Sales Calls

Sales Calls "How to" Guide

Sales Tips - Local Marketing

Fun and unique holidays and observances - Great for Sales Calls

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The BLITZ Call is designed to kick off the relationship with a prospect, either on the phone or in person.

When you find your prospect -- somebody in a company you know or who has been recommended to you -- say this:

Hi, my name is ________________.

I am the (position) of the (property), here in ________________.

I know you weren't expecting my call today, so I won't take up any of your time.

What I'd like to do is set up a time to get back and visit with you to discuss your hotel accommodation needs.

Our hotel offers _______, ________and _______. When would be a good time to get together to aquaint you with our property?

... middle of the week, end of the week? Morning or afternoon? What's best for you? (set a specific day and time)

Follow-up Questions:

Who currently handles your the hotel accommodation needs of your clients?

Where are you currently housing your clients?

Are you aware of our hotel?

When would you like to take a tour of our property?

Avoid the Dreaded "Brush Off" With a Little Advance Planning

As soon as the initial meeting is completed, drop a thank you note in “snail mail” thanking the client for their time. Mention that you look forward to your next meeting and include that date as a reminder. If you promised to send them additional information before the next meeting, include it.
Begin preparing for the next meeting immediately. Nothing is more costly than waiting until the last minute and arriving unprepared for the sales call. Keep a folder for each client and add ideas and information to the file between visits.
Invite clients to join you at business
association events and networking opportunities. Help your clients build new business relationships whenever possible.
Share something NEW at each visit. If you say the same thing you’ve said at previous visits, you have wasted their time…get ready for the brush-off soon.
Whether you are in a sales or a service industry, it is always important to know what the difference is in what you have to offer and focus on your difference.
Always ask if there have been any changes in the business since your last visit to be sure that all needs are identified and met. Change happens frequently so never assume that everything is the same from visit to visit.
Always listen more than talk. In order to identify and meet customer needs, we must first listen.

Even if It's the 100th Sales Call to a Client...

Remain professional when making the sales call. Even if the client is a a personal friend, business is business and there's a time and place for everything. TRUST ME.
Never take an established client for granted. Make sure that you continue to EARN their business and respect with every sale and every meeting.
Occasionally, a sales representative is required to take on a new territory or clients from another associate. It is important to remember that the relationship isn't automatic. Until a solid relationship is established with the client, treat the client as if they were a brand new client. Get to know each client personally. I have learned from experience that the notes from the previous salesperson aren't always accurate or adequate.
Keep appointments. Stay consistent. Be on time. Never ever get so familiar with a client that you forget that they have a schedule.
Some companies still mandate a specific number of sales calls per day and we've all been tempted to fudge a call. Avoid using established clients as "fill-in" calls when you have a short day. Try to establish a new contact instead. You never know...

Set aside a certain day and time each week strictly for the purpose of making sales calls. Be consistent and tenacious!

If you dont' stick to this regiment, you'll look up one day only to discover that weeks have passed since your last sales call.

Some ideas of things to take along on your sales calls to clients:

Breakfast items from your hotel breakfast bar, such as muffins or fruit
A candy dish with your hotel's logo and phone number (going
back to refill it is a great reason to stop in)
Hot cocoa on a cold day
A lottery ticket ("Is this your lucky day?")
An ice scraper if it is snowing
Seasonal goodies (Halloween candy, Easter chocoate bunnies, Valentine hearts, etc.)
A free dinner voucher from your restaurant
Complimentary pass to a local gym

Remember the THREE B's

Although this isn’t an original statement, it’s one of the all-time best for salespeople:

Be Bright- Be Brief- Be Gone!

Tips for conducting successful telephone qualifying calls

1.) Know your purpose and objective in advance. Why are you calling? Collect your thoughts on what you are attempting to achieve in advance of placing the call.

2.) Plan your call. Make a list of your questions before placing the call.

3.) Stand up for the call. Before, During and After. Sitting reduces your energy level.

4.) Ask "who is responsible for ...?"

5.) Take advantage of the Corporate setup and structure. When transfered from the President's office to another office, say that Mr. Jone's office referred me to you regarding..."

6.) Listen to what is going on in the background. Arrange for a telephone appointment if you are calling at a "bad" time. This not only shows that you are astute but also have respect for the person you are talking to. Always confirm the date and time.

7.) Take impecible notes. Write down their name, title, and anyother information that you can obtain.

8.) Ask your questions but remember to listen. Don't worry! You have the next question written down.

9.) Always thank them for their time and mention that you look forward to talking to them or seeing them again.

10.) Rewrite your notes! At the conclusion of the call...take a moment to collect your thoughts and write down everything you can remember along with the notes that you jotted down during the call. These notes will come in very handy the next time you place a call to this individual.