10 EASY SALES TIPS for any Event Salesperson to make more function, event and wedding sales
Your attitude and skills will always determine your success as a Function Sales Coordinator.
Here are 10 simple sales tips & techniques that can help you land more function, event and wedding sales.
1: Be Positive & Passionate when you encounter people
First Impressions Count. Always be a BEACON of positivity, optimism and love.
Whether in person or on the phone the sound of your voice is important.
The TONE of your voice when you answer the phone can determine if you are being a 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).” with a friendly upbeat tone
Watch your ABC’s – Your Attitude, Beliefs and Confidence. They are the key to sales success.
2: Avoid starting off with a discussion of the PRICE or AVAILABILITY
How often do you get a call asking a “How much is it?” or “Are you available on (popular date)?” – Well – Don’t be a Premature PRICE Presenter. Don’t start by killing the sale.
If someone calls up asking a Price or Availability question, don’t just blurt it out. In fact, you should TAKE OVER the questioning by asking a few important ones of your own.
So, instead of blurting out the response, ask this:
“Just before I answer that, do you mind if I ask you a few quick questions?”
Then ask some big picture passionate questions. If pressed for a price – say “It depends and give a range”. Always talk about your VALUE and benefits before disclosing price or availability.
This ONE Sales tip made me over a million dollars. It’s a Million Dollar Question.
3: Start with the HEART – 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, just like romance, it’s best not to jump the gun. You’ll have more success if your prospect feels like they KNOW you, LIKE you and 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, you’ll need to start a relationship first.
Start with building RAPPORT.
Be friendly and MATCH their tone, speed, style and body language.
4: A great HANDSHAKE can start a relationship
You can start with a great handshake – not too strong, not too weak, just right.
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). Avoid dominating the handshake by being on top.
5: Think like a Doctor – DIAGNOSE with QUESTIONS Before Prescribing your Solution
Don’t just give them you entire SPIEL or PITCH. Telling is NOT Selling.
Tell them exactly what they want to know – NOT everything you know.
Thanks to the internet and Dr Google we’re in a world where people can self-diagnose. Got a sore arm? Is it cancer? Is it a weird rash? The internet will tell you. But let us NOT jump straight to the solutions, the pitch or the answer. Let’s do some qualifying and diagnosis.
Start your diagnosis by asking some great “big picture” passion inducing questions.
Don’t answer questions they haven’t asked and don’t need to know. Be succinct.
The ultimate venue sales consultant is the one who can diagnose the perfect solution.
6: Ask and Find Out Their “SOURCE of ENQUIRY” Near the beginning of Your Conversation
You’ll want to pick up any referrals or repeat clients very quickly so you need to have this information as early as possible; never save this question for the end.
- “Have you been here before?”
- “What have you heard about our venue?”
- “May I ask how you heard about us?”
7: Use QUESTION SOFTENERS
Be polite when asking questions – try adding these softeners when asking for any private information like address or name
- “Do you mind if I ask..?”
- “Is it okay if I ask..?”
- “May I ask..?”
Questions softeners such as those above prove you are a gentle person – and when it comes to selling, gentle but assertive beats pushy everytime.
8: Offer ADDONS & Extras – “Do you Want Fries With That?”
The easiest addon is to sell the thing most related to the main product they purchased.
What are your favourite venue extras – your “fries”?
Read this blog for more ideas on Selling more Addons and Extras
9: Using the ‘POINTING and Magic HEAD NOD’ is a Jedi Mind Control tip
As part of the upsell, simply pointing at the object or picture and nodding gently, will lead to a higher conversion rate.
10: ASK for the Order and Ask Again
After all that, do not just be an information provider. ASK for the order. It’s NO not now, not NO forever. Ask! ASK nicely but keep asking. Ask again in a different way.
ABOUT THE BLOG AUTHOR – David Staughton CSP
Big Hat Professional Services can help you grow your hospitality business and improve your Function Event & Wedding Sales. David & Kevin can help you!
David Staughton CSP is an award-winning International keynote speaker, and experienced Small Business consultant. With over 15 years ‘hands on’ experience in the Hospitality industry, he speaks and consults on a wide range of hospitality business improvement in the areas of sales, staffing, service and strategy.
Kevin Kosky is a skilled business communications trainer. He is a specialist on inbound phone skills, presentation skills and delivering sales presentations. Kevin is an expert teacher of face to face communication skills like sales, supervision, and presentation skills.
If you would like to receive more Great IDEAS, NEWS & BLOGS for growing your hospitality business or the events industry please sign up to our e-newsletter.
You can also download some of the free HOSPITALITY E-BOOKS available on this website
This BLOG is a work in progress – If you have any suggestions please call Hospitality Expert David Staughton on 0408375100 or contact us
If you would like to improve your Venue Results or learn how to sell stacks more Functions & Events all year round come to a HOSPITALITY TRAINING WORKSHOP
www.bighat.com.au © David Staughton 2020 – All rights reserved