When a new Sales Person is hired, it is almost mandatory for them to schedule an appointment with another Sales Person to tour a competitor hotel. It is smart to tour every hotel that is listed on your Star Report.
As a Sales Person myself, I welcome them and give them a full tour and explain about our hotel without giving away confidential information.
Sales is based on
-
networking and relationships
. The more people you connect with the better. Why not establish a relationship with the Competitor for referrals and a partnership?
If I don’t have space, why wouldn’t I refer a hotel that I toured and liked and why not assist the inquiry with as much information as possible? From there make a trace and trace them out. The inquiry will appreciate the referral and possibly book business with you in the future. You never know.
In return, based on my relationship with the Competitor, they will refer me.
Also after I have toured the competition I am better educated with what they have to offer and I can use this information to my advantage. Clients like Sales People that are educated.
Along with property information, you will be more comfortable quoting rates to Groups and Corporate clients if you know what your competition is offering.
So if a new Sales Person reaches out to you for a tour of your hotel, make the time for them as you would a client. It will be rewarding to you in the end.
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