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Prospecting might seem outdated, but rest assured it still is an integral party of the sales process.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…


Google Alerts… Free Sales Prospecting Tool

Digital news, Google alerts
October 12, 2017

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,…


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…


“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 I decided that even after 3 years it was worthy of republishing given the fact that there was just so much darn good advice…


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…


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…


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…


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…


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…


Call Me… Maybe?

February 13, 2014

Prospecting is tedious, but such an integral component of the sales process. Sales persons typically dislike this part of their job, given their natural need for “being out there and smoozing with the customer”. As you can see from Glenn Haussman’s points (excerpted below in part, and in the article link at the end of my blog), he too emphasizes the importance of tailoring your communication style to the wants…


Do Your Customers Appreciate You? Why?

September 19, 2013

Curiosity might have killed the cat, but curiosity will make you a much better sales person! How many times have I asked you to engage your customers and get to know them? Are you asking probing questions (without interrogating them)? Do you have a pre-call sheet and have you done your pre-call research? In setting up these key pieces of information, make sure you ask questions about the person and…


Keeping Your Customers Happy And Spending

August 27, 2013

Finding new customers costs more than retaining the ones you have. Keep your customers in your hotel, happy, and spending. Did you know that a sale to an existing customer costs between one-sixth and one-seventh the price of a sale to a new customer? And yet, three times as many companies cited customer acquisition as their primary marketing goal as those who cited customer retention. We all need new customers….


Prospecting For Golden Opportunities

June 25, 2013

What is my territory or market segment? Tip – If you are unfamiliar with your territory you can find businesses using Google Earth. Simply type in a zip code in the search field and hit the search button. Next, type in the word ‘businesses’ in the search field and hit the search button again. The return will display most of the larger businesses located within that zip code along with…


Sales Mistake #5: You Are Not Authentic

June 11, 2013

“When we use scripted sales pitches, we lose some of our authenticity.” “Hi, my name is Linda and I am calling you today with a great offer. Have you ever had someone say to you, ‘you need such and such a product because….’?” Telemarketing – talk about authenticity problems! I mean, I understand the concept – but the execution: most of the time it just doesn’t work. Many of you…


Sales Mistake #4: You Can’t Adapt

June 10, 2013

“Adaptability is a part of self-management…. a critical component of emotional intelligence. If involves having the flexibility to handle change and being open to new ideas.” Punt, pass, kick. Seems logical. Stop. Look. Listen. Again, logical. Propose. Negotiate. Sign. Ideally, this is the local steps of sale. But how logical is the sales effort? In fact, it probably goes more like this: Propose. Negotiate. Stall. Wait. Wait some more. Re-Propose….


You Never Get A Second Chance To Make A First Impression

March 21, 2013

The phrase isn’t just for dandruff commercials anymore….. it’s all about you, your image and how you represent your hotel! You are the reflection of your product, team and reputation. So what are you doing and how can you stand out from the crowd of hotels in your market? Being responsive is paramount. We know you get oodles of leads during the course of a day/week/month. So how do you…


Do Your Guests Suffer From Buyer’s Remorse?

August 7, 2012

We can all take a lesson from today’s message….. it has to do with communication and being human! My comments will be primarily directed to our sales persons and GMs who perform in a sales capacity, and are specifically related to group business (BUT – feel free to add some of these human touch points to leisure and transient customer communications as well!). Many of you out there in “hotel-land”…


First Impressions… Are They More Important Than Closing The Call?

May 21, 2012

“Many sales people recognize that they need to get the prospective client’s attention in order to initiate the sale. In fact, the prevailing mindset today is how you open a sales call is more vital than how you close the call.” ~ Excerpt from article ‘5 Tips for Getting Your Prospect’s Attention’ by Larry Prevost Wow – what a powerful statement.  It certainly gives credence to the phrase, “you never…


Listen! What Are Your Customers Saying To You?

May 18, 2012

Make sure you know how your customers are feeling by holding feedback sessions every six months. Meeting with your major customers will help you uncover the good and bad experiences they’re having with your products or services. Take that information and make a realistic plan of action. Becoming a better listener can help you make positive changes and improve your business relationships. Through this, your customers know you are invested…