Hotel Industry Forums

To succeed in being a professional salesperson we need to work from a standard pattern, comprising of the 7 steps. Try to follow these steps as naturally as possible in order to succeed under all circumstances.

The seven important steps are:

a. Product Knowledge and Market Knowledge
Without knowledge of the product (What is it, what does it and what does it do to the customer) and the competitors we cannot start sales. We are not even able to lead a good sales conversation.
Especially the difference between "features" and "benefits" is essential.

b. Prospecting and Preparation
When we know all the aspects of the product, the second step is to determine who to visit and hot get addresses of companies/organizations which might need your hotel.

c. The Approach
Before starting the sales "conversation" first of all we need to sell our self and then to win the (potential) customer for a sales approach call.
So, first sell our self, then the idea for a sales approach call and finally the product. Keep in mind that we only have one chance to present our customer with our first impression.

e. Analyzing the needs
In order to be able to sell something we need to find our his/her needs by applying the proper questioning and listening techniques. Only then our client can be convinced that we know exactly what they need.

f. Stimulating presentation
During the sales approach call " action stimulating presentation" we emphasize the most important benefits and we work naturally to the end of the call.

g. Concluding the approach
When the first 5 steps are successfully finished we start ending the sales approach call. This can be a new appointment or an agreement for something (for example: to send a proposal or a date to call back etc.)
We should only leave without making any agreements when the person we visited has no potential for our hotel (s).

h. Follow up after each approach
A good administrative system will make an efficient follow up possible. A good trace system enables we to call or visit our (potential) client in due time. Also when the deal is made it is essential to give a good follow up to show that we are really interested in the client.


Conducting Effective Sales Training Sessions ; we have to do our training with your mention competencies standards, I am willing to do according yours trainging methods.

Thank you for your kind share to kown and we will try it out consistantly for our effenciancy.

With kind regards,

Honey Thazin Aung
Director of Human Resources
Dusit Inya Lake Resort, 37 Kaba Aye Pagoda Road,Yangon, Myanmar
Phone +95 (1) 662866| Fax +95 (1) 665537| E-mail honey.ta@dusit.com|
www.dusit.com or www.globalhotelalliance.com

2007-12-03 Honey Thazin Aung