Sell, not Tell !
Since 4 years many organizations in Taiwan have organized training sessions, seminars and conferences on the various aspects of Business Events or, with its more widespread name, MICE. But now is the time to start the next phase, the actual selling of the destinations, its products and its services.
But selling takes time, a good sales person spends only 10 % of his time on face to face selling and 20 % of his time on preparing and proposing , the rest of his working time is “ wasted ” on travel, internal company activities and personal time ! So there is a need to be well prepared in order to make a good impression as the Sales Manager and/or Director you are not only representing your own company but, more importantly, your country : Taiwan !
And please don’t forget you can make a first impression only once !
Appearance
It is common sense to look the part. A sales person should remain smart, professional-looking and remember that seemingly small details matter. But do not deceive yourself that a new outfit, or haircut, can replace the need for all the sales technique you can muster.
Projecting an appearance of efficiency which is indicative of things is different from being efficient. For example, your briefcase should be tidy and well organized, your calculator should have batteries in, and visual aids should be ready, accessible, in good condition and in the appropriate order. Anything you can think of to enhance this aspect of appearance and build an impression of efficiency is certainly worth a moment's thought.
Efficiency
It is not sufficient to look efficient, you must be efficient. You must be punctual. If you are late what will they anticipate about the timing of coffee breaks, in a meeting, or of an early morning wake-up call?
Remember details and not ask the same question twice for example, on the telephone at first contact and then when you meet.
Clearly be dealing with each customer on an individual basis, not just going through things so that it seems like a “standard pitch” :
- Have all the information, facts and figures at your fingertips.
- Keep promises, as with follow-up action.
- Note and use their names.
- Be apparently concerned with significant details.
Make notes and be conscious also of the things that allow the customer to be efficient.
Hospitality
You are in the tourism & hospitality business, so people expect the way you deal with them to reflect your company's style of service. All the usual courtesies apply respect for the customer and your views, politeness, concern, willingness to take trouble are important, and often decisive!
Whatever you do must be done well. Above all, and particularly with longer and more elaborate involvement’s such as lunch, consider the clients and their perception of entertaining.
These days most of the people you deal with are very busy. You may have the best restaurant in town and a meal in it will probably not fail to impress the customer, but not everyone is interested. For some, the last thing they want is another heavy business lunch and the hour and a half it takes up.
Ask them how long they have and if they would prefer a faster alternative; make sure it is planned well.
Making an initial approach
A first contact may come, let us say, as an inquiry. Once you know who they are, what they might be interested in, why they came to you, then you can ask whom else they can direct you to.
This may be in two ways asking: “do you know anyone else who might be interested...” and analysis. “If this bank manager is interested which others can I talk to?”
