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1、HiltonPARTICIPANTWORKBOOKFRONTOFHOUSESELLINGSessionICONKEY口Showoverhead⑦AskparticipantsFGro叩discussion￡QWorkbookreviewSessionStructureCourseobjectivesCourseobjectivesCustomerFocusedSellingIntroductionandwelcomeWelcometothistrainingsessiononimprovingourfrontofhousesellingskills.Thisisaone-daycours
2、ethathasbeenespeciallydevelopedforHiltonInternational.Ithasaverysimplestructure?Duringthefirsttwothirdswewillfocusonstructureandtheory*andinthelastthird,wewillapplywhatwehavelearnedinpracticesessionsrelevanttoourowndepartments.Sessiononewilllastabout1hourand45minutes.Herewewillsetthegroundworkfor
3、therestoftheday.Wewilllookatwhatsellingis,howitdiffersfromordertaking,whatelementsmustbepresentinaneffectivecustomerfocusedsaleandwhatimpactitcanhaveonourproductivity?Insessiontwowecloselyexaminewhatourproductsandservicesmeantoourcustomersandhowwecanmosteffectivelysellthebenefitsofwhatwehavetooff
4、er.JThesessiondefinesfeaturesandbenefitsandinvitesustoexperiencewhatitmustbeliketoseethingsfromourcustomersperspective.Thiswilltakeaboutlhour.Sessionthreelooksatthecriticalskillsrequiredtoselleffectively?Itcoversthefourbasiccommunicationskillsthatcombinetoenhanceoursellingskills.Thissessionwillla
5、stforabout2hours.Lunchwillfollow?Insessionfourwewillcoverasimplefour-stepprocessforstructuringthesale-approachingthecustomerandbuildingrapport,uncoveringneeds,makingrecommendationsandgainingagreement/makingthesale.Thetheorycomponentofthiswilltakeaboutanhourwithafurtheronehourforpractisingthestruc
6、ture.ObjectivesHiltonOurobjectivesforthiscourseareto:?HelpyoudevelopanappreciationofthefrontofhousesalesculturebeingdevelopedinHiltonHotels.?Introduceyoutotheconceptsrequiredtodrivechangeinourapproachtofrontofhousesales.?Introduceyoutoasimpleframeworkforstructuringpro-activesalesinteractionswithc
7、ustomers??Helpyoutodevelopanappreciationoftheimportanceofunderstandingwhatourproductsandservicesmeantocustomers.?Giveyouthecommunicationtoolstoimprovethesalesatyourdepartmentandthehotefsresultsoverall.?Showyoupractical
