Carol Verret Consulting 
and Training
Training Seminars
. .

Power Selling Basics Boot Camp -
Sales Processes in a 2.0 World Webinar Series

Presented by Carol Verret & Friends

June 2011

Sales processes have fundamentally changed! It’s not about you and your hotel anymore – it’s all about the customer. This fundamental fact has changed every aspect of the sales process from prospecting to closing! In a world of instant info such as online reviews, web and social sites, OTAs. they can find information on the hotel instantly!

The new sales processes aren’t just about social media either although it is a part of this shift. It’s also about building in 2.0 processes into activities that sales people have always done. From cold calling, phone, email and social messaging to qualifying, approaching, presenting the hotel and closing -- there are new tools to make these processes easier and more efficient.

In this Boot Camp webinar series we will explore these issues and hear from sales people that are doing them and booking better ore profitable business!

Prospecting -- The Clients you want vs. the Clients you get!

Part 1 -- Groups

We all have them. You know those customers that we wish we had 10, 20 (fill in the blanks) more like them! In this webinar we will discover:

  • The Power of Search on many channels
  • How to identify the clients you want and find them
  • Prospects from internal reports
  • 2.0 prospecting by market segments
  • Stealing prospects from competitors
  • Finding prospects in the database
  • The art of asking for a referral
  • Social networks – prospecting on which ones for which market segments

Participants will also learn what other hotels have successfully implemented to find new prospects by market segment to keep their pipeline filled. This webinar takes place on June 28 at 1pm EDT, Noon CDT, 11am MDT and 10am PDT. To register click here.

Prospecting -- The Clients you want vs. the Clients you get!

Part 1 – Transient

Locating transient prospects both LNRs and RFPs can be a laborious process but well worth it. Research shows that up to 56% of corporate transient business is ‘unmanaged’. These are small to medium sized companies that won’t beat you up on rate!

Most successful transient sales managers incorporate both traditional prospecting tools and 2.0 tools. Find out which ones work and why!

  • Methods for locating small to medium sized business
  • Finding elusive consultants and contractors
  • Franchise Frequent Guest resources
  • Government transient tools
  • Market intelligence reports –which ones
  • Value ‘adds’ versus rate
  • RFPs – expecting to pay more this year
  • Losing the RFP bid and getting the business anyway

We will have a travel planner in on this web cast to talk about how they bid on and select hotels and keys to developing winning proposals and RFPs. This webinar takes place on July 14 at 1pm EDT, Noon CDT, 11am MDT and 10am PDT. To register click here.

Qualifying and The Approach
You only get one chance to make the approach and get them interested in engaging with you. The success of that approach depends on the pre approach qualifying you did so you can make your approach ‘customer centric.’

  • Research their industry
  • Log onto company website – The president’ message to shareholders & analysts
  • Check them out on social media – both the company and the contacts
  • Get a ‘testimonial’ from a current account or contact
  • The customer centric approach – email, phone or in person
  • It’s not about the bullet points
  • ‘Trash Talk and Delete Buttons’ – Jill Konrath
  • Close on an appointment – personal or phone

We will have a testimonial and appearance by hotel sales professional to share how this type of approach worked. . This webinar takes place on July 28 at 1pm EDT, Noon CDT, 11am MDT and 10am PDT. To register click here.

Presenting the Product – Site inspection Live or Online
The site inspection – it’s ‘show time!’ The site can be the make or break the deal. Know your product and which elements of the hotel they are going to be using.

  • In person – plan the property route
  • Online site – individual or committee of decision makers
  • Deeper qualifying questions
  • Remember --- it’s not about the exercise room it’s about their experience!
  • Listen more than you talk
  • Trial close
  • Addressing issues (not overcoming objections!)
  • Close on follow up
  • What they really, really want from a hotel

This webinar will be take place on August 11 at 1pm EDT, Noon CDT, 11am MDT and 10am PDT. To register click here.

The Art of the Deal – Closing the business!
Some things never change – we still need to book the business. The prospect will book when they are ready!

