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. . The Habits of Highly Successful Hotel Sales People Ramp Up for 2006! |
by Carol Verret, September 2006
The speed of sales has accelerated � no longer is it good enough to get back to a client within 24 hours. It is no longer good enough to get a proposal off to a client in two days. It is no longer good enough to blow off third party planners. It is no longer good enough to do sales this year the same way you did it last year! �It�s not the big that eat the small, it�s the fast that eat the slow.� (Jennings and Houghton, 2003). If you want to understand what the authors were talking about, think Google. While Microsoft was busy pounding Netscape into the ground, Google quietly developed and took ownership of Internet search until they rapidly became a verb, a wealthy verb. Think Mapquest, when Rand McNally and AAA were still busy printing road maps and selling hard copies, little Mapquest made it easy and free to find your way to almost anywhere � online and instantly. By doing that it also became a verb. Have you heard anyone say �I am going to Rand McNally that�? Think about what that really means, not in an abstract way but what it means to a hotel sales person every day, the habits they need to have in terms of developing new business and servicing existing accounts before the competitors get to them. Relationships are begun in the speed of an email and the sales process, if not dead, has been compressed and put on the life support of brief communications by email, voice mail, etc. The article Habits of Highly Successful Hotel Sales People that appeared in Hotel Online last September continues to be one of the most read articles in that publication every month. Those habits need to be ramped up for 2006 and 2007:
Do you want your hotel sales department to be the diners or dinner?
Remember �... it�s the fast that eat the slow.�
Carol Verret & Associates Consulting & Training have ramped up their seminar content for 2006. If you want to receive an e-flyer with the new programs before they are made public on the web site email them at [email protected] or call (303) 618-4065. Ramp up the habits of your sales staff ! copyright © Carol Verret, 2002-2003 -2004 -2005 - 2006 |
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] |