Entering the negotiation stage without proper positioning is like walking into a masquerade ball without a mask. It's not just awkward; it's downright disastrous. Positioning, in the negotiation process, is your opportunity to don that elegant mask and make a grand entrance that turns heads and piques interest.
Let's start by acknowledging that each property or service in the hospitality sector has its own unique charm, just like each dancer at the ball. Your task as a Sales Director is to showcase this charm, these unique selling points, in a way that aligns with your client's specific requirements.
It's a bit like playing matchmaker. You want to light up your client's eyes when they see how well your offering matches their needs. And you do this by tailoring your pitch to your client's unique desires and concerns.
Consider this, you have a client who has previously voiced concerns about the impersonal nature of large hotels. They love the idea of personal attention and unique experiences. So, you position your property not just as a place to stay, but as a home away from home, filled with curated experiences tailored to their liking. You're not just selling rooms; you're selling an unforgettable experience.
But beware of the one-size-fits-all approach. Each client is a unique dance partner, and you must tailor your steps to the rhythm of their needs. If one client prefers the Waltz, don't force them into a Salsa. Listen to their music and adjust your dance accordingly.
Remember, the goal of positioning is to pique your client’s interest and open the doors to a fruitful conversation. Your property or service isn't just another face in the crowd; it's the belle of the ball that everyone wants to dance with.
On that note, let's get ready for the next step in our negotiation dance - Exploring. But don't rush off just yet. You may want to stay around for some amusing stories from the negotiation dance floor.
Stay tuned, because the music's just getting started.
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