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How to OPEN the Client and WIN their

trust!

National Hotels Association, Inc.2014

NationalHotelsAssociation.com

http://nationalhotelsassociation.com/wholesale-rates/

You are the Expert Advisor…Remember you are there to help them save money for their business-they need you more than you need them (P.P.S Professional Problem Solver)

You are there to HELP

Mindset


Tom Hopkins, Zig Ziglar, Neil Rackham, Claude Palmer

Pre-plan and Prepare (write down 10 most important things you must do the next day)

A. GTM (Get the Money) B. Follow up and Follow Through C. Never Stop Prospecting

Master Investigative Selling


Who do you know? Who do you do business with already?

(Corporate, Businesses, Professional Associates…etc)

Start With Warm Market


these businesses are used to spending money

If a business does not book rooms you really have your work cut out for you

Great prospects are those already using booking engines.

Businesses with great online reviews should be first targets

Make a list of who you want to help and go after them!

Move on to Businesses Who book hotel rooms


Activity! Give yourself a raise- talk to 10 more

people a day Develop and Build Rapport Ask Questions- if you ask the right questions

you will get the answers to know how to open more sales

Create a Magnetic Presentation- draws them to a yes

Keys to Selling


A no is a maybe A maybe is a yes Ask for the Relationship! Become a Follow Up Specialist Confidence Motive Action and Daily Rituals

Keys to Selling


If you don’t believe you have gold, you don’t have the right recipe for success

Take Advice but don’t take orders

Don’t be a Follower, be a student…

Don’t just except a lifestyle, make it pay off and build a “style of Life”

Do you Have Gold?


Cost = Investment Monthly payment = Monthly Investment Fill out these forms = Gather information Contract = Paperwork or agreement Sign= endorse or approve Problem = challenge/opportunity Appointment = visit/pop by Presentation = Stop by and share some ideas May I be honest with you = may I be direct with

you? Deal = opportunity

Words Inhibiting Your Success


“The more you do, the more you make. The more you do, the more you make”

Activity=Contacts=Presentations=Openings=Results

Constantly Improve Your Conversion Ratio

Investigative Selling is a Numbers Game


If you are out at a restaurant, make conversation…. “hey, how did you get started in this business?” open them up for the relationship..Ask more questions… what are they doing to get business? “If you could travel, where would you want to GO!” What is their unique selling proposition? What makes them so special?

Questions


Fail Forward Fast-Closers increase their self image by handling failure and coping with rejection

“Closers” fall in love with the word “no” The more no’s you get, the closer you are to a yes

Closing more sales is the result of handling more Rejection

Consistency, Persistence, Tenacity (CPT)

Failing


Build Rapport- Have them like you and trust you. Create a professional image

Until you create interest you are nothing but an INTERRUPTION…

Attract people with your benefits…”Do your research”

The Process

National Hotels Association, Inc. 2014

National Hotels Association, Inc2014

Is it worth it? By asking questions you will find out the emotional reasons why they buy..is it worth the money? The time? The inconvenience?

Create an interest statement– Mr. Owner, I’m so impressed by your (business) Tell me, how did you get started?

Questions Your Prospect Asks Themselves


Option 1 If I could show you a way to save money on

your future hotel bookings, would there be any reason you wouldn’t want to hear about that?

Option 2 If I could show you a way to increase your

marginal net profits, by creating a cost savings, would there be any reason why you wouldn’t want to hear about that?

Cont…


How much is it? You must say “Mr. Owner, no matter what I tell you right now, it’s going to be too much, because I haven't been able to show you the value of working with NHA.”

If someone asks…


Ask who are they using now? What do you enjoy most about the services

provided for you? If I could do anything for you, what would you

like to see different out of this relationship? Who other than yourself is involved in

making the final decision? Now come up with the solution as a PPS

Ask the Right Questions


Do you have special events? On average, what is a customer worth to

you? How many people usually attend special

events? Note these numbers and don’t forget!

Questions to Ask


Every time you talk to someone….Point out the features they said they want…then discuss the benefits

“Stop trying to get lucky, create your strategy”

claude

Creating Yes Momentum



STP Questions- Seek the positive—questions that solicit yes…Ex- we are all looking for ways to increase sales aren’t we?

