My son and his fiancee kindly invited me to join them as they visited several locations for their upcoming wedding. Because I’m always there as “SpeakerSue” and everyone is on best behavior, I never get to experience a “real” site. (It’s better that way!) Here is what Lee’s Blog learned about how sales people – not site inspections – lose business:
1. Sales people don’t ask the right questions. Oh, they ask the typical stuff like, “When did you get engaged? Where did he propose? Are we the only hotel you’re considering? How many people do you think you’ll invite? Will you have your ceremony and reception here?” But they don’t ask the question that count to the buyer. Questions like:
-What does your dream wedding look like/What are you thinking is most important to you about your wedding?/What will make you happy when you think about the place you’d like to be married/have a reception?/What is the most special thing to you about your wedding (besides the groom, of course)?
-What don’t you want at your wedding?/What have friends warned you about that you’re afraid might happen at your wedding?/What is your biggest concern about the wedding at this point?
2. Sales people talk too much! Being honest about a possible downside (the golfers will be finishing this hole behind the ceremony and that is something to consider) is vital, but expressing an opinion (personally, I really don’t like this area because to me it looks like an airplane landing field) is just foolish. We liked the area because of the beautiful, romantic path to the wide open ceremony area. But not after the sales person voiced her opinion. “Oh, it does look like an airfield…”
3. Sales people try to confuse the issue. At this point, determining the best wedding venue is most important. One salesperson, upon seeing my reaction to the “private” ceremony area directly behind the pool cabanas, starting upselling the cabanas! “These cabanas are so great,” she gushes, “for the bachelor or bachelorette party. You can rent them for a fee and have a private party here and then have your wedding right here.” OMG. Instead of talking about how they can create a private area out of the space and helping to sell the area, she went in an entirely inappropriate direction.
4. Sales people don’t show their best stuff. “I’m sorry but this room is set for a meeting so you may not be able to envision your wedding but believe me, it’s really beautiful,” doesn’t cut it. We had an appointment to see the Vietnamese language translation services where they might have their reception. I get that the room could be committed but either: tell us when we’re setting the appointment, or have actual photos loaded on an iPad or in somewhere where we can see beautiful.
Why the sales person thought we would take her word for it, “believe me, it’s beautiful” is beyond me.
5. Sales people who care can be more important than the site. One sales person told us that if we choose her venue, we can feel confident because we get her. She would be there the day of the wedding and at the rehearsal, too, and “I want you to be happy,” she said to the bride-to-be. We may not choose that property, but the stuff that didn’t work, seemed much more workable knowing she had our back.
Has the sales person’s attitude ever caused you to select – or not – a venue? Tell us!
–
Power Sales Writing