An Otago Polytechnic course blog
Many people believe that agreement reaching techniques are only valuable for front-line-to-the-public sales, here are some more examples of when they are used.
Now you know the techniques its time to practise them.
Upselling can genuinely enhance a client’s vacation. Get to know your client, what they want and how you can provide this. Take note the next time you purchase an item and see if any of the upselling techniques have been used on you.
Customer service and selling is so important and if you don’t get it right, then the customer is not always happy. I have spent some time over the past couple of weeks in a variety of accommodation and hospitality operations. Some places got it right, whilst other places would benefit from some further training.
Over the next few weeks we will continue to lookat the reservation process. This week we will concentrate on confirmations and also some in-house services on Fidelio. Take a look at the website for Millbrook. I would like you to think about your first impressions of the website. What type of accommodation establishment is this resort? Consider the target market. Also consider the type of service that you would expect from the staff (think about their appearance, dress, etc as well). See you on Wednesday Rachel
Welcome back – hope you had a good holiday. In the next few weeks we will be looking at the fifth step in the Sales Cyle enhancing a sale (adding benefits, cross selling and upselling). Selling extras and higher levels of products is essential to profitability in tourism. But is it ethical? Yes, so long as it enhances the client’s satisfaction. You as the salesperson should be clear about your motives.
Work through the activity and take special note of the photo – creative cross selling.
