Hospitality sales pros recognize the physical cues of negotiations

physical manifestations of negotiation

The best hospitality salespeople recognize the physical manifestations of negotiating.

If you have a hospitality sales position, you want to be able to recognize the physical manifestations of your client when they are entering the negotiating phase. This is when hospitality sales pros go from the removing the resistance stage into negotiating.

The first point the hospitality sales person needs to recognize, whether they’re speaking with the client over the phone or in person, is that the customer’s voice will being to slow down and drop between two and three octaves. If you hear this, you’re probably a seasoned hospitality sales pro, and you know then you are negotiating.

Second, they’ll probably want to start talking about money. If you’re on-site together he or she might say, “So let me ask, Jackie, is there some place we can go and maybe sit down, and you know, maybe we could start talking about some of the figures?”

If you had any doubt about whether you were negotiating, you can be certain now that you’ve truly entered the negotiating phase. The hospitality sales professional should be asking  his- or her self at this point, who has the position? IF you do that you’ll probably be in control, if you don’t, while talking price you might end up blurting out something like, “Well, our rates begin at $189 but I’ll give you $119!” Obviously a seasoned hospitality sales pro wouldn’t do that. But would you be tempted to?

Why would you lower price before the customer has raised an objection? You shouldn’t, of course.  That’s blatantly obvious when you read it here, but in the heat of the negotiating phase, so many hospitality sales people just want to make the sale that they mess this up.

Here’s another tip. When you sit down in your hotel (or restaurant, etc.) for these negotiations, you want to sit down in the prettiest place possible. For Brett, at the Crowne Plaza in Colorado Springs, it’s the Summit Ballroom looking right out over Pikes Peak — a truly spectacular room. hospitality sales pros negotiate in great settings

For Bill Allison at the Sheraton Torrey Pines, it is in the restaurant overlooking the 18th green and the Pacific Ocean. hospitality sales pros negotiate in great settings

Whatever it is, you probably have some real pretty spots in your hotel. As a hospitality sales pro, you definitely want to know these, when they’re available for you to use, etc.

Next, do you make an effort to involve peers and superiors? The answer is a definite “maybe.” (See my post from last week on this topic.)

When you’re sitting in the nicest spot in your hotel, that definitely adds to your position in the negotiating.

Posted 5/14/12


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