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. . Habits of Highly Successful Hotel Sales People � A Seismic Shift in 2008! . |
September 2007
This annual update of successful habits finds that the process of hotel sales (and hotel sales training that goes with it!) has undergone a seismic shift. If anyone doubts this, read the HSMAI report on the recent hotel sales strategy conference where a panel of meeting and event planners tells hotel sales people that they had �better get online for RFPs and bookings�. (HSMAI, 9/07) �It�s not big that eat the small, it�s the fast that eat the slow�* applies more than ever � if your sales people are busy making cold calls to directories and Top 100 lists � you are not on board with the impact of the online space in terms of online RFPS, bookings and user generated content sites like blogs and review sites like Trip advisor. The fast eat the slow by responding to online RFPs in warp speed, responding to negative reviews on online review sites, managing the hotel�s online presence to ensure that the information and rates are transparent across all channels and participating in online RFP sites that are appropriate to the hotel�s position in the market. Small group booking sites are increasingly important � both those on the franchise site and the OTA sites. Effective communication is critical � both email and being able to �sell� over the phone when a planner finally is reached. A planner on the HSMAI panel indicated that hotel sales people need to be able to sell over the phone once an RFP has been responded to. After three years of taking orders, telephone selling skills are critical � a hotel sales person may only get one shot at letting a planner know why they should choose their hotel over the rest. Long term relationships are still the �best� but the planner is under pressure to put every piece of business out to bid in order to demonstrate the effective use of budget. Building relationships often begins at a later stage in the meeting planning process � the planner has already prequalified the hotel online. How do these developments impact the habits of hotel sales professionals?
*(Jennings and Houghton, 2003)
We want to engage in a conversation with you about your hotel sales training issues at our new Hotel Sales Blog. We will also be featuring seminars and web casts that deal with how you can use Web 2.0 to your advantage. At Carol Verret and Associates we are leading by example. Stay tuned for the Hotel Sales Blog coming in early September � we want to engage in a conversation with you about your hotel sales training issues. We will also be featuring seminars and web casts that deal with how you can use Web 2.0 to your advantage. Carol Verret And Associates Consulting and Training offers training services and consulting in the areas of sales, revenue management and customer service primarily but not exclusively to the hospitality industry. To find out more about the company click on www.carolverret.com. To contact Carol send her an email at [email protected] or she can be reached by cell phone (303) 618-4065. copyright © Carol Verret, 2002-2003 -2004 -2005 - 2006 - 2007 |
Carol Verret 5910 S. University #C-18, PMB 374 Greenwood Village, CO 80121 Telephone: (303) 618-4065 [email protected] Web Site: http://www.carolverret.com/ Email: [email protected] |