搜索
SiteInspection参观酒店Wewillaltogetherlearnthefollowingpoints:我们一起学习以下几点:Establishesrapportbeforebeginningthetour确认参观时间StepOne:第一点:Youshouldconfirm:你应当做到:•Avoidthehotelrushhour•避免酒店经营高峰•Selecttheavailabletimeforboth•与顾客约定双方都方便的时间StepTwo:第二点:Demonstratesreadinessandpreparation一切准备就绪Youshouldprepare:你应当准备好:•SalesKitsofhotelinformation•酒店产品资料•Namecard•名片•Checkthehotelroomforsiteinspection•检查要参观的客房•YourGoodGrooming•你的仪容仪表端正•Reserveatableintherestaurant•在餐厅定位StepThree:第三点:Establishesandsummarizesclientneedsandpreferences确定并总结顾客的需求和喜好Youshouldknow:你应当了解：•Whatheneed•顾客需要什么•Whathenotneed•顾客不需要什么•Whathelike•顾客喜欢什么•Whathedislike•顾客不喜欢什么SalesSecret:销售小秘诀：Matchwhathisneedsandpreferences投其所好StepFour:第四点:Confirmsinspectionrouteinadvance;routematchesclientinterests预先确定参观路线，迎合顾客的兴趣Youshouldconfirmtheroute:确定一些重要参观区域：•Hotellobby•酒店大堂•WesternRestaurant•西餐厅•ChineseRestaurant•中餐厅•BanquetHall•宴会厅•HotelRooms•酒店客房StepFive:第五点:Movesatclientpaceandtailorspresentationtoclientreactions紧跟顾客，根据其反应做相适应的陈述Youshoulddothose:你应当做到:•Estimatethearrivingtimeandtakeallinformationtothelobbytowelcometheclient.•预计顾客到达时间，带上资料至大堂迎接•Introducetherouteandmatchtheclient,adjustitaccordingtotheclient’sneeds.•向客人介绍参观路线，征求客人意见，并根据客人的需求进行即时调整。StepSix:第六点:Presentsrelevantfeaturesandoutlinesappropriateadvantagesandbenefits介绍（酒店）相关特征，优势，利益等Youcanintroducethefollowingpoints:你可以介绍以下几点：•Service&Facility•服务设施•Businesshour•营业时间•ProductAdvantage•产品优势•SellingPolicy•销售政策•Discount•优惠活动•Other•其他StepSeven:第七点:Showsdetailedknowledgeofproductanddemonstratesconfidence展示酒店产品，（充分）证明企业信心Youcanshowthefollowingpoints:你可以展示以下几点：•Hotelrooms•酒店客房•WesternRestaurant•西餐厅•ChineseRestaurant•中餐厅•BanquetHall•宴会厅•ExcellentTeam&Service•精英团队&优秀服务StepEight:第八点:Invitesclienttoexperiencetheproductandencouragescommentsandquestions邀请顾客体验产品，并欢迎他们提出意见和问题Experiencethefollowing:体验以下一些：•HotelRoomFacilities•客房设施•Beverage&Food•餐饮•Invitetheclienttohavedinner.•邀请顾客吃饭。Welcometheclient’scommentsandquestions.欢迎顾客的提问及意见。StepNine:第九点:Getsareactiontoeachareavisited;surfacesandhandlesanyResistance让顾客对每处参观点发表意见，发现并处理（双方）异议问题•Client’scommentsandQuestionsareahugeamountfortuneforourhotel.•顾客的提问及意见对酒店而言是巨大的财富。•Listentotheclientcarefully.•认真地倾听顾客。•Focusontheclient’squestions.•关注顾客的问题。•Handleanyresistance.•解决异议问题。•Takessomenotes.•作好笔记。StepTen:第十点:Gainscommitmenttoaspecificnextstep向顾客争取进一步合作•Thankstheclientandcreateapositiveimpression.•感谢顾客留下良好的印象。•Maintainpositiveappearance.•保持良好的形象。•Farewellclientwithgiveaways.•告别顾客并送上些小礼物。