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酒店销售第一法则(巴特.伯凯文/肖强译)

(2011-03-12 16:44:36)
标签:

酒店营销

第一法则

线索营销

杂谈

分类: 行业摘引
 
酒店销售第一法则(巴特.伯凯文/肖强译) Bart Berkey
The No. 1 rule for success in hotel sales
(The views and opinions expressed in this blog are strictly those of the author.) 本博客中所述看法及意见仅为作者本人观点

I had an interview recently with an incredible gentleman who shared his philosophy on why he has been so successful in sales for the past 10 years. His answer was simple and direct: Respect the lead.

最近我采访了一位在过去10年当中于销售领域取得难以置信业绩的绅士,并分享他为什么获得如此成功的诀窍和人生观。他的回答简单而直接: 尊重线索。

酒店销售第一法则(巴特.伯凯文/肖强译)

 

His further explanation made perfect sense to me. Each lead represents a potential customer and should be given adequate attention and effort, regardless of how the business potential may initially appear. Each lead represents a customer who has a specific need, and they have taken the time to communicate their requirements to your hotel. 

他进一步的解释让我豁然开朗。 无论起初看起来做成交易的可能性有多大,每一条线索都代表着一个潜在的客户,应该给予足够的关注和努力;每一条线索的背后都可以牵出每一个客户的特殊需求,而且他们已经花费了一定的时间来与酒店进行了沟通。

Upon first glance, some leads may not appear to be a perfect fit for your property, but when you respect the lead, you will take the time to fully understand the desires of the customer. By asking questions and suggesting give-and-take tactics as part of a partnership, most leads can turn into actual revenue. The best salespeople will not treat each lead like another transaction and move quickly to remove it from their inbox.

在第一眼看过去时,一些线索对于你的酒店来讲未必显得如此贴合,但当尊重了这条线索,花时间去尽力理解客人的愿望,并从合作伙伴的角度通过仔细询问需求和提供建议性的替代方案,大多数线索都会变成实际的收益。最优秀的销售人员是不会象其他人那样轻易对待每一条线索,草率地从自己的收件箱里将其清除。

Respect the lead, and watch your production soar!

尊重线索,生意腾飞指日可待!

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