  • The implied close
  • The ‘killer’ close
  • The GM close
  • Close on the decision date
  • Staying at the top of their mind
  • Lead nurturing – the care and feeding of prospects and leads
  • Social media
  • Blogs
This webinar will be take place on August 18 at 1pm EDT, Noon CDT, 11am MDT and 10am PDT. To register click here.

click here to Register for more than one Seminar!

Each webinar is an hour in duration and will be recorded and distributed to all of the participants. At the end of the series it will give the participants a complete library of how to modify their sales processes to find better prospects and close more sales!.

Each webinar is $99 for each connection and $89 for two from one hotel or company attending a webinar. The fee for two webinars is $179, for three is $259 and for four is $319. Anyone that signs up for four programs get’s the fifth one free! If a company would like to purchase multiple webinars for more than one location please contact the company at or (303) 618-4065.

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 To contact Carol send her an email at or she can be reached by cell phone (303) 618-4065.  Visit

Carol Verret, Consulting and Training
Carol Verret
5910 S. University #C-18, PMB 374
Greenwood Village, CO 80121
Telephone: (303) 618-4065
Web Site:
Receive Your Hospitality Industry Headlines via Email for Free! Subscribe Here

To Learn More About Your News Being Published on Hotel-Online Inquire Here

Also See: Lead Nurturing – The Art of Watering and Fertilizing Prospects! / Carol Verret / June 2011

Hotel Sales - The Clients You Want versus The Clients You Get! / Carol Verret / May 2011

From Mobile Apps to Google Travel, and Don't Forget the FaceBook Booking Widget - It's Complicated for Revenue Managers! / Carol Verret / April 2011

The WOW Factor – The Power Selling Partnership of GMs and Sales / Carol Verret / February 2011

Social Media - The Hotel Sales Tools that NO Property Can Ignore / Carol Verret / January 2011

Recession Lessons – Post Recession Hotel Sales & Revenue Management / Carol Verret / December 2010

The Hotel Sales Office of 2011 – 4 Processes to Fuel Recovery / Carol Verret / October 2010

Habits of Highly Successful Revenue Managers for 2011 Webinar / September 2010

Niches Selling - Locating Lucrative Business that Few Hotels Pursue / August 2010

The Hotel General Manager - The Complexity of Leadership in a 2.0 World / Carol Verret / August 2010

Why Company Team Meetings are Critical This Year / Carol Verret / July 2010

Market Analysis and Sales Office Audit - Look Beyond the Obvious in Turnaround Situations / Carol Verret / June 2010

Dynamic versus Static Hotel Reviews: The Immediacy of Social Network Reviews / Carol Verret / May 2010

2.0 Your Hotel Sales Processes by Market Segment Series – The Corporate Market Webinar April 16 / Carol Verret / April 2010

Marketing to Changes in Consumer Behavior - It's No Longer 'One Size Fits All' / Carol Verret / March 2010

Outrageous! The Cure for the Post Recession Blues! / Carol Verret / March 2010

The Reset Button --- Innovation for Hotel Sales in 2010! / Carol Verret / February 2010

4 Changes in Consumer Behavior & The Revenue Opportunities for Hotels / Carol Verret / January 2010

Recession Lessons:  What Will Drive Hotel Sales & Revenue Management in 2010 / December 2009

4 Post Recession Shifts  in the Hotel Sales Environment; What You Need to Know for Success in 2010 / Carol Verret

The 20% Solution to Increased Market Share and Revenue / Carol Verret / October 2009

Managing Revenue by Market Segment – The Recovery Challenge for Sales and Revenue Managers / Carol Verret / September 2009

The Mindset of the 2010 Business Plan – Survival Mode or Recovery Mode? / Carol Verret / August 2009

The New 'Tipping Points' in the Planners Decision Process - You May be Surprised! / Carol Verret / June 2009

The New Normal – What Does the New Normal Look Like for Hotel Sales and Revenue Management / Carol Verret / May 2009

The New Hotel Sales and Revenue Management Metrics - This Could save Your Job! / Carol Verret / April 2009

Back to Hotel Sales Basics: The Basics Have Changed Big Time!  / Carol verret / March 2009

Stimulate Hotel Revenue -- The Economic Stimulus Package Opportunities / Carol Verret / February 2009

