Exploring: The Discovery Phase of Hospitality Sales Negotiation

The exploration phase of negotiation in hospitality sales is all about mutual discovery. It's where both parties – the hospitality provider and the client – get to understand each other's needs, objectives, and constraints more deeply. Exploring these elements is instrumental in shaping a proposal that not only meets but surpasses the client's expectations while ensuring the sustainability of your business.


Case Example: Biltmore Hotel, Miami


Consider a scenario at the Biltmore Hotel in Miami. They were in negotiations with a multinational corporation looking to host a week-long seminar for their international executives. During the exploration phase, the hotel learned that the corporation was not just interested in conference facilities and accommodations. They also wanted to provide unique cultural experiences for their executives, many of whom had never visited Miami before. Leveraging this knowledge, the Biltmore proposed additional activities like golf lessons at their renowned golf course, a guided tour of the historic hotel, and a day trip to local attractions in Miami. These tailored experiences made the proposal significantly more attractive to the corporation.


Case Example: Meliá Varadero, Cuba


Let's consider Meliá Varadero in Cuba, negotiating with a large family reunion group. During the exploration phase, Meliá Varadero learned that the family had Cuban roots and were keen to explore their heritage during the reunion. This prompted the hotel to offer more than just a group discount and event spaces. They proposed a custom itinerary that included visits to local cultural sites, a traditional Cuban cooking class, and a Cuban music night at the hotel. This proposal, informed by the family's unique interest, made Meliá Varadero the preferred choice for the reunion.


In both these examples, the exploration phase played a crucial role in understanding the clients' deeper needs and desires. This knowledge then became the bedrock for crafting unique, personalized proposals that not only met but exceeded their expectations. In the end, the art of exploring in hospitality sales negotiation lies in the ability to listen, understand, and creatively respond to your clients' needs.


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