Traditional Culture Encyclopedia - Hotel reservation - Hotel room sales skills?

Hotel room sales skills?

Because customers have different understandings of the value and quality of products, some guests find it reasonable, while others find it unbearable. In this case, appropriate guidance should be given.

▲ Give guests a chance to compare.

According to the characteristics of guests, recommend two or three rooms with different room types and prices for guests to compare and choose, stimulate the potential needs of guests and 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, we should focus on the characteristics and advantages of various types of rooms and point out their differences.

Yingshanji transforms the unfavorable factors of the room or the environment in which the room is located into the convenience of the guests.

▲ Interest guidance method and high-code bargaining method.

Interest guidance method and high-priced 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 footwork

Because under the condition of market economy, the volatility of the market determines the instability of prices, and it has long been a very normal phenomenon that prices vary from customer to customer. 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.

▲ 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 be able to observe the guest's expression, try to understand the real intention of the guest, understand the characteristics and preferences of the guest, and then introduce the characteristics of each room to the guest according to the guest's hobbies to eliminate the guest's 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.