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  • BezlaLLC
  • Don't Negotiate One Item at a Time Do you attempt to reach an agreement on each item as it arises rather than negotiate the entire package? This is a huge trap. Meeting planners are taught this technique at association, government and corporate meetings, as well as at MPI. They also teach this technique at the Greater Washington Society of Association. This technique is called the Divide and Conquer technique. Here's how it works- Client- “So Michelle - I really like the hotel and if you can get me the $159 rate I am authorized to sign the contract. If you can do that rate, I can even sign today.” Salesperson- “Sure, yes we can offer that rate.” Client- “Thank you very much. Now I notice you've got the guest room set up on a sliding scale such that if I pick up all the guest rooms my meeting room rental will be complimentary. Is that correct?” Salesperson- “Yes, that is correct.” Client- “Good. So, I got the rate and the comp meeting space. Now I notice you've got one complimentary guest room for every 50 guest rooms actually occupied. I don't need the comp guest rooms... what I really need is a comp suite for my president. She's coming in every night and she wants to have her entire board be able to fit into her suit so I would really like the grande suite to be comped. Forget the one for 50 give me one grande suite for my president.” Salesperson- “Ok, I think I can make that happen. Deal.” Client- “That's awesome! Now you know I'm going to be needing a smaller suite for myself —- a junior suite, a petite suite, you know! Ive got to store all my materials and supplies... so can I get a junior suite added to that as well?” Salesperson- “Sure.” Client- “That’s perfect. Now lastly I couldn't help but notice that the Cubs are in town when my board is here. I'm assuming you're going to be able to get my board members tickets to the Cubs game. Is that okay?” Every meeting planner worth their salt is trying to negotiate with you one item at a time. You don't want to negotiate one item of a time you want to do this instead. “$159 bucks I don't think that's going to be a problem let's put that over there.” “Comp meeting room rental—- I don't think that's going to be a problem let's put that over there.” “Suite for your president - boom – suite for you - boom - wine and cheese -boom -Cubs tickets - boom - okay.” Salesperson- “Michelle is there anything else you need in order to sign this contract?” Client- “No.” You're always trying to negotiate the entire package. Sometimes if you get caught into the divide-and-conquer, you look up at the end of the conversation and the meeting planner walking out of your hotel with the kitchen sink under their arm. In retrospect, that was a good piece of business about 20 minutes ago, but not so good anymore. Don't get sucked into the divide and conquer. The antidote for a deal going south would sound something like this - “Cubs tickets? You didn't mention anything about Cubs tickets. But you know what? I can get you Cub tickets - but not at $159. We're going to have to start all over again.” That'll stop the customer from adding on and will say “You know, I really do need those Cubs tickets. Okay, let's start all over again.” Far more likely what they're going to say is you know I'll get one of my suppliers to provide the Cubs ticket. So I don't want to ruin the deal you created at the very beginning of the contract. You still may have ruined a little bit of the deal but at least you stopped the bleeding right you ended it. If we might be a service you're invited to reach out to us. Bezla.com LLC p: +1-888-999-8086 1800 JFK Blvd Suite 300 PMB 91649 Philadelphia, PA 19103 [more]
  • BezlaLLC
  • Great Hotel Sales People Do This One Thing Everyday Great sales people generate a list of twenty to thirty new, previously unsold accounts a day. They spend an hour a day connecting with customers off a flat list by contacting them via phone, not email. Great sales people also know that just because a name is listed on the flat list doesn’t mean that they shouldn’t do thorough research about the potential client prior to contacting them. The role of a great sales person is to help provide a customer a solution to a need, and without proper research done, the sales person is not ready to start dialing the phone. If we might be a service you're invited to reach out to us. Bezla.com LLC p: +1-888-999-8086 1800 JFK Blvd Suite 300 PMB 91649 Philadelphia, PA 19103 [more]
  • BezlaLLC
  • A Special or Limited Offer is an Explosive Device for Your Hotel A special or limited offer is an explosive device and it could blow up on you and your business. So tread lightly. It's amazing how frequently the special or limited offer is executed on the 29th, 30th and 31st of each month. The sales and client conversation usually sounds something like this--- "Michelle, we're close to closing the deal aren't we? You are authorized to sign the contract. Let me tell you what we're going to do. If you can sign the contract by Friday, I'll throw in the Presidential Suite for free!" Do we have a deal? That's a special limited offer--- offering up to a client something SPECIAL, but it has a limited time value, so in order to get this promotion the client has to sign NOW. Using high value offers, such as the FREE PRESIDENTIAL SUITE as a closing tactic can be very effective... but proceed with caution. The SPECIAL LIMITED OFFER implies that you have an exclusive promotion to offer, when in reality you had it there to offer all along. This becomes problematic when the client you are working with is a seasoned guest who knows that you have some tricks up your sleeve. So now you've dug yourself into a hole. The client will most likely take you up on your offer of the Presidential Suite, but along with taking this promotion, the client is also going to say, "I'll take your Presidential Suite thanks very much! It appears you had this all along, so I'm going to need another PUSH to sign by Friday... what else can you offer?" So instead of closing the negotiations down you've just opened them back up. If we might be a service, you're invited to reach out to us. Bezla.com LLC p: +1-888-999-8086 1800 JFK Blvd Suite 300 PMB 91649 Philadelphia, PA 19103 [more]
  • BezlaLLC
  • Worst Question Hotel Sales People Ask "Are your dates flexible?" Are your dates flexible is not the question. The real question is "Are your dates flexible?If not, let me tell you why they should be." We have a lot of sales people say "Are your dates flexible?" To the client, this can come off a bit harsh, confusing and leads into a lot of questions. "Why? Are the days I'm asking for already booked? Do you not have availability for the length of time I need? Why would I need to be flexible for something already planned?" Odds are the sales person hasn't checked those dates yet and are trying to save themselves a trip to the books. Here's what the sales department should be saying. "Jennifer, you have selected a Wednesday arrival and Friday departure. I'm looking at my books but I need to tell you, you've just selected the single most expensive time frame you can at our location. We are a corporate mid-week hotel which means our highest occupancy happens in the middle of the week- normally on the days you are requesting. Now don't worry, because we have availability for that Wednesday but it's going to be a little more expensive. If you could consider coming in Sunday out on Tuesday, I could probably get you upgraded to a higher floor, perhaps get you access to our club level lounge and get you a voucher for promotional parking prices. How does that sound?" Notice! The sales person did not lower the rate. You may want to lower the rate, but what we're trying to demonstrate is selling flexibility and we need to offer something with it to create an incentive for the client to become flexible. This helps the client understand different options, but also protects your hotel's mid-week corporate rates and business. That is the difference between Selling and Order taking. If we might be a service you're invited to reach out to us. Bezla.com LLC p: +1-888-999-8086 1800 JFK Blvd Suite 300 PMB 91649 Philadelphia, PA 19103 [more]
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