Selling Hospitality Chapter 10 Phase Two Negotiation Process

The Buying/Selling Process The Pre-Negotiation Process Phase 1—Pre-Negotiation Strategy – Understanding Negotiations – Prospecting

Multicall Negotiations First call Second call – Establish rapport. – Identify needs. – Demonstrate

The Proposal— A Basis for Demonstrating Capabilities Proposal letter Proposal checklist Proposal – A

Matching Statements #1 Need Proof device Feature Translation of words or phrases Benefit Confirmation

Matching Statements #1 Need: “You indicated that. . . you wanted 40 sleeping rooms.

Matching Statements Proof device Feature Translati Benefit on phrase Need 1 Need 2 Need

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Selling Hospitality Chapter 10 Phase Two— Negotiation Process Strategy: Step Three: Demonstrating Capability Demonstrating capabilities = Sales proposal = Presentation of a plan or suggestion as to how a product or service can satisfy a client’s need Copyright © 2006 Thomson Delmar Learning All Rights Reserved

The Buying/Selling Process The Pre-Negotiation Process Phase 1—Pre-Negotiation Strategy – Understanding Negotiations – Prospecting – Pre-call Preparation Phase 2—Negotiation Process Strategy – – – Approaching the Buyer (Chapter 8) Investigating Needs (Chapter 9) Demonstrating Capability (Chapter 10) Negotiating Concerns (Chapter 11) Gaining Commitment (Chapter 12) Copyright © 2006 Thomson Delmar Learning All Rights Reserved

Multicall Negotiations First call Second call – Establish rapport. – Identify needs. – Demonstrate capabilities. – Negotiate concerns. – Gain commitment. Copyright © 2006 Thomson Delmar Learning All Rights Reserved

The Proposal— A Basis for Demonstrating Capabilities Proposal letter Proposal checklist Proposal – A proposal signed by the buyer becomes a legally binding contract or letter of agreement. Copyright © 2006 Thomson Delmar Learning All Rights Reserved

Matching Statements #1 Need: “You indicated that. . . you wanted 40 sleeping rooms. ” Proof device “Here is. . . a picture of one of our guest rooms” Feature “that has. . . just been remodeled, ” Translatio n statement “which means to you” Copyright © 2006 Thomson Delmar Learning All Rights Reserved Benefit “that. . . your people will enjoy clean, comfortable, spacious, and attractive surrounding s. ” Confirmati on question “Is that what you had in mind? ” or “What do you think? ”