Creative Way of Getting into a Competition Account



Ratan was working in Marriott Chennai and received the information that Vice President of OfficeTiger USA was put up in Hotel Park, his competitor. The VP was staying with his wife and 4-year old daughter and was to stay in that hotel for six months. Apart from him, there was a possibility of a number of his executives from US visiting India.
How did Ratan managed to move the customer from The Park to the Marriott? One day Ratan brought a cute soft-toy for the kid and got it delivered through the front-desk.
He also managed to get the birthday details of the kid. Ratan approached his management and asked whether it is alright to host a small party for the kid staying with her parents in a competitor’s hotel. After receiving the approval, he arranged the party and also invited some of his in-house guests in Marriott. What would happen to a mother if she receives a message that a birthday party has been organized for her daughter (with no strings attached) in another hotel? The family had such a great time that the next day they moved to Marriott. Subsequently Ratan was able to close a deal worth 400 room-nights through such a party!

For more such creative insights on Creative Salesmanship refer the sales book on value Selling considered as A  Definitive Guide to High-Value Enterprise sales Contextual Selling by Rajan Parulekar
Contextual Selling: A New Paradigm for the 21st Century by Rajan Parulekar.
Please refer the e-book for more details.
Please refer www.paradigm-info.com for ordering the book.
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