What are the details of hotel catering terminal sales? 0? three

Invalid aggressive visit, the damage to sales directly leads to the strong frustration of the next visit and does not want to visit. Sort out all possible problems and solve them: 1, the hotel operator said, "I sold them before, but they didn't sell well. I returned them." I don't want to go into the store now. " This kind of topic is often encountered in our work. We can consider the following aspects (1) and analyze the reasons. First of all, we should analyze why there was no effective sales before, whether there was no good display, and how to make a vivid display. Does the product strongly irritate the guests' eyes after entering the hotel? Did the guest see the product? Does the hotel owner really sell it? Do you have a strong objection to the sales policy of Tsingtao Brewery? Did the hotel service staff restrict the product, even when the guests clicked on the product strongly, the service staff still said no? Is it because the hotel owner doesn't trust the quality of the products, which leads to lack of confidence or the guests are not interested in the products? It's impossible. The brand awareness and sense of honor of Tsingtao Brewery are first-class in quality and taste, but they may be different in different regions. (2) sum up experience and solve problems. By analyzing the reasons, we know that some hotels used to sell them, but they stopped buying them for various reasons, which led to out of stock. This kind of hotel is quite difficult to persuade, and we need to deal with it one by one. If you just entered the hotel before and didn't do vivid special exhibition and stacking exhibition activities, the guests didn't even know that a hotel like Tsingtao Brewery could do stage activities; If it is because the sales profit of Tsingtao Brewery is too small, we can upgrade the hotel level from Tsingtao Brewery and bring high service value to our customers. By analyzing the gods (guests) of the hotel, we can analyze the benefits of running Tsingtao beer. In its store, we can consume Tsingtao beer, with moderate price, excellent service, unparalleled popularity and competitiveness. At the same time, we can compare it with its competitors, lower its status and realize its own shortcomings, which may soon be replaced by others. If you have any objection to the sales policy, you can organize a speech like this: "Boss Li, just like the operation of your hotel, this kind of discount does not exist all the year round. Only in the peak season of sales will we take a concession attitude, and a product will always be discounted. We should object to his quality and after-sales service. Just like when we buy a car product, we hope that it will have a certain discount, so that he will be satisfied and reflect our negotiation ability. But, if why? Because we know that a good thing is made of high quality, its value is high, and its price is the embodiment of its value. We will think that low price means low value, and we will doubt its safety and durability when we sell it. By the same token, Tsingtao Brewery encourages us to sell more Tsingtao Brewery and make some concessions to our hotel. This is our commitment to our after-sales service, because we understand that our after-sales service (monthly industry information bulletin, profit comparison report of similar competitors in your hotel, recommendation by hotel service personnel, regular visits every week, and timely handling of sales problems) is far greater than our price, which is equivalent to spending a penny to buy priceless treasures. So many colleagues say that we are the god of wealth in the hotel. The most important thing to go to a hotel is to listen more, ask more questions, think more, talk less, talk less, and solve problems is the key. You should consider your own language, be logical and organized. 2. The hotel operator said, "Tsingtao beer is too expensive, and the hotel doesn't make money." This objection is the performance of the hotel owner who is mercenary. Such a hotel can be persuaded in two aspects. (1) Count the dead grass. Calculate the profit with the hotel. What is the profit of competing products at the same price compared with competing brands? Seeing that the profit is the same as that of competing products, the hotel has nothing to say. He will bump into another topic and the sales will not move. At this time, it is another problem. If it is true that the profit of a single product is lower than that of a competitive brand, we can use the value price theory, that is, the price reflects the value. At the same time, it can express the after-sales service quality of Tsingtao Brewery and our continuous investment. After all, competitive brands must have advantages. Managing Tsingtao Brewery is not only to make money, but also to buy a car to facilitate transportation. It is a symbol of status, and so is Tsingtao beer. Selling Tsingtao beer is the embodiment of the hotel's strength and the upgrade of the hotel. (2) You get what you pay for. It is worthwhile to instill Tsingtao beer into hotel operators. Tsingtao Brewery not only provides high-quality products, but also provides a perfect after-sales service system, including wine industry information announcement, so that hotels can quickly and timely understand the prices and policies of their peers' drinks, and timely inform the leading enterprises in the region of their operating conditions. Competitor 4p told us that Tsingtao Brewery is not only a profitable product, but also a free management expert of the hotel. The nine points of helping competitors are to constantly improve themselves and improve themselves in the process of competition. They are always ahead of their peers, and their business is always hot and stable. Do you still care about the difference of those few dollars? 