src special events sales training

Where are we going?Where are we going?

SalesSalesSalesSales Meet and GreetMeet and GreetMeet and GreetMeet and Greet

Hosting ToursHosting ToursHosting ToursHosting Tours Knowledge Knowledge Knowledge Knowledge

SRC Sales SRC Sales DevelopmentDevelopment

SRC Sales SRC Sales DevelopmentDevelopment

• Six Steps to Selling

1. Prospecting & Qualifying

2.Pre Approach

3.Presentation and Demonstration

4.Overcoming Objections (value)

5.Closing

6.Follow up and Maintenance

SalesSalesSalesSales

FABVFABVFeaturesFeatures

AdvantagesAdvantagesBenefitsBenefits

ValueValue

FABVFABVFeaturesFeatures

AdvantagesAdvantagesBenefitsBenefits

ValueValue

Sales Thoughts!

What are the real motives for buyers and more importantly how

do you find what it is?

Questions!

Have you had an event here before?Price or VenueWhy are you choosing us again?Price, Venue or ServiceWhat is most important?Was Price the only reason?How do we counter this?

Three Motives: Purchase, Emotional and Experience.

Purchase• Venue Shortage• Meeting Space• Previous Experience

Purchase• Venue Shortage• Meeting Space• Previous Experience

Emotional• High Desire• Value of Purchase• Desire to gain (husband/boss/etc.)• Previous Experience• Vanity or greed - ego• Low Risk or No Risk

Emotional• High Desire• Value of Purchase• Desire to gain (husband/boss/etc.)• Previous Experience• Vanity or greed - ego• Low Risk or No Risk

Experienced• Preconceived notion• Previous experience• Confidence in quality• Confidence in Service• Brand Loyalty

Experienced• Preconceived notion• Previous experience• Confidence in quality• Confidence in Service• Brand Loyalty

Want to make the saleeasier? Establishrapport first.

If you find common subjects or interests with a prospect,you can establish a business friendship; and people are more likely to buy from a friend than a salesman.

How do you build trust?

You Missed the Sale!1. Was I on time?1. Was I on time?

2. Was I prepared?2. Was I prepared?

4. Could I answer all the product questions?4. Could I answer all the product questions?

5. Did I make excuses or blame others?5. Did I make excuses or blame others?

3. Was I organized?3. Was I organized?

6. Was I apologizing?6. Was I apologizing?

7. Did the guest ask probing questions?7. Did the guest ask probing questions?

8. Did they express doubt on your performance?8. Did they express doubt on your performance?

9. Did you validate performance enough?9. Did you validate performance enough?

10. Did they express doubt on the properties performance?10. Did they express doubt on the properties performance?

11. Was I on the defensive?11. Was I on the defensive?

12. Could I overcome objections confidently?12. Could I overcome objections confidently?

13. Did I demean the competition?13. Did I demean the competition?

14. Was I too anxious/pushy?14. Was I too anxious/pushy?

15. Was I sincere?15. Was I sincere?

Role Play

Objection

Meet and GreetMeet and GreetMeet and GreetMeet and Greet

8 Keys to Successful Meet and Greet

1. Develop a professional greeting. Don't just say hello and jump into your presentation without taking a breath or allowing the other party to participate. Your greeting should err on the side of formality. Begin with Mr., Mrs. or Ms, as in "Good morning, Mr. Smith." Or "Good evening, Mrs. Jones." Everyone else says, "Hello." Be different. Be professional.

1. Develop a professional greeting. Don't just say hello and jump into your presentation without taking a breath or allowing the other party to participate. Your greeting should err on the side of formality. Begin with Mr., Mrs. or Ms, as in "Good morning, Mr. Smith." Or "Good evening, Mrs. Jones." Everyone else says, "Hello." Be different. Be professional.

2. Introduce yourself and your company. "My name is Sally Smith with SRC Special Events. We're a local Special Events company that specializes in helping businesses like yours create successful meetings." Don't get too specific yet. Don't mention al your product. If you do, that allows the other party to say, "Oh, we're happy with what we've got. Thanks anyway," and hang up. By keeping your introduction general, yet mentioning a benefit, you'll peak your prospect's curiosity and keep them on the line longer.

2. Introduce yourself and your company. "My name is Sally Smith with SRC Special Events. We're a local Special Events company that specializes in helping businesses like yours create successful meetings." Don't get too specific yet. Don't mention al your product. If you do, that allows the other party to say, "Oh, we're happy with what we've got. Thanks anyway," and hang up. By keeping your introduction general, yet mentioning a benefit, you'll peak your prospect's curiosity and keep them on the line longer.


