Stay on Beat – Learn the Sales Dance Steps

Sales Dance
May 30, 2017

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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Should We Celebrate on Memorial Day or Remember?

Poppies mean remembrance on Memorial Day.
May 24, 2017

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: Why Anything Else Is Like Flushing Money Down The Toilet

Direct bookings: Don't Flush
April 26, 2017

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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Cell Phone Break Up: It doesn’t love you as much as you love it!

Cell Phone Anxiety
April 19, 2017

“It” being that intrusive piece of technology you carry around all day and night. You go to bed with it, you wake up with it, you check it (on average) more than 150 times a day. It gives you a lift. It depresses you. It makes you anxious. It is your drug of choice. Yes, it’s your cell phone. “The first several minutes of your day are defined by what…

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The Power of Love

January 18, 2017

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?

January 6, 2017

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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The Cruel, Cruel Summer Is Over

September 1, 2016

It’s been a cruel, cruel summer.  It’s been too hot, business was a bit down at most of our hotels, I sold my house and moved, and I didn’t get a beach vacation.  The last one listed is indeed the most cruel – LOL. Even though I am a beach girl at heart, Fall is my favorite season.  I like the warm Indian Summer days and the cool, sleep-with-the-windows-open nights.  As…

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Leaders of the Pack – Motivating GSRs to Gather Wool

Lead Generation
June 29, 2016

Every person who walks through our front door is a potential customer and our Front Desk staff is an integral cog in the sales conversion process. Face it, there is someone at your desk 24 hours a day, 7 days a week and if we are not training these very valuable associates in the lead generation process, then we are missing great opportunities. Lead Generation encompasses a variety of information and…

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Mental Sorbet…. A Good Intermezzo For Managers and Leaders

Mental Sorbet
June 24, 2016

A great meal is always enhanced by an intermezzo.  Sorbet cleanses the palate and allows you to open up your tastebuds for the flavors to come.  Think about adding a little mental sorbet to your work diet.  What do you need to keep your mind open and allow yourself the ability to analyze data and apply that knowledge to creating thinking? Being Happy! in the workplace is a great place to…

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Lettuce Turnip the Beet and Sell!

Fruits and Veggies
June 15, 2016

Selling is a very broad-based activity.  Everyone’s style is different – kinda like listening to the different music genres. Because June is National Fresh Fruit and Vegetables Month, tomorrow (June 16) is Fresh Veggies Day, and Friday (June 17) is Eat Your Vegetables Day, wouldn’t you stand out from the crowd visiting a client with a basket of tomatoes? “Lettuce Turnip The Beet”! It’s very simple: you come up with…

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Body Language. Getting The Upper Hand In Sales

Body Language
May 24, 2016

Your body language is an important and integral piece of the salesmanship puzzle.  The right body language will exude confidence. (Please watch this Ted Talk about Body Language and it’s role in the sales process.)  The wrong body language will put off buyers and send the wrong message.  It’s not all about what we say, but how we present ourselves while we talk. Body language can be learned at a very…

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“Darn Good Advice” If I Do Say So Myself

May 20, 2016

I got a notification today that someone had “liked” one of my blog posts.  Just for giggles and to stroke my own ego because someone outside my company read my stuff, I went back and reread the blog.  It was originally published in 2013.  As I was reading http://theroomermill.net/who-are-you-and-what-have-you-done-with-my-sales-person/ I decided that even after 3 years it was worthy of republishing given the fact that there was just so much darn good advice…

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SuperMom

May 2, 2016

If there every was a SuperMom, it would be my Mom.  My sisters follow closely in her footsteps, but nevertheless, my Mom is da bomb!  If your Mom is anything like my SuperMom, she deserves to be pampered. Mother’s Day 2016 is less than 7 days from today.  What is your hotel offering?  Are you celebrating your Guest Moms?  What about your Employee Moms?  Whether she is a Road Warrior…

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Looking for Love in all the Right Places

Right Places
April 22, 2016

Finding business for your hotel is much like searching for Mr. Right.  Are you “Looking for Love in all the Right Places”? Is the perfect business for your hotel right in front of you and you just cannot see it? Oftentimes, a sales person can get trapped in an endless circle of ‘wrong time, wrong place’.  I recently attended a roundtable presentation entitled “Prospecting – Where Can We Look For New…

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Can You Dig It? Earth Day Awareness

Can you dig it?
April 13, 2016

I can dig it, can you dig it baby? Last year, right around this time, I blogged about the value of celebrating Earth Day.  (Follow the link to reread last year’s blog.) This year I am again highly encouraging you and your staff to tout the ways you are helping to save our Earth.  Climate change is a huge topic politically and ecologically, so it behooves us to make sure…

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I Love My Red Sox!

April 4, 2016

I Love My Red Sox! There is nothing that warms my heart more than “opening day” of Major League Baseball.  And today, I am a very happy girl. This morning I woke up, donned my Red Sox shirt and Boston hoodie and ate my ceremonial “B” tattooed toast.  Yes, I am a Red Sox Fan. While my Red Sox didn’t get to play as planned today (postponed until tomorrow at…

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Tips on Telephone Etiquette ~ “Can You Hear Me Now?”

Telephone Etiquette
February 18, 2016

Telephone etiquette is a hot button in my book… the quality of you and your hotel’s salesmanship can be interpreted in just a very few moments.  Do you do telephone etiquette training with your staff and practice what you preach? Often, the only source of communication with our customers is via the telephone.  We rely on our telephone service, the number of bars, and quality of the connection to do…

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One Giant “Leap” For Sales and Marketing

Leap Day
February 10, 2016

In July, 1969, Neil Armstrong stepped down upon the lunar surface and proclaimed, “One small step for a man, one giant leap for mankind.”  This voyage for our country was indeed a giant leap for the United States and patriots around the country were proud. For hotel sales people, “leaping” is a daily event.  Successful sales associates practice their craft daily and are not afraid of taking chances.    They…

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“Big Game” Starting Line-Up

"Big Game" Starting Line-Up
February 4, 2016

The “Big Game” weekend is about to unfold. “Big Game” parties have been planned, invitations are out, game colors are washed and ready to wear, shopping and preparation for the game-day spread are done, and people are looking forward to cheering for their favorite team!  Some fans actually care about the two teams playing, some will gather for the camaraderie, and others will watch just want to see the commercials….

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De-Cluttering Your Brain = Improved Selling Power

Movement = improved thinking
January 21, 2016

Some days my brain actually hurts from data overload.  I stare at my computer waiting for a brilliant idea to surface, or trying to come up with a solution for a sales challenge.  The more I try to focus on the issues at hand, the more my eyes cross and the more my head hurts.  And then, da da da (spoken in an ominous voice), my office starts to darken as the…

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