Meeting Rooms: Sometimes you meet; sometimes you learn

meeting rooms
September 10, 2019

Hotel meeting rooms are becoming obsolete.  So why do we keep building them, renovating them, and hiring people to go out and find companies and organizations to use them? I recently read an article that suggested that hotel designers and hotel sales people need to be more creative, both in construction and in their sales approach,  to compete with the art museums, speak easy’s, sports parks, recreation halls, and botanical…

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Prospecting For Gold And Sales Success

Prospecting for business
July 17, 2019

Prospecting might seem outdated, but rest assured it still is an integral party of the sales process.  Any salesperson worth his weight in the sales arena knows that they must prospect for new business to be successful.  If you are not prospecting as part of your daily tasks, then you might as well be spinning your wheels in the mud. So what exactly is prospecting?  Prospecting is the art of…

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Over-Promising, Cover-Ups, Lies, and Stretching the Truth in Sales

Lies are wrong
April 24, 2019

My Mother and Father taught me that cheaters never prosper and telling lies was a sin.  Regardless of your religious persuasion, it is, in my opinion, unethical to lie and cheat.  Period. So why do people stretch the truth when it comes to business and getting ahead?  Do they think exaggerating the truth puts you in higher regard with others, earns you more money, or pays homage to your success? …

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Is the Best Price the Right Price?

price
March 31, 2019

I have met some pretty terrific sales people in my life… professional, conversant, smart, savvy, good listeners, people who know what to say and how to say it in every instance, and understand the premise of sales.  These terrific sales people always know their product, believe in their product, and sell it for the right price. Not every one of these sales people started their careers (or tenure with our…

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The Benefit of Cheating and Value of a Cheat Sheet

NATO Phonetic Alphabet
March 31, 2019

I’m an Army Brat.  My Dad was a Colonel and served our country for 32 years before retiring.  So, given my upbringing, it’s likely that when it comes to learning and understanding standards, procedures, and organization, that I draw on my childhood and my Dad.  It’s funny, because there are many things that come naturally to me…. respect for position and elders, manner of speaking and addressing individuals, standing up…

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Etiquette In Today’s World: Where is Emily Post When You Need Her?

proper etiquette
February 25, 2019

I am appalled at the lack of proper business etiquette (or any type of etiquette for that matter) in today’s world.  When did it become acceptable for people to be so nonchalant when it comes to thanking people, being courteous, or showing respect? Every day, I am witness to educated, social, and professional adults proving to me that they did not grow up with the same lessons my parents and…

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Forget About Finding Passion In The Workplace.

Heart made of arrows.
January 30, 2019

Do you really need to be passionate about your chosen career to be effective?  Or, can you just go through the motions and complete your check list every day without your ultimate goal or specific passion being fulfilled?  Does a lack of passion for your chosen profession mean you can’t be successful? There are many, many self-help books, articles and videos that encourage people to follow their passion; that you…

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2019… The Year of the Pig

2019 Pigs
January 7, 2019

According to the Chinese Zodiac, 2019 is the Year of the Pig.  The Pig is the twelfth of all zodiac animals. According to one myth, the Jade Emperor said the order would be decided by the order in which they arrived to his party. Pig was late because he overslept. Another story says that a wolf destroyed his house. He had to rebuild his home before he could set off….

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Work Like A Dog For Sales Success

Like A Dog
November 22, 2018

I have two puppies – one “acts like a dog” and one “works like a dog”.  Both are successful in winning what they want out of me (sales success so to speak) and each dog has a different sales approach to get my attention, love, and/or treats.  Both puppies have distinctly different personalities and traits even though they are litter-mates.    One of my dogs (appropriately name Bacchus after the…

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‘Tis The Season For Thanks And Giving

giving
November 9, 2018

In the hotel industry, we are always thanking and we are always giving…. especially in November and December.  Unless you are a winter destination or resort, this is the time of the year when business drops off a cliff and we scurry to scare up anything we can to help our occupancy, ADR, RevPar. It is a known fact that if road warriors are traveling over the holidays it is because…

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Direct Bookings = More Money In Your Hotel’s Pocket

direct bookings = more money
November 2, 2018

When you weigh the effects of direct bookings’ revenue against the cost and hassle of third party bookings, it’s easy to get frustrated.  Paying between 15-30% of our room revenues to someone other than our owners seems crazy when, with a few easy steps you can wean some of your guests off the OTA bottle and teach them to book directly with your GSRs or on your website. Putting A Go…

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What Defines Quality?

quality service
September 10, 2018

They say that beauty is in the ‘eye of the beholder’; but what about quality?  Who determines what defines quality and where the benchmark should be placed?  When it comes to product selection, individuals definitely have their own standards of quality when it comes to choosing a product or service.  Conversely, brands/owners/managers have established a level of quality that must be achieved in order to be proud of their service AND to…

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Prior Plan-ning Prevents (P*ss) Poor Performance

Plan
June 27, 2018

Whether you call it the 4 P’s, 5 P’s, 6 P’s, 7 P’s or 10 P’s, it all means the same thing…. you must plan in order to properly execute your strategies. I’m an Army Brat – the #1 child (birth order) – my Dad was a full colonel (career officer) and we were raised to be respectful, obedient, and honorable children.  This upbringing has been the basis of my growing…

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What’s The Temperature In Your Back Office?

temperature
May 3, 2018

What’s the temperature in your back office? No, I am not talking about your thermostat… I am talking about the climate of your culture!  Do you and other property leaders run hot and cold, or does your leadership temperature need to rise to a degree or two?  Or, are you an over-the-top, highly emotional leader and need to take it down a notch? As any leader will tell you that…

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May Day: Day to Celebrate or a Cry for Help?

April 30, 2018

On Tuesday, May 1st we celebrate May Day.  It’s a sure sign that warmer weather is upon us and that summer cannot be far behind.  May Day is a happy day.  We pick and give flowers, we dance around May Poles, we dig out pastel colored clothes, and we start thinking of beach days.  Why then, do people in distress cry “mayday mayday mayday”?  Surely, they could have found a different…

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Salesmanship… Walking The Line Between Marketing and Sales

salesmanship
April 2, 2018

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

High price
March 7, 2018

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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Super-Stay Me on Super Sunday

Going to be a super game
January 29, 2018

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?

January 22, 2018

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 In The Workplace. Why Do We Cuss?

profanity filter
January 17, 2018

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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