Carol Verret Consulting 
and Training
Consulting
Training Seminars
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Habits of Successful Hotel Sales People for 2011 –
It’s All about Prospecting! 

Webinar October 21, 2010

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October 12, 2010

Those hotels that are waiting for the recovery to make phones ring with inquiries will not be the market leaders in this economic recovery! Those that are aggressively using new processes to stimulate sales will be the winners!

“The Internet has changed prospecting forever. Information is abundant and everywhere.” (Anthony Iannorino, the Sales Blog, 10/04/10).  Cold calling from lists is dead, it was before the recession but there are still sales offices that make it part of their processes.

  • Prospecting:  “The Internet has changed prospecting forever. Information is abundant and everywhere.” (Anthony Iannorino, the Sales Blog, 10/04/10).  Cold calling from lists is dead, it was before the recession but here are still sales offices that make it part of their processes.
  • Internet prospecting -- The key here is to be very specific about the kind of prospect that is being located.  If each sales manager is to do it, it is important to set a time limit and goals of number of prospects per week.  How to locate prospects that are ‘good business’ for the hotel! 
  • Social Networks:  From a sales process perspective, social networks are about qualifying new prospects and building relationships.   LinkedIn is formidable tool for locating contacts and gathering information about a company and the contact info. 
  • Database Prospecting:  The easiest business to get is that that can be generated from existing accounts. There is more business in the database than most hotel sales offices ever access.  Most accounts are not fully mapped to ensure that every prospect within an organization is identified and approached.
  • Online Distribution for Sales:  Be where customers can find you when they are ready to buy!  Think of these as shopping malls or search engines for potential customers.  They may not generate the lead through the channel but will use it to source potential venues.   The customer- in- control wants to access information prior to the buying decision.  Which ones work and which ones don’t – how to find out! 
Following this web cast, participants will have greater understanding of the prospecting tools that will drive sales  and processes imperative for success in the post-recession economy. 

This webinar should be attended by General Managers, Directors of Sales and Hotel Sales Professionals.  This webinar will be offered on October 21 at 10:00am PDT, 11:00am MDT, Noon CDT and 1:00pm EDT.  It is approximately an hour in duration and the fee is $ 99 per connection, $89 for two or more connections from the same company. 

Click here to register.

It’s time to meet!  Rally the team with fall & winter meetings.  Looking for programs, tailored seminars and web casts, that will motivate and give your team tools to implement in the post recession economy?  Call us 303.618.4065 or email carol@carolverret.com



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.net. To contact Carol send her an email at carol@carolverret.com or she can be reached by cell phone (303) 618-4065.  Visit www.hotelsalesblog.com.

 
Contact:
Carol Verret, Consulting and Training
Carol Verret
5910 S. University #C-18, PMB 374
Greenwood Village, CO 80121
Telephone: (303) 618-4065
carol@carolverret.com
Web Site: http://www.carolverret.com/
Email: carol@carolverret.com
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Also See: The Hotel Sales Office of 2011 – 4 Processes to Fuel Recovery / Carol Verret / October 2010
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