Can be done in person, via email, or on the phone.
What is Delivering the Proposal?
100
A clients way of asking for information and communicating their slight hesitation.
What is an Objection?
100
Successful delivery of your proposal.
What is essential to success at getting the deal and becoming a trusted advisor?
100
Limited Eye contact, crossed arms, leg tapping and furrowed brow?
What is body language?
100
A tool that can be found on IHG way of sales to help you communicate your brand to your client.
What are Brand Selling Stories?
200
Checking in with your client after delivering each portion of the proposal to see if the offer will work for them.
What is Conducting Trial Closings?
200
No Deal, Win/Lose, Lose/Win or Win/Win
What are the four possible outcomes of negotiation?
200
Spell check yourself, have someone else read, read from bottom to top.
What are best practices for delivering a proposal via email?
200
7% words we use, 55% facial expressions, body language, 38% how we say words, tone of voice, style
What is How we communicate?
200
A tool in your book used to ensure that you plan effectively prior to negotiating.
What is the Negotiation Guide?
300
To Anticipate, Appreciate and Address
What is Handling Objections?
300
A dialogue that takes place between parties that want to work together, but have differences that need to be resolved before they can reach agreement. This is NOT selling.
What is negotiation?
300
Listen for a smile or distractions such as typing. Ask to call back if needed.
What are best practices for delivering a proposal on the phone?
300
A tool in your book that allows you to organize items that you are willing to give to you clients in return for a get.
What is the Trade Tip Sheet?
400
If I…., Then will you...
What is Facilitating Negotiations?
400
Items that are typically negotiated with customers at your hotel.
What is a Trade List?
400
Look out for body language and apply the 4 p's of presentation - planning, preparing, practice and present.
What are best practices if delivering a proposal in person?
400
A tool that will help you understand what objections are, review common sales objections, learn best practices, and plan for objections.
What is the objection handling tool?
500
A trade is a small gesture that is attractive to your client and meets one of their needs.
What is a trade?
500
Items that you would like to receive in return for giving and item to your client.
What are Get's?
500
A word document formatted for you to insert your proposition value statement and package to be delivered to your client.