Don’t you agree, shouldn’t it, cant you, wouldn’t it, don’t you?

Know it all questions- Sharp angle close…if I can promise you to get started as soon as possible, will you approve the agreement today?

Questioning Techniques


Open Ended Questions- how will you keep track of all the new activity you will be receiving from this program?

Questioning Techniques


Statement from customers who want or need to know more information about you, your company, or your product and service.

Only 2 types objections- those that will slow down and stop the sale….or those that if taken advantage move the sale forward.

Most people will give you 6 objections before they will give you a yes.

Objections


Step 1 listen- your customer is telling you their concerns say” I’ll get to that in a moment or that’s a great concern, I’ll cover that shortly”

Step 2-Examine the importance of concern. Rephrase what they said. EX “it costs too much! You say “Today most things do, can you tell me about how much too much you think it is?

6 Steps to finding the real objection


Step 3 Find the key to the answer- And respond with a question to isolate the concern

Step 4- Verify that you have answered the right concerns (Did I answer your question)

Step 5 go for the opening (use “if all” statements) (additional closes “if you don’t do this what’s it going to

cost you?”) Step 6- Be prepared for objections and learn and use

turnaround statements. A. I sense you are a little hesitant, would you mind telling

me what you are thinking?B. That certainly makes sense, however…..(reinforce what

they told you, go through benefits….make a positive feeling.

c. I can appreciate your concerns, although…..

6 Steps to finding the real objection


If all the booking engine did for you was save you money on your future hotel stay of up to 25%, would this be a worthwhile investment of your time?

If all the booking engine did for you was help you get 10-20 more people to contribute, would that be a worthwhile investment?

If all the booking engine did for you was increase your referral business from its viral features, would this be a worth while investment?

If all the booking engine did was drive customers to your site, would this be a worth while benefit……?

“If All” Statements


What Do You Think? How Does that Look to you? How long have you been thinking of….. in your opinion, how does this feel? Or if

they seem analytical…in your opinion, what do you think?

Test Closes


Break it down on ROI….EX- each person is saving up to 25%….How many people usually travel in your direct circle, that use hotels?

Do you feel that NHA can save your company or group money on your future hotel pricing? Then stop talking

Price Objection


Say why we are different Personalized Services Wholesale Pricing Direct to the Client US Based, Customer Service Department Real Hotel Confirmations B2B – Global Booking Engine (complete

management system) B2C – White Labeled Widgets (Can be

applied anywhere on your Company’s site)

Everyone is Selling Hotels


why don’t we think about it together…clearly you still have some confusion about how this could benefit your business.

Just keep in mind that these are live rates, the benefit of live rates…is that, they’re the best rates available on the market and subject to change at any moments notice. “We should lock these rates, now”

I need to think about it


1. Assume client will buy “YOU” and “Your FACTS”

2. Build the sale with minor agreements…Make it easier to say yes, than no. don’t use fear producing words.

3. Don’t get off the subject when opening the client.

4. Back up your solutions with good reasons for getting started with NHA. Return to the points that interests them most.

10 Tips to Become a Stronger Closer


5. Demonstrate proof of a price saving, reference expedia and direct…show the results

6. Be Alert for closing signals---Statements and questions from the prospect, body language, showing interest.

7. Don’t over sell. Silence is sometimes necessary. 8. Price is usually biggest objection…Proof that the

price is right and you’ll close many more sales.9. Be persistent in a tactful way. remember no is a

maybe, maybe is a yes.10. Ask for their business.

10 Tips to Become a Stronger Closer


Go back and say “We covered some minor concerns, when we spoke a week ago, would you mind telling those to me again? Then answer concern….I make my living doing this and I know I have a great product for you that will save you incredible time and money…could you please tell me what I did wrong and why you didn’t get involved with me.”

On the Follow up…Just in case you’re having a hard-time opening

the Prospect


NHA is not just another hotel provider, we’re your friend, family and supporter!

“You Better Believe it” Claude Palmer – Founder/Ceo

Over 675,000 Hotel Properties Around the World and Growing

A Global Destination Hotel Network

Join Us!888.316.3572

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