PD Basics
Three reasons why someone chooses a casino
What is Luck, Location, Service
Three Expectations of gamblers
What is Hoping to Win, Expecting to lose and overall, wanting to have a good time
This is more powerful than REWARD
What is RECOGNITION?
This is the MAIN key to overcoming a guests objections
What is LISTENING?
THIS should be driving your decisions and progress
What is DATA?
The type of selling that a casino uses
What is Relationship Selling
Everybody!
What is whose responsibility is it to sell the casino.
Match Player to Product = Relationship Loyalty
What is the sales cycle for a casino?
Rather than focusing on what you cannot do for a guest, focus on this.
What is focus on what you CAN do?
A mathematical form that lays out all associated costs of an event.
What is a proforma?
Known as the 80/20 rule
What is the Pareto Principle
The 3 basic human needs
What is
to be seen
to be heard to know they matter
Host Mantra #1
What is ABS
This is the most important part of developing a relationship with a guest.
What is trust?
People whose main job it is to maximize the lifetime value of a casinos best players
What is a Host or an Executive Host?
What we negotiate for in a casino
What is play
Listen to Learn to Lead the conversation
What are the 3 L’s
The 4 marketing strategies
What are
Acquisition
Retention
Growth
Reactivation
This is the most important question a host should ask an inactive player.
What is Why?
The two main metrics used to determine player worth to the casino.
What is Trips and Theo?
Three "types" of casino hosts
What are Hunter, Hugger and Hybrid
The 3 P’s of selling
What is
Product Knowledge
Player Psychology
Value Proposition
This is a gamblers MOST important benefit
What is a relationship with an assigned host?
A host should always end a contact in this manner.
What is positive parting comment and schedule a follow up?
This specific, designated position is vital for a PD team to get accurate, detailed and timely information.
What is a PD analyst?