• Salesmanship… Walking The Line Between Marketing and Sales
  • You’ve Quoted Too High.  Now What Do You Do?
  • Super-Stay Me on Super Sunday
  • Is Selling Just Marketing, or is Marketing Just Selling?
  • Profanity In The Workplace.  Why Do We Cuss?
salesmanship

Salesmanship… Walking The Line Between Marketing and Sales

We all need to sharpen our salesmanship skills to not only keep pace in the market but to win the battle amongst our competition salespersons.  In January, I wrote a blog entitled “Is Selling Just Marketing or Is Marketing Selling?”  After reading the blog and (hopefully) evaluating your own sales process, did you make any adjustments to your personal salesmanship activities?  Have you evaluated the proportion of sales versus marketing activities…

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trends or gimmicks

Trends: Jump on the Bandwagon or Jump off the Cliff?

In our industry, trends are often shared about anything and everything to try to impress the customer.  Some are great!  Some are, well, a bit over-the-top (i.e. installing sensory deprivation tank for wellness treatments…1,000 pounds of Epsom salt, free of sound, free of gravity, total darkness, just you and your thoughts, floating in the water, promising total-body rehabilitation).  Everyone wants to offer ideas on what will bring in the most…

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High price

You’ve Quoted Too High. Now What Do You Do?

You went for the moon and priced high.  You wanted to show the market who’s the boss.  You made your stand, but the customer hasn’t called you back and won’t return your call.  You are frantic because you want and need their business.  What do you do now? Oh boy.  What does a salesperson do when they have overpriced their product in a competitive market? In order to address the problem…

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Going to be a super game

Super-Stay Me on Super Sunday

Ahhh, the #SuperBowl!  What a great day for football.  What a great day to super-stay your guests!  Do you have plans to celebrate “Big Game” Sunday at your hotel?  How are you going to add to the customer experience? Whether you are a New England fan (me), a Philadelphia fan, or just a football fan in general, there is cause to celebrate in your hotel.  It’s no fun to watch the game alone.  Fans want…

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Is Selling Just Marketing, or is Marketing Just Selling?

There is often confusion as to whether a good salesperson is actually selling or whether they are just wandering around the community marketing their hotel and hoping a sales contract drops in their laps. In order to try to specifically define the difference, I called on my old friend Wikipedia to help me with the definition: Sales:  The activity of selling, or the number of goods or services sold in…

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profanity filter

Profanity In The Workplace. Why Do We Cuss?

Dang.  This world seems to have spiraled out of control with potty-mouth talk.  When did profanity become acceptable?  When did it become socially acceptable to communicate using cuss words?  Open social media.  Open emails.  Listen to conversations (young and old/educated and uneducated).  Listen to television, radio, music and video.  Look at #hashtags.  Every other word seems to be profanity. Why do people think that profanity is acceptable in today’s society?…

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Love Love Lov

Love Is In The Air. Or Is It?

The Beatles say “All You Need Is Love”.  John Paul Young says “Love Is In The Air”.  The Captain and Tennille say “Love Will Keep Us Together”.  It really doesn’t matter how we define Love or why it works – we just need to create a “Love Story” for our guests and help our loyal customers feel “The Power of (our) Love”  especially in February – the month of “Love Actually”. So,…

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New Year - New Focus

Happy New Year! Set Your Goals High!

Happy New Year! We all have great intentions, a renewed vigor for our work, and the desire to be ultra-successful in 2018, right?  I know I do and am very busy today making sure my stars are aligned, my focus is razor sharp, and I am poised and ready for a successful New Year! What better way to start 2018 than to make sure your roadmap is in place and you…

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Respect basics

Respect. Does It Exist Anymore?

It might be the time of the year or my mood, but it seems respect has grown wings and flown out the window. I went back and searched my blogs because I know I did a blog a number of years ago on respect, and sure enough – there it was – written on 12/17/2014.  In that past post, I spoke about respecting time.  Missing meetings, deadlines, or simply not responding to…

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social media tree

Creating a Social Strategy and Social Calendar for Social Media Posts

Several of our portfolio hotels employ a company for social media postings.  Some of you do your postings in-house.   And, some hotels I am responsible for your social media.  No matter the vehicle, it is imperative that whoever is doing your social media posting thinks logically, has a written social media plan and creates an organized calendar of what and when to post. Being organized helps your page feel purposeful,…

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Digital news, Google alerts

Google Alerts… Free Sales Prospecting Tool

Do you have Google Alerts set for all your customer companies?  What about companies you want as your customers? One of the biggest advantages a salesperson has is his/her knowledge of the market and customer base.  Knowing everything about your clients is imperative to relationship building.  If you know the “latest and greatest” about your client companies, competition, and information about what people are saying about you and your hotel,…

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Bleisure Travel

Bleisure Travel – What’s In It For You?

Everyday, Road Warriors grab their suitcases, kiss their families and loved ones goodbye and set off to work.  Business travel is a way of life for many – some love it, some don’t.  For those who don’t love it, often times it is because they miss their spouse and children, miss the milestones in their lives, and miss the day-to-day business of family relationships.  Bleisure Travel may be the solution!…

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Star on your STR

Be A Star When Analyzing Your STR Report

You’re in an owner’s review meeting, and your hotel owner asks, “Why did our comp set beat us?  What did they have that we didn’t have?”.  What do you respond?  Continually saying “I don’t know” is not star behavior.  We must be great “star analyzers” of STR (Smith Travel Research) reports, and hotel GMs and sales managers must keep track of what’s going on in our communities, areas, and in competitive…

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Sales Dance

Stay on Beat – Learn the Sales Dance Steps

I am a salesperson by day and a dancer by night.  I have often thought about the connection between the two.  Selling requires planning and leadership.  Dancing requires technique and leading/following.  Both sales and dance require choreography and a good sense of timing.  It is no wonder that people refer to it as a “Sales Dance”. As I sit here at my desk on the cusp of the first day…

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Poppies mean remembrance on Memorial Day.

Should We Celebrate on Memorial Day or Remember?

According to the definition in Wikipedia, “Memorial Day is a federal holiday in the United States for remembering the people who died while serving in the country’s armed forces. The holiday, which is currently observed every year on the last Monday of May, originated as Decoration Day after the American Civil War in 1868, when the Grand Army of the Republic, an organization of Union veterans founded in Decatur, Illinois,…

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Direct bookings: Don't Flush

Direct Bookings: Why Anything Else Is Like Flushing Money Down The Toilet

Every hotel manager wants every guest to make direct bookings on either their hotel/brand website or by calling the hotel/brand.  So why do we consistently shoot ourselves in the foot by making it too easy for them to book on indirect websites…. primarily third party websites? Yes, we want all the supermarket shelves to be open and our hotel to be visible everywhere – but we also want our best…

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The Power of Love

The power of love is a curious thing.  Some celebrate with their true love.  Some celebrate the love of family.  Some celebrate the love of food and beverage.  Some celebrate their love of the game.  And, some just choose to celebrate, leaving the gates wide open.   In 2017, Valentine’s Day falls on a Tuesday….. not so good for our hotel romance package sales.  Do you offer your packages and…

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I’m Social Enough! Why Does My Hotel Need Facebook?

I do not know how many times I have heard people say that they are “Social Enough” and do not need to be on Facebook (or any other social media).  “I don’t need to Tweet, Snapchat, post photos to Instagram, be on Google+, maintain boards on Pinterest or use Whatsapp,” to be successful.  “It takes too long, I will need someone dedicated to posting, I don’t have the money, yada,…

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