Hotel Sales Training Today
In today’s world, sales is obviously the lifesblood of any hotel. We are facing diminishing returns, lower than expected revenues, and decreased morale on our teams. As GM’s, we are trying to motivate investors, staff, guests, and keep vendors at arms length.
My question to you is what are you doing today that is different than in the past. I have always felt that we miss so many opportunities in the hotel sales model due to “what was.” I was speaking to an entrepreneur recently on the subject of networking. He told me that he was working to eliminate time wasters and just develop one-to-one relationships in order to sell.
In Anthony Parinello’s book, Selling to VITO, he reminds us that VITO nees what we have. In fact, VITO is waiting for us to show up. We always forget what peoples goals are that we are selling to. As I sell my services to hotels, I always remember what your goals are:
- Generate Revenue
- Make my product or service Cost Effective
- Make sure it has minimal time impact on the staff
- Be certain that it is compliant with the corporate goals
Generally speaking, business leaders all have the same goals. The question is how are you bringing your message to your clients? Are you dealing with the approvers or wasting time with influencers? In my years of experience, I have found a far greater success by getting to the one who signs the contract first.
GM’s, what are you teaching your sales teams today? How are you helping them to achieve your goals? What is your commitment to the process? When will the one call close become a reality to you and your team?
These are questions, I ask myself everyday in order to keep my compass on the goal. What questions are you asking yourself?