3.05 Employ sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales. Cultivate group sales

TOPICS a. Discuss techniques that can be used to cultivate group sales. b. Identify incentives that can be used to cultivate group sales. c. Explain the use of technology in cultivating group sales. d. Demonstrate procedures for cultivating group sales.

9 Practical Steps to Increase Your Group Sales #1. Find hot prospects.

#2. Do your homework.

#3. Supersize your group business.

#4. Manage groups wisely. You can’t sell or manage groups the same way you manage individual travelers.

# 5. Work with pre-existing groups.

#6. Watch your bottom line.

#7. Ask for the business.

#8. Never close a sale. It’s only the beginning

#9. Reap the rewards.

One incentive to offer groups is discounts based on the size of the group.