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Selling Hospitality. Chapter 10 Phase Two— Negotiation Process Strategy: Step Three: Demonstrating Capability. Demonstrating capabilities = Sales proposal = Presentation of a plan or suggestion as to how a product or service can satisfy a client’s need. The Buying/Selling Process.

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Presentation Transcript
Selling hospitality
Selling Hospitality

Chapter 10

Phase Two—Negotiation Process Strategy:Step Three: Demonstrating Capability

Demonstrating capabilities = Sales proposal = Presentation of a plan orsuggestion as to how a product or service can satisfy a client’s need


The buying selling process
The Buying/Selling Process

The Pre-Negotiation Process

  • Phase 1—Pre-Negotiation Strategy

    • Understanding Negotiations

    • Prospecting

    • Pre-call Preparation

  • Phase 2—Negotiation Process Strategy

    • Approaching the Buyer (Chapter 8)

    • Investigating Needs (Chapter 9)

    • Demonstrating Capability (Chapter 10)

    • Negotiating Concerns (Chapter 11)

    • Gaining Commitment (Chapter 12)


Multicall negotiations

First call

Establish rapport.

Identify needs.

Second call

Demonstrate capabilities.

Negotiate concerns.

Gain commitment.

Multicall Negotiations


The proposal a basis for demonstrating capabilities
The Proposal— A Basis for Demonstrating Capabilities

  • Proposal letter

  • Proposal checklist

  • Proposal

    • A proposal signed by the buyer becomes a legally binding contract or letter of agreement.


Matching statements
Matching Statements

  • #1 Need

  • Proof device

  • Feature

  • Translation of words or phrases

  • Benefit

  • Confirmation question




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