Preparation - Your Strategic Game Plan
As a seasoned hospitality sales director, you know that the first dance steps of the negotiation waltz take place long before you ever meet your partner - the client. Preparation is the secret sauce that seasons the entire negotiation process, adding flavor to the strategic dance.
Begin by deep-diving into your potential client's world. Explore their corporate culture, industry trends, previous business transactions, and even the LinkedIn profiles of key decision-makers. Learn their needs, wants, preferences, and fears. This reconnaissance mission should paint a detailed portrait of your client. You'll know you've hit the mark when you start having dreams about presenting them with the perfect contract.
Just as a chef prepares a feast, scrutinize your property and services. Understand its strengths as well as its quirky, less-than-perfect corners. By acknowledging your limitations, you can preemptively address potential objections that the client may raise. After all, if life gives you a small meeting room, why not market it as a 'cozy, intimate space for productive discussions'?
Your preparation should also extend to developing a feel for the client's perspective. Empathy, after all, is not just for self-help books. Understanding the client's viewpoint helps in crafting an offer that speaks not just to their business needs, but also to their hearts.
Think of this phase as your backstage - it's where you rehearse your lines, fine-tune your pitch, and put on that metaphorical power suit. Because when you're well-prepared, you don't just participate in the negotiation – you lead it. And isn't that a position we all relish?
But remember, the dance has only just begun. In the next post, we'll put on our dancing shoes and step into the light with 'Positioning.' Stay tuned for more amusing anecdotes and wisdom from the hospitality negotiation stage.
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