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…


Be Quirky And Unique – Stand Out From The Crowd

December 18, 2015

I cannot begin to count how many times I have blogged or published articles about being different and unique, and “standing out from the crowd” when it comes to hotel sales.  Oftentimes I will send out info on “different” holidays, events, or activities that are not stereotypically used by professional sales people in the hotel sales arena.  Call me quirky, call me weird, call me unique…. just call me, right?  Given…


My Holiday Gift To You

December 17, 2015

My greatest pleasure is that I love selecting and giving gifts to everyone who is near and dear to me.  Couple that with my Catholic upbringing and I find that the weeks leading up to Christmas is the most magical time of the year. I love Christmas and think giving gifts is an integral facet in celebrating the season. But sometimes I get the blues during the holidays. For me, the…


Elf On The Shelf and Other Silly Holiday Traditions!

December 1, 2015

One of my favorite activities around the holidays is the Elf On The Shelf.  Originally designed as a family tradition, where a little elf figurine is displayed around the home, helping Santa by “watching” for good little girls and boys.  Over the years, it has morphed into a fad with creative displays and unique dioramas.  You just have to Google “Elf on the Shelf” images to see examples of cute…


Sales Is Scary

October 27, 2015

Holidays are fast approaching and unless your hotel is located in a tropical, warm weather or snow-covered, mountain resort destination, you are probably looking at the onset of a lackluster sales season.  So what’s a hotel and sales team to do?  How do you make your hotel and your destination desirable? How about stirring up a magical potion and “creating” a reason to visit your hotel? The gateway to the holiday…


So We Gotta Say Good Bye, To The Summer…..

September 3, 2015

I am a beach girl.  Always have been, always will be.  Every year I look forward to summer with fresh fruits and vegetables at my fingertips, sunshine baking the sand at the beach, and end-of-the-day cool adult beverages while lounging by the pool.  It helps that I live in Virginia Beach with a temperate climate year-round, a pool in my back yard, and a short 10-minute drive to the oceanfront.  I’ll…


Gone Fishin’ – Bait Your Hook and Start Prospecting!

August 4, 2015

Prospecting is a necessary skill for sales persons.  One can find any excuse to not prospect – your customer needs you, you need to do this or that, you need another cup of coffee before you start, yada, yada, yada.  I get it – it just isn’t easy to pick up the phone and blindly call someone you don’t know, knowing that you might reach a brick wall, again and…


Measure Twice, Cut Once – The Value of Planning Ahead in Sales

July 10, 2015

While I am not a “carpenter”, I have often thought this to be sage advice and applicable to most any task worth doing right.  I’d like to think that I typically do look first, and leap later.  I’ve found that one seems to get into trouble when moving too fast and not really thinking things through or planning ahead. I suppose I should alter the title of this blog, as…


Selling The Summer Sizzle

June 23, 2015

Depending on your location, summertime is either the start to your high season, or the time where your business goes “poof”.  In either case, you’ll need to craft a sales and marketing strategy for each of these scenarios. For the hotel in HIGH season, because your hotel is doing well and business is walking in the front door naturally, this is the perfect time to do maintenance sales check up…


Sometimes you have to get your Spock on before you do something Kirky

June 18, 2015

I loved Star Trek – the old one (although Jean-Luc Picard is a heartthrob in my book).  The idea of space travel and aliens gave life to a lot of my childhood dreams. My favorite character was Dr. Spock.  Tall, dark handsome…. logical.   What you say?  Logical, an attractive feature?  Well, I certainly think so.  I like it when people take time to weigh out all the options, do…


Remembering Those Who Served

Thank You For Your Service
May 19, 2015

“Memorial Day is a federal holiday in the United States for remembering the people who died while serving the country’s armed forces.”  ( While this holiday has patriotic and somber roots, for hoteliers it also unofficially marks the beginning of summer (Labor Day marking the end).  The success achieved on this holiday weekend is usually the precursor of things to come, and a barometer reading of the summer season.  Are…


I Spy With My Little Eye

Hotel Sales Prospecting
May 4, 2015

Ever made a cold call from a list or Internet search, and had the door slammed in your face because the person you called didn’t have a need for your services?  Did you do any research before you made the call?  Did you look them up on LinkedIn or check their website BEFORE you called?  If you did, you might have discovered one of three things:  1.  They do plan…


Celebrate Today

April 17, 2015

If you subscribe to a certain genre of calendar, you are treated to a daily “It’s national xxxxx day”.  Most of the celebrations refer to rather obscure groups, but sometimes there is one that is worth marketing.  Now I am not advocating that we take time to market or draw attention to “National Play Your Kazoo Day” (unless of course, you or a member of your staff does indeed play…


First Comes Love.

February 3, 2015

Love is in the air! I hope that each of our hotels already has a “romance” package, promotion or special in their sell strategy,  I hope you were proactive and I hope that you had this strategy in place because you included it in your 2015 Sales & Marketing Plan! If you don’t/didn’t, while it may seem a little bit late, there may still be time to capitalize on the…


Who Was That “Masked” Caller?

sales call
January 29, 2015

Sales people are often tested by their owners and managers, for effective sales call techniques.  Most often, these are done to make sure that the sales person covers all the bases, and is constantly honing their technique.  Sometimes, if a sales person seems to be “out of sorts” or having a run of “missing” out on business, a manager will employ a shopping service to discover where the problems lay….


Because You Know I’m All About That Base….

workers building a base
December 18, 2014

“Because you know I’m all about that bass ’bout that bass, no treble, I’m all about that bass ’bout that bass, no treble, I’m all about that bass ’bout that bass, no treble, I’m all about that bass ‘Bout that bass Base business is the key to every sales strategy for every one of our hotels.  Without a base of consistent, and consistently priced business you will always be scurrying…


Multi-Generational Travel

multi-generational travel
December 17, 2014

Approximately 40% of US leisure travelers (nearly 21 million people) took a multi-generational trip in the previous 12 months.  Family travel is on the upswing and now is the time to capture your piece of the pie. Geographically, families live farther away from each other than at any time in history and millions of post-50 year olds are trading in briefcases for roller bags.  With time, health and disposable income…


R-E-S-P-E-C-T. Sock-It-To-Me!

December 17, 2014

Lately, I’ve noticed an increase in missed deadlines, missed appointments, incomplete assignments, and other items that, in my book show disrespect.  I can’t narrow it down to a certain group or demographic, but whatever the case, in the world of business, missing appointments, being late, or sending incomplete information wastes both your time and mine. For the past 10 years, I used a little black Daytimer appointment book to keep…


Be A Leader And A Follower…..

October 21, 2014

When I read the article I’ve captioned below, I thought to myself…. “this sounds so familiar!”  And indeed it is because I have encouraged sales teams on more than one occasion (and in more than one blog) to reach out to our customers at least every quarter and in unusual ways.  Mr. Millet echoes this practice, and several other ideas I have suggested over the past two years. This sales…


Customer Service or Customer Wowing?

customer wowing
September 23, 2014

“Our strength is great customer service,” I exclaimed on my most recent sales call. “Great, the last 10 sales people I spoke to claim to have the same strength,” said the planner from ABC Company. It is our jobs to sell our strengths and win business against our competition, so we all better have “great customer service” or we are already fighting a losing  battle.  What we really need to…