3. Express gratitude. Always thank the potential client for allowing you a few moments in his busy day. Tell him that you won't waste a second of his time. "I want to thank you for meeting with me. This will only involve a moment of your time so you can get back to your busy schedule." Don't say that you'll "just take a moment." The feeling evoked by them hearing that you'll take anything from them will put them off.

3. Express gratitude. Always thank the potential client for allowing you a few moments in his busy day. Tell him that you won't waste a second of his time. "I want to thank you for meeting with me. This will only involve a moment of your time so you can get back to your busy schedule." Don't say that you'll "just take a moment." The feeling evoked by them hearing that you'll take anything from them will put them off.

4. State the purpose of your visit. It's best if you can provide the purpose within a question. "If we can show you a way to improve the quality of your meetings would you be interested to know more?" This is very likely to get a yes response. At this point, you're ready to start selling an opportunity to meet this person or to get their permission to provide them with more information. You're not selling your product yet--you're selling what your event will do for him.

4. State the purpose of your visit. It's best if you can provide the purpose within a question. "If we can show you a way to improve the quality of your meetings would you be interested to know more?" This is very likely to get a yes response. At this point, you're ready to start selling an opportunity to meet this person or to get their permission to provide them with more information. You're not selling your product yet--you're selling what your event will do for him.


5. Schedule a meeting. Get a confirmation to meet, either in person or to call to get the information you need in order to give a solid presentation. If he or she is so interested that they wants to do it right then and there, that's OK..

5. Schedule a meeting. Get a confirmation to meet, either in person or to call to get the information you need in order to give a solid presentation. If he or she is so interested that they wants to do it right then and there, that's OK..

6. If another face-to-face meeting is the most appropriate next step, use the alternate- of-choice questioning strategy. Offer them two times, "Mr. Johnson, I can pop by your office at 2:15 p.m. today to discuss this further. Or would 9:45 a.m. tomorrow better suit your schedule?" You didn't say, "When can we meet?" When you use the alternate of choice, you take control of getting the appointment. And note: Asking for an off-hour gets you noticed. There's something about setting a meeting at an off-hour that says you're a salesperson who'll be punctual and respect your prospect's time. Try it.

6. If another face-to-face meeting is the most appropriate next step, use the alternate- of-choice questioning strategy. Offer them two times, "Mr. Johnson, I can pop by your office at 2:15 p.m. today to discuss this further. Or would 9:45 a.m. tomorrow better suit your schedule?" You didn't say, "When can we meet?" When you use the alternate of choice, you take control of getting the appointment. And note: Asking for an off-hour gets you noticed. There's something about setting a meeting at an off-hour that says you're a salesperson who'll be punctual and respect your prospect's time. Try it.


7. Thank them for their time today and for the upcoming appointment. Reconfirm the date, time and location of the appointment. Tell him how much preparation you'll do in order to make the best use of the time you'll share. Give him your contact information this way: "If anything else comes to mind that I should be aware of prior to our meeting, please contact me at (212) 555-1212."

7. Thank them for their time today and for the upcoming appointment. Reconfirm the date, time and location of the appointment. Tell him how much preparation you'll do in order to make the best use of the time you'll share. Give him your contact information this way: "If anything else comes to mind that I should be aware of prior to our meeting, please contact me at (212) 555-1212."

8. Follow up, Follow Up, and Follow Up! If your meeting is more than a few days in the future, send a letter of confirmation immediately. If the meeting is tomorrow, send an e-mail confirmation. Keep it short and upbeat.

8. Follow up, Follow Up, and Follow Up! If your meeting is more than a few days in the future, send a letter of confirmation immediately. If the meeting is tomorrow, send an e-mail confirmation. Keep it short and upbeat.

Roll Play

Let’s go on a trip!

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ILLUSTRATE to enlighten

to focus on the positive

to induce and to prompt

ACCENTUATE

MOTIVATE

Roll Play

Show a special events room using

I A M

KnowledgeKnowledge KnowledgeKnowledge

©2012 Ernest & Julio Gallo Winery, Modesto, CA. All rights reserved.

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src special events sales training

Business

dont dont

express gratitude

dont justsay hello

emotionaland experience

youll take4

service confidence

quality confidence

good morning