2. Who is afraid of selling?
• Anyone ?
• Reason why people don’t like selling?
• Whose responsibility is it to sell in event management?
• Why is sales so important?
3. Is there a process to
selling?
• Write down the process
• Introduction of yourself and the company
• Build rapport
• Inquire by asking questions
• Offering
• Pricing
• Rebuttal
• Close
4. Introduction
Hello my name is Taha Memon, I’m the owner of Dawat,
I am calling today because I got your inquiry from my
marketing manager and wanted to call you and speak to
you about your event! Is now a good time to talk?
5. Build Rapport
Oh great , I am glad I was able to get in touch with you at the right
time! Congratulations first of all!
Build rapport by asking questions such as
1. When did you guys meet?
2. What wedding dress are you wearing?
3. What’s your venue?
4. Do you have a color theme in mind?
Remember on call it will be a mixture and overlapping of both the
sales process step 2 and step 3- in person you will be able to read
body language and ask more personal questions through emotional
intelligence.
6. Inquire
• What do you want in your menu?
• What flowers do you want?
• Lilies or daisy?
• What do you think of this stage?
• What do you think of this theme?
• More specific questions will be asked here!
7. Offering
• Bring out your offer!
• Keep your tone nice and happy here! Remember they
are getting married, so make them feel excited during
this time. You will not proceed if they are not ready!
• Tell that what you are offering them and get them
excited ! this is where you present them your mood
board!
8. Pricing
Say something like this:
Okay great! So based on the information I have your
quote ready! So excited to be showing you this, your food
will cost you this much $ your decor will cost you $ and
your floral will cost you this much $. Now wait and let
them talk!
9. Type of rebuttals and what
do they really mean?
• Can I think about it?
• Its priced to high
• Is your food good
• When did you guys start
• Will your inventory be clean?
• Do I have to pay in advance?
• What is your companies tax number?
• How long have you been in business?
• My friend told me she had a bad experience
10. Type of rebuttals and what
do they really mean?
• I’ll need to book my venue
• My fiance isnt here
• My dad will be making the decision
• We will let you know
• I dont know if I’m ready
11. Closing
• Read the reaction the body language!
• Don’t talk at closing.
• Less is more!
• Things to say!
• Cash or credit?
• Let's make a 50 percent deposit today and the rest you
can put on a cc
• Get the contract out and close out the deal!
12. Things to remember and
practice
• Practice the process- don’t move on to the next step
until you have completed the first.
• Don’t use the process like a robot, make it natural-
• Less is more!
• Sales is an ongoing process, don’t stop your learning
here!
• Reach fast!
13. Otherwise known as emotional quotient or EQ is the ability to understand, use,
and manage your own emotions in positive ways to relieve stress, communicate
effectively, empathize with others, overcome challenges and defuse conflict.
Emotional intelligence helps you build stronger relationships, succeed at school
and work, and achieve your career and personal goals. It can also help you to
connect with your feelings, turn intention into action, and make informed
decisions about what matters most to you
Emotional intelligence is commonly defined by four attributes:
Self-management – you’re able to control impulsive feelings and behaviors,
manage your emotions in healthy ways, take initiative, follow through on
commitments, and adapt to changing circumstances.
Emotional Intelligence
14. Self-awareness – you recognize your own emotions and how they
affect your thoughts and behavior. You know your strengths and
weaknesses, and have self-confidence.
Social awareness – you have empathy. You can understand the
emotions, needs, and concerns of other people, pick up on emotional
cues, feel comfortable socially, and recognize the power dynamics in
group or organization.
Relationship management – you know how to develop and maintain
good relationships, communicate clearly, inspire and influence others,
work well in a team, and manage conflict.
18. Make a quick quote
Saba wants 100 people décor with basic food menu. She
wants the area fully carpeted She want buffer for 100
people, but only 80 people seating . She wants at least 2
lounges. She also wants her entire garden which is on 500
yards covered with fairy lights She will be needing a
Green theme , Amber and Pink theme for linen and
napkins