2009 The Game Changer for Innovation in Hotel Sales Processes / Carol Verret / January 2009

Contrarian Strategies for Hotel Sales Departments to Thrive in an Economic Downturn / Carol Verret / December 2008

‘Selling Into’ a Bad Economy – Overcoming Fear and Stealing Share / Carol Verret / October 2008

Habits of Highly Successful Hotel Sales People – Accelerated Sense of Urgency/ Carol Verret / September 2008

The Challenges and Opportunities for Independent and Boutique Hotels in a Difficult Economy / Carol Verret / August 2008

The Science of Hotel Sales* – The Benchmarking Imperative for Success in a Difficult Economy / Carol Verret / July 2008

Marketing & Revenue Management Plan 2009 - Succeeding in a Difficult Year / Carol Verret / July 2008

Tactics to Drive Business in a ‘Not So Hot’ Summer / Carol Verret / May 2008

All Marketers Are Liars - Web 2.0 Strategies for Hotel Sales and Marketing / Carol Verret / April 2008

Contingency Hotel Revenue Management Strategies 'I Will not Cut Prices'/ Carol Verret / March 2008

The Contingency Hotel Sales and Marketing Plan - Hope for the Best, Plan for the Worst / Carol Verret / February 2008

Change is the Buzz – Rebooting Hotel Sales Activity at the Property Level / Carol Verret / January 2008

Habits of Highly Successful Revenue Managers Ramped Up for 2008 / Carol Verret / November 2007

Five Tips to Improving Hotel Customer Service with User Generated Reviews / Carol Verret / October 2007

Habits of Highly Successful Hotel Sales People – A Seismic Shift in 2008! / Carol Verret / September 2007

GMs – How User Generated Review Sites Can Make you a Better Manager! / Carol Verret / September 2007

Web 2.0 and Hotel Sales Strategies for '08; What Are Your Clients Saying About You? / Carol Verret / August 2007

“It’s not the big that eat the small, it’s the fast that eat the slow” -- Five Revenue Management Tactics for Independent Hotels / Carol Verett / June 2007

Developing New Hotel Business Using Client DNA / Carol Verret / May 2007

The Jigsaw Puzzle – The Fit of the Revenue Management and Internet Group Sales Pieces / Carol Verret / April 2007

Client DNA - The Gold Standard for New Business Development / Carol Verret / March 2007

The 'I Hate Cold Calls' Web Cast - The New Paradigm of Sales! / Carol Verret / February 2007

Hate Cold Calls? - Discover the New Paradigm of Hotel Sales / Carol Verret / January 2007

Issues in Hotel Sales Training - Metics for Success / Carol Verret / December 2006

Is the Party Over?; The Challenge of Decreasing Hotel Room Demand / Carol Verret / October 2006

The Habits of Highly Successful Hotel Sales People Ramp Up for 2006! / Carol Verret / September 2006

Identifying the WIIFM Factor – The Essential of Hotel Sales Success / Carol Verret / August 2006

Revenue Management for Hotel GMs – What You Don’t Know Can Jump Up and Bite You!/ Carol Verret / July 2006

Feeding the Revenue Elephant; Hotel Revenue Management / Summer 2006

The "Tipping Point" - Identifying the Touch Points in Hotel Sales / Carol Verret / May 2006

The "Tipping Point" - Touch Points Make a Difference in Customer Service Training / Carol Verret / April 2006

Selling Up! Taking Group Room Revenue to a New Level / Carol Verret / February 2006

Revenue Management 2006; The Risks and Rewards / Carol Verret /January 2006 

Revenue Management and Group Sales - The Partnership Not the Disconnect / Carol Verret / November 2005

Habits of Highly Successful Hotel Sales People / Carol Verret / September 2005

Triple Witching Hour - The Marketing Plan, Revenue Management Strategy and RFPs for '06 / Carol Verret / August 2005

"Smile" is a Learned Behavior - Creating a Culture of Customer Service / Carol Verret / July 2005

Revenue Management Systems -- Considerations for Evaluation / Carol Verret / June 2005

