Basic Communication Tools
Product Knowledge
Enquiry Handling
Propose/Sell
Site Inspection
100
Sierra and Romeo
What is the phonetic alphabet for S and R?
100
Meeting facilities, Hotel Facilities, Competitor Information, Location Attractions, Brand Elements
What are the five areas of knowledge Meeting agents are required to know to be able to sell?
100
understanding of the clients needs, proposed package, and why select us
What are essential elements of a proposal?
100
A characteristic of your meeting facility
What is a feature?
100
Get a signed contract & understand when the decision is made
What are the 2 objectives of a site inspection?
200
To provide a personalized, professional and punctual response which is efficient, flexible and accurately meets the customers needs
What is the primary goal of every Meeting Sales Agent?
200
Sun Tzu
Who famously said "if you know the enemy and know yourself, you may not fear the result of 100 battles"?
200
"Do you want me nu options A, B, C, D or E"?
What is an example of a CLOSED question?
200
A characteristic of your meeting facility/hotel described to match the client's needs
What is a benefit?
200
Preparation, Pre-Site Meeting, Delivery, Close
What are the four stages of a Site Inspection?
300
How did you hear about our Meeting facilities?
What is an example of an OPEN question?
300
Helps establish our price & DDR package inclusions
Why is Competitor Intelligence required?
300
C Vent, Destination Management Companies, Global Sales Offices
What are examples of Third Party Meeting Agents?
300
Establishes Sales Strategy and sets high & low rates for each meeting room
What is a Sales Demand Calendar?
300
Monitoring your walking pace to match the clients
What is an example of show-round etiquette?
400
Signature and BDRC
What is the name of IHG Mystery Shop Programmes?
400
Something we can trade that the client wants but is not costly to us
What is a concession?
400
The Proposal Stage
At what stage is the client invited in for a site inspection?
400
Competitor Analysis, Sales Demand Calendar, Concessions Bank, Pressures
What are the 4 elements needed to prepare in a negotiation?
400
Showing areas/rooms where the client is interested
What is an example of "tailor making" the site inspection?
500
Open, Probe, Safety Net, Features & Benefits, Close
What are the components of the Funnel Process where Agents can convert enquiries to sales?
500
An advantage we have over a competitor
What is a USP?
500
Phone them within 2 hours of issuing
What is the best method of assuring a customer has received a proposal?
500
"If you agree to X... then I will agree to Y"
What is an example of a Concession close?
500
Whether all stages of the inspection are followed, whether a souvenier is gifted to the client to take away, the personality and salesmanship of the Meeting Agent
What is the difference between an average site inspection and a WOW inspection?
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