At present, the main ways of hotel room sales

▲ Emphasize the benefits of guests. Because customers have different understandings of the value and quality of products, some customers think the price is reasonable, while others find it unbearable. In this case, Di He guided and promoted his buying behavior.

▲ Give guests a comparative opportunity. The receptionist can recommend two or three rooms with different room types and prices according to the characteristics of the guests, so that the guests can compare and choose, stimulate the potential needs of the guests, and thus increase the income of the hotel. For example, a businessman who looks very important may get better results if he wants to book an ordinary standard room and offer it to the guests to choose, using descriptive language. In the process of sales promotion, the receptionist should avoid imposing her opinions on the guests, and remember that the receptionist's duty is to sell, not to force the guests to accept. Excessive "enthusiasm" will be counterproductive. Sometimes, even if a guest reluctantly accepts a room because of the insistence of the staff, the hotel earns some extra money, but it can never compensate him for the loss that he may not visit the hotel in the future because he is forced to accept it. Therefore, guests' choice should be respected, even if they finally choose a cheaper or relatively low-grade room, they should also express their recognition and support.

▲ Insist on positive introduction. When introducing different rooms for guests to compare, the receptionist should focus on the characteristics and advantages of all kinds of rooms, and point out that different receptionists should be good at turning the unfavorable factors of rooms or rooms into factors that are convenient for guests.

▲ Interest guidance method and high-code bargaining method Interest guidance method and high-code bargaining method are two effective sales techniques of housekeeping department, which can be used in the process of room sales. The benefit guidance method is to give some extra benefits to the guests who have already booked in the store, so that they can give up their original reservations and buy rooms with higher prices. High-priced bargaining refers to recommending the highest-priced room suitable for the guest's position in room sales. According to consumer psychology, guests often accept rooms recommended by waiters first. If the guest doesn't accept it, recommend a room with a lower price and introduce its advantages. In this way, from high to low, layer by layer introduction, until the guests make a satisfactory choice. High-priced bargaining method is suitable for selling rooms to customers who go directly to the store without booking, so as to maximize the sales volume of high-priced rooms and the overall economic benefits of rooms.

▲ Appropriate concessions Because under the conditions of market economy, the volatility of the market determines the instability of prices, and it has long been a very normal phenomenon for different customers to guide prices. Therefore, for customers who really can't afford the store price, giving appropriate discounts is also an important means to adapt to the market and competition. Otherwise, there will be a phenomenon of taking the initiative to hand over objective people to competitors. However, it should be noted that the discount range should be controlled within the scope of authorization, and employees should try not to use discounts as the last resort to reach a deal, and should provide various incentives to encourage employees to sell full-price houses.

▲ Choose the appropriate quotation method.

1. "sandwich" quotation

The "sandwich" quotation method is suitable for middle and high-grade rooms, and can be aimed at the possibility of guests with high consumption level and certain status and prestige.

2. "Fishtail" quotation

The "negative tail" quotation method is suitable for popularizing mid-range rooms. Firstly, introduce the service facilities, service items and guest room features, and finally quote the house price, highlighting the product quality and weakening the influence of the price on the guests' stay.

3. "Impact" quotation

The "impact" quotation method is suitable for rooms with lower sales prices, and impress guests with low prices. That is, quote the room price first, and then introduce the service facilities and services provided by the room. In short, what stage of the price to quote, the order of quotation and several house prices, etc. , and should be based on the characteristics and needs of the guests for publicity and promotion.

▲ You can give more suggestions to hesitant guests. Many guests don't know what kind of room they need. In this case, the receptionist should observe the guest's expression, try to understand the real intention of the guest, and understand the characteristics and preferences of the guest. Then, according to the guests' hobbies, the characteristics of each room are introduced to the guests in a targeted manner to eliminate their doubts. If the guest does not make a clear statement, the receptionist can use words and actions to urge the guest to make up his mind to stay in the room.