3. The hotel operator said, "Tsingtao beer has no entrance fee, so we don't sell it." When we encounter this situation, most hotels rely on their own business, stable customers and large hotel investment. First of all, it is necessary to find out why hotels charge entrance fees, because each variety is given entrance fees. If yes, what is the admission fee for the best-selling wine variety in this hotel? What is the monthly sales volume of this variety? If the hotel gives us the same sales task, we can also pay, or even double the wealth. If the hotel is asking unreasonable prices, what we need to do is to lower the status of the hotel. Paying a certain admission fee is the rule of the industry and a kind of sponsorship for the hard opening of the hotel. Excellent hotels in the same industry, such as XXX hotel, only give a little entrance fee while completing many tasks every month. Your hotel has just opened, and I believe business will roll in, but businessmen will not take risks unless they have 300% profits and confidence. It is also based on this that our hotel dares to open, so it is a sign of good faith and a sign of higher investment to invest rashly under the premise of unpredictable results. Then analyze the monthly guarantee tasks and rebate amount, and calculate the annual return, which is definitely far greater than the investment in the store. Fool hotels only pick sesame seeds and throw watermelons! There are two methods to calculate the cost of staying in a hotel at nine o'clock: one is backward calculation, that is, calculate the monthly investment according to the cost required by the hotel and calculate the monthly sales completion ratio. For example, the hotel requires an entrance fee of 3,000 yuan to invest in 250 yuan every month. According to the cost calculation of a single box of 4 yuan, the hotel needs to complete 62.5 boxes of dual-product sales every month. That is 2 cases of wine a day and 24 bottles a day. Such a hotel can easily sell two cases of wine every day, even five cases of wine/day is not too much (when guiding the conclusion that the hotel can definitely sell five cases of wine/day, it is necessary to step into the next negotiation on quantity guarantee). If the hotel can sell 5 boxes/day, it will get 20 yuan's reward every day. 600 yuan costs 7,200 yuan a year every month, which is 2.5 times the cost of entering the store. With a little effort to change your mind, you can get nearly three times the return. Why do we throw watermelons instead of sesame seeds? Therefore, it is suggested that the hotel sign a guarantee agreement as soon as possible, so don't miss it and get a 300% profit return! This method should pay attention to the following points: (1) Let the hotel make it clear that the terminal investment of Tsingtao Brewery is at most 4 yuan per case of wine, which can only be increased a little but not increased; (2) convince the hotel that it is easy for the hotel to sell 5 cases of Tsingtao beer every day, which should be calculated according to the grade and scale of the hotel and the overall capacity of the hotel. Here is a very simple method, based on the daily sales or monthly sales of competitive brands. If all Tsingtao beer is sold, what is the profit? (3) The premise of this reasoning method is that both parties reach an agreement on the price system of Tsingtao Brewery. If the hotel owner has any objection to the price system, it is suggested not to use this method, which will easily make the hotel feel that the wool is on the sheep. Another method is forward deduction. First of all, tell the hotel that the current daily sales volume is 2 boxes per day, while the daily sales volume of competitive brands is 10 boxes. Tsingtao beer only needs to sell 3 more cases every day. If you reach 5 cases every day, you can get a daily 20 yuan Award, with a monthly 600 yuan of 7,200 yuan per year. If you sell 8 cases of Tsingtao beer every day, you can get a daily 40 yuan reward, 1.200 yuan per month and 1.400 yuan per year. This is just a little effort of the hotel. As long as you buy less competing products, you can achieve sales. This method is based on the existing wine capacity of the hotel. Evaluation: The reverse method is to calculate the daily income according to the needs of the hotel owner, and the result is smaller than the small method, that is, the hotel owner feels that his requirements are quite small, and he can get more as long as he pays more. Use the diminishing marginal utility method! The forward calculation method is based on the existing capacity of the hotel. At this time, when the sales share of Tsingtao beer is very low, the result is greater than the law. Its purpose is to increase the interest of hotel owners and make them understand that as long as they pay more, they will get greater returns. In any case, the design of sales statistics is based on the actual sales capacity of the hotel, so that the hotel can achieve it. 4, the hotel owner said: "Tsingtao beer is too weak, how many competing products are invested." . . "This situation should first give hotel operators a feeling that Tsingtao beer can be sold without giving force, and giving force is only an encouragement to its sales. Then analyze the sustainability of competing products. If it is a purchase activity, give an analysis. The value of competing products is the same as that of not buying the same low-priced beer, which makes people feel that the wool is on the sheep. If it is a buyout, or a quantity guarantee reward, then analyze the single box investment, indicating that Tsingtao Brewery can also support the hotel, even if it is a higher double investment. We believe that the competitive brands are not as strong as Tsingtao Beer, which is the strongest. Tsingtao Brewery helps it analyze the current store purchase behavior in Jinan market and Beijing market, and nothing is impossible. If it's investment, such as display cases, we will help them analyze the total amount and total monthly sales, and come to the conclusion that the hotel actually bought physical rewards with its own money, but it was hit by a competitive company, which is similar to "selling cars and selling people" in Fan Wei. I believe hotels don't want dumb people to eat coptis. Then bravely retire and cooperate with Tsingtao Beer! In short, if the competition is stronger than Qingdao, it is necessary to instill an idea in hotels that competing products are selling high-priced low-grade drinks, and the people will recognize them sooner or later, and their eyes are discerning! If the intensity of competing products is relatively small, it will be very simple. Tsingtao beer is a feeling, Tsingtao beer is the biggest investment! 5. If the hotel owner says, "Tsingtao beer has no bottle cap, the waiter will not sell it, can't buy it, and doesn't want to enter. "This kind of problem is actually a good hotel attitude. Such a boss will easily make friends and become our loyal customers after a long time. But how to persuade such a hotel owner to sell Tsingtao beer well? First of all, we should have an attack on the mind, visit constantly, be emotional and be reasonable, and constantly explain to the hotel that there is no loss in Tsingtao beer distribution profit. Analyzing the consequences of forced sales from the perspective of hotel consumers will not last long, and it will have an impact on the good image of the hotel market. The waiter can't get the bottle cap reward, which is temporary and the country will cancel it. At that time, the hotel should adjust the salary system of the whole waiter. On the other hand, what kind of service personnel salary system is stable? Raising the basic salary is the basis of retaining service personnel, and a certain percentage of sales commission is an incentive. The work of this kind of hotel should start from the perspective of management, focusing on management rather than profit.