Sales “Steps” and “Funnels” Are SO 1990’s; Here’s What It Takes for Hotel Sales Success in 2019
April 11, 2019 2:47pm
By Doug Kennedy
While the hotel sales environment has completely transformed, hotel sales training models seem to be stuck in the 1990’s. When I meet hotel leaders at industry conferences it seems most recognize the profound changes such as the emergence of third-party planners and the migration to online RFP tools (CVENT, CVB Platforms and social sites such as The Knot.) Yet most leaders seem to be unclear on what it takes to outsell the competition these days.
As a conference speaker, I often sit-in on sessions delivered by others as I’m always eager to learn. From what I see, most sales related training recycles one of three traditional themes:
If you are ready to move beyond steps, funnels and “how to use the new widget” training, here are some hotel sales training concepts from my Hotel Sales QUEST workshops and conference presentations.
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Doug Kennedy is President of the Kennedy Training Network, Inc. a leading provider of hotel sales, guest service, reservations, and front desk training programs and telephone mystery shopping services for the lodging and hospitality industry. Doug continues to be a fixture on the industry’s conference circuit for hotel companies, brands and associations, as he been for over two decades. Since 1996, Doug’s monthly training articles have been published worldwide, making him one of the most widely read hospitality industry authorities. Visit KTN at www.kennedytrainingnetwork.com or email him directly firstname.lastname@example.org. Call him at: (01) 954.558.4777
Doug is the author of “So You REALLY Like Working With People? - Five Principles for Hospitality Excellence.” https://www.amazon.com/You-REALLY-Like-Working-People-ebook/dp/B01M24R6KA/ref=sr_1_1?keywords=so+you+really+like+working+with+people&qid=1553025040&s=gateway&sr=8-1
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