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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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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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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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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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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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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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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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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My Holiday Gift To You

Gift
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…

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Who Was That “Masked” Caller?

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….

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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…

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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…

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Walking The Walk, Talking The Talk….

July 11, 2014

Ever notice when some people enter the room, that things just seem to stop for a second?  I am not talking about physical beauty, I am talking about a certain magnetic quality, charisma, poise, and confidence.  In a split second, you might form an impression, and an opinion based on appearance, body language, demeanor, and how they are dressed. First impressions are tough to change, so making that first contact…

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Do You Really Have A Plan?

July 10, 2014

While there are some people who could sell ice cubes to Eskimos, there are others that just need a bit more guidance and technique. Every sales person – no matter what their product – needs to understand the critical fundamentals of successful selling skills.  Even the ice cube sales person. Here are some of the top selling skills that you should master: Ready? Preparation for the sales call or visit…

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Puppy Philosophy And Engaging Guests

March 28, 2014

Nothing like a good puppy picture to get your attention! You know the premise … “If you want attention, take a baby or a puppy for a walk.” Well, this is my version of taking a puppy for a walk; so pay attention! Ever had butterflies in your stomach before you made a big presentation to a very large group? In those instances, have you ever had someone suggest that…

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Be A Horse Of A Different Color

February 27, 2014

Wow. I couldn’t agree more with Mr. Kennedy’s article, “Is Yours ‘Just’ A Hotel?”. What is so awesome about the content of this article is that it confirms most everything I have written over the past two years of blogging (ouch – I am patting myself on the back too hard). Seriously though, I have oftentimes referenced the significance of standing out from the crowd, being different from the hotel…

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