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1、,單擊此處編輯母版標(biāo)題樣式,單擊此處編輯母版文本樣式,第二級,第三級,第四級,第五級,*,Site Inspection,參觀酒店,We will altogether learn the,following points:,我們一起學(xué)習(xí)以下幾點:,Establishes rapport before,beginning the tour,確認參觀時間,Step One:,第一點:,You should confirm:,你應(yīng)當(dāng)做到:,Avoid the hotel rush hour,防止酒店經(jīng)營頂峰,Select the available time for both,與顧客約定雙方都方便
2、的時間,Step Two:,第二點:,Demonstrates readiness and,preparation,一切準(zhǔn)備就緒,You should prepare:,你應(yīng)當(dāng)準(zhǔn)備好:,Sales Kits of hotel information,酒店產(chǎn)品資料,Name card,名片,Check the hotel room for site,inspection,檢查要參觀的客房,Your Good Grooming,你的儀容儀表端正,Reserve a table in the restaurant,在餐廳定位,Step Three:,第三點:,Establishes and summ
3、arizes,client needs,and preferences,確定并總結(jié)顧客的需求和喜好,You should know:,你應(yīng)當(dāng)了解：,What he need,顧客需要什么,What he not need,顧客不需要什么,What he like,顧客喜歡什么,What he dislike,顧客不喜歡什么,Sales Secret,:,銷售小秘訣：,Match what his,needs and preferences,投其所好,Step Four:,第四點:,Confirms inspection route in advance;,route matches clien
4、t interests,預(yù)先確定參觀路線，迎合顧客的興趣,You should confirm the route:,確定一些重要參觀區(qū)域：,Hotel lobby,酒店大堂,Western Restaurant,西餐廳,Chinese Restaurant,中餐廳,Banquet Hall,宴會廳,Hotel Rooms,酒店客房,Step Five:,第五點:,Moves at client pace and tailors,presentation to client reactions,緊跟顧客，根據(jù)其反響做相適應(yīng),的陳述,You should do those:,你應(yīng)當(dāng)做到:,Est
5、imate the arriving time and take,all information to the lobby to,welcome the client.,預(yù)計顧客到達時間，帶上資料至大堂迎接,Introduce the route and match the,client,adjust it according to the,clients needs,.,向客人介紹參觀路線，征求客人意見，并根據(jù)客人,的需求進行即時調(diào)整。,Step Six:,第六點:,Presents relevant features and,outlines appropriate advantages,
6、and benefits,介紹酒店相關(guān)特征，優(yōu)勢，,利益等,You can introduce the following points:,你可以介紹以下幾點：,Service&Facility,效勞設(shè)施,Business hour,營業(yè)時間,Product Advantage,產(chǎn)品優(yōu)勢,Selling Policy,銷售政策,Discount,優(yōu)惠活動,Other,其他,Step Seven:,第七點:,Shows detailed knowledge of,product and demonstrates,confidence,展示酒店產(chǎn)品，充分證明企業(yè),信心,You can show t
7、he,following points:,你可以展示以下幾點：,Hotel rooms,酒店客房,Western Restaurant,西餐廳,Chinese Restaurant,中餐廳,Banquet Hall,宴會廳,Excellent Team&Service,精英團隊&優(yōu)秀效勞,Step Eight:,第八點:,Invites client to experience the,product and encourages comments,and questions,邀請顧客體驗產(chǎn)品，并歡送他們,提出意見和問題,Experience the following:,體驗以下一些：,Ho
8、tel Room Facilities,客房設(shè)施,Beverage&Food,餐飲,Invite the client to have dinner.,邀請顧客吃飯。,Welcome the clients,comments and questions.,歡送顧客的提問及意見。,Step Nine:,第九點:,Gets a reaction to each area,visited;surfaces and handles any,Resistance,讓顧客對每處參觀點發(fā)表意見，,發(fā)現(xiàn)并處理雙方異議問題,Clients comments and Questions,are a huge am
9、ount fortune for our,hotel.,顧客的提問及意見對酒店而言是巨大的財富。,Listen to the client carefully.,認真地傾聽顧客。,Focus on the clients questions.,關(guān)注顧客的問題。,Handle any resistance.,解決異議問題。,Takes some notes.,作好筆記。,Step Ten:,第十點:,Gains commitment to a specific,next step,向顧客爭取進一步合作,Thanks the client and create a,positive impression.,感謝顧客留下良好的印象。,Maintain positive appearance.,保持良好的形象。,Farewell client with give aways.,辭別顧客并送上些小禮物。,The End,
酒店銷售帶客參觀接待流程
