Hotel Industry Forums

The following techniques will help us improve our presentation techniques.
a. Be brief
Avoid being long-winded. A good rule of thumb is to spend about one half as much time as we think we should in any given conversation. Linguists report that language is inherently repetitious and that we can halve the ordinary paragraph of speech, simply be eliminating wasteful words.

b. Use 'Power' words
Include in our presentation words to stimulate action, such as;
Enthousiast
Success
Result
Save money
Save time
Benefit

c. Avoid 'Weasel' words
Weasel words can take sales away if we are not careful, avoid, where we can, words as;
May be
If could
Might
Perhaps
Possibly
Likely

d. Control the conversation
Remember, the one who asks the question is in control of the conversation. If we are able to develop effective questioning techniques, enabling we have to interchange various techniques, we are low steps ahead of most competitors.

e. Structure our presentation
Do not fall in the trap some customers may open for us, by providing us with too much information regarding various needs throughout the conversation. Build our presentation around on dominant need at a time. Do not switch from one need to another and back.

f. Be self-critical
Analyse our presentation technique. Ask our self question as;
What is the weakest point in our presentation? The agreement with the importance of the need, the explanation of the benefits, the next question?

What may us (or were) the weakest appeals of our product presentation?

What are the weakest aspects of our offer?

Thank you for your article's point out of 'Hotel Vendor Salespeople Could Also Benefit From Sales Training', and shall I share of some knowledge from my experience.

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

2007-12-06 Honey Thazin Aung