Your attitude and skills determine your success as a Function Sales Coordinator. Here are 10 simple tips that can help you land more sales, on the phone and in person.
1: Don’t Be a Premature Price Presenter
How often do you get a call asking a simple price question? If someone calls up with a simple question, don’t give a simple answer. In fact, you should take over the question by asking a few important ones of your own.
So, instead of blurting out a pat response, ask this: “Just before I answer that, do you mind if I ask you a few quick questions?”
2: Think Heart Before Head
Your eyes meet across a crowded nightclub dance floor. He sways towards you. You toss your hair seductively. As he leans in, he whispers, “Will you marry me?”
Run. Run now.
In sales, like love, it’s best not to jump the gun. You will have more success if your prospect feels like they can trust you. Remember, the people most likely to buy from you are the ones that know you or have dealt with you in the past. For those just getting to know you, make love to them first. Start with rapport building. (Not literally).
3: Think like a Doctor and Diagnose Before Prescribing
Thanks to the internet and Dr Google we’re in a world where people self-diagnose. Got a sore arm? Is it cancer? Is it a weird rash? The internet will tell you. And when it comes to travel we are competing with the internet. But while your clients are asking Google where the best place to eat in Rome is, you can, using the right questions, not only tell them where a good place to eat in Rome is, but also why they need to hop a plane and eat at a fantastic restaurant in Lisbon. And why you should be the one to book it.
The ultimate venue sales consultant is the one who can diagnose the perfect solution.
4: Ask and Find Out The Source of Enquiry Question Near the Start of Your Conversation
“May I ask how you heard about us?”
You want to pick up referrals and repeat clients very quickly so you need to have this information as early as possible; never save this question for the end.
5: Use Question Softeners
- “Do you mind if I ask..?”
- “Is it okay if I ask..?”
- “May I ask..?”
Questions softeners like the above proves you are a gentle person – and when it comes to selling, gentle but assertive beats pushy.
6: Positivity & Passion Sell
Be a beacon of positivity, optimism and love. How you answer the phone can determine if you are this beacon. Answering your phone with an upward intonation makes you sound more approachable. Try this answering you phone like this:
“Thanks for calling (Venue). This is (name).”
7: Do you Want Fries With That?
The easiest upsell is to sell the thing most related to the main product purchased. The travel industry’s fries are travel insurance. What are your favourite “fries”?
8: Using ‘Point and Magic Head Nod’ is “Jedi Mind Control”
As part of the upsell, putting up a sign and simply pointing at it and nodding, will lead to a higher conversion rate.
9: Ask for the Order and Ask Again
After all that, do not be an information vendor. Ask for the order. It’s NO not now, not NO forever. Ask!
10: Your Handshake Can Signal Success
Those who literally come out on top of a handshake make more sales. Have a firm not flabby handshake, keep it vertical and just 3 up and down pumps is good (as you look them in the eye).
Find out more by contacting Big Hat today