13. Keep In Touch Regularly:  Do not lose contact with a prospect. Phone calls, notes, newsletters, even birthday cards, are good ways to remind people that you are still interested in them.

14. Don't Criticize: Sell your features against the competition's, but do not stoop to criticism. Take the high road.

15. Be a Self-Starter:  Do not wait for your manager or your home office to" wind you up'' every day.

16. Be Honest:  Do not sell what you do not have, and be honest about your hotel's facilities.

17. Keep Your Word:  Whatever you promise, you must deliver.  In fact, over-deliver on personal attention and service. This is what sets apart the ordinary from the special.

18. Talk and Deliver Quality:  Quality is what people need and want, and it is especially important in these trying days. Whether it is the quality of your hotel's services, its food or its staff- quality sells!

19. Write it Down:  Reconfirm, in writing, everything upon which you and your prospect have agreed.

20. Be Enthusiastic! :  Nothing is as contagious as enthusiasm, whether it is with your staff or a client.

21. Educate Yourself Continuously:  Keep learning as much as you can about our business. There are too many salespeople out there who do not know enough about hotel operations.
 
22. Don't Gripe About Work:  If you are unhappy with your job or your boss, straighten it out. Or quit.

23. Do Not Use Canned Pitches: Yes, you need to practice your presentation but canned pitches appear to be rehearsed and frequently less than straightforward, so do not use them to sell your hotel. Know your product. Be convincing in a normal, conversational manner.

24. Forget the Word "can't".  You "can't" a person to death or your negativity may cause them to book elsewhere. Say, "Yes, we can" instead, assuming of course that you can deliver. You are part of a team, so keep "can't" out of your conversation and all communication.

25. Use Action Calendars:  They are needed to plan the work ahead, and they allow you to adjust your schedule as necessary.
 
26. Dress the Part:  Do not go overboard on clothes styles. The classic look is still the best for sales.

27. Be a Joiner:   Be active in your community; join professional groups like MPI, HSMAl or your local hospitality associations.

28. Talk to Your Manager or Owner Regularly:  Keep him or her advised of what's going on daily; it will improve communications and productivity.