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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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