Physical Therapy Sessions: A Good Reminder
for Professional Selling Fundamentals
|By David M. Brudney, ISHC, April 2006
Former basketball great Bill Walton, no stranger to the O.R., defined minor or elective surgery as when they do the operation on someone else, not you.
Mindful of Walton’s admonition, I have been doing everything I can to put off what may be inevitable surgery on my hip and possibly lower back.
This road I’ve chosen to travel has led to a very new experience for me: physical therapy - - in a clinic and in the pool. I had not been in a trainer’s room since my days playing baseball. I remember seeing bats, balls and gloves back then. Now, I’m looking at canes, crutches and walkers.
As I was going through the drudgery of my twice-weekly 60 minute pool therapy, it suddenly dawned on me - - remember, I’m not the sharpest knife in the drawer - - that I had no limp under water and I was walking and running the way I should be doing on land. Basically, I was relearning walking naturally.
While toiling away, doing my 30-second jumping jacks or the simulated bike riding exercise, I began thinking what a good idea it is for all of us who sell products and services for a living to revisit the fundamentals of effective professional selling.
I know I should be writing about more topical issues such as immigration, labor, gas prices, Gen X and new life-style products, but hey, I’m a Sales guy. Always was, always will be.
There are dozens of fundamentals in professional selling. Three
that come to mind: Attitude, Reaction and Testimonials.
Mastering fundamentals is basic in every aspect of the hotel business - - cleaning a room, checking in a guest, preparing and serving a meal or valet parking a car. Sales is no different. Even the best pros revisit the fundamentals. Sounds simple? Simple to understand. Easy to overlook. Acquire the fundamentals. Revisit regularly. Never allow yourself to get stale. Remember, successful hotels are more than “location, location, location.” In every department discipline, it’s about mastering fundamentals and repetition, repetition, repetition.
© copyright 2006
|Also See||Hotel Marketing Starts Locally; Never Forget Your Neighbors / David M. Brudney / March 2006|
|Notes from the ALIS Conference / David Brudney / February 2006|
|General Managers Workshop: Managing Today's Hotel Sales Teams / July 2005|
|Owners & Asset Managers: Need Expert Advice, Referral? Ask A Trusted Consultant / David M. Brudney, ISHC / May 2005|
|Larry May: The Passing Of Another Hotel Soldier / David Brudney ISHC / April 2005|
|Hotel Owners: Better, Worse or About the Same? / David Brudney ISHC / December 2004|
|Let’s Put Bush and Kerry Through the RFP Process / October 2004|
|Bev Kordsmeier, Hyatt Sales’ First Lady / April 2004|
|Message to Hotel Sales Associates: “It’s Not You!”/ January 2004|
|What Innkeepers Want Every Christmas? Fill Those Empty Rooms / December 2003|
|Uncertain Times Call for Return to Backyard Basics / April 2003|
|Time to “Group Up”? Maybe, Maybe Not / May 2002|
|America’s Front Desk Fights Back! / January 2002|
|Front Desk Fails To Catch America’s Hospitality Spirit / David Brudney ISHC / November 2001|
|A Very Good Time For That Sales Audit / David Brudney ISHC / Sept 2001|
|More Theater, Less Zombies / David Brudney ISHC / Dec 2000|
|It’s The Experience, Stupid! / David Brudney ISHC / Nov 2000|
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