Disconnect -- Aligning the Revenue Management and Sales Strategies / Carol Verret / May 2005

Independent Hotels & Resorts; Ride the Wave or Float with the Tide? / Carol Verret / March 2005

Hospitality Sales Training Companies Reach Across the Competitive Playing Field to Combine Live Seminar Expertise with  the Convenience of the Internet / Carol Verret / January 2005

Revenue Management - The Challenge for Hotel Sales / Carol Verret / January 2005

Hotel Sales Departments -- Issues in Processes and Functionality / Carol Verret / November 2004

The GM'S Role in Revenue Management / Carol Verret / October 2004

Transforming the Hotel Sales Organization; Alignment with the New Realities of Sales / Carol Verret / August 2004

The Revenue Management Strategy - The Pre-Plan Marketing Plan / Carol Verret / July 2004

Hotel Revenue Management this Summer - a Game of Skill, Art and Most of All Nerves / Carol Verett / May 2004

What Do Meeting Planners Want? Hotel Sales Managers Want to Know! / Carol Verret / May 2004

Revenue Management -- The Integration of Revenue Drivers / Carol Verret / March 2004

CYBER SALES -- Hotel Sales in an Internet World is the New Reality / Carol Verret / February 2004

The New Realities of Hotel Sales - Focus on Revenue Generation / Carol Verret / January 2004

Hotel Sales -- Innovation in the Face of Limitations / Carol Verret / November 2003

The Good News & the Bad News; Improving Economy = New Hotel Development / Carol Verret / October 2003

Leadership - General Managers Managing the Sales Process / Carol Verret  / October 2003

When the Crystal Ball is Cloudy; Marketing Plans for 2004 / Carol Verret / July 2003

Partnership of Sales and Technology; Using Tech Tools to "Sell" the Hotels / Carol Verret  / July 2003

Back to the Basics? The Basics of Hotel Sales Have Changed! / May 2003

Creating Sales "HUNTERS": The Skill Sets Required in the New Hotel Sales Environment / April 2003

Heightened Security Requires New Strategies in Hotels Sales / Carol Verret Consulting and Training / Mar 2003

Revenue Recovery - Building The ‘A’ Team in Sales / Carol Verret / January 2003

Contingency Marketing Plan – War In Iraq! / Carol Verret / November 2002

Playing the Rate Game - Positioning -- Positioning -- Positioning! / Carol Verret / October 2002

The Rate Game - Playing to Win / Carol Verret / October 2002

The Challenge of Marketing Independent Boutique Hotels / Carol Verett / August 2002

Hotel Sales in a Limited Service Environment - The Rules Have Changed / Carol Verett / August 2002

The General Manager’s Role in Sales -Chief Marketing Officer of the Hotel / Carol Verret / April 2002

100% Market Share Penetration is Not Good Enough / Carol Verett / January 2002

The Key to REVPAR Recovery –  New Business Development / Carol Verett / December  2001

Trash the 2002 Marketing Plan - And Just Start Over / Carol Verett / September 2001

How to Use Consultants Effectively –  A View From the Other Side  / Carol Verret / August 2001

How Soft Is Your Hotel's Economic Landing?  / Carol Verret / Aprl 2001

The ‘Value Proposition’: Marketing Yourself to Prospective Employees / Carol Verret / January 2001

Generation Y:  Motivating and Training a New Generation of Employees / Carol Verret / November  2000

Why Customer Service Seminars Don't Work / Carol Verret / October 2000

Creating a Culture of Customer Service / Carol Verret Consulting and Training / Sept 2000 

FAT, DUMB AND HAPPY – The Seasonal Boom and  Bust Cycle / Carol Verret / August 2000

Surf's Up - Ride the Wave or Miss the Boat -The Effective Use of Technology in Hotel Sales / Carol Verret / July 2000 

Measuring Effectiveness of  Hotel Sales Departments / Carol Verret / June 2000

Hotel Sales Training - The Need for Immediate Results / Carol Verret/ May 2000

To search Hotel Online data base of News and Trends Go to Hotel.OnlineSearch

Home | Welcome | Hospitality News
| Industry Resources

Please contact Hotel.Online with your comments and suggestions.