How to do a good job in hotel sales

Marketers should pay attention to five points:

First, the market positioning

Hotel orientation determines the direction of the hotel. Wrong positioning, even if the sales are severe, the effect is not great, especially in the fierce competition environment. The hotel should be clearly positioned and choose the correct target market according to its geographical location, decoration style and facilities.

That is to say, we should know what our advantages are, and at the same time, we should look at the status of hotels in the eyes of consumers from the standpoint of consumers. Which consumer group will like it? Only by answering these questions can we make use of the existing resources of the hotel and obtain the relative share of the target customers.

Second, the tourist structure.

It is unscientific for hotels to focus only on the target market, and market segmentation can gain more. By analyzing the past data and competitors, we can know where the business comes from and what their respective proportions are. If it is a hotel that has been in business for more than one year, it is easy to determine the share of each market segment through the data of previous years.

Third, the price system

Is the price system of the hotel reasonable? According to various room types, there can be store prices, door-to-door individual customers, company agreement prices, online booking prices, travel agency team prices, conference prices and so on. Prices should be set according to light, normal and peak seasons, and package prices suitable for specific market segments can be set according to product characteristics and some resources.

When setting the price, we should also refer to the price of competitors and adjust the price according to the increase or decrease of the number of rooms in each market segment, so as to create more room business income.

Four. Promotion plan

What are the ways for target customers to choose hotels? What kind of media can attract the attention of hotel target customers? In order to establish a unique position of the hotel among the target tourists, it is necessary to make overall arrangements for the annual advertising budget, plan, media selection, delivery time, small gift making and the design and printing of sales materials.

Verb (abbreviation of verb) management of sales team

The management of sales team needs to concretize all the data, such as sales plan, sales report, the number of customers visited every day, the number of telephone calls, the number of materials mailed, the number of customers visited and so on.

Secondly, it is necessary to evaluate the progress and achievement of the hotel's business objectives and predict the team's next sales objectives in order to increase the enthusiasm of sales staff. Finally, it is necessary to formulate a reasonable reward system to improve sales performance.

How many books does this hotel sell?

1. The comprehensive professional quality of marketing representatives needs to be strengthened. Communication skills and attitude towards customers must be improved. They should have affinity and learn to put themselves in others' shoes.

As a qualified sales representative, when you receive a customer's request, you shouldn't refuse him at the beginning. You have to promise the guest to try your best to find a way, and then reply to the guest in a few minutes, tell the guest that you have tried your best to transfer the room and apologize to the guest. Guests will feel that even if you don't do it, you attach great importance to him and let him get the respect and courtesy he deserves.

2. Marketing representatives should master certain marketing skills. Even if the room type requested by the guests is gone, we should know the identity and reception specifications of the guests as much as possible, effectively recommend other rooms, communicate with the guests more when selling, introduce the advantages and values of the recommended rooms, and guide the guests to consume.

3. The marketing representative should consider that if the guest wants to make a reservation, there must be a meal demand. In this case, Xiao Li didn't ask if he needed to book a private room for dinner, which reflected Xiao Li's lack of sales awareness.

4. If the guests really think that the executive suite is too expensive, and they are also agreement customers, loyal customers and big customers of the hotel, and their meals are also placed in the hotel, they can ask the superior leaders to upgrade their stay appropriately, so as to retain customers and maintain customer relations.