前厅升级促销技能.pdfVIP

推销最高价格的房间；如向两位商务客人推销一间大床位的豪华间。 那些花销较大的客人会遵从并接受你的推销。如果客人不接受你的推 荐，你应该接着向他热情推荐价格稍低的房间及其设备。若客人仍不 接受，继续运用此方法直至客人接受为止。 3 ． BOTTOM-UP 价位递增销售 This technique is used when the guest is already holding a reservation in the hotel, even a minimum or low-rate category has been comfimed. 当客人已有预订，并且得到确认的房间价格很低甚至是最低价格房间 时，可运用到这一技巧。 Remember only to mention the difference of room rate for a better room. You can say, “ For $ 100 more, you can have a king-size bed” or “For $ 300 more, you could have two-bedroom suite for your family.” or “ For only $ 200 more, we can put you in an Executive Club room. You can make use of our fully equipped Business Center……” 记住在推荐较好的房间时，只需说明两者间的差别。你可以说明：“再 加 100 元，您就能拥有一张大床。”或 “再加 300 元，您就能拥有双 人床的套间。”或“再加 200 元，您就能入住行政楼层。” (Since the guest has already demonstrated a level of complianceby making the room reservation, the later request, during check-in, represents not a total outlay but a small increase over the anticipated charge. Often, the guest will comply.) 既然客人通过客房预订就表示了某种程度上的接受，在办理入住时， 客人只需在预期的房价上加一少部分资金，而不是要支付很多钱，对 于这样的建议，客人通常会接受。 Give handouts – Methods of Upsellling 分发资料 – 销售技巧 and 和 Standard phrases 标准句型 Q: WE HAVE TALED ABOUT SO MANY ADVANTAGES OF UPSELLING, CAN YOU SEE ANY DISAKVANTAGE IF IT IS NOT DONE ROPERLY? 到此，我们讨论了很多岗位销售的好处，但若这些技巧使用不当，你能看 出会有什么影响吗？ Over-sell or Hard-sell 过激推销或勉强推销 We don’t there for want to pressurize guests to make them feel that the place is full of people intent on making them spend more money. You are there to make