John Parke, President and CEO of Leadership Synergies (Global Sales Consulting) animated two popular sessions at MPI EMEC 2015 in Krakow.
Watch this 3 minutes interview of John Parke where he gives some tips and insides for better professional sales to the MPI community:
SOME ADVISES FOR HOTELIERS AND DMO's
The session on The Science and Art of Selling is mainly for Hotels and DMO and suggest to start revising the sales approach with an internal assessment and value proposition described below, before to reach clients and prospects:
A value proposition is a description or statement that articulates what makes each destination unique and special compared to its competition. Prior to calling a prospect, be prepared to share the value proposition that would be most relevant to the prospect itself.
Hotel Value propositions may focus on:
Destinations business value propositions may include the following descriptors:
SALES EFFICIENCY HAS THREE MAIN COMPONENTS:
To discover details of these components, watch John Parke's powerpoint presentation
Sales is the public face and revenue management is the analyst inside main Hotel companies.
There a 4 types of selling:
Companies should define their sales process taking in mind the previous aspects:
Further a detailed analysis of the buying influences and the buyers types Parke described effective solitications techniques:
Closing Sales - Four Ingredients to Closing:
Find more information click on Leadership Synergies
The MPI in Europe Team