperson's product or service?
What may happen if the prospect does not perceive the value of the salesperson's product or service?
What is the primary goal of qualifying prospects in hospitality sales?
What is the primary goal of qualifying prospects in hospitality sales?
Why is the question 'What do you think of this product?' effective in customer interviews?
Why is the question 'What do you think of this product?' effective in customer interviews?
What is the purpose of asking 'What should we discontinue doing?' in customer interviews?
What is the purpose of asking 'What should we discontinue doing?' in customer interviews?
How do hospitality sales professionals categorize prospects based on their potential?
How do hospitality sales professionals categorize prospects based on their potential?
What is a key characteristic of an effective qualifying question in hospitality sales?
What is a key characteristic of an effective qualifying question in hospitality sales?
Why is it important for hospitality sales professionals to identify the decision-making authority of a prospect?
Why is it important for hospitality sales professionals to identify the decision-making authority of a prospect?
What is the ultimate goal of conducting customer interviews in hospitality sales?
What is the ultimate goal of conducting customer interviews in hospitality sales?
What is a key benefit of using the three qualifying questions in hospitality sales?
What is a key benefit of using the three qualifying questions in hospitality sales?
What is the purpose of asking 'Why?' repeatedly in a sales conversation?
What is the purpose of asking 'Why?' repeatedly in a sales conversation?
What is a 'pain point' in the context of sales conversations?
What is a 'pain point' in the context of sales conversations?
What is a common difficulty with using cold calling as a prospecting method?
What is a common difficulty with using cold calling as a prospecting method?
What is a 'sales blitz' in the context of hospitality sales?
What is a 'sales blitz' in the context of hospitality sales?
What is the purpose of asking 'What bothers you the most about this product?' in a sales conversation?
What is the purpose of asking 'What bothers you the most about this product?' in a sales conversation?
What is a characteristic of a great hospitality salesperson?
What is a characteristic of a great hospitality salesperson?
What is an example of a public source of prospects for hospitality sales?
What is an example of a public source of prospects for hospitality sales?
What is the benefit of drilling down into the specifics of a concern in a sales conversation?
What is the benefit of drilling down into the specifics of a concern in a sales conversation?
What is a key advantage of hosted buyer trade shows for vendors?
What is a key advantage of hosted buyer trade shows for vendors?
What is the primary purpose of a hospitality salesperson visiting their competitors' hotels?
What is the primary purpose of a hospitality salesperson visiting their competitors' hotels?
What is a crucial element of a hospitality salesperson's plan for prospecting to gain access?
What is a crucial element of a hospitality salesperson's plan for prospecting to gain access?
What do contact targets in a prospecting plan refer to?
What do contact targets in a prospecting plan refer to?
What is a benefit of keeping good records in a prospecting plan?
What is a benefit of keeping good records in a prospecting plan?
What is a key factor in acquiring confidence for a hospitality salesperson?
What is a key factor in acquiring confidence for a hospitality salesperson?
What is a primary goal of collecting information during prospecting for access?
What is a primary goal of collecting information during prospecting for access?
What is a characteristic of a hosted buyer trade show, such as IMEX America or IMEX Frankfurt?
What is a characteristic of a hosted buyer trade show, such as IMEX America or IMEX Frankfurt?
What is the primary goal of a hospitable salesperson?
What is the primary goal of a hospitable salesperson?
What is the first step in prospecting for hospitality sales?
What is the first step in prospecting for hospitality sales?
What is an important aspect of understanding prospective customers' needs?
What is an important aspect of understanding prospective customers' needs?
What is a unique prospecting opportunity for an existing business?
What is a unique prospecting opportunity for an existing business?
What is the purpose of evaluating leads in hospitality sales?
What is the purpose of evaluating leads in hospitality sales?
What are the three elements to consider when qualifying a prospect?
What are the three elements to consider when qualifying a prospect?
Why is it important to stay positive when prospecting in hospitality sales?
Why is it important to stay positive when prospecting in hospitality sales?
What is the purpose of having bullet points ready when leaving a voice message or at a loss for words?
What is the purpose of having bullet points ready when leaving a voice message or at a loss for words?
Study Notes
Effective Questioning
- Ask open-ended questions to gather specific information and understand customer needs.
- Use "Why?" or "Why not?" to drill down into the specifics of a concern.
- Ask "What bothers you the most about this product?" to understand customer pain points.
- Pair "why" questions with "what bothers you" to understand frustrations.
Sources of Prospects
- There are many sources and methods for prospecting, including cold calling, referrals, and networking.
- Cold calling is an inefficient method, but can be effective with a sales blitz technique.
- Sales blitz involves dropping off promotional materials and scheduling meetings with qualified buyers.
- IMEX America and IMEX Frankfurt are popular trade shows for hospitality sales professionals.
Prospecting Plan
- A hospitality salesperson's plan should include time management, recordkeeping, confidence, and monitoring.
- Set targets for acquiring new prospects and develop an inventory of prospects.
- Identify areas of success and develop confidence through knowledge of products and services.
Collecting Information
- Collect information prior to and during contact with prospects, including current customers, former customers, and new individuals.
- Identify prospective customers and understand their needs, which may change over time.
Six Open-Ended Questions
- Ask questions to produce insights, such as "What do you think of this product?" to understand customer opinions.
- Ask "What is the single thing I can do to make things better for you?" to learn from customers.
- Ask "What should we discontinue doing?" to identify areas for improvement.
- Use these questions to remain focused on core competencies and develop new clients.
Prospecting Tips
- Block out time to regularly prospect without distractions.
- Set achievable goals and learn as much about the prospect as possible.
- Have bullet points ready for voice messages or when at a loss for words.
- Stay positive and persistent.
Qualified Prospects
- Identify qualified prospects by evaluating their needs, budget, and decision-making power.
- Rank prospects for potential access and prioritize efforts accordingly.
- Evaluate leads to determine which prospects are most likely to buy from the hospitality organization.
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Description
Learn about the importance of prospecting in hospitality sales, including identifying potential customers and developing an inventory of